Security Systems News

MAR 2018

Security Systems News is a monthly business newspaper that reaches 25,100 security installers, product distributors, central stations, engineers & architects, and security consultants. Our editorial coverage focuses on breaking news in all major se

Issue link:

Contents of this Issue


Page 30 of 36 march 2018 SE c U r ITY SYSTE m S NEWS suppliers 26 WEB MARKET PLACE Leadership Talks: A 20-minute Q&A series with industry leaders to discuss business strategies, technology development and more. Every Thursday at 12:30! Resolution Products specializes in wireless & communication products that are compatible with many of the major panels available in the market. Hikvision manufactures innovative standard and high-definition cameras, with infrared, wide dynamic range, facial detection, object counting, and intrusion detection capabilities. We provide world class monitoring for all of your customers. That's why so many Dynamark Partners rely on us to protect the accounts they keep and those they sell. Dahua Technology is a video surveillance solution provider with IP camera, NVR, analog, DVR, speed dome, HD-SDI and NVS. AFS specializes in company and business acquisitions, sales, financing and mergers to sell your security alarm business or accounts. Designer of innovative, future-forward IP and cellular alarm communicators. By supporting Mission 500, you join the many security professionals who donatie their time and resources to improve the lives of children around the world. The entire ESX Program is designed to allow passionate professionals the ability to learn more, share more, and interact more than ever before. We work with our partners to create custom alarm monitoring solutions that meet the specific needs of their subscribers. What started out as a family business over 30 years ago, NMC has risen to become the premier third-party monitoring company in the nation. Rapid Response's monitoring centers are engineered to provide reclaimable, consistent, and unsurpassable service Millions of people trust every day for better security, advanced automation and dependable service. DMP provides customer-driven products through listening, anticipating needs, and responding quickly with innovative solutions that work. Honeywell is a global manufacturer of security and automation solutions for residential and commercial applications. Security Central provides monitoring and dispatch services to over 1,500 security companies with over 300,000 accounts, operating in all 50 states. AvantGuard Monitoring Centers is an industry leader in providing alarm and central station monitoring services to independent dealers across North America. DICE is a software development and infrastructure provider that focuses on automation systems for the security industry and call centers worldwide. A dealer program providing customers a superior product, unrivaled customer service, streamlined processes and one-call resolution. Inovonics is an industry leader in high performance wireless sensor networks for life safety applications. get intellectually what it means but they don't have sales commission models that are attributable to a recurring kind of service. For the typical integrator today, it is all about the big kahuna—the big sale and big commission check, etc." Hébert said that it takes a different sales approach to sell cloud-based services. "Our challenge today is that [systems integrators] haven't incorporated a business model to be able to sell this kind of service, rather than just selling equipment, which is what they are used to doing. Cameras, readers and servers—their whole business model from a com- mission standpoint is built around that. So that is the 'pushing the rope' concept. Intellectually, and from a business perspective, an integrator is going to say, 'It would be great if I had more recurring revenue,' but they've got to get over that hump and figure out how they are going to compensate their sales people within this new managed services model." All agreed that they are work- ing hard to educate integrators on cloud's potential and provide them with the resources and support to sell cloud-based managed services. "We will continue to develop features in the cloud that make it easier from an end user perspective, but also empower our integrators to have the tools they need from a central management perspective, from firmware updates to general ability to managing things without having to roll a truck to a site— really allow them to take advan- tage of that managed services model," said Stenger. "ISONAS offers an off-the-shelf managed access control platform that our customers have really latched on to and have had really great success with, so they really have been able to expand what they do outside of installs to more managed services." The cloud is also changing the way end users look at access control, with many embracing mobile access and credentialing. "Cloud-based mobile access is a growing industry and we see more and more companies sell mobile access as a complimentary solution to their traditional access control offerings, in addition to card cre- dentials," said Arrehed. "In certain verticals, such as education, we see universities moving to 'mobile-only' models as their only access control system. While cards will continue to exist for the foreseeable future, there are trends that point toward the market transitioning to mobile, over time." "The level of customer excitement among end users is tremendous," added Van Till. "They see the creden- tial on the phone and it closes deals." Stenger agrees, noting that from a mobile credentialing per- spective, "we have seen a big jump since we launched that in March," she said. "And the adoption of that is probably one of the key drivers to why people go with our hardware solution, because they want to get rid of the physical card and have everything at their fingertips." While mobile credentialing is becoming more widely accepted, Arrehed noted, "Organizations are still grappling with the issue of visible identification, which is a valuable tool as a secondary method to identify a person. Visual IDs are easily implemented on a physical credential, but not having this visible identification on a mobile device is something organizations highlight as a key reason for maintaining some form of physical ID cards." Another selling point for the cloud is its inherent cybersecurity advan- tages over on-premise systems. "When you are deal- ing with a cloud-based product, the physical net- work that the cloud-based computers are running on are physically secured inside buildings built for that purpose alone, so that the attack vector on your database is reduced to near zero," noted Shillington. "In the traditional on- premises environment, all the data is in the building, where it doesn't belong. Because everyone has their own phone and laptop, those are all connected onto the same database, for example, so it becomes very easy to get malicious code collocated with your database, and now you are nine-tenths of the way there to having data walk out the front door either physically or electronically." That kind of scenario "just doesn't happen in a well-secured cloud-based environment because there is no physical connectivity," Shillington continued. "The data- base and where all the data resides, is locked up tighter than a drum." Hébert noted that if you look at a good number of on-premises systems today—though it may be surprising—secu- rity patches and software versions are not up to date. "When you are in a cloud environment you don't worry about that because that becomes our problem, so these patches and updates are happen- ing automatically. I can't tell you how many customers I have seen in the access control world who are three versions behind on their software and they haven't put a patch in three or four years." Stenger said that having Amazon Web Services run the cloud provides a certain level of trust and comfort for customers. "[AWS] basically built their busi- ness out of hosting and they are really great at it and people feel really comfortable with it, which shows in that 90-10 split of cloud to on-premises ratio we see with our customers." In terms of the security within the cloud, Van Till pointed out that it really is contingent upon whose Cloud-driven access Continued from page 25 Hilding Arrehed Ralph Shillington Denis Hébert C l O u D see page 30

Articles in this issue

Links on this page

Archives of this issue

view archives of Security Systems News - MAR 2018