Security Systems News

FEB 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

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# P A S S A I T O E N S E C U R I T Y ARE YOU PASSIONATE ABOUT WHAT YOU DO? #passionatesecurity JUNE 19-22, 2018 NASHVILLE ESXWEB.COM EDUCATION. NETWORKING. EXPO. JUNE 19-22 NASHVILLE may not be the cloud itself but it's the gaps between on premise to off premise." He added that the No. 1 question from end users might be on the value of the service, followed by how to implement cybersecurity. "Cybersecurity of any program is raised to the top of everyone's list. But, I think there's a wide range of customers," Brecher said, noting that large compa- nies are currently keeping their IT and physi- c a l s e c u r i t y d e p a rt m e n t s separate, and s o m e t h a t keep the two much closer. "Cybersecuri- ty is going to become more important and it is going to shift to managed security, because … especially [with] SMB, you can't scale to do it the right way on your own." Frye addressed the need for IoT devices—including access control, cameras, panels, sen- sors and BLE devices—to be built by a manufacturer that has invested in security of the product and "integrated by somebody that knows the busi- ness of cybersecurity. … Secu- rity is not for the light hearted, and it's not for somebody that's got a business to run—it's for a professional." Van Till shifted the conversa- tion to look more at the business side of cloud. Customers can value the SaaS model because of flat recurring payments, as opposed to a larger up-front cost, he noted. "How much does the shape of the financial expen- diture … make a difference to your customer base, and what is it that they come looking for?" Van Till asked. "We have had good success with a security package that's enclosed in an opex model. However … there are some with huge capital budgets, and you have to have a model for them too. But, opex is definitely a growing part of our business and a very successful one," Frye said. Brecher agreed, and pointed to a key benefit of a SaaS model. "Software is dead after you com- plete the install—it needs to be updated probably a minute afterwards." he said. The security industry has seen various technological shifts, such as the move from analog to IP cameras, which was dif- ficult for some, Van Till said. He asked the panel about how the rate of cloud adoption, and how it might compare to other shifts that have happened in the security space. B re c h e r p o i n t e d o u t t h a t there is a tipping point from one technological trend to the next, where there is an increase in the value or performance of a newer technology; he gave the example of IP cameras out- performing analog cameras for a price point that was not sub- stantially higher. "The cloud for the sake of cloud is nothing. You can't sell something unless you solve a problem or reduce a cost or create efficiency," he said. appropriate solutions. [As] Jer- emy mentioned, you have to provide value, you have to show the value is there, you have to show that the secu- rity is there, and if you can do those two things the adoption is much easier in our mind." Va n T i l l a s k e d : "Where will we be in five or 10 years—is our world going to be 100 percent cloud?" No, the industry won't be entirely cloud, according to Trapanese. "I think it's a huge opportunity, and it's going to be a blast in the next five or 10 years for our industry. It's just going to be a ton of fun because of all the changes, and all the work that we have to do and the technology that's coming, but it will not be 100 percent cloud," he said. SSN "When we get to that tipping point, we'll see that same flip over. We're just not there yet." Trapanese said that the IP camera is a good example "The accep- tance, the traction—I think it's going to be m u c h , m u c h f a s t e r moving to cloud than moving to IP," he said. "It's just a question of having the Continued from previous page Jeremy Brecher Jeff Frye S e C ur IT y S y ST e MS N e WS February 2018 Special Repo R t 25

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