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

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SE c U r ITY SYSTE m S NEWS march 2018 www.securitysystemsnews.com suppliers 25 Continued from page 1 # 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 Access control powered by cloud "Technology advancements and changes in end customer demand and consumption models are reshap- ing the physical access control market," noted Hilding Arrehed, VP Cloud Services for identity solution provider HID G l o b a l . " A s indicated by current market research and s u r v e y s , b y 2020, 20 per- cent of physical access solutions will be shaped by mobile and cloud architectures. Today's technologies allow physical access control providers to move from on-premise to cloud-based access control and an increasing number of traditional PACS head- end system providers have started moving their solutions into the cloud." Ralph Shillington, chief architect with Feenics, a company that pro- vides on-premise and cloud-hosted integrated access control and secu- rity management solutions, said he is seeing a "rapid shift" among the end users toward cloud-based solutions. "But what is happening is their own IT departments in other areas are scaling back their own data cen- ters and moving to the cloud and are turning to their security folks and saying, 'How are we going to get you in the cloud?'" Shillington pointed out. "The push is coming from the end users and is coming in a really surprising number of verticals, from transportation to property manage- ment to financial services." Van Till pointed out that security has seen many new entrants from outside the industry. "So those companies, especially with the pedigree of Latch, which is a former VP of design for Apple, and then Jim Clark who recently launched a new company, you've really got a Silicon Valley DNA strand that is becoming more promi- nent in the security industry, and that is where we are right now," Van Till said. "You are starting to see newcomers from outside the industry becoming very interested in security, and very interested in the physical world by way of IoT." Van Till noted that the minute you mention IoT, you are also say- ing cloud "because every single IoT company out there is built on the cloud," he explained. "So between the natural momentum of the cloud and then the hit from the other direction of IoT pervading and making all of hardware devices much cheaper, it is kind of a squeeze play on traditional architectures in security and what you are going to end up with is 100 percent cloud within a few years." Stenger agrees that more and more that is you are seeing the price of hardware, specifically cameras, go to a commodity, so integrators are starting to differentiate themselves with the services they provide, and the cloud allows them to do that in a much more maintainable and manageable way; they can manage everything centrally for all of their customers and provide a lot of dif- ferent services that they couldn't by just competing on a hardware price or an install price." As the cloud becomes more wide- ly adopted within security, she said, integrators are going to have to shift their traditional sales approach to more of a managed services model. "You certainly see that [as] the emphasis of many providers, and not just access control but almost anything else in security and other industrial contexts," noted Van Till. "IoT is a very managed service in the industrial setting, and the channel wants it because it is their way of creating value." Denis Hébert, president, Feenics, pointed out that although there are many arguments that can be made in favor of the cloud, convincing integrators on the merits of selling cloud as a service is at times like "pushing a rope," he said. "They people are getting into the cloud business. "All of this increased inter- est and new entrants in the cloud speaks to what end users want—a platform that is easy to use, has low cost of entry—while integra- tors want a platform that gets them into a recurring revenue model," she said. "What is driving a lot of Melissa Stenger C l O u D see page 26

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