INSIGHTS
The security industry should not be polarized — acquiring both analog and IP installation and integration skills might prove even more beneficial for system integrators and installers who are caught between the technological changes.
As the migration from analog to IP continues, physical security faces tremendous changes. Channel players are witnessing the change firsthand, as distributors and system integrators (SIs) understand that keeping up is the only way to ride the IP wave into a better tomorrow. For traditional SIs and installers versed in analog, possessing both analog and IP know-how offers a promising opportunity for attractive profit margin and greater business prospects in the face of fierce competition.
Bridging Channel Gap Between IP and Analog
Date: 2011/04/06
Source: a&s International
Driving Forces
For SIs who have adopted IP-based security products, the driving force comes from market demand for better and more convenient solutions, which consider TCO and ROI. “First, SIs will be able to stay ahead of the competition in the long run in terms of technology and capability,” Wong said. “Second, more projects are moving toward IP-based security solutions, which provides more project opportunities for SIs. Lastly, in the overall project management, initial and operational cost savings cannot be overlooked.”
Some recommend traditional SIs and installers to move away from installation as just connecting products and offer solutions instead. SIs and installers can sell value to end users with solutions rather than products. “The reason organizations implement IP solutions is a result of needs or requirements rather than mere cost,” Ng said. “IP solutions provide lower TCO and better ROI, as well as the ability to solve demanding business needs and futureproofing end users' investments.”
“It is imperative that the end users see and agree that they have a value proposition — this will only be achieved if the SI spends time with the end users to understand their key drivers such as ROI arguments, security needs, operator ease of use, scalability of the deployment and of course future-proofing against new and emerging technologies,” said Gary Harmer, Director of Electronic Security Sales for Mayflex. “If all of these items are covered then the end users are more likely to view the SI as a long term partner who continuously strives to deliver added value and proceed with the solutions put forward instead of always seeking competitive bids in the market.”