Integrators find new value in continuous system tuning as AI reshapes security operations

The role of the security systems integrator is undergoing a structural shift.
 
While installation remains a core competency, industry leaders increasingly point to ongoing system tuning and optimization as the area where integrators deliver the greatest long-term value. As video surveillance, access control, and analytics platforms grow more dynamic and AI-driven, the security environment no longer stands still after commissioning.
 
For integrators, this shift is redefining service models, customer engagement, and recurring revenue strategies.

Installation lays the groundwork

All four executives interviewed agree that installation remains foundational. A well-designed and properly deployed system establishes the architecture upon which performance, reliability, and scalability depend.
 
Paul Donahue, President of Global Security Services at Constellis, summarized this balance succinctly: “Installation sets the foundation, but real value shows up over time.”
 
In today’s environments, that foundation must account for expanding device counts, evolving analytics models, hybrid cloud architectures, and growing integration requirements between video, access control, and third-party systems. A strong initial deployment remains critical. However, it is no longer sufficient.

Security systems are now living ecosystems

Security environments are no longer static. Across the interviews, one theme stands out: modern security systems change continuously.
 
Greg Colaluca, CEO of Intellicene, emphasized this reality. “While integrators are essential at the point of installation, their presence during system tuning adds immense value to end-user systems,” he said. “The reason for this is that modern security systems can no longer remain static: they change and evolve with the times, along with operational needs.”
 
End users routinely add technologies, replace components, expand capabilities, and adapt workflows. Video analytics models are updated. Access control policies shift. New integrations are introduced to support operational goals or address emerging risks.
 
Colaluca explained the integrator’s role in maintaining cohesion across these changes: “Users add new technologies, change existing ones and remove others in their portfolio to expand system capabilities and mitigate security risks, and integrators are instrumental in making sure each new addition/change works in concert with the initial installation.”
 
For systems integrators, this requires not just technical fluency but ongoing operational
understanding of how the site functions. 

Optimization drives performance and business value

Kurt Takahashi, CEO of Netwatch, framed ongoing engagement as the key to sustaining system effectiveness.
 
“While installation remains crucially important, integrators deliver the greatest value during ongoing system optimization,” he said. “Why? Because security environments are no longer static. AI models evolve, software updates are frequent, and new integrations continuously change how systems perform in the real-world. Without regular collaboration, even well-designed systems quickly lose their level of effectiveness.”
 
This is particularly relevant for AI-driven detection and analytics. False positives, environmental variables, camera positioning changes, and workflow modifications can all degrade performance over time.
 
Takahashi noted that optimization ensures technology remains aligned with operations. “Ongoing engagement allows integrators to ensure new capabilities—such as AI-driven detection and analytics—work cohesively with existing infrastructure and align with how the customer actually operates.”
 
For integrators, this elevates their role from installer to performance manager. Continuous system refinement reduces nuisance alarms, maintains detection accuracy, and supports resilience. It also changes the business dynamic.
 
“This approach also creates sustainable recurring revenue and positions integrators as long-term partner who are responsible for system performance, resilience, and continuous improvement,” Takahashi said. “Installation still sets the foundation, but long-term tuning is where integrators create lasting impact.”

AI shifts the tuning workflow 

The rise of generative AI and conversational interfaces is beginning to reshape how tuning and configuration are performed.
 
Jeff Groom, Director of Engineering, AI at Acre Security, pointed to AI-powered installations as an opportunity for integrators to increase day-to-day impact.
“AI-powered installations give integrators a real chance to add more day-to-day value for customers,” Groom said. “The biggest gains show up during ongoing system tuning, where generative AI platforms shift the work from hands-on setup to quick, conversational adjustments that mirror how a site actually runs.”
 
Rather than navigating multiple configuration menus, integrators may increasingly interact with systems using natural language commands to adjust policies, verify system health, or refine analytics parameters.
 
“We’re beginning to see tools emerge that allow conversational interactions with systems — making configuration and tuning feel more intuitive,” Groom said.

For integrators managing multiple customer sites, this could significantly reduce operational overhead. Groom added that conversational tools “cut down on repetitive tasks and boosts efficiency, making it easy to check system health or make updates in seconds, which supports higher productivity and stronger customer satisfaction.”
 
In practice, this suggests that integrators who develop fluency in AI-enabled platforms may be able to manage more systems with fewer manual touchpoints, while simultaneously increasing responsiveness.

Reducing noise and preserving situational awareness

System tuning is not only about enabling new capabilities. It is also about maintaining clarity.
 
As environments evolve, activity patterns shift and operational priorities change. Without recalibration, systems may generate excessive alerts or miss critical events.
 
Donahue underscored this operational perspective. “Environments change, activity patterns shift, and operational priorities evolve,” he said. “Systems need to evolve so they continue to deliver clear, reliable information rather than creating unnecessary noise.”
 
From a video surveillance standpoint, this may involve recalibrating analytics zones or adjusting detection thresholds. In access control systems, it could mean modifying credential permissions, refining access schedules, or integrating new identity technologies.
 
“Continual evaluation allows teams to maintain strong situational awareness, reduce false alarms, and keep the operational picture accurate as conditions change,” Donahue said. “That steady refinement helps organizations stay ready instead of reacting after gaps appear.”
 
For integrators, this reinforces the importance of structured review cycles and performance benchmarking. Tuning becomes less reactive and more proactive.

Moving customers up the use case ladder

Another dimension of ongoing engagement involves expanding functionality. Colaluca described this as helping clients “move up the use case ladder of functionality.” He noted that this requires “constant connections with the systems integrator to ensure continuity of business value for the solution.”
 
In practical terms, a customer may begin with basic video recording and intrusion detection, then progress to AI-powered analytics, automated alerts, or cross-platform integrations between video and access control.
 
Each step requires configuration alignment, workflow validation, and potentially infrastructure adjustments.
 
“As the value and maintenance requirements of systems increase, the integrator’s value grows with it,” Colaluca said.
 
This evolution favors integrators who understand not only technical implementation but also business objectives. Security technology is increasingly tied to operational efficiency, compliance, and data-driven decision-making.

The trusted advisor model

Across the interviews, the concept of the integrator as trusted advisor emerges repeatedly. Takahashi described ongoing collaboration as transforming the relationship. It “turns the integrator into a trusted advisor who helps customers stay proactive as risks, workflows, and technologies evolve.”
 
This advisory role requires regular communication, performance reviews, and strategic planning discussions. It also requires integrators to stay informed about software updates, AI model changes, cybersecurity implications, and interoperability developments.
 
As security ecosystems become more complex, customers may rely on integrators not just for system uptime but for strategic guidance.
 
The integrator becomes responsible for ensuring that disparate components function cohesively and continue to deliver measurable value.

Implications for integrator business models

The shift toward continuous tuning carries clear implications.
 
First, service contracts and recurring revenue models gain prominence. Optimization, analytics calibration, firmware updates, and integration validation become ongoing services rather than one-time deliverables.
Second, skill sets evolve. Integrators must develop expertise in AI configuration, software lifecycle management, cybersecurity hygiene, and cloud-connected platforms.
 
Third, performance metrics expand. Instead of measuring success solely by project completion, integrators may increasingly track detection accuracy, false alarm reduction, system uptime, and user adoption.
 
As Groom’s comments suggest, automation and AI tools may help scale these services. Conversational interfaces and system health dashboards could allow integrators to manage multiple environments more efficiently.
 
At the same time, Donahue’s emphasis on situational awareness highlights that technology must remain aligned with operational reality. Continuous collaboration with end users is essential.

Long-term impact

Installation remains indispensable. It defines system architecture and initial capability. However, as AI-driven video analytics, intelligent access control, and integrated security platforms continue to evolve, the long-term value proposition for integrators appears increasingly tied to optimization.
 
Security environments change. Threat landscapes shift. Software updates roll out. Use cases expand.
 
In this context, ongoing tuning is not optional. It is operational necessity. As Takahashi put it, “Installation still sets the foundation, but long-term tuning is where integrators create lasting impact.”
 
For physical security systems integrators and consultants, the message is clear. Competitive differentiation may depend less on who installs the system, and more on who keeps it performing at its peak over time.