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Demand and opportunities in perimeter security

Demand and opportunities in perimeter security
With a combination of integrated systems, cybersecurity, and recurring services, the perimeter has a lot to offer integrators.
Perimeter protection has always remained an integral part of security projects. Several verticals demand strong perimeter security now, and this demand has only increased with COVID-19, as more people stayed at home and many workplaces remained empty.
According to Andrea Sorri, Segment Development Manager for Smart cities at Axis Communications, large sites where a perimeter breach would cause immediate operational issues – for instance, airports, critical infrastructure – still have an obvious need. At the same time, some newer types of sites, such as data centers and renewable energy plants, have also emerged.
“Essentially, however, any site where 24/7 monitoring of the whole perimeter by security staff is impossible will need to employ alternative forms of protection,” Sorri added.

Certain verticals in more need than others

It can be argued that any business with an entry point needs a perimeter solution. However, some businesses within certain verticals share common pain requiring a more robust and proactive solution.

“Verticals that are in high-risk environments, like construction, mining, remote utility locations; or perhaps verticals with mandates and compliance regulations that must be met such as cannabis businesses or again utilities; and lastly, businesses who need to ensure their business remains operational and functional like the automotive industry, self-storage, car washes,” said Justin Wilmas, President of Netwatch North America.

“Each of these industries has a potentially high-risk environment, where theft and vandalism can cause a litany of problems for the business – from loss of materials to bring the business to a screeching halt.”

An effort to save costs

Many organizations are starting to seek out more intelligent perimeter solutions while looking for cost savings, such as proactive video monitoring. After all, it is better to stop a crime even before it happens.
“Proactive video monitoring is becoming the choice of many verticals because of its unique ability to stop crime in its tracks and aid the organization by lowering or eliminating the need for guarding services,” Wilmas said.

Opportunities for systems integrators

Systems integrators that understand the complexity and challenges of perimeter security environments are ideally positioned to help these facilities protect infrastructure and property. They will have to take advantage of the latest technology, their integration, and even offer cybersecurity services.

Offer unified solutions

According to Alan Stoddard, President of Cognyte Americas, those who work frequently in this market know that breaking down the walls between disparate data inputs and building a roadmap that helps stakeholders realize unprecedented visibility and actionable insights is critical.
“The systems integrators we work with are looking to unify security data from cameras, IoT sensors, access controls, and other systems into a centralized environment to increase awareness and help their customers establish more proactive security postures,” Stoddard said. “Intelligence drives today’s modern security deployments, so systems integrators in this space need to have the knowledge and experience in these types of deployments and strong partnerships with vendors who work frequently in these areas.”
Specifically, they must know how to deploy comprehensive solutions for large, mission-critical environments and have the unique technical skills and training to back up this expertise.  

Better RMR

RMR has genuinely revolutionized the business model for today's security dealers and integrators. Rather than selling low-margin hardware and hoping that customers purchase a maintenance agreement to help pad the bottom line, SaaS enables dealers to provide video surveillance and access control as part of an ongoing service.

“Not only does this provide peace of mind for end-users who know they won't have to invest additional dollars into the maintenance of their security system, but it can also help integrators avoid costly truck rolls,” Wilmas said. “Time on-site is minimized, as are travel costs, by being able to remotely diagnose and troubleshoot problems.”

Converting to a SaaS offering in the commercial space also enables businesses to shift from capital expenditure models for security – purchasing and maintaining expensive on-prem deployments on an ad hoc basis – to a more affordable operational expenditure.

Overall, RMR enables the dealer to develop a stronger connection with the user, strengthening business relationships and increasing the likelihood of repeat customers. In turn, the client trusts that the dealer comprehends their specific needs and will be able to deliver the necessary services to support them.

Integration and cybersecurity services

Another key opportunity for system integrators comes through the expansion of perimeter security to include additional sensors and technologies. Solution providers now offer a number of devices that increase efficiency and provide more return on investments.

“Whereas a traditional perimeter protection solution would have been primarily centered on video surveillance, today it could and should include thermal cameras, radar, and network audio,” Sorri said. “Offering a comprehensive set of technologies is a significant opportunity.”

In addition, as with any connected technologies, the risk of cyberattack means that physical and cyber security should be seen holistically. Therefore, systems integrators should be looking at offering cybersecurity consultancy services in addition to their existing physical security offering.


Several verticals require perimeter security, presenting an excellent opportunity for systems integrators. But understanding the unique requirements of each vertical is essential to providing exemplary service and growing the business. With a combination of integrated systems, cybersecurity, and recurring services, the perimeter has a lot to offer integrators.
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