Systems integrators are at a critical juncture in their business life. As the physical security landscape continues to speed to mobile applications, cloud solutions, big data and everything network centric the entire scope of the industry is undergoing rapid transformation. More and more peripheral physical security components — power supplies as an example — are now part of the information technology (IT) network infrastructure. Having the proper IT skillsets and mindset are a must in order for your organization to thrive in to the future.
With the internet of Things (loT) predicting billions of connected devices by 2020, systems integrators who do not continue to improve their IT expertise will quickly fall behind. The bottom line is that being able to leverage the network for integrated system solutions ultimately creates the convenient functionality customers crave and continue to find indispensable.
Here are six ways to get the types of IT skill sets necessary to grow into new areas of success:
1. Be One With ‘IT”
Being IT-centric, of course, extends itself beyond IP cameras. Nearly every building technology component is moving to the network, including access control, voice, building automation, energy management, intrusion detection and emergency communications. Having a deep knowledge of the different types of technology communication methods — including IP, long-range wireless, global positioning (GPS), real-time location systems, Bluetooth and even Z-Wave — will enable a conversation that establishes you as a subject matter expert and a systems integrator who the end-user can rely on for a total, turnkey solution.
The IT stakeholder is a key decision maker in today’s security solution selection process. If it is going to touch their network, then they want to be a lead part of product and integrator selection. Not having IT-centric salespeople and team members at those initial meetings will quickly put your organization at a disadvantage. Your sales team must speak at the same IT level as these decision makers in order for these knowledgeable stakeholders to trust your organization. If provided the appropriate tools, such as preconfigured presentations on tablets, the sales rep can illustrate the particulars of the system and how it can be configured to run efficiently, safely and expeditiously on the network.
When you leverage IT expertise, your company reaps untold benefits. You discover nascent opportunities in markets you might not otherwise be able to tap. You gain additional customers and have the opportunity for new sources of RMR by adding a list of IT-centric service offerings. You have an opportunity to build overall value in your business from services rather than “once and done” installations.
When Advance Technology began in business more than 20 years ago, physical security was entirely different than today. Most systems were hardwired, closed systems, and there was surely no network communication involved. But we made the transition, focusing on adding team members with IT expertise, studying the IT industry, growing certifications and keeping pace with emerging technologies. We made the challenging transformation of our organization into the area of valuable, managed remote services for security and audiovisual systems that are providing our customers tremendous benefit.
2. Build the Team
Finding IT-centric employees is not an easy task. Consider building internship programs within your organization and work closely with local technical colleges to find IT students who are looking at the traditional IT industry without knowing that the physical security industry is even an option. Attend job fairs and educate students on the great career paths that they can take in the system integration industry.
Many of these colleges have apprenticeship programs that integrators can be a part of. Growing an IT student within your organization through an apprenticeship program will result in an engaged and energetic new employee who has been trained in your company’s processes and procedures.
Many organizations have training, accreditations and credentialing, including the Electronic Security Association, PSA Security Network, National Systems Contractors Association, BICSI and ASIS Intl., providing reassurance to clients of competency, expertise and ongoing education. Being certified in Microsoft, Cisco and other popular computer and software programming is also a way to keep technicians up to speed. Manufacturers may also conduct hands-on and virtual training — a great way to learn new competencies and product enhancements and developments.
3. Understand Wireless Networks
Wireless expands the nature of physical security solutions and is more robust, reliable and secure than ever. Deployments of Real-Time Location System (RTLS)-grade wireless networks are becoming common, especially in healthcare facilities. RTLS networks enable technologies such as patient and infant security, asset tracking and staff duress to ride on the network, providing real-time alerts and pinpoint accuracy of location.
As proven wireless technologies continue to be deployed within the enterprise, we can expect more security technologies will use it as a primary communication path. It seems logical that eventually most security devices — including electronic locks, readers, cameras and more — will communicate on these networks without the need to run traditional network cabling.
RTLS-grade networks are complex and have numerous environmental considerations during deployment and ongoing during its lifecycle. Having team expertise in wireless networking will position your organization to evolve in this area and reap the benefits of providing unique solutions that can function on them.
4. Establish Robust IT Support
If you build it, you must support it. Today’s systems integration business is becoming far less about the actual equipment, but instead, the services and support that is delivered before, during and after the sale. The IT decision maker understands the importance of system uptime and maintenance of IT devices and often does not want to stretch their team to support another system. In most cases, the IT team will gladly outsource any maintenance, opting for security experts to manage that portion.
They also agree that if services can be provided by the integrator remotely, it is generally quicker (system resets and software upgrades) and less expensive than having a security provider roll a truck to an onsite location. These users are accustomed to paying monthly fees for software service agreements, cloud-based subscriptions and maintenance for the traditional IT solutions in their environment and will do the same to support the physical security system. Building unique support solutions provide a great opportunity for integrators to build RMR models that provide valuable service offerings to the end-user.
5. Flex Your Cybersecurity Muscles
IT prospects and customers are definitely realizing that IP physical security devices pose potential risks and vulnerabilities when attached to their networks. Concerns and questions include: How are discovered vulnerabilities specifically addressed with the equipment? What kind of encryption is embedded in the product?
System integrators need to be prepared to outline the steps they take to cyber-harden their solutions for their customers. Ask questions of your manufacturer partners about cyber safeguards and other processes that lessen the possibility of threats across the enterprise. Systems integrators need to be able to address any potential threats or concerns upfront and then deliver solutions and methodology if any vulnerabilities are discovered.
With a massive workforce shortfall of cybersecurity professionals predicted in the near future, finding cybersecurity experts to join your organization might be a challenge. Systems integrators can join forces with skilled third-party organizations that can assist them in ensuring that their organization is cyber-secure and that the cyber hygiene used when deploying technology on their customer’s networks is appropriate.
6. Let IT Grow Your Business
Since the IT department is taking on responsibility for more and more technology that rides on the network, a successful security integrator may have an opportunity to grow a solution offering outside of security and into other technologies. Many security integrators have successfully migrated to offering audio/visual, wireless networks and cybersecurity solutions to their technology portfolio. By building IT-centric managed services to offer along with the solutions, integrators can build valuable RMR in the process.
Keep the conversation open with your customers about what technologies they are deploying outside of physical security. You may discover another technology offering that fits as great for your organization to provide.
Albert Einstein once wrote: “You have to learn the rules of the game. And then you have to learn to play better than anyone else.” When you learn the IT side of the business, you are ready to play better than others in the business who are not making strides to improve.
Rob Simopoulos is president of Advance Technology, Scarborough, Maine, an award-winning systems integration and managed services firm delivering security and audiovisual solutions supported with “White Glove” service to enterprise customers in the New England Region.
