You have probably noticed the term partnership has recently become somewhat of a buzzword in the security industry. Partnerships are on the minds of many — because today’s IP technologies are requiring integrators to work with a range of technology partners to provide the best solutions for their customers.
Networked technologies are constantly moving forward, forcing integration and interoperability across the enterprise. Although proprietary, end-to-end solutions remain an option, many dealers and integrators have realized how open solutions can better accommodate end-user requirements and are often a better investment that evolves with each customer’s needs.
Every new technology integration opens up possibilities for end-users, while creating a need for security dealers and integrators to work closely with technology firms to provide customers with more complete, useful solutions. With a host of new technologies gaining traction, including highly connected high-performance buildings, the Internet of Things (IoT), and even artificial intelligence, the security world could be on the verge of a major shift.
To successfully navigate the winding path of security technologies, dealers and integrators must partner with a community of technology providers to not only meet the needs of their customers, but also to stay ahead of the curve without losing sight of what technologies lie ahead.
From Manufacturer to End-user
Since there is no single technology provider on the planet that is the expert in all domains across the enterprise, every security technology manufacturer must rely on fellow manufacturers to fill the gap. This is precisely why many end-to-end solutions fail and are inherently limited, because a single manufacturer can only deliver so much technology on its own.
Whether it is access control, surveillance or cyber security, no single technology provider can manufacture all the components required for a successful solution. Integrators must embrace the open platform and work with the best technology partners they can find to bring these components together to meet the needs of their customer.
The IoT is one of the biggest game-changing initiatives for security professionals. Since IoT is the combination of several connected components, it requires advanced skills and IT knowledge to integrate the IoT platform with enterprise applications. This is especially true when incorporating security, identity and operational applications.
Security professionals and end-users both need guidance from their partners. They are the experts at risk assessment, vertical market applications and using security technologies; however, they look to their technology partners to provide critical insight about what changes are ahead and how they can prepare.
Many integrators that have performed large migrations from analog to digital already know the importance of close partnerships with a technology provider. They have experienced it first-hand and there is a good chance they have documented what went right and what went wrong.
These integrators may be the first to embrace future technologies, but will expect more from their partners than ever before. Professional communities in other industries have already experienced this shift and it is common to partner with subject matter experts outside their core industries — IT is a prime example.
Creating New Opportunities
With a multitude of changes affecting the industry right now, integrators must be prepared to adapt and change accordingly. By partnering with multiple technology providers, integrators can successfully plan for future changes and identify how they can monetize new opportunities for their business.
In today’s environment, integrators should embrace the open platform and not focus on a single service or product brand. They should pick and choose the best hardware and software partners and work to bring those components together to meet the needs of their customers.
Integrators can also work closely with software and hardware providers to become a regular part of their customer’s life as a service partner. By doing so, they are able to establish a predictable stream of income for their business, instead of relying on large installations.
Ultimately, both integrators and technology companies must listen to the needs of their end-user customers to shape future offerings. They must also guard against the rapid obsolescence by providing the benefits of open solutions that can be easily upgraded and modified as new technologies are released.
Moving Away from Exclusivity
As the security industry has embraced a more open approach, a significant shift has occurred in the way integrators partner with technology manufacturers. Integrators are no longer exclusively partnering with a small set of manufacturers — instead they are picking and choosing partners based on which provide the best individual components.
The fact that most systems and devices are being deployed on IP networks has facilitated a new level of interface and integration, which has opened many more options for solving a customer’s needs —often referred to as a community approach, or an ecosystem of business.
By partnering with many providers instead of a few, integrators are able to truly customize solutions in a way that enables customers to implement additional functionality that maintains their existing investments. Before IP connectivity and network standards were implemented, it was difficult to partner with small, specialized technology companies that were often proprietary with limited connectivity.
Today, integrators have a wide selection of partners, technologies and devices to choose from, as well as a longer-term approach that allows for the implementation of new features and capabilities as they become available.
Partnerships with a wide and diverse community of partners are a win-win for customers and integrators alike. Open solutions and partnerships create long-term value for customers and revenue streams for integrators.
An integrator’s ability to deliver innovation to the marketplace and address customer demands is key to maintaining investments for the long term. It is imperative for integrators to put customers and partnerships first by embracing and implementing open solutions. This is the only way end-users can get the customized solutions that can be scaled up to protect their original investment.
While putting partnerships first is nothing new to security industry professionals — building a community of partnerships is. Adapting a community approach is the best way to secure long-term business opportunities and ensure integrators will be able to meet their customer’s requirements into the distant future.
Fritz Werder is the Vice President and General Manager of Legrand’s On-Q and Nuvo lines in North America. Request more info about the company at www.securityinfowatch.com/12021736.
