Security Sales & Integration

September2013

SSI serves security installing contractors providing systems and services; surveillance, access control, biometrics, fire alarm and home control/automation. Coverage in commercial and residential product applications, designs, techniques, operations.

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ACCESS CONTROL AS A SERVICE system confguration perspective, the integrator would then simply log into their own application portal to handle setup, set schedules, create access privileges and provide their end users with credentials needed to sign in to the Web-based and/or mobile platform. And with a vendor-hosted access control solution, even less time is required for maintenance once the system is installed, as all software upgrades and enhancements are automatically managed by the vendor hosting the application. With quick and easy deployment and no server maintenance Choose a cloud-based solution with advanced security features. Encrypted communications, data protection capabilities, and strong user authentication and password protection are key features. In the case of a breach, the end user relies on fu required, integrators can complete more projects in less time, with the same number of technicians. Tis ultimately means integrators can take on more projects, and transition to a service-based business model with recurring revenue streams, one customer at a time. MORE SERVICE BUSINESS FOLLOWS ACAAS Besides the mentioned benefits of the cloud like easy installation, reduced upfront expenses and little to no maintenance, cloud-based access control also ushers in a whole new range of potential services for integrators to ofer. First and foremost, just by saving the time needed to install and properly set up servers, integrators are able to focus on providing more guidance in terms of hardware selection, risk identifcation and system design. And in a highly competitive market, taking the time to guide an end user to their ideal system and ensuring they are happy with the end result could become a diferentiating quality that brings additional references and business. More than that, managing access control-specifc services like issuing credentials, adding new cardholders, all the way to more elaborate tasks like printing and delivering cardholder badges or monitoring and handling access control 126 / SECURITYSALES.COM / SEPTEMBER 2013 alarms, become great potential value-add opportunities. Depending on the end user's capabilities, level of comfort with the system or available resources, integrators can tailor their ofering on a per-customer basis and ofer varying degrees of complementary services. To the customer, the integrator then becomes a one-stop shop for IP security technology that is hassle-free, cost-efcient and efective. In similar respects to VSaaS, integrators can also propose an access control hardware leasing program in cases where the end user really wants to forgo all equipment investment. Without necessarily being limited to these examples, temporary installations that still require a few doors to be secured, like a blood drive clinic or a short-term event with backstage areas, could beneft from this type of service. Integrators can also choose to bundle the cost of the hardware into the monthly fee, ofering a fnancing option, and ultimately making it easier for the customer to manage cash fow and risk when adopting a new IP security solution. CONSIDERING THE PLATFORM RISKS Regardless of all the benefits, when proposing a hosted security system, integrators still might be met with uncertainty and apprehension. Privacy issues and security risks may be of concern to some end users. But this is where choosing to ofer a cloud-based solution with advanced security features comes into play. Encrypted communications, data protection capabilities, and strong user authentication and password protection are key features for any cloud-based system. In the case of a breach, the end user relies on full audit trails to verify who had access to the system and see what changes were made. Properly investigating the cloud platform's inherent security functionalities and policies, and checking out their certifcations can also help conf rm the reliability and security of your cloud-based deployments, and put the minds of your customers at ease. LOOKING AT THE CLOUD'S FORECAST As the demand for extending mobility into the feld continues to rise, and more and more end users, as well as integrators, consider the benefts of hosted security systems, VSaaS and ACaaS will gain tremendous traction in the industry. At that point, it will be interesting to see what other types of systems come into the cloud, and how information from all these systems will be managed. A unifed cloud-based platform might be benefcial to those end users who seek to merge information and functionality, but for now integrators wanting to explore new potential revenue streams or spread into untapped markets can rely on fully-hosted VSaaS or ACaaS to get the job done. Christian Morin is Director of the Stratocast Product Group at Genetec (genetec.com).

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