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.
Issue link: https://securitysales.epubxp.com/i/141570
OFFER NETWORK MONITORING SERVICES TO CREATE NEW REVENUES by Peter Giacalone Monitoring Matters Peter Giacalone is President of Giacalone Associates, an independent security consulting frm. peter@petergiacalone.com A s with most any business, owners and E-mailed automatically on a daily, weekly or monthly basis. managers typically spend their time Confguration reports give customers detailed information seeking new prospects and channels on a about all the devices in their group. Te information you regular basis. Te low-voltage, electronic need is always at hand. In addition to summary and consecurity, life-safety and integration business is no diferent. fguration reports, six months of audit reports can be made We are very fortunate to be part of an industry that ofers available to perform analytics and solve network issues. such great diversity of opportunity. Some individuals may state that this is too great of a Yet I fnd it almost humorous when I hear owners and departure from traditional security and life-safety systems. managers suggest they are stuck in a corner with no real Tis may be true for those companies that ofer only the potential to increase their revenue because the market is most basic services; however, many companies that have already saturated with the services they ofer. It's really expanded into integrated systems or IP-based commercial ridiculous that I even echo that statement here, given the systems have had no choice but to expand on their levels of endless opportunities for traditional-minded dealers and competencies. integrators to generate new types of revenues. Moreover, their customers require this level of monitoring Some dealer organizations see expanding into the comand maintenance and may be subscribing to these services mercial market as the answer. Most have already made that elsewhere. If they are not utilizing these types of services, leap and currently service both residential and commercial then it is your job to illustrate why they need network and clients. I have written on more than one occasion about the device monitoring systems. Any company that maintains great opportunities for structured and a network, especially if this includes The technology integrated residential and commercial electronic security systems such as has reached a systems and monitoring. It is all very video surveillance and access control, valuable to consumers, business ownmust monitor the wellness of their point where an ers and our industry. networks and individual devices. independent dealer One specifc area in the commercial, It brings to mind the old problem industrial and municipal channels can partner with a that once existed when we lived in an that tends to be overlooked is network analog world. Remember when the big monitoring center security and monitoring. Some very complaint from surveillance subscribintuitive, experienced and trusted ers was that whenever they needed to and technology security providers in our industry review a video from their time-lapse developer to offer have already embarked in this area. recorders, they found they had a bad state-of-the-art Te technology has reached a point tape or recording? Well, the network where an independent dealer can services proposition in a digital world network services partner with a monitoring center and is a solution to a problem that is a in addition to its technology developer to ofer these thousand times greater than the anastate-of-the-art services in addition to log conundrum. Whether it's security existing portfolio. its existing portfolio. or other IP-based devices, a network Tese are services to assure conmust always stay secure and healthy fdentiality, integrity and availability beyond the frewall. and processors need to process. Te security industry is in Tey include professional IP device monitoring and VPN aca position to ofer services and solutions that mitigate many cess oferings that are combined to create a world-class tool issues, while creating potentially phenomenal revenues for for systems integrators. Te proposition redefnes network our companies. access and device monitoring while keeping it simple and As I stressed earlier, although this is not for everyone, I afordable. believe that most well-rounded installing security dealer Customers can also be part of the solution by monitoring and integration companies are well suited to start enjoying their systems through reports and dashboards along with the revenues and opportunities that network monitoring the professional monitoring center. Summary reports are has to ofer. 30 / SECURITYSALES.COM / JULY 2013