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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Helping customers fnd the most cost-effective solutions amid reduced material, labor operating and maintenance costs will produce opportunities. begun to show itself, as procurements are beginning to be released on this IT schedule. SHIFTING SCALES OF OPPORTUNITY As an industry, we are in a unique time where change is coming. Te situation is similar to ice hockey: When everything is stable and no one is moving, very little happens to change the outcome; however, when players start skating and the puck is bouncing around in front of the net, the potential for scoring increases exponentially. In short, chaos creates opportunity. So as we step back and take a look, here are a few contributing factors that might impact the landscape of the federal government market, and thus create more opportunities. • Te policy requirements are maturing and getting heavy. • Te funding to meet the requirements is getting light. • Tere is an ongoing shift in technology to help address this imbalance. Ultimately, end users are looking to reduce TCO. Being in front of the change is going to make a critical difference for every organization. Te ability to educate yourself and your customers as to what all of the policies, special publications, recommendations and rhetoric should mean to them is paramount. Te ability to select the right technology that will meet the current requirements and support the growth within their organization, and keeping up with the everevolving policies will produce a trusted partner relationship. Te ability to help your customer fnd the most cost-efective solutions amid reduced material, labor operating and maintenance costs will help to produce additional opportunities. In the end, the challenge for each security integrator is to become a trusted partner for the customer by understanding the numerous requirements, technical choices and potential changes, while providing them the best value to lower their TCO. Paul Retzbach, PMP, PSP, is Vice President – Government for STANLEY Security (stanleysecuritysolutions.com). NEED MORE POWER OUT OF YOUR POE SWITCH? Introducing Antaira's PoE Plus Solutions $429 LNP-800AGH-T 8-Port PoE+ Switch $489 LNP-800AGH-24-T 8-Port PoE+ Switch (24VDC Input) NEED MORE POWER... $599 LNP-601AGH-SFP-T 6-Port Fiber PoE+ Switch $699 LNP-602AGH-T 6-Port Fiber PoE+ Switch $1,599 LNP-1204GN-T 12-Port Managed PoE+ Switch Formerly Aaxeon Technologies www.antaira.com www.securitysales.com/freeinfo/19285 90 / SECURITYSALES.COM / SEPTEMBER 2013 PHOTO: ©ISTOCKPHOTO.COM SECURING FEDERAL GOVERNMENT BUSINESS