Security Sales & Integration

The Gold Book 2013

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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JOHN KNOX Electronic Security Association (ESA) JOHN HONOVICH IP Video Market (IPVM) SANDY JONES Sandra Jones and Co. 1. Inevitability that POTS lines are going away sank in once and for all, but we will have to learn to live without them. 2. AT&T; reentered the industry, trying to change the licensing laws and play by separate set of rules. 3. Adoption of 3G and 4G networks reminded us there will never be a 20-year technology cycle similar to the POTS days. Nowadays we are looking at 3-year cycles. 4. Smarthphone technology fnally took hold in the security space, but the industry needs to get better at utilizing apps and other mobile features. 5. Increasing number of traditional dealers migrated toward integrating more technologies into their portfolios to build their arsenals. 1. Beautiful video quality, via HD, became increased normal for surveillance. 2. Edge storage/recording emerged as a threat to traditional VMS software. 3. Panoramic cameras went mainstream with broad product availability. 4. Miniature megapixel cameras arrived, expanding IP to covert and discrete applications. 5. Te Internet grew as a force to counter manufacturer marketing. 1. Smart suppliers became sector specialists, helping more sophisticated CSOs use security to manage C-suite risks and goals. 2. Investment in city surveillance programs grew, improving public private collaboration and cooperation. 3. Cloud-based services and remote capabilities grew, creating new RMR and value. 4. Substantial improvements in technology, identity management, connectivity and ease of use. 5. Private equity made signifcant investments of scale in all sectors of market, driving up valuations and challenging strategic buyers to develop organic growth to move the needle. 1. 2G won't sunset until early 2017, but it will quit working reliably long before that. Smaller dealers may not realize they have radios that have already stopped working. 2. Create regulations that not only protect the consumer but keep a level playing feld for dealers as well. Regulations are in place to protect the consumer but must also be fair for service providers. 3. Identify and properly train IT/IP personnel to install and activate all the new security-related technologies, and still manage to show a proft. 4. ESA spent considerable money developing a successful insurance company, Security America. We need to model it into a health insurance platform. 5. Continue to grow ESA's apprenticeship program to give dealers the proper tools and ability necessary to compete for jobs vs. large electrical contractors. 1. Integrators regularly struggle with learning IT and new technologies. 2. End users frequently have unrealistic "CSI" expectations. 3. Internet sales are driving down margins for integrators. 4. PSIM remains overhyped and underperforming. 5. VSaaS, widely viewed as the next big thing, has struggled. 1. Diferentiating in a crowded market. 2. Collaborating, communicating and partnering efectively at the channel level so profts can be improved and customer results enhanced. 3. Learning how to sell cloud-based value and services. 4. Having the time to stay informed and educated. 5. Growing sufciently and quickly enough to meet projections used to attract investors. 1. M&A; activity will shufe top players in the alarm industry, along with emergence of additional telecom companies. 2. We survived the recession better than most other industries and we'll continue to prosper. 3. ESA's relationship with CSAA and SIA will continue to grow and improve. Tere will be less duplication in our eforts and more focus on each association's core value. 4. Continue to develop the most efcient relationship with emergency responders through SIAC, ASAP technology and manufacturers. 5. ESX will emerge as the mainplace to meet our industry'shigh-level decision makers and obtain access to superior training. 1. Slow economy will hamper overall industry sales and growth. 2. IP camera manufacturers will launch a slew of free, edge-based VMS competitors. 3. Traditional VMS providers will launch cloud-enhanced oferings. 4. A number of weak manufacturers will go out of business. 5. Despite the above, consolidation projections will continue to disappoint. 1. Expect continued consolidation and investment in RMR businesses, opportunities of scale and those that enhance IT services or skills. 2. Cyber threats, global instability and the desire to prevent chaos will further elevate importance and infuence of CSOs and CIOs. 3. Expect residential market penetration to skyrocket as it is fueled by telco marketing, the drive for elder care and ingenious home services. 4. Real-time information, efciencies and measurable ROI will motivate spending on new technology especially at the enterprise. 5. We will move more toward "cocooning" to provide individualized security anytime anywhere. THE GOLD BOOK 2013 / SECURITYSALES.COM / 13

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