Converging Tech Hits Physical Surveillance

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•Tech Trends: Converging Tech Hits Physical Surveillance

By Gennifer Biggs, Business Solutions magazine.

It hasn't been that long since access control meant locks and keys and video surveillance involved analog tapes. But, today's physical security solutions ride on the network and over the Internet, and that makes them a prime opportunity for VARs already working in that realm. "When everything sits on the network, it changes the game and opens up entirely new possibilities," says Tony Sorrentino, VP of sales for ScanSource Security. "Today, resellers must be more sophisticated. They must be network-savvy and understand IP, video, and access control." He adds that if you are a VAR and your customers' trusted advisor, you need to leverage that relationship as much as you can. "Every customer wants one-stop shopping, so the more you can deliver, the better off you are. Plus, if you handle all these devices — which are on the network, on your network — you will save yourself some headaches." Steve Surfaro, industry liaison for Axis Communications, adds, "Today, systems integrators take products, then layer on software solutions and customization for customers, and that is where the opportunity is." In fact, integration is the name of the game — all made possible by the Internet. "We aren't seeing a lot of VARs out there pushing integrated solutions yet," says Sorrentino, who adds that ScanSource has been talking to its partners about how the capacity to integrate pieces of the physical security puzzle is a wise offensive move in terms of business. "The defensive side of the move is that, if you are only offering one piece and your competition is offering integrated solutions, you are at risk to lose customers. And believe me, we are building automation and integration to a point of full convergence."

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•Tech Trends: Converging Tech Hits Physical Surveillance