From The Editor | December 14, 2011

How Access Control & Video Surveillance Complement Your Business

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The Good & Bad Of Today’s VAR Channel

By Mike Monocello, editor-in-chief, Business Solutions magazine

I recently sat down with Randy Teague, director of market development at Honeywell Security, and got his take on the security industry and how realistic it is for Business Solutions readers to add IP video and access control solutions to their line cards. In his current position, Teague has been working closely with a variety of integrators interested in entering the world of IP security. "IT integrators have begun selling IP-based security for a few key reasons," he explains. "We've seen an interest because it augments their business, they have the same skill set that can be applied to security, and/or they're already getting requests for such solutions from their customers." When you examine the technology segments these integrators come from, a handful of trends become apparent. Not surprisingly, these trends match what we've seen with our Business Solutions readers.

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