From The Editor | August 9, 2013

Peer-to-Peer: Advice For Integrators Considering Selling Access Control

By Bernadette Wilson, associate editor, Business Solutions magazine
Follow Me On Twitter @bernadeditor

BSM-Security Camera 2

In a recent Business Solutions article, “Remote Video Monitoring Pays Off,” Howard Wolf, senior security consultant at Protection Technologies, told how his company deployed a security system that includes video analytics and remote monitoring. In the article, Wolf said early analytics solutions failed to deliver promised benefits, but current technology can help access control VARs and integrators deliver cost-effective security solutions that provide a fast ROI for clients — and a source of ongoing revenue for resellers.

During his interview, Business Solutions writer Brian Albright asked Wolf if he has advice for IT integrators considering getting into access control. Wolf said integrators should have their technicians complete vendor certification training programs. “That can be especially helpful on large and complex installations,” says Wolf.  He also suggests finding a vendor that is open to helping with design, walking the site, and supporting the set-up, installation, and ongoing service.

Wolf said to be aware that video active remote monitoring (such as those features of the solution he referenced in the article) is a very small percentage of the overall security market. “I've seen different statistics that say it may represent 3 to 7 percent of security industry sales.”

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