Security's Role In The Total Solution

Dave McClary, Sr. Business Development Manager for Ingram Micro's Physical Security Division, talks with Jameson Publishing and Business Solutions magazine President Jim Roddy in this exclusive Executive-To-Executive interview. In this interview, McClary discusses hottest verticals for physical security, explains which VARs are best equipped to offer physical security, and details actions for resellers who want to take advantage of this growing market.

"Networking VARs have been well represented amongst the companies who have successfully migrated into physical security solutions," McClary says. "I'd say we're still dealing with a small minority of the networking VARs who have chosen to make that move, but some of the most successful companies right now in the physical security business are, in fact, companies with networking backgrounds. Companies who have experience in Voice Over IP (VoIP) are very natural companies to make such a move. The model is not that different certainly from a communications and technology standpoint. …

"The mindset of learning about the physical security customer and how a camera can solve a problem or provide useful information, rather than just considering the camera to be a node on the network, those are the jumps that have to be made. They're more in mindset than technology. I'd say all VARs who are touching network business are going to have the opportunity to be involved in the discussion now."