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End Users Willing to Pay for Skilled Providers

Nearly four in five security directors/managers intend to spend at least as much on security in 2011 as they did last year. SSI’s seventh Commercial End-User Study shows the recession loosening its grip on budgets, but clients are becoming more particular about their electronic security solutions and providers. A higher degree of IT capabilities and systems integration are among the heightened expectations.

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Commercial end users are looking to increase security expenditures. However, before you start counting your money, the question you have to ask yourself as an installing systems contractor is whether you have the evermore extensive IT/networking expertise those security directors/managers are also looking for. According to SECURITY SALES & INTEGRATION‘s 2011 Commercial End-User Study, integrators and dealers are increasingly coming up short.

The data shows that 72 percent of commercial end users plan to soon boost security spending. At the same time, lacking IT skills is their primary complaint (42 percent) about security contractors. While that may be a bitter pill to swallow, it should prove inspirational to providers willing to adequately train and equip their businesses for success in the rising arena of networked security solutions.

There are plenty more lessons, insights and inside tracks for security integrators to pursue based on this year’s findings, in which the occasional sour notes are fortunately outnumbered by sweet tones. Highlights include: security directors are becoming younger and more technical; 90 percent agree to some extent security systems can reduce manpower needs; 70 percent rate IT security of equal or greater importance than physical security; frustrations with systems integration are rising; integrators have stepped up their customer service; and interest in megapixel cameras and video analytics is climbing.

SSI‘s seventh annual Commercial End-User Study was conducted in cooperation with Reed Exhibitions, organizers of the ISC events, and Campus Safety, School Bus Fleet and Metro magazines (for more, see Methodology box). Among the rest of the wealth of information to be discovered just ahead, although video surveillance continues to rule the technology/systems roost, sharp spikes were noted for intrusion detection, integrated systems and perimeter protection. Read on to elevate your chances for success in the commercial security marketplace.

View the 2011 Commercial End-User Study results.

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Article Topics
Systems Integration · Vertical Markets · Research · Commercial End-User Study · Industry Research · Research - Security STATS · All Topics

About the Author
Scott Goldfine
Scott joined SECURITY SALES & INTEGRATION in October 1998 and has distinguished himself by producing award-winning, exemplary work. His editorial achievements have included blockbuster articles featuring major industry executives, such as Tyco Electronic Products Group Managing Director Gerry Head; Protection One President/CEO Richard Ginsburg; former Brink’s Home Security President/CEO Peter Michel; GE Interlogix President/CEO Ken Boyda; Bosch Security Systems President/CEO Peter Ribinski; and former SecurityLink President/CEO Jim Covert. Scott, who is an NTS Certified alarm technician, has become a respected and in-demand speaker at security industry events, including presentations at the Central Station Alarm Association (CSAA) Annual Meeting; California Alarm Association (CAA) Summer and Winter Conferences; PSA Security Network Conference; International Security Conference and Exhibition (ISC); and Security Industry Association (SIA) Forum. Scott often acts as an ambassador to mainstream media and is a participant in several industry associations. His previous experience as a cable-TV technician/installer and running his own audio company -- along with a lifelong fascination with electronics and computers -- prepared Scott well for his current position. Since graduating in 1986 with honors from California State University, Northridge with a degree in Radio-Television- Film, his professional endeavors have encompassed magazines, radio, TV, film, records, teletext, books, the Internet and more. In 2005, Scott captured the prestigious Western Publisher Maggie Award for Best Interview/Profile Trade for "9/11 Hero Tells Tale of Loses, Lessons," his October 2004 interview with former FDNY Commander Richard Picciotto, the last man to escape the Ground Zero destruction alive.
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Commercial End-User Study, Industry Research, Research - Security STATS