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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 Goldfine is Editor-in-Chief and Associate Publisher of Security Sales & Integration, directing all editorial aspects of the magazine brand in print, electronically, online and in person. The voluminous, innovative and award-winning body of work he has distinguished himself with since joining the publication in 1998 includes groundbreaking research, landmark features, leadership roundtables, high profile case studies, and many industry exclusives. Well versed in the technical and business aspects of electronic security (video surveillance, access control, systems integration, intrusion detection, fire/life safety), Goldfine is a nationally known figure in demand as an industry presenter and subject matter expert to mainstream media. He is responsible for developing many unique products and programs, including the SSI Industry Hall of Fame, Control Panel (industry’s first E-mail newsletter), Police Dispatch Quality (PDQ), Marketing Marvel, Installers of the Year, Integrated Installation of the Year, Security Industry Census, Systems Integration Study, Installation Business Report, Operations & Opportunities Report, Commercial End-User Study and Security’s Fantastic Fleets. Recognized for his relationship building, integrity and lead-by-example ethic, Goldfine is a solutions-oriented team player who advises and collaborates with industry dealer/integrator, consultant, distributor, central station and manufacturer icons, luminaries and executive business leaders on a daily basis. He is also actively involved in several security events and organizations, including the Electronic Security Association (ESA), Security Industry Association (SIA), Security Industry Alarm Coalition (SIAC), False Alarm Reduction Association (FARA), PSA-Tec, SAMMY Awards, International Security Conference and Exhibition (ISC), Electronic Security Technology Summit (ESTS), Mission 500, Electronic Security Expo (ESX), ASIS Int’l, Honeywell CONNECT and other supplier conventions. Goldfine also serves on several boards, including the CSAA Marketing and Communications Committee and PSA Cybersecurity Advisory Council. A certified alarm technician, former cable-TV tech, audio company entrepreneur, and lifelong electronics and computers enthusiast, Goldfine graduated with honors from Cal State, Northridge with a management degree in Radio-Television-Film. His professional media endeavors have encompassed magazines, Internet, radio, TV, film, records, teletext and books. Goldfine resides in the Charlotte, N.C., area with his wife, son and three cats.
Contact Scott Goldfine: [email protected]
View More by Scott Goldfine

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