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Integrators Design Profitable Plan

An intriguing market development in these tough economic times is fleshed out in SECURITY SALES & INTEGRATION’s fourth annual Systems Integrator Study. The survey results show a majority of companies, based on size, are grouping in the middle echelon. Fewer companies now populate near the bottom rung, and same goes for ...



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An intriguing market development in these tough economic times is fleshed out in SECURITY SALES & INTEGRATION’s fourth annual Systems Integrator Study. The survey results show a majority of companies, based on size, are grouping in the middle echelon. Fewer companies now populate near the bottom rung, and same goes for the top ranks. Hence, among the companies that seem to be struggling it appears mostly to be the small systems integration operations or the real big fish.

Although cost control is being aided by stagnant wages, the rise in more sophisticated networked and integrated systems that is boosting the middle of the pack also appears to be besetting smaller companies, while higher overhead is hamstringing the larger firms.  Among other findings, service/maintenance is the No. 1 revenue generator, which shows integrators are focusing on that revenue stream at a time when the economy is slowing and there are fewer new installation projects.

Nearly 110 of the nation’s leading security systems integrators participated in the in-depth 2008 survey, which consisted of 63 questions. This year SSI will present the study in two installments with numerous graphs and captions detailing the current climate of today’s systems integration business. The second part will be published in an upcoming issue.  Click to view the 2008 Systems Integrator Study.


Article Topics
Business Management · Systems Integration · Features · Industry Research · Recession · Systems Integrator Study · 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.
Contact Scott Goldfine: sgoldfine@ehpub.com
View More by Scott Goldfine
Features, Industry Research, Recession, Systems Integrator Study


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