2025 Security Industry Predictions: Chris Hugman, Co-Founder/CEO, System Surveyor
Hugman, the leader of cloud-based security platform provider System Surveyor, shares his security industry prognostications for 2025.
We close out the 2024 portion of our 2025 Security Industry Predictions series with Chris Hugman, the co-founder and chief executive officer at System Surveyor.
Security Sales & Integration: Without getting into any specific vendors or branded solutions, what technology category or solution area do you see as 2025’s ripest, most profitable growth opportunity for security dealers, installers and integrators? Explain your reasoning.
Chris Hugman: Security technology is evolving very quickly. From an embedded base standpoint, however, there are billions of dollars in technology already deployed in the field. The ability to identify eligible devices and system requirements for retrofit and upgrade to those devices with new functionality represents a substantial upside for security integrators and manufacturers alike.
To be more specific, these upgrades are needed in the areas of video surveillance, access control, audio visual, cable infrastructure, sensors and others due to advances in artificial intelligence/machine learning, cloud and other advances that will need new hardware and implementations.
SSI: These days, we’re all hearing a lot about the cloud migration, AI/machine learning, crime deterrence vs. crime reactiveness, etc. Which of these “hot topics” do you think is overplayed? Which ones do you think will truly transform the practice of security integration in the coming years?
Hugman: Migration to the cloud, or at least hybrid cloud, is a given. It makes good sense both technically and financially. Regarding AI/ML, while there is a lot of true innovation happening, there is also a lot of noise in the market. It will take time to gain traction due to three factors.
- Education of the channel (i.e. integrators),
- Education of the market, and
- Lack of expertise of installation resources.
Crime deterrence and reactiveness ultimately rests with the law enforcement officials and justice system. Security technology can provide proactive alerts and forensic evidence; however without support from law enforcement and reinforcement by our legal system, the impact on crime reduction will be muted.
SSI: On the business and operations side, which single factor (e.g., interest rates, talent-related issues, geopolitical stressors) poses the biggest challenge for the security industry right now? How can business owners mitigate their downside risk?
Hugman: It seems that business risks are becoming more pronounced by the year.
- From a sales standpoint, we can start with the evolving nature of customer buying behavior. While this is already standard practice, AI search tools have seemed to accelerate the rate at which customer buying behavior changes. We have found that customers are harder to reach and much more likely to be self-educated on security solutions before engaging a security provider, which represents a significant challenge for any businesses who have fallen behind the technology evolution curve.
- With the new incoming U.S. administration, a lot of companies have expressed concern about the new tariff’s which are likely to be imposed. I believe this could have a dramatic impact on the cost of security technology, most of which is produced overseas, which could could lead to higher prices and quell market demand.
- While the shortage of technical talent in the security industry—and many other trades—continues to be a problem, it seems that there is a growing movement to address this shortage over the long term through innovative public education programs and incentives. However, all trades will be severely impacted by the attrition due to retirement in the coming years. It seems that this may be an issue that even AI can’t solve.
SSI: What’s getting better about the security industry these days? What seems to be getting worse and worse?
Hugman: From a professional perspective, the security industry is a strong and thriving industry. However, being a security professional can be a like being a doctor. Ideally, no one would need one. There is a lot of M&A activity in the market, which is both good and bad.
It’s “good” in the sense that this brings more visibility and capital for innovation, and “bad” in the sense that aggressive investors seeking quick returns threaten the genuine altruistic character of the industry.
SSI: What’s liable to catch some security dealers, installers and integrators off guard in the coming year?
Hugman: These folks have a very challenging job. The breadth of new technology makes it even more challenging. I would suggest that one potential “blind spot” has to do with the new level of sophistication that outside investors will bring to the security market.
This may include new approaches to marketing, sales, and technology, or discovering novel financing techniques that help fund aggressive growth of potential competitors.
We also see more IT MSPs and audio-visual integrators coming into the market due to the strength of demand so there may be more competition. The customer says, “You are doing this for me, can you do the electronic security systems as well.”
SSI: What’s the single most pressing issue that professionals in the security industry should look to tackle right now?
Hugman: Certainly, figuring out the impact and application of AI in security technology, educating themselves, and then educating their customers. While there has been much talk about inflation in the broader economy, I’m not sure that prices in the security industry have kept pace.
For the small to medium dealers and integrators, it may be time to consider a increasing prices based on the value they deliver to their customers.
SSI: Finish this sentence: 2025 will be remembered as the year that the security industry…
Hugman: … went from being a necessary overhead expense to an innovative strategic resource for the customer.
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