5 Strategies to Win More Security Projects

Take a look at five tips that can help electronic security integrators win more business and grow their bottom line.

Today’s life-safety solutions can encompass more diverse technologies than ever before –  access control, video surveillance, building management, emergency response, among other systems – all working to provide vital information that can be used to enhance security. Until recent time, seamless integration of these systems was not possible and therefore may not even have been considered as contributing to security. At minimum, many operated as closed, siloed systems consisting of application-specific hardware and/or software.

In some cases, there may have been supporting technologies that were identical or very similar across multiple systems, but because there was no integration between them end users were forced to purchase and implement redundant equipment and software.

Thankfully, those days are mostly over. Manufacturers have recognized the vital importance of open, integrated systems that not only communicate and share information, but that can be operated and monitored through a single interface. This fact is most notably true with a video management system (VMS) serving as the foundation of a complete security solution.

Certainly, installing security contractors will need to arm themselves with proficiency in multiple facets if they hope to differentiate themselves from the competition in today’s hyper-competitive market. Along with designing a total solution with systems that interoperate, let’s take a look at five strategies that can help integrators win more business and grow their bottom line. 

1. Integrated systems

Since video surveillance is just one component in an overall security operation, it must be integrated with other systems, including access control, video analytics, license plate recognition and other applications. This integration adds value by providing the opportunity to optimize and significantly expand the size, scope and worth of the project at hand, while at the same time reducing long-term service needs by making it easier to change, repair or upgrade components.

So what may have started out as a video surveillance implementation, for example, has the potential to turn into a complete, end-to-end solution with the ability to offer a larger menu of options. Standardization is spurring ongoing growth of open-architecture technologies that enable close collaboration between providers, further expanding the functionality of video surveillance solutions.

An open-platform VMS allows integrators to specify best-in-breed solutions from a larger variety of cameras, detectors, card readers and other technologies, regardless of manufacturer. A new class of integrated appliances coming to market is providing turnkey video surveillance management and recording solutions that are well suited for a range of applications. These plug-and-play devices will make it easier for the next generation of adopters to incorporate VMS into their security and risk management programs, with the added bonus of simplifying migration from analog to IP-based systems.

When evaluating vendors for the components of a truly open, integrated system, look for those that have a broad list of partners with a range of solutions proven to integrate with one another. This will allow the freedom to choose top solutions, regardless of manufacturer.

2. Mobility

The No. 1 in-demand technology today is mobility, which end users want and expect in every area of life and business. From a security standpoint, end users demand their systems provide the capability for security personnel to perform live monitoring or synchronized playback of multiple HD cameras from a tablet, smartphone or any Web interface.

Therefore, integrators must provide their customers with the technology that will allow them to move out of the control room and into the field without sacrificing video quality or functionality. Those installing security contractors who do not make this utility possible will find themselves left behind.

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