Top Industry Pros Foretell What Might Catch You Off-Guard in 2022

Integrators, manufacturers, consultants and distributors identify potentially disruptive trends and other developments to arise in 2022.

Security Sales & Integration consulted with subject matter experts from across the security industry ecosystem to identify trends, challenges and opportunities that just might crop up and surprise you in 2022.

Following are brief insights by representatives from the integration, manufacturing, consultant and distribution communities. You can also check out out our full 2022 industry forecast, with 20 market experts weighing in on what to expect, here.


“Secure Credential Interoperability leveraging Public Key Infrastructure as an open standard through the Physical Security Interoperability Alliance (PSIA) has the strong potential to bring disruption to the credential market.”
— Jason Ouellette, Johnson Controls


“With the supply chain being a struggle and an overall sense of complacency in the industry, customers will be shopping when they haven’t in the past. Combine that with consolidation turmoil and customers will be more willing to jump ship.”
— Jamie Vos, ESA


“An accelerated demand for video analytics, which proved their worth throughout the pandemic by providing innovative solutions to new security, safety and business challenges. New use cases, proven outcomes and real value will continue to generate awareness and adoption.”
— Fredrik Nilsson, Axis Communications


“The end-user experience continues to drive new product innovation as consumers expect the same or better technologies to be available at work as they experience at home on their personal devices. Stated more succinctly, B-to-C commerce influences B-to-B expectations.”
— Tim Brooks, PSA


“End users continue to become better educated and self-serving, and so the importance of adding services and value to every sale will be even more prevalent. Also, as VSaaS and Cloud storage become more prevalent, alternative billing becomes more necessary. Resellers need billing solutions driven at the end-user level.”
— Brian James, ScanSource


“It is going to take much more than raising starting compensation to attract staff and management. Work environment, flexibility to work from home, benefits, etc. are areas that have become mainstream obstacles for some organizations as the workforce seems to be more demanding than ever before.”
Peter Giacalone, Giacalone Associates


“The residential security market moved from installing full perimeter systems circa 1988 to one door and two window sensors with a PIR for backup. We’ve now moved back to offering full perimeter systems or concentric layers of security, video, etc.”
— Kirk MacDowell, MacGuard Security Advisors


“Security installers need a plan to replace existing 3G cellular communicators now to provide continued service for their customers. In addition, 5G networks will enable applications of technology that were too difficult or prohibitively expensive to implement in the past with previous generation networks.”
— Brian Wiser, Bosch


“DIY has driven more business to the industry than away from it. DIY has also raised consumer pricing expectations for installations with many DIY products priced as much or more than professionally installed systems. Invest in marketing/awareness programs to drive awareness that you are local, easy to work with and priced the same or less than DIY.”
— Clint Choate, Snap One


“The rapid digital transformation taking place across our industry is likely to come as a surprise to some. For more forward-thinking organizations, this will present an amazing opportunity. For those who have struggled to have conversations with IT stakeholders, the digital transformation will present significant challenges.”
— Andrew Elvish, Genetec


“The fight for the smart home is the next battleground for traditional dealers, especially as the world’s largest technology companies ramp up. In addition, recurring revenue is at risk for dealers and integrators that don’t have a proactive customer engagement plan in place. Lastly, truck rolls are getting more expensive, so providers need to augment field service with technology that minimizes that.”
— George De Marco, DECO Ventures

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