The Year IT Turned From Threat to Partner
Most industry prognosticators finally realized in 2007 that reports of security systems integrators’ demise have been greatly exaggerated. They are not idly standing by and letting IT VARs relegate them to the technology dust bin as casualties of physical-logical convergence. And oh by the way, veteran suppliers are not ready to be put out to pasture by their upstart IP-centric rivals either.
The migration of security systems to enterprise networks is not so swift that savvy integrators don’t have the time to learn or acquire the knowledge or people required to keep pace. From a commercial perspective, the bigger shift is who influences enterprise security. Integrators are now often key partners in alliances with C-level executives, IT managers, security directors, facility managers, etc.
On the supplier side, established manufacturers are breathing easier as they see the IP-based solutions trend will be incremental rather than seismic, and there is still a lot of money to be made with legacy products. Similar to integrators, through internal R&D or acquiring/partnering with others, wily manufacturers are remaining relevant. Plus, both now understand success hinges on selling security as a positive value-add for management vs. a negative grudge buy.
Although not so overt as to make headline news, these machinations were among the most important trends swirling underneath the surface in 2007. Following is a less esoteric list of my monthly picks as the top SSI news headlines for the year just ended.
Stanley Reaches Deeper Into Security With HSM Acquisition
Note: Jim Covert involved in $545 million sale of company that was bought in 2004 for $315.5 million
P1 Picks Up IASG, Becomes No. 1 Wholesale Monitoring Provider
Note: $85 million deal included integrator Protection Service Industries (PSI) and monitor Criticom Int’l
Brink’s Brings Home PDQ Award
Note: Organizers SSI, SIAC and FARA salute company for its false alarm reduction program
Honeywell Beefs Up Video Analytics Offerings
Note: Industry leader brings in outside technology to keep pace with demand for intelligent surveillance
Honeywell to Acquire Burtek Systems for $80M
Note: Richardson Electronics unit expands industry wholesale distribution leader ADI’s global footprint
Virginia Tech Tragedy Turns Industry’s Attention Toward Campus Safety
Note: 33 deaths focus attention on mass evacuation/alert and access control systems
IEI Enters Merger Agreement With Linear
Note: A union of two of the industry’s best-known names in access control manufacturing
NBFAA, CSAA Craft New Electronic Security Expo
Note: CSAA Midyear Meeting, NBFAA ISC-related conferences folded into Nashville, Tenn.-based event
Growth Projected for Pelco After Acquisition by Schneider Electric
Note: French conglomerate stuns industry with $1.54 billion acquisition of hallowed CCTV manufacturer
Dallas Turns Back Verified Response Policy
Note: A major victory for the alarm industry as city council votes to repeal police-endorsed ordinance
SSI Meets With GE Security’s New ‘Customer-Focused’ President
Note: Third chief since 2005 for one of industry’s largest manufacturers promises “execution”
Westec InterActive Buys Digital Witness
Note: Leading interactive two-way audio/video provider extends reach to 6,000+ customers
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