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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About the Author


Scott Goldfine is the marketing director for Elite Interactive Solutions. He is the former editor-in-chief and associate publisher of Security Sales & Integration. He can be reached at [email protected].

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