How Security Pros Can Utilize Power Protection as a New RMR Stream
Security contractors can jumpstart clients’ connected products as well as kickstart a new recurring revenue stream by providing power protection. Tap into the latest devices, sales strategies and managed services opportunities.
Intelligent Solutions Offer More RMR Opportunities
Today’s power products extend beyond their primary purposes by being a part of the connected ecosystem. They’re yet another example of how IP is influencing the security industry to the benefit of both systems integrators and customers.
“The migration from analog to IP continues to play a key role in nearly all aspects of security, and the immense data these products provide requires increased security and network performance, as well as detailed analytics and diagnostics. Power and transmission devices that control, monitor and report system or device events are now part of the network architecture delivering a true end-to-end solution,” says Altronix’s Pennington.
Such power-related managed services can detect and fix problems remotely with quick detection, often without the need for a truck roll, generate routine reports and report back on the health of the system employed. “Customers get better data and 24/7 service. Providers get a new revenue stream and improved efficiencies,” says Honeywell’s Gray.
Plus proactive power system management with networked components, and not simply reactive measures, is vital to system integrity at the protected premises, notes LifeSafety Power Vice President of Engineering Joe Holland. For example, it can notify, ahead of time, of impending lock failure or battery fatigue allowing for timely service and maintenance before a loss occurs.
As Holland suggests, several of the managed services systems integrators can provide offsite include: remote battery testing; power recycle; output super-vision; low battery warning; overcurrent alert; service due reminders; and AC loss.
“Systems integrators need to focus on adding new services that bring tangible monthly revenue streams and also get the user endeared to their services with valuable benefits,” Holland says. “Managed power allows systems integrators to remotely provide service and maintenance, saving trip time, field visits, technician and other expenditures to more effectively trim labor costs. It’s a matter of leaving money on the table by not recognizing managed power service offerings and also losing money by not utilizing managed power to run their businesses more efficiently.”
Solutions Help Dealers Save the Day
Offering power protection solutions is a no-brainer for security providers for the mere fact that virtually every customer with technology to be powered will benefit. It’s yet another way for security integrators to be heroes in their customers’ eyes.
DITEK’s Knighton cites two cases in particular in which power protection has significantly aided customers. In one, a Florida school district spent $2 million in one year replacing fire alarm systems that were damaged or destroyed by transient surges; once surge protection was installed on the fire alarm systems, the trouble alerts and extensive replacement costs were completely eliminated.
In another case, a Southeastern U.S. airport had installed a new access control system, but dry air created electrostatic discharge that damaged the internal circuitry and caused controlled doors to malfunction; a major surge event caused card reader and maglock failures, which locked people into or out of secured areas until the system was manually overridden.
Surge protection was installed on each controlled door panel, and no further reports of malfunction or damage have occurred. “Hospitals, schools, datacenters, airports, banks, truck stops, convenience stores, warehouses, stadiums; any facility that requires electronics or electrical systems to function all require surge protection to stay up and running and avoid downtime or replacement of critical equipment,” says DITEK’s Knighton. “It is a cost-effective and simple way to protect a business’ infrastructure against damage that can be easily implemented across multiple systems in a facility.”
Minuteman’s Allen says his company also receives plenty of anecdotal evidence that underscores the importance of selling power. He adds that commonly product warranties are not covered by power anomalies, even more reason for systems integrators.
“Dealers that recommend a full power protection solution are actually doing their customers a favor by protecting the expensive equipment the customers are paying for. Not only that, but if a device gets damaged by a power anomaly, the customer is going to call and complain to the dealer that their security system is broken and the dealer needs to fix it,” Allen says. “Selling power protection is an add-on sale that benefits everyone.”
Keep reading to discover how municipal, educational and residential power customers are being covered…
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About the Author
Arlen Schweiger
Arlen Schweiger is editor-in-chief of SSI's sister publication, CE Pro. He was SSI's managing editor from August 2018 to June 2023.
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