We close our 2025 Security Industry Predictions series with Dean Drako, founder and chief executive officer at Eagle Eye Networks.
Security Sales & Integration: Without getting into any specific vendors or branded solutions, what technology category or solution area do you see as 2025’s ripest, most profitable growth opportunity for security dealers, installers and integrators? Explain your reasoning.
Dean Drako: The most successful security integrators I know are laser-focused on understanding and solving problems for their end user customers, and they build their businesses on recurring revenue. Those are the two keys to building a profitable security integration business.
It sounds so simple, but if you’re a systems integrator who’s doing one-time hardware sales, you’re unlikely to be laser-focused on solving problems, and you’re probably not maximizing your generation of recurring revenue. Fortunately, business owners today are adopting cloud-based systems at an increasingly rapid pace.
Artificial intelligence-powered cloud physical security can address all of the classic security problems, and cloud is sold as a subscription. Every deal helps the security integrator build a stronger, more predictable revenue stream and a more profitable business.
AI in the cloud adds real value by making systems smarter. It enables features like predictive alerts, faster searches, and automation that improve security and make a business run smoothly. In 2025, integrators who focus on AI-powered cloud technology will strengthen their market position and unlock new business opportunities.
SSI: These days, we are all hearing a lot about cloud migration, AI/machine learning, crime deterrence vs. crime reactiveness, etc. Which of these “hot topics” do you think is overplayed? Which ones do you think will truly transform the practice of security integration in the coming years?
Drako: There is a massive expansion of function and value at our doorstep in 2025. AI and cloud together are the true game changers. AI is enabling proactive surveillance, while cloud technology enables seamless remote management of systems at scale, transforming the entire industry.
Down the road we’ll see the development of a new AI safety and security system that will have many more capabilities than today’s video management systems. We’ve already seen examples of practical applications of AI in video surveillance and we will see more this year.
SSI: On the business and operations side, which single factor (e.g., interest rates, talent-related issues, geopolitical stressors) poses the biggest challenge for the security industry right now? How can business owners mitigate their downside risk?
Drako: Finding and retaining technicians is a huge challenge for integrators. These are good, high-paying jobs that offer advancement opportunities, but historically there has not been a clear career path for security technicians.
Fortunately there are a growing number of training programs at local colleges, through organizations such as FAST (the Foundation for Advancing Security Talent) founded by the Security Industry Association and the Electronic Security Association, and supported by many security companies.
In addition, several well-established manufacturers have their own universities that offer technicians education in security industry basics, networking, cloud technology and AI.
We believe it’s important to support the great work that SIA and ESA are doing, to get involved with your local community and technical colleges, and to partner with manufacturers who offer educational conferences, in-person and online training and other educational resources.
SSI: What’s getting better about the security industry these days? What seems to be getting worse and worse?
Drako: I’m optimistic about the trajectory of our industry. Cloud adoption is progressing steadily and in the past two years we’ve started to see broad adoption of certain AI-powered technologies, and the benefits of those technologies.
Here’s one example: AI-powered smart video search has been deployed globally. For certain video management systems, smart video search is a standard, free feature enabling a business owner or security professional to search for video as easily as they search the web.
They simply type in terms such as “man in red shirt,” “black Honda truck” or “woman with backpack” to search across all cameras in all locations and instantly find the video they’re looking for. It was unheard of two years ago, and it’s a reality today. This is just the beginning.
AI in cloud physical security is going to become much more mainstream. In the near future cloud video surveillance systems will be able to detect potential problems and take action to resolve them. It’s an exciting opportunity for everyone in the industry.
At the same time, the industry is facing growing challenges with data privacy and cybersecurity. Contending with these challenges and navigating a sea of regulatory changes will require ongoing vigilance.
SSI: What’s liable to catch some security dealers, installers and integrators off guard in the coming year?
Drako: The days of the one-time hardware sale are waning. Today’s successful integrators sell subscription-based systems. They leverage AI-powered video surveillance and access control to solve security problems and also provide business intelligence and operational insights.
Those who hesitate to adopt these advancements will fall behind in delivering value to their clients. In the long run, they’ll have trouble sustaining a profitable business.
SSI: What’s the single most pressing issue that professionals in the security industry should look to tackle right now?
Drako: Cybersecurity cannot be an afterthought. Protecting security systems from breaches needs to be an ongoing commitment for security integrators, manufacturers and end users.
Security integrators need to vet their manufacturer partners, ensure they have audits such as SOC 2 Type 2 and ISO 27001, and that they have sound cybersecurity records, practices and protocols. All parties need to make sure their employees are trained in cybersecurity best practices as well.
SSI: Finish this sentence: 2025 will be remembered as the year in the security industry…
Drako: … that public safety took center stage with new AI-powered video surveillance systems–such as gun detection–coming to the market.
