End Users Willing to Pay for Skilled Providers

Nearly four in five security directors/managers intend to spend at least as much on security in 2011 as they did last year. SSI’s seventh Commercial End-User Study shows the recession loosening its grip on budgets, but clients are becoming more particular about their electronic security solutions and providers. A higher degree of IT capabilities and systems integration are among the heightened expectations.

Commercial end users are looking to increase security expenditures. However, before you start counting your money, the question you have to ask yourself as an installing systems contractor is whether you have the evermore extensive IT/networking expertise those security directors/managers are also looking for. According to SECURITY SALES & INTEGRATION‘s 2011 Commercial End-User Study, integrators and dealers are increasingly coming up short.

The data shows that 72 percent of commercial end users plan to soon boost security spending. At the same time, lacking IT skills is their primary complaint (42 percent) about security contractors. While that may be a bitter pill to swallow, it should prove inspirational to providers willing to adequately train and equip their businesses for success in the rising arena of networked security solutions.

There are plenty more lessons, insights and inside tracks for security integrators to pursue based on this year’s findings, in which the occasional sour notes are fortunately outnumbered by sweet tones. Highlights include: security directors are becoming younger and more technical; 90 percent agree to some extent security systems can reduce manpower needs; 70 percent rate IT security of equal or greater importance than physical security; frustrations with systems integration are rising; integrators have stepped up their customer service; and interest in megapixel cameras and video analytics is climbing.

SSI‘s seventh annual Commercial End-User Study was conducted in cooperation with Reed Exhibitions, organizers of the ISC events, and Campus Safety, School Bus Fleet and Metro magazines (for more, see Methodology box). Among the rest of the wealth of information to be discovered just ahead, although video surveillance continues to rule the technology/systems roost, sharp spikes were noted for intrusion detection, integrated systems and perimeter protection. Read on to elevate your chances for success in the commercial security marketplace.

View the 2011 Commercial End-User Study results.

Related articles:

85% of End Users Want More Video

Corporate End-User Study — Costs Now Critical for End Users

Special Report: End Users Speak Their Minds

End Users Explain How to Earn Their Business

End Users Explain What They Need, Want

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About the Author


Scott Goldfine is Editor-in-Chief and Associate Publisher of Security Sales & Integration. Well-versed in the technical and business aspects of electronic security (video surveillance, access control, systems integration, intrusion detection, fire/life safety), Goldfine is nationally recognized as an industry expert and speaker. Goldfine is involved in several security events and organizations, including the Electronic Security Association (ESA), Security Industry Association (SIA), Security Industry Alarm Coalition (SIAC), False Alarm Reduction Association (FARA), ASIS Int'l and more. Goldfine also serves on several boards, including the SIA Marketing Committee, CSAA Marketing and Communications Committee, PSA Cybersecurity Advisory Council and Robolliance. He is a certified alarm technician, former cable-TV tech, audio company entrepreneur, and lifelong electronics and computers enthusiast. Goldfine joined Security Sales & Integration in 1998.

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