2018: Critical Year for Integrators at ISC West

    [fa icon="calendar"] Feb 26, 2018 3:22:52 PM / by John Gallagher

    ISC West (International Security Conference & Exhibition) is the largest security industry trade show in the United States, where security professionals can meet and mingle with over 30,000 of their peers to discover technology innovations and network with other professionals. Over 1000 exhibitors and brands are slated to attend the 2018 conference, taking place in Las Vegas at the Sands Expo Center from April 10-13. ISC West sees attendance from both physical and IT security professionals in many disciplines—dealers and integrators, architects and engineers, and end users from a wide variety of industries. Integrators in particular should be excited to experience the opportunities to improve their business by attending ISC West.

    Integrators are always looking to meet the evolving needs of their customers and to go above and beyond to provide exceptional service and designs. The fast-growing knowledge base among customers requires integrators to continuously expand their knowledge as well. Integrators today are often looking towards IT-oriented and data-oriented services, a change that benefits integrators overall by creating new options for recurring monthly revenue (RMR) and a chance to be more proactive in the services they deliver.

    New Technology Presents New Opportunities
    Creating a business model around network solutions requires integrators to knowledgably use digital tools and electronic systems, like those used by IT departments to monitor networks and systems, and to automatically patch and update them to keep security software and devices feature-current and secure from both a physical and a cyber perspective. Most of the electronic security system deployments by integrators today are not cybersecure; those that are have mostly been secured by the customer’s own IT departments, who may not however have the complete knowledge of security systems and their needs that integrators do. Integrators coming to ISC West will have many opportunities to identify the new and developing options on the market for creating new RMR in the growing world of IT and data security services.

    Creating New RMR from Proactive Solutions
    Today’s security integrators are looking more and more to proactive models for offering RMR services. The subscription service model, which can include hardware, software, maintenance, verification, and reporting bundled or a-la-carte, is the model that many are looking at to create new opportunities for their business. If a system is offline or otherwise not working when it’s needed most, it’s not providing the protection that clients require when they install a system. Preventing downtime in the first place can create real value for the client, and helps clients plan annually for security costs. End users also see significant value in the single point of accountability that makes it simple to contact vendors when issues occur. Look at ISC West for exhibitors presenting proactive models of security systems maintenance that can increase value for customers and create RMR.

    Combining Digital Solutions With A Proactive Mindset
    A typical integrator approaches preventive maintenance in a manner that can become very time consuming for the integrator as well as the customer. A customer must make a call to the integrator to explain the problem, and the integrator then sends people to the site to determine the cause of the issue, and attempt a fix. There are many issues that still require a physical presence—such as cleaning camera lenses—but in the digital age, integrators and end users can benefit from preventative maintenance that leverages the IP-based nature of physical security systems. Maintenance that starts remotely, with a preventative focus, is simpler by virtue of not requiring any physical presence, and adds value by reducing the time and cost of service. ISC West attendees can look out for preventative maintenance solutions based on automated verification to create additional value and efficiency.

    ISC West 2018 presents a great deal of opportunity for integrators to explore new options to expand and modernize their business. The push to IT and digitally focused security systems is creating massive new opportunities in the world of RMR focused integrations, and you can see it all at this year’s ISC West in Las Vegas from April 10-13. Click here for free exhibits pass, compliments of Viakoo: http://cse18.nvytes.co/cse18inv/1662284.html. We hope to see you there!

    Topics: Blog

    John Gallagher

    Written by John Gallagher