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Security Industry Predictions for 2020

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In 2017, SDM asked a variety of professionals what significant changes they expected to take place in the security industry by the year 2020. The respondents were provided with eight categories from which they could choose to address, and the predictions varied wildly. Now that the new decade is here, vote for which prediction in each of the eight categories is your favorite.

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How Accurate Were These Predictions for 2020

Technology Solutions Sold to Customers by Security Integrators

“Like many types of technology, security will become an ever more integrated element of our lives. IoT and embedded sensors will greatly increase the demand for reliable cybersecurity, while also increasing the ways and means to implement physical security. These hyper-integrated solutions will expand the definition of security to include not just better detection and action against fire, burglary, and employee theft, but also a new, broader range of risk mitigation and prevention tactics. Consider a video camera observing the front door; through never-before-seen analytics, it will notify the owner that ice has built up on the walkway creating a slip-and-fall risk, so they can clear the path. While this level of integration is starting to show up in smart buildings today, the cloud and secure open interface standards will enable even more cost-effective solutions for small businesses, multi-unit dwellings and private residences.”

“Two words — augmented reality! We have done a lot of work with some of our solution partners in the area of virtual and augmented reality. Augmented reality is currently being used right now by other service organizations to assist in servicing and maintaining massive systems of critical infrastructure. It has shown to be an invaluable tool in those sectors and continues to progress. I envision NextGen service and operational staff utilizing this technology to consistently maintain a multitude of different systems in the future. We have also partnered with a virtual reality based developer that allows us to present system designs to our critical infrastructure clients. Imagine if you could virtually walk a client through their soon-to-be-built power substation and the security systems that it employs. Lastly, I believe augmented reality will play a large role in security command-and-control centers. What if you didn’t need a huge wall of physical monitors to manage a command center? With augmented reality, the ability to see what you need to see is there, but the actual monitoring equipment doesn’t need to be present.”

“In our segment of the security industry — access control — the year 2020 will see significant advances in current technologies and the introduction of a few new ones. Advances in pioneering concepts, such as machine learning (and the complex algorithms it utilizes), will usher in a new age of sophisticated access control. Examples include facial recognition technology — which will overcome current accuracy issues to achieve almost perfect accuracy — and advanced video analytics, which will be far more intuitive than ever imagined. Access control systems in 2020 will be able to identify objects being carried and even analyze behavior in real time, sending alerts when the system determines that the combined elements constitute a threat. Moving forward, these predictive analytic concepts will become an integral part of access control systems and will ultimately deliver services that few could imagine even a few years ago.”

“Since the cloud is the gateway to the Internet of Things (IoT) you could say IoT is the new black. So, in three years, successful security integrators will have already moved away from being product-centric to becoming experts fluent in on-demand storage of data in the cloud, interconnection of devices with other smart security devices, remote management of access control, surveillance, intrusion and physical security. Investments in training and education of installation and service professionals today will continue to pay off in recurring revenue streams as customers look to security integrators for expertise selecting, operating and managing increasingly complex systems.”

“One of the security challenges driving today’s market requirements is identifying threats, analyzing them, and determining how best to respond. End users would like to be able to identify challenges such as hazardous spills, active shooters and cyber breaches early on so that they can respond quickly and effectively to de-escalate the situation. By 2020, the best-selling product in the integrator’s portfolio will be the ‘threat detection solution,’ which will go beyond the typical motion, thermal and license plate recognition analytics. Additionally, the standard threat detection solution will run multiple sound analytics, for example, gunshot, aggression, and glass breaking. In other words, 2020 will mark an era dominated by the emergence of new sensory technologies, and the term ‘physical security’ will be synonymous with threat detection and management.”

“Within the security industry, the word “convergence” generally means the integration of security solutions with IT, but there’s a much larger convergence on the horizon. At most major facilities, security and building automation systems include dozens of disparate solutions ranging from video and access control to lighting, HVAC and fire suppression systems. Security and building automation functions likely operate on separate networks. For convenience, cost and efficiency, facility managers will be demanding a single point of control. By 2020, convergence of these systems will become increasingly commonplace. What does this mean to a security integrator? The end of separate, stand-alone security and building automation systems is in sight. Integrators wanting to tackle this convergence on their own need to plan now, making the investments in personnel, training, tools and other expenses. Otherwise, they risk having mechanical engineers or related building systems providers learning security solutions and winning these lucrative projects.”

“Today most security systems enable some form of interactive service to the consumer. This is delivered by making the smartphone largely a ‘remote control’ for your home. By 2020, these services will become more intelligent, enabling the in-home platform to more naturally adapt to the consumers’ living habits. Rather than pushing an icon to disarm a security system, the platform will automatically operate in an ‘I’m home’ model when you are arriving home. As more systems and sensors become IP-enabled and data analytic capabilities improve, this type of interaction becomes much easier to accomplish. Technology isn’t adopted by consumers in a broad way just because it is cool; the technology has to deliver value. Creating a lifestyle adaptable system to the consumer is the equivalent of Netflix streaming being compared to scheduled broadcasts. People prefer to consume content based on their schedule and lifestyle, not in a prescriptive fashion. The same is true of connected-home technology. ”

“As a result of the increased number of technology-savvy millennials in the workforce, and the continued exploration and exploitation of the Internet of Things, I predict that all access control systems will have to be replaced/upgraded/converted to be compatible with smartphone-based digital credentials by 2020. I also predict that security technology solutions will need to expand beyond physical security to encompass logical security, blurring the lines between the two and increasing the opportunity for seamless interoperability between multiple building systems (access, HVAC, lighting, etc). A driving factor will be increased pressure from customers for all-in-one solutions that work together for a safer, smarter and more convenient solution.”

“HID Global believes that 2017 will be the year of the digital identity transformation. The industry continues to move well past simple door-opening applications and beyond plastic cards to the mobile-first world of phones and wearables. Now, digital identities are poised to make trusted access and other interactions in both the physical and online worlds more personal, contextual and valuable, as everything comes together through unified, end-to-end identity and access management systems that are easier to deploy, manage and use. Digital identities will increasingly be employed to help secure, customize and enhance the user experience across a growing range of industry segments and use cases. They will also help to connect people with things so that processes are streamlined, and it is significantly easier for users to control their world in ways they can trust, with security, convenience and privacy.”

“The industry continues to seek innovative products and solutions that are easy to install, maintain and troubleshoot. Mercury believes the integration of cloud-based and Internet of Things (IoT) technologies with traditional physical access control systems (PACS) will facilitate the introduction of powerful new tools that simplify and accelerate the deployment and management of PACS. Access control systems will join advanced smart building applications through cloud-based monitoring applications that deliver robust analytics capabilities used to proactively pinpoint and troubleshoot potential system failures. These applications will also monitor secure connections between PACS peripherals and trigger firmware updates to address potential cyber threats. IoT functionality will be embedded in PACS panels as app extensions to enable connections to the cloud-based services; these IoT connections will deliver real-time diagnostic information to the cloud to ensure protection against emerging vulnerabilities and streamlined system operations.”

“The Internet of Things (IoT) is a big topic, and will continue to be so in the next three years. What it really means is the connectivity of more and more edge devices, making your devices smarter. What’s interesting is that the security industry has been playing in this space since its inception, putting in smart readers for access control, smart inputs on cameras to give them awareness, recording video that lets you know when an image is obscured; all of these things already use IoT capabilities. In 2020, customers will see technology solutions become even smarter, where various edge devices are linked to gain awareness and perspective without having to implement manual control. We will see this extend to asset tracking, such as GPS on a delivery truck or police vehicles, where if there is some issue with a vehicle, operators can pull up nearby cameras to gain better visual identification in any scenario. This innovation will change the technology sold to customers through the integration channel, focusing on the ability of various devices to seamlessly work together.”

“Due to its many advantages in both security and convenience, facial recognition will replace card readers as the prevalent means by which employees physically access their offices. While consumers become more dependent upon their smartphone for just about every aspect of their life, it’s still unlikely employers can force employees to use their personal phone to access their office. And even if they do, employees’ phones having 100 percent guaranteed unobstructed door access necessitates ideal circumstances existing — namely 1) the employee has their phone, 2) the phone is powered on, 3) the phone’s wireless communication is working and 4) the phone’s credential is working. Since there is no guarantee these conditions will always exist, it’s therefore unlikely the smartphone will become the primary means of physical door access. Instead, facial recognition will dominate since it’s fast, convenient and doesn’t require the employee to carry anything on their person.”

“In 2020, transformative electronic security system integrator companies will have mastered Information Technology cybersecurity practices within their processes, their people, and their product offerings. Their internal processes will be defined by their ability to demonstrate their level(s) of cybersecurity policy adoption through the use of implemented technical monitoring and reporting tools. Their customers will require these levels of cybersecurity assurance from their service providers and they will trust those integrators that have truly crossed the existing cybersecurity gap. Transformative integrators will have recognized the vulnerabilities introduced to the industry by employee error, negligence, or malicious intent. This particular element has such an array of threat vectors that the complete routine of training, HR lawyering, and insurance claim litigation will have been exercised by forward looking integrators. The products will be demonstrably hardened upon installation and persistently monitored for changes to those hardened criteria; or future integrators simply won’t use them.”

“Video surveillance data allows organizations to visualize potential security events and trends. Additionally, there are new use cases that highlight the value of video as a business optimization tool. Ensuring stakeholders can capture and protect video data is paramount, and a very challenging task for systems integrators. Increasingly, resellers will need to consider specifying more advanced IT solutions than those traditionally relied on to store video. Although hyperconverged infrastructure (HCI) is a relatively new solution, it’s growing because of the significant limitations of DAS-based platforms, such as NVRs and DVRs. Systems integrators can deliver advanced levels of video and data protection, system performance and cost efficiencies to their customers while transforming the security operations center by specifying solutions proven in the IT world. As we look to the future, HCI will deliver significant benefits that will help resellers realize increased customer retention and new business opportunities while driving differentiation in a crowded marketplace.”

“As we reach 2020, end users will not only expect protection of people and property from their security systems, they will also demand increased convenience. Successful manufacturers will develop highly sophisticated products that are simple to use. Open standards and network-based systems will proliferate. These developments will lead to equipment becoming more integrated – providing a single point of control for disparate products such as intercoms, access control, video and intrusion systems. In many cases, building operating systems, including lighting and HVAC, will be integrated as well. Smartphones and tablets will play a more integral role in security as mobile credentials will replace many of the plastic access cards used today. Virtually every major system will have a mobile app, enabling end users to move about a facility multi-tasking while remaining in touch with their security systems. Simple, convenient – yet sophisticated – systems will rule the marketplace.”

“Security industry manufacturers have once again positioned integrators with new opportunities for substantial growth in wireless access control sales. The confluence of Wi-Fi, wireless, battery and application advancements will yield fresh opportunity for the integrator that is positioned to take advantage of this innovative era of products. The cycle of customers upgrading to VMS and IP cameras will slow considerably by 2020, the culmination of a five-year dominance over access control sales. Wireless access control installations will begin a half-decade of ascendance as the previous 20-plus years of traditional access control systems come to their end of life cycles. With substantial advancements in technology, the wireless lock manufacturers have spent significant money and time developing and training integrators. Paired with software as a service, cloud computing, virtual machines, hyper-threading support, the integrator of 2020 that is positioned and trained will be equipped for virtually every customer need.”

“By 2020, I expect to see greater development in data analytics. The cyber frontier will include a deeper and wider view into the physical security space, improving business efficiencies and insider threat concerns. A combination of predictive and subscriptive outcomes will drive hard and fast results. The integration of data will introduce more usable information to achieve this data-centric approach. The synergistic benefits will be the development and adoption of more software applications and improved R&D to hardware so it can be managed more effectively and the sustainment of the enterprise becomes easier and saves money and time. As software applications are enhanced, so will the connectivity of these disjointed processes, allowing the security teams to focus on the things that matter.”

“Cloud, Internet of Things (IoT) and cybersecurity are the most important trends that will significantly affect the security industry in the next few years. The uptick with IoT means that more intelligent devices will be connected to the network, and need to be integrated and managed. Cloud will not only be a way to manage the devices, but also present new business models by means of RMR (recurring monthly revenue). Lastly, cybersecurity will continue to increase in importance, and to ensure the best possible protection against cyber-attacks you will need to make sure that the proper processes are in place to ensure that the technology and firmware is updated on a regular basis.”

“By 2020, integrators will be selling solutions that tie security and communications technologies together, and that incorporate intelligent devices, to deliver added value and reduced complexity for users. For example, presenting access credentials at an entrance unlocks the door, disarms the intrusion system and alerts security with video from a nearby camera; or, a camera with on-board video analytics that detects a perimeter breach can fault a point on the security control panel, which triggers an audio announcement in the area and alerts the central station. Increased use of intelligent devices will enable smarter security systems that can also deliver data for predictive analytics and modeling as well as create opportunities to sell additional services that build RMR. Integrators will need to expand their skillsets with greater knowledge of security software and expertise in ways the technologies can be integrated to create customized solutions that solve specific business problems.”

“2016 has been a breakout year for video event management software (VEMS) in that customers, as well as systems integrators, are realizing the true value of leveraging video data for security applications by relying on only the most pertinent data to strengthen emergency tactical responses and optimize business processes. The technological progress of these systems in the next four years will hinge on the industry’s ability to educate users and integrators on compliance with open architecture standards, allowing the free market to reap even more benefits from software innovation in the form of increased interoperability and deeper integration with third-party devices such as video analytics, access control, fire and intrusion, and building automation. Video monitoring as a tedious, round-the-clock process will fade and give rise to security departments that work smarter, not harder for even more enhanced situational awareness by taking advantage of simple, intuitive and cost-effective software solutions."

“With an estimated 50 billion IoT devices in 2020, the Internet of Things will continue to reshape successful security dealers’ offerings and their go-to-market strategy in the residential space. While we currently offer to increasingly mobile consumers — boomers to millennials — the ability to interact with their premises remotely via smartphone/devices, in the future, advances in connectivity and communications will increase the possibilities — and the demand — exponentially. While today, disparate, closed proprietary ecosystems and disconnects of smart devices have staved off the more mass consumer IoT adoption, by 2020, technological consolidations and integrated communications will prevail.”

“While it is always dubious to attempt to predict future trends in any industry, there are some tendencies that appear to be gaining momentum in the physical security integration side of our business. There appears to be a convergence toward the integration and utilization of third-party wireless technology as well as biometric devices specifically incorporating hand recognition and retinal detection that seamlessly augment the level of security without encumbering the functionality of the system. Technological advances have made these technologies more affordable and more functionally acceptable, lending greater flexibility with enhanced levels of protection. Additionally, cost efficiencies have aided in the affordability of implementation. By 2020 I would speculate that wireless credentials and biometric devices that provide accurate recognition will become commonplace applications for the integration community.”

“I think that we are going to continue to see the convergence of security guard services, technology, monitoring, and other managed services. As clients continue to strive to cut the operating costs related to manned security services, technology such as remote video monitoring and other managed services will continue to see a more prominent role in the market. While issues related to bandwidth continue to hinder the use of remote video monitoring and cloud storage, I believe that we will continue to see a reduction in the cost of bandwidth and continued efforts on the part of video manufacturers to reduce bandwidth. With these developments, the use of both regional and global operations centers will become even more prevalent, as well as the outsourcing of these services. I also think that the integrators’ role in assisting with issues related to cybersecurity will continue to expand to include both services and hardware.”

“The evolution and refinement of networked systems will continue to dominate the technology landscape. More specifically, systems will be smarter in terms of the analytics they capture and share. This development will be driven by the Internet of Things (IOT) and will continue to gain traction in the security and surveillance industry as more devices are network-enabled. Peripherals such as power supplies and accessories with embedded technology will continue to offer more advanced network integration and communication. This will enable the processing of more pertinent data to provide higher levels of security, in addition to system diagnostics and control. Advanced power and transmission solutions will better integrate with myriad devices over a wide range of infrastructure including UTP, coax, structured cable, fiber or copper. In addition, Wi-Fi-enabled products will continue to proliferate. These plug-and-play solutions will offer more bandwidth and speed over greater distances as the foundation for future security systems.”

Types of Services Sold to Customers by Security Integrators

“There is an incredible amount of opportunity in the security market with hosted services. Dealers are selling the hardware and software to the end user, but they are not necessarily selling the connectivity of the solution. Historically, one of the biggest limiting factors with the installation of video surveillance solutions is ensuring there is enough bandwidth at the end-user location. If a security integrator can sell the bandwidth and pipe, he or she can make sure the end user can support the bandwidth demands of hosted video. Providing the total solution of hardware, software and services will enable dealers and integrators to remain competitive, as they continue to meet the changing needs of their end users.”

“By 2020, most integrators will be behind the curve — fighting mediocrity, not growing, not keeping up with the IoT landscape, unable to leverage new opportunities. By providing a different approach to service and the level of technician, we prepare for the end user of the future. Today video surveillance, access control, fire alarm and mass notification compete with HVAC systems, building controls, and IT/managed intelligent services for upkeep. At Brady Integrated Security we feel that the technician of the future will have to provide an ‘all-in-one’ experience from a support standpoint. The days of calling five different companies to provide different services when it comes to building security and management are coming to a close. New technology has never been a problem for our industry; however, service satisfaction lags our ability to implement.”

Monitoring Services

“I think we will see an increased momentum of the two macro trends of small to medium central stations closing and swinging their accounts to wholesale central stations, and end user notifications with video verification and alarm cancellation. Wholesale central stations have reached economies of scale where their technology offerings and customer service are hard to match with a smaller central station. Combine these factors with aggressive and competitive pricing and I think this will cause significant consolidation of central stations. To date, the constituencies of security system interactive service applications and the call lists that operators call have been disparate. Additionally, we are just beginning to see an increased attach rate of video verification. I believe it will be common for end users to receive alarm notifications, with event-based video, and the ability to cancel the alarm to the central station.”

“I anticipate new business models for the delivery of monitoring services. By 2020 the need for significant investments in hardware, software, and facilities will no longer be barriers to entry. I think there is an opportunity for a decentralized central station. In this ‘Uber-like’ monitoring model, individual operators (not a facility) would be listed or certified, and smart software would prioritize and route signals while tracking, ranking, and rewarding home-based operators for speed and accuracy.”

The Financial Sector

“A big driver of the security alarm market going forward will be an ever-increasing focus on the commercial fire alarm business, the demand for which will continue to expand, in good part driven by new regulations by fire departments, insurers and other regulatory authorities. The commercial fire alarm business has always been a sweet spot in the security alarm business due to the mandating of fire systems in certain types of commercial businesses, and then the follow-up revenue from monitoring and more importantly inspections. Additionally, from a liability perspective, the potential loss of property and, more importantly, lives, drives the need by property owners for this type of protection. Given the requirements, and the need, to have this type of service the cancellation rate is lower than for an intrusion system and the re-sign rate when a customer vacates is higher. The end result of all of this will be that the distinction between integrators and the larger security dealers will diminish, as both will have the capability to engineer and install the larger more sophisticated fire alarm systems of the future. That will also result in acquirers looking at companies not solely from an RMR perspective (good news for current integrators), but more importantly from an EBIT perspective.”

“By the year 2020, many security service providers will be using blockchain or distributed ledger technology to help identify, verify and authenticate financial transactions. With blockchain or distributed ledgers, instead of just recording all transactions, every entity that had a role in your transactions records that event. So, it is a peer-to-peer distributed and decentralized ledger that maintains a continuously growing list of records or transactions, called blocks. Each block contains a time stamp and a link to the previous block. The data in the block is encrypted and cannot be altered. The applications now being developed using blockchain distributed ledger technology in the security industry are simply staggering: PII (personally identifiable information) protection; company and personal digital identity and authentication; and Verification Software as a Service — to name just a few. And, there is established, smart money behind this technology.”

The Way Security Dealers & Integrators Run Their Operations

“One of the most significant changes in the way security dealers and integrators run and operate their businesses in the coming years will be how they interact with their customers. Consumers, both residential and commercial, will expect all communication to be electronic and accessible — anytime, anywhere, on any device. In a world driven by technology, security dealers and integrators will need to offer a fast and easy way for clients to pay online, schedule service and installation, and alert customers of issues in real-time. Today’s consumers are no longer willing to deal with the hassle of making a call or sending an email to manage their accounts, forcing providers to adapt. The creation of an app is the simplest, most effective way to give clients the power to connect with security dealers as easily as possible.”

“Four years ago, cybersecurity was a blip on the radar — acknowledged as a possible concern, but not widely accepted as a key requirement in systems. In 2020, the industry will see greater significance placed on this across the channel, from manufacturers to end users, with all players demanding solutions that address cybersecurity concerns. In addition, cloud-based services are poised to significantly influence the industry landscape by 2020, as organizations increasingly need the ability to access data and video on mobile devices from remote locations. Security dealers and integrators will need to select manufacturers that produce hardware and software for cloud-based video surveillance with robust cybersecurity protocols in place to meet customers’ needs. Additionally, by 2020, the practice of integrators and resellers making large margins on reselling hardware, without adding significant value to solving customers’ needs, will go by the wayside.”

Human Resources

“Technology powered by strong artificial intelligence and big data will have significantly decreased talent acquisition costs and time-to-hire. Rather than simply matching keywords in resumes to job descriptions, technology will assess skills/qualities (communication, relationships, security industry knowledge, etc.) from online activity; emotional intelligence (analysis of facial expressions, etc.), and people who may be ready to leave their current positions. As a result, integrators will depend on technology instead of external recruiters to generate the pool of qualified candidates. However, they will still be left with the time-consuming and difficult task of deeply vetting candidates that technology recommends. Unbiased outside experts will be needed for strategy, and to narrow that technology-generated pool of 30 strong candidates down to the top three candidates best suited for the position, using their experience on the client side building/leading their own teams, and deep knowledge of their client’s unique culture, people and needs.

“With the ever increasing difficulty of finding qualified talent to fill security technician positions, the biggest change that will happen by 2020 will be the need to focus on company culture as a significant retention tool. It is expensive to hire and train employees, so companies who want to retain their employees in order to maximize their training investment will get serious about culture. Companies will go beyond ‘words on the wall’ to words and deeds that live out the strategy and culture of the company in a way that resonates with employees. Those companies with this commitment will see improved employee retention while also improving their business relationships with key customers.”

“Two of the most critical challenges facing the security industry are talent acquisition and employee retention. Talent acquisition has become increasingly competitive, prompting organizations to develop innovative recruiting solutions including networking and social media as sourcing options. Utilizing these options to identify candidates who are gainfully employed as potential options to fill open positions requires organizational commitment and a well-defined strategy for talent bench development. Organizational commitment to becoming an employer of choice by providing employees with differentiators such as innovative health and wellness benefits, career development, defined job structure, career pathing, certification and licensing opportunities serve as foundational components for increasing retention of both newly acquired and existing employees. As the security industry continues its forward evolution through technology and service, human resources must develop methods to acquire and retain a workforce that supports this evolution.”

“Gone are the days where a siloed approach to security is the norm. Today, that shift is beginning, but by 2020, the industry will see a full transformation from individualized approaches to security to a more enterprise-wide plan that affects security directors, IT and marketing departments, and even human resources. Elevated integration capabilities are taking this shift to the next level, and software programs that manage data and streamline processes for entry are taking center stage. This will change how human resources departments manage access — whether through multi-step authentication, biometric access or simple card readers. Investing in data management software alongside a security management system (SMS) will allow HR the flexibility to change or add access in a single platform, which then updates across networked devices to streamline operations, save time on manual input and increase ROI for security teams.”

The Ways Customers Purchase Security

“By 2020 there will be a major adoption by both federal and commercial customers towards the managed cloud hosted services. With that adoption will come security vulnerabilities on the end devices and servers for cyber-attacks. End customers will consider the security (cyber) vulnerabilities on their purchasing decisions and it will become a key evaluation criteria. We will also see a proliferation of security as a service being sold on a SaaS basis to help secure enterprise IT assets. We will see a movement towards managed security services and continuous monitoring of IT assets across the organization. We can also expect to see new and enhanced security scanning solutions emerge that sit outside the traditional firewalls of organizations, to properly vet and identify traffic and requests before they are allowed access to the internal network or applications. Convergence of logical access to systems as well as physical access to sites will be part of the same decision. ”

“Several new purchasing qualifiers are having an impact across all verticals. First, customers are highly concerned about cybersecurity. If integrators do not present their cybersecurity plans, they will feel a significant negative impact on their sales revenue. There will be few exceptions and smaller integrators will initially be at a disadvantage considering the complexity and the cost of becoming a cybersecurity-savvy integrator. Preparation by way of integrator focused cybersecurity training from PSA and other organizations will be key. Second, we will see customers expecting and, in some cases, demanding managed services for their integrated systems. The fly in the ointment is the vast majority of integrators’ cash flow cannot support a quick move to an RMR [recurring monthly revenue] model. Currently, adapting to RMR favors the larger integrators as they are more likely to have access to a financial facility able to help them make the transition. The good news is new financing opportunities are becoming available that will support integrators of all sizes in this endeavor.”

"The mindsets of purchase influencers continue to evolve as new surveillance and security technology trends continue to gain traction. More specifically, the migration from analog to networked IP systems is more than an infrastructure issue; it is effectively redirecting priorities from physical hardware to data capture and manipulation. For example, new PTZ, fixed and multi-sensor IP cameras are coming to market that deliver new levels of imaging performance along with advanced analytics that go far beyond what is currently available. The ability for these devices to capture huge volumes of information will not only heighten overall situational awareness and security, they transcend traditional surveillance and security as they support advanced business intelligence applications for retail, process management, human resources, compliance, and myriad other operations. This trend will only continue to increase in 2017 and beyond 2020."

“More and more security sellers will find that the traditional buyers have changed. The new buyer in 2020 will consist of the Millennials and beyond that are “Internet buyers,” not the traditional old channel of being sold to. This will mean that the most successful integrators will be deeply in tune with Web marketing and will need to have a streamlined deployment system to onboard new “Internet buyers.” The buyers will Internet shop and look for pay-as-you-go type services. They want to pick and choose the amount of security and will be looking for the easiest to deploy DIY with the option of professional monitoring.”

“By 2020, increased focus on terrorism prevention, as well as the public’s lack of appetite for more prisons, will play contributing roles in businesses favoring deterrence-based security technologies such as guards, high-security fencing solutions, and electric security fencing over detection-based strategies. While detection technology is rapidly improving, all of these technologies currently rely on a law enforcement response. Law enforcement resources are already strained, and as America becomes a greater target for terrorism those resources will be furthered strained, leaving police able to respond to fewer and fewer security calls. The cost of security failures will increase as a result, which means companies will have to adopt a more proactive strategy.”

Other Areas

"The marketing that drives professional surveillance and security products is slowly but surely changing — really evolving — with the use of more precise digital marketing techniques. Although conventional print and emedia will continue to be influential media outlets for users and resellers alike, enhancing these programs with more advanced digital marketing techniques will allow equipment manufacturers and software suppliers to specifically target purchasing influencers with messaging that is of specific interest to them. This is a radically different approach to the more broad-based media outreach typically deployed in this and other technical B2B industries. And there are benefits to both those marketing and those being marketed to, as users will be able to more easily seek out those solutions that resolve their specific pain points, and manufacturers will be able to better position their offerings based on specific points of differentiation for specific applications and vertical markets."

“I think one of the interesting trends to watch in the coming years will be the dynamics between the manned guarding and security integration industries as drone and robotic technologies mature. The barriers between these industries will be challenged and new business models will likely emerge around advanced, remote surveillance applications. The technical capabilities necessary to deploy, manage and maintain these advanced surveillance technologies will force manned guarding companies to forge new alliances or dramatically transform their system integration competencies.”

“In the coming years, we will continue to see Big Data analysis and IoT-powered devices as critical to the collection of myriad data points across systems and devices. This process will allow businesses to investigate threats in a more intelligent, proactive manner. Organizations that derive Actionable Intelligence from collected data will be well positioned to achieve their respective security, safety, and business objectives. This evolving digital landscape also propels a growing dialogue between IT, cyber security, and physical security teams. Collaboration between these groups enables businesses to gain greater knowledge of how to address security risks in a cohesive comprehensive and proactive manner. Overall, the alignment of risk management, IT, and business continuity drives leaders to build a security strategy that takes into account cyber, physical and IT security needs. We believe collaboration among these stakeholders and business functions, as well as alignment of cross-departmental security strategies is critical to an organization’s ability to focus, effectively identify threats, develop trends and best practices, and quickly access relevant data to meet evolving business requirements.”

“The age of artificial intelligence is upon us, and there are numerous ways that robotics will play a significant role in augmenting human presence in security situations, as well as providing an avenue for streamlined business operations. By 2020, guarding solution providers will offer a combined service that incorporates a human and a robotic component, offering greater performance and lower cost than ever before. Robots and drones will be used extensively to provide advanced levels of situational awareness, while adding more robust security analytics to make significant changes in security and operational effectiveness. Finally, the industry will see the traditional centralized operations center transform to include highly skilled operators that can easily navigate the technology-rich features present in today's emerging innovations.”

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