Hosted & Managed Services

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When West Point Lincoln & GMC, a local car dealership in Houston, needed to install security solutions for their new location and upgrade obsolete security technology, security systems integrator Danner’s Security proposed a new way of procurement.

The Safe Passage Module now available as part of the Connect ONE cloud-hosted platform from Connected Technologies is a framework for a one-time or periodic self-approval process for facility access control. 

The Internet of Things (IoT) is finding its intake into the security and safety industry.Developments around the IoT, if observed from a distance, carry along products andsolutions with a closer fit for its eventual users. Connectivity makes life easierfor users,leading to opportunities such as remote and predictive maintenance.

Taking a service-based approach hasn’t always been the norm for security integrators, but the shift from traditional project-based sales is making it a necessity. For so long, security decisions were made by security leaders; but as the lines blur between IT and physical security, and as more security devices need to find a home on the network, it’s crucial for integrators to work alongside both departments.

So much of my background comes from being an end user and working as an integrator. Managed services aren’t new for so many of us; but selling them can be challenging. Especially when you may be essentially trying to fit a square peg in a round hole, as many customers are used to buying technology, having it installed and then being left to “run” it.

Historically, the vast majority of security integrators have relied on project-based sales generating one-time revenue to fuel the success and growth of their businesses. Even those that have maintenance and support options rarely sell multiyear service contracts.

Recurring revenue within the alarm industry has been the lifeblood of alarm dealers for decades. On the integration side of the physical security industry, however, many security integrators have historically had little or no recurring revenue.

The Alarm.com Smart Gateway, a cloud-managed access point that provides a dedicated Wi-Fi network for Alarm.com video cameras, has been named the IoT Evolution Product of the Year for 2020.

These products and services were selected by an independent panel of judges based on a set of criteria that considered innovation, end user experience, response to market need and more.

The Brivo financing program allows customers to implement access control, multifamily or video surveillance projects with little to no upfront investment and consistent, predictable payments over time.