The technological landscape of 2024 is dynamic, and growing customer demands for advanced A/V, IT, surveillance, security and networking solutions have resulted in rapid convergence between the categories. As more products become integral to the smart home, seamless integration across technology categories is critical for a cohesive end-user experience. Dealers offering their customers expertise across these domains will hold a competitive advantage in 2024. 

Of course, expanding a business model to capture all these categories does not come together overnight. Capturing new categories requires a deep understanding of customer expectations, confident technical know-how and reliable access to innovation-forward vendors. 

Let’s explore critical trends overarching the category convergence and how security dealers can break silos to maximize their business in this transformative era.

The Emergence of the Fully Connected Ecosystem

The convergence of technology solution categories is not new, but acknowledging the intertwinement of categories is certainly more urgent than it once was. The high demand for secure interoperability will continue to fuel the crossover, and customers expect that their security dealers can deliver fully connected ecosystems. They want their devices to work together reliably, removing any hassle of toggling between systems to manage automation or safety in their home. 

Security dealers must anticipate these growing client preferences for integrated, user-friendly, cost-effective security solutions that work with the other devices and systems within the home. 

When a dealer can provide the products and services a customer needs to support the full scope of the connected home, there is more incentive to continue adding value through project expansions. When embracing convergence, identifying strong vendor and distributor relationships can help dealers ensure they’ll have access to the products, training and recommendations required to succeed in new categories. 

The Role of Robust Networking

A robust network becomes increasingly crucial as security integration converges with adjacent trades. Serving as the foundation for a fully integrated automated ecosystem, dealers must unify the scope of their offerings with secure, seamless and reliable platforms. As the security industry trends toward favoring IP networking solutions for secure management, expanding to incorporate devices across A/V systems and other low-voltage devices becomes an increasingly viable and attractive opportunity. 

IP networks have several advantages for customers who are concerned about device security. They provide private, centralized network management for connected devices — a vital feature for clients working from home or using their smart devices securely. Additionally, IP networking reduces fragmentation by allowing devices to share data seamlessly and securely. 

A deep understanding of IP networks will enable security dealers to offer resilient networks that safeguard their security and surveillance integrations and welcome other home technologies into a secure on-prem platform, involving adeptly integrating IP-based devices into resilient networks.

Managed Services and Remote Management Services 

When tackling customer concerns, dealers who understand the full scope of technology in the network positions are invaluable resources. Networked technology, especially when unified throughout the home, gives integrators and their clients access to more data than ever on an easily accessible, immediate basis. 

Remote management tools have long been pivotal for security dealers, enabling a broader array of ongoing services essential for modern security systems. As more dealers incorporate A/V solutions into their portfolios, there is an expansive business opportunity in providing additional monitoring and service agreements across a larger ecosystem of technologies. 

This shift emphasizes a commitment to ongoing customer satisfaction and uptime, significantly enhancing scalability and adaptability in a rapidly evolving market. Being a resource for clients on a continuous service agreement also reinforces the role of dealers as trusted providers, bolstering reputation and future business potential. 

Take Action: Maximize End-to-End Category Success

This is a turning point for security dealers to integrate, diversify and offer comprehensive solutions that transcend traditional boundaries. By capturing the convergence of security, A/V, surveillance and networking solutions, dealers can meet the ever-evolving demands of customers while establishing themselves as versatile, competitive and customer-centric businesses in the market. 

While learning and adopting new categories is no small feat, it’s possible with the right approach. Evaluating customer feedback to identify in-demand categories is an excellent first step. Then, once dealers are ready to take the leap and expand, finding vendors and distributors who can offer continuous education and training programs will be the key to familiarizing and staying ahead in a competitive market. 

Nurturing partnerships with local distributors who work with innovative vendors can help ensure dealers have access to products necessary for complete, integrated solutions and expert advice for new leads and opportunities. 

Dealers looking to expand and grow in 2024 should focus on addressing the convergence of security and adjacent channels. This requires a strategic evaluation of product mixes, building strong relationships with reliable vendors and distributors and investing in continuing education. By doing so, dealers can position themselves as well-rounded providers and customer-centric innovators who are ready to meet and exceed the dynamic demands of an ever-evolving market.