Commercial Integrator + Security Sales Jan/Feb 2024 - 41

Steve Butkovich, chief product officer
at CPI Security Systems and president
of The Monitoring Association: Video
monitoring and video verification are,
and will continue to be, two hot areas of
expansion in 2024.
Maureen Carlson, co-founder
and vice president of growth at
System Surveyor: I expect
to see more investment
in replacing
and retrofitting
older technologies,
such as cable infrastructure,
to support
the implementation of
new technologies, such as power
over Ethernet (PoE) lighting or
cloud-based access control.
Clint Choate, senior director of security
markets at Snap One: Networking
products and support.
Mary Clark, chief
marketing officer
at Brivo: The ripest
growth opportunity
lies in embracing the
changing landscape of
access control technology
stacks.
Grant Cowan, director of national
accounts at Salient Systems: Twentytwenty-four
needs to be the year that integrators
tell manufacturers that we need
solutions to unite technologies to provide
real solutions for end users.
Peter Giacalone, president of
Giacalone Associates LLC: The most
impactful and exciting growth will come
from presence detection, such as devicespecific
monitoring and Wi-Fi-sensing
technology and AI.
Randy Hall, president at
AlarMax: As options
for secure and
seamless platforms
diversify, we see an
increasing transition
toward IP
networking solutions
for security, surveillance
and AV systems.
Brian James, vice president of sales
for ScanSource, Inc.: Most systems today
are either not capable [of] or not utilizing
the power of analytics, both for security
and, more importantly, for business
intelligence.
Geoff Kohl, senior director of marketing
for Security Industry Association:
Intelligent video systems continue to be a
hot growth area for the security industry
as AI machine learning capabilities empower
automation in content analysis.
John Loud, president of 2023
SSI Installer of the Year LOUD
Security Systems and chairman
of the Electronic Security Association:
On the more
commercial side,
there is proactive
video monitoring....
For the
residential side,
there are waterdetection
devices that
are presenting a great opportunity.
Kirk MacDowell, president of
MacGuard Security Advisors: The
continued focus and acceptance of
remote video monitoring will continue
through 2024 and beyond.
John Nemerofsky, COO at SAGE Integration:
I see the continued expansion
of both counter-drone deployments and
weapons detection.
Brandon Niles, vice president
of 2022 SSI Installer of the Year
Acadian Total Security: The
expansion of AI services, especially
with the increased
availability of smart
search features and
reidentification,
presents significant
opportunities
for growth and is increasingly
accessible.
Elizabeth Parks, president and CMO
at Parks Associates: Smart cameras and
video doorbells are popular, showing an
increase in adoption and high intentions
for the next year.... Bundling these security
devices with other useful devices will
increase the attractiveness of all devices.
Eddie Reynolds, CEO and president of
Iluminar Inc.: I see the rise of AI continuing
to accelerate into 2024.
Jeremy White, founder
of Pro-Vigil: A tremendous
opportunity
for growth exists
with Software-as-aService
(SaaS)-type
services that dealers,
installers and integrators
traditionally haven't had
access to.
Which vertical markets are best
positioned to deliver increased
profitability potential for security
businesses this year?
Barnette: Healthcare; education (K-12
and college/university) and critical Infrastructure
(utilities, oil and gas, ports and
airports).
Butkovich: Commercial market growth
and demand will support opportunities
for increased profitability in all verticals.
Carlson: We continue to see significant
projects and efforts in university and K-12
campuses, as well as in the manufacturing,
financial services and retail segments.
Choate: Access control
projects and commercial
install opportunities
remain strong;
however, with commercial
real estate
development slowing
or [becoming] stagnant
in some areas, integrators should
look to keep their options open.
Clark: The retail distribution sector is
particularly well positioned.
Cowan: There is going to be an explosion
of assisted living facilities and
other service-oriented housing for the
older population.
Angelo Faenza, head of digital access
solutions for ASSA ABLOY Opening Solutions
Americas: K-12, higher education
and healthcare are the vertical markets
best positioned to deliver increased profitability
in 2024.
Giacalone: With the
maturity of remote
video monitoring,
verification and
guarding, I believe
[that] the commercial
Jan/Feb 2024 | Commercial Integrator+Security Sales & Integration
41

Commercial Integrator + Security Sales Jan/Feb 2024

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