Commercial Integrator + Security Sales Jan/Feb 2024 - 43

security industry.... By employing a strategy
of always recruiting, partnering with
local schools and other institutions, and
ensuring employees who are onboarded
are taken care of, companies can get
ahead of what is going to be a persistent
challenge of attracting top talent to our
industry.
Reynolds: It
will be vital that
companies
reevaluate and
modernize
their recruiting
efforts to
strike that delicate
balance between [being] rigorous,
accessible and inclusive.
White: Without a doubt, staffing and
finding skilled talent remains the biggest
challenge for all aspects of the security
business.
What's getting better about the
security industry these days? What
seems to be getting worse?
Barnette: What's improved in the security
marketplace is that security is no longer
an afterthought.... What's getting worse is
that customers still treat security as a secondary
system once installed. Meaning, if
it ain't broke, don't fix it.
Paul Boucherle, founder and
principal of Matterhorn
Consulting LLC:
What is getting
better is that the
next generation
of existing company
leadership,
as well as new
solution/technology
entrepreneurs, are more innovative,
less risk-averse, and adapt
[and] embrace change.... What
is getting worse is the security
industry's resistance to changes,
[difficulty] adapting to fast-moving
technology, and resistance to
new, innovative thinking.
Carlson: Best-in-class integrators seem
to be focused on building long-term
relationships with end users, through
which they might provide value in a more
Business Inhibitors for Security Dealers
2021
2022
47% 43% 42%
2023
40%
38%
28%
24%
14%
Inability
to hire
necessary
employees
Constrained
consumer
spending
Economic
anxiety
DIY security
systems as
competition
to installed
promonitored
systems
Disruption
of
the
supply
chain,
limiting
our ability
to obtain
necessary
products
Unfair
competitors
Inability to
find good
training
for new
employees
Available
financing
13%
3%
The cost of
providing
our
customers
in-home
support
Consumers
are hesitant
to have
technologies
in their
homes
© 2023 PARKS ASSOCIATES
The security industry faces myriad challenges this year and beyond. A look at this
graphic from the 2023 Parks Associates Security Dealer Survey shows what factors
respondents say are most likely to inhibit business growth. For this story, SSI asked
two dozen security industry experts for their thoughts on what could keep the industry
from reaching its potential in the year ahead. What do you think could hold you back?
integrated partnership with a focus on
quality.... One significant hurdle I've seen
the industry struggle to overcome has
been the pace of the growth of AI and
other intelligent technologies.
Choate: Better: More cloud-based
product and services adoption. Worse:
Labor shortage is an area where we continue
to see challenges.
Clark: The adoption of proactive
security approaches is improving, with
a shift in perspective to not only keeping
unauthorized individuals out but
also enhancing the daily experiences of
employees.... [On the negative side], while
measures to improve cybersecurity have
improved, the frequency and nature of
attacks have yet to.
Cowan: The technology manufacturers
are creating - especially AI. It's
amazing to see how quickly it can adapt
and be modified for different end users.
But on the other side of the coin, a lot of
integrators are putting AI and other new
technologies in front of their
customers, hoping a solution
will emerge.
Faenza: Getting
better: More
cost-effective
and easier-to-install
and -integrate
solutions are helping
expand the reach of intelligent
access control technologies that
provide real-time or near-realtime
monitoring, audit trails for
greater accountability, and more
protection for more openings and
the assets inside their doors. On
the downside is the commoditization
of security technology.
Giacalone: Many new technologies and
platforms continue to increase the value
proposition offered and available to the
market. Although many progressive companies
seem to demonstrate an ability to
pivot and adopt these new technologies,
many still stand firm and, unfortunately,
will be left behind.
Gonzales: We're excited to see diversity
become a cornerstone for many businesses
in the security field.
Hall: Better: Diversity of products and
convergence across categories; more
sophistication across products and more
opportunities for advanced functionalities/service
agreements. Worse: With
more product categories than ever and
evolving best practices, it's becoming
more challenging for dealers to remain
competitive and deliver on
customers' expectations.
James: The
industry is getting
smarter, with more
analytics, plus AI,
which means the
Jan/Feb 2024 | Commercial Integrator+Security Sales & Integration
43
% SPECIFYING BUSINESS INHIBITOR

Commercial Integrator + Security Sales Jan/Feb 2024

Table of Contents for the Digital Edition of Commercial Integrator + Security Sales Jan/Feb 2024

Commercial Integrator + Security Sales Jan/Feb 2024 - Bellyband1
Commercial Integrator + Security Sales Jan/Feb 2024 - Bellyband2
Commercial Integrator + Security Sales Jan/Feb 2024 - Cover1
Commercial Integrator + Security Sales Jan/Feb 2024 - Cover2
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Commercial Integrator + Security Sales Jan/Feb 2024 - Cover3
Commercial Integrator + Security Sales Jan/Feb 2024 - Cover4
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