Commercial Integrator + Security Sales Jan/Feb 2024 - 45

Gonzales: Any time client engagement
is not top of mind, you're liable to be
caught off guard.
Hall: Customers expect fully connected
ecosystems in smart homes and commercial
markets. If dealers are not prepared
to deliver on these changing demands,
they might be caught off guard.
James: The rising cost of money and
end users paying slowly.
Judy Jones, VP of marketing
for NAPCO Security Technologies:
New data channel security
and their liability exposure may
catch dealers off guard.
While it's high time
and essential that
the security industry's
reliance on
wiring and POTs
landlines is literally
coming to an end - and
digital communications and cloudbased,
hosted data are now widely
accepted solutions in security
- it brings to bear a new dealer
concern: liability. Dealers/integrators
need to double-check that
their security solutions, especially
life-safety commercial fire solutions,
are UL Listed end-to-end.
(NAPCO communication solutions
are all UL 864 Listed end-to-end.)
LeBlanc: The problem that our members
are telling us about is that it feels like
they're taking people out of the field and
putting them through training but [that]
the technologies and needs are evolving
so quickly that it feels like they're taking
productive people out of the rotation so
they can get trained on something that
will be outdated before long.
Loud: We're entering into an election
year, which inevitably brings economic
uncertainty. That means security integrators
should be thinking and doing what
they can to prepare for a volatile market.
High interest rates could potentially catch
people off guard, and so, as the old saying
goes, " Cash is king. " You want to do what
you can to be as cash heavy as possible.
MacDowell: With the fast-paced continuous
development of AI, integrators
should watch what federal, state and provisional
governments are implementing
that might impact their business. The best
way to combat this is to join and engage
with national associations, such as ESA,
SIA, TMA and CANASA. [These associations]
monitor legislation on a continuous
basis on behalf of their members.
Nemerofsky: More and more
clients are demanding your
SOC 2 compliance now.
With privacy and cyber
being at the forefront
of so many cloud deployments,
integrators
and dealers need to
prepare.
Niles: I observe a growing trend
of acquisitions resulting in the decline of
smaller regional businesses - commonly
referred to as " mom and pop " companies
- and the rise of larger, nationwide
corporations within the industry.
O'Brien: The need to properly onboard
and retain talent is only going to be more
important in a tight labor market.
Parks: The security market faces
ongoing challenges due to the persistent
high costs of materials and shipping, as
well as difficulties in recruitment. Additionally,
the market's fragmentation and
complexity often catch players entering
the market off guard. The escalating
costs associated with acquiring new
subscribers further compound these
challenges.
Reynolds: While this has already
been a trend, I suspect it will continue
to surprise many of us as manufacturers
purchase and incorporate other manufacturers.
White:
Those who aren't adopting the
newer technologies are going to be caught
off guard. They don't have the tools to
compete.
What's the single most pressing issue
that professionals in the security
industry should look to tackle
right now?
Barnette: As industry professionals
continue to age out, we need to do
more to recruit a diverse group of people
into this space. [Otherwise], we will
lag other industries competing for talent.
Boucherle: Business continuity and
resilience risks that remain on the back
burner with the attitude that " it will never
happen here. "
Carlson: Figuring out how to leverage
AI 1) to run their business more
efficiently and 2) when consulting and
guiding their customers on the use of the
technology.
Choate: The security industry needs
to invest in new technologies and
training programs that are designed
to appeal to, and retain, millennials
and Gen Z workers.
Clark: The sheer amount of data
from so many devices is overwhelming.
Businesses need to aggregate and adopt
predictive analytics to anticipate potential
issues before they occur.
Cowan: From technology developers
inside manufacturers' headquarters down
to the installers at customer locations, the
security industry needs to figure out how
to retain talent.
Faenza: Developing broader expertise.
Giacalone: Those who are in the monitoring
business must address false alarm
reduction simultaneously with providing
enhanced security monitoring.
Gonzales: We must think about how
AI can be leveraged in terms of how our
clients are approaching this technology
and how we can support them.
Hall: Customers expect customized,
state-of-the-art solutions, and dealers
must respond by evolving their portfolios
to be more competitive, versatile and
interoperable. They must also understand
how to deliver seamless integration
across all technologies to ensure maximum
system performance.
James: More systems will live in or be
managed in the cloud. They should ask
themselves how they will adapt to this.
Kohl: The industry needs to
work together to brand
our industry as a hightech
field that offers
rewarding careers
- where someone
with limited experience
can grow from
an entry-level installer
to become a highly skilled knowlJan/Feb
2024 | Commercial Integrator+Security Sales & Integration
45

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
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