Commercial Integrator + Security Sales Sept/Oct 2023 - 72

MONITORING MATTERS by Peter Giacalone
SMARTS & PARTS
PERS and Lifestyle Management Opportunities
ALTHOUGH IT APPEARS that Personal Emergency
Response Systems (PERS) engagement continues to
grow, the space is changing and the technology available is
fi nally evolving.
The introduction and adoption of these evolving technologies
appears to have created a window for global organizations
to move in and leave some traditionalists behind. I believe
everyone who is familiar with the PERS space will agree that
the core technology and associated features have not evolved
during the past several decades.
Yes, we have had cellular communications to replace dial
up and for active seniors, we have mPERS (mobile PERS) with
location-based services. At the end of the
day, it is all still " a button in a box. "
Taking a page from the evolution
of the home security business and refl
ecting on how subscriber interaction
through the adoption of mobile apps
and lifestyle features was a catalyst
for rapid growth in the home security
channel could lead the PERS dealers
toward greener pastures.
Consumers of all ages engage with
inactivity of a loved one or entire family without the addition
of new hardware or invasion of visual privacy is priceless.
The challenge for the traditional players is that this technology
is easily included with an Internet router or other WiFi
device. This could allow those major enterprises to off er many
services that would compete with the traditional PERS providers
at a deep discount.
This is a signifi cant reason that PERS and aging in place
Refl ecting on how
subscriber interaction
... was a catalyst
providers need to start off ering these enhanced services as a
standard element of their off ering.
Last year, Verizon launched its new Home Awareness solution
that utilizes WiFi Sensing technology to detect motion and report activity
in the home without the need for any
cameras or sensors. This is just the start.
There are roughly 4.9 billion Internet
interactive information and self-management.
We already learned that providing
these functions does not decrease revenue;
it actually increases revenue while
better serving subscribers.
As the needs and population of the sandwich generation grow,
is vast. From smart televisions to smart thermostats, security
systems, lighting controls and bulbs, etc. Although this technology
and countless others may not be invisible, the new wave of
technology that is disrupting the market is.
Many features and benefi ts can be delivered to consumers
simply by subscribing and activating a " right to use " or a
platform provider can turn on or update fi rmware on most
of these devices to provide services for new features and an
increase in monthly fees that were not available until now.
This includes features and services that may be unrelated to
the primary use of the hardware.
When it comes to aging in place and the PERS channel, the
most compelling service that is extremely valuable and relevant
is presence detection utilizing WiFi Sensing. Companies including
OriginAI are taking many industries and channels by storm.
Having the ability to provide lifestyle monitoring and diff erentiating
between normal activity and concerning activity or
for rapid growth in
the home security
channel could lead the
PERS dealers toward
greener pastures.
more services that are meaningful and engaging are necessary.
The amount of technology hardware that resides in a premise
users worldwide and these additional
services can easily be deployed by these
global players. WiFi Sensing technology
allows existing IoT devices to perform
key services like home automation, security,
monitoring loved one's routines and
lack of routines without the need for new
or additional hardware.
This also leads to tremendous opportunities
in the DIY space.
The PERS market is still alluring to
newcomers for a variety of compelling
factors. Many are attracted because
professional installation is not required, which also opens the
options on marketing opportunities. Although these factors are
attractive and can add meaningful results, it's important that
all factors of the business are considered.
All in all, the PERS market - when approached properly and
managed closely - can be a great addition to a dealer's arsenal
of services and contribute noticeable dollars to a dealer's overall
recurring monthly revenue.
The utilization of presence detection can be applied to a
variety of channels as aging in place, fi re/life safety, intrusion,
etc. This technology comes in a variety of fl avors. WiFi
Sensing or WiFi radar is just the start.
It is anticipated that fall detection, sleep detection, breathing
detection and even vomiting detection is on the horizon for
introduction over the next year.
Current manufacturers and dealers would be negligent if
they didn't explore adding WiFi Sensing to their host of consumer
services. Existing manufacturers and providers have the
competency, infrastructure and channels to enjoy a share of
this profi table market. SSI
PETER GIACALONE is president of Giacalone Associates, an independent security consulting fi rm serving central stations, manufacturers
and dealers. He can be reached at peter@giacaloneassociates.com.
72 Commercial Integrator+Security Sales & Integration | Sept/Oct 2023

Commercial Integrator + Security Sales Sept/Oct 2023

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