Security Sales & Integration April 2022 - 53

These new growth opportunities come with a
few requirements and costs, including the need
for experienced staff who can design effective
systems using leading components from trusted
manufacturers. Therefore, integrators can
either hire industry pros who have extensive
network experience, or train existing staff with
the help of distributors and partners that often
provide training materials or even full classes to
promote growth.
The Pro Network Difference
Most homeowners know that a smart home
security and surveillance system designed and
installed by professionals will outperform any
possible solution they could buy themselves.
While professional home networks are superior
to self-installed solutions, dealers may need to
educate homeowners on their value and benefits
if they've never used one before. For clients who
were previously satisfied with the basic solutions
from their Internet service provider, it's useful to
come armed with specific examples that help define
how much better a professional solution is.
Designing and implementing a robust network
starts with a full analysis of the clients'
needs and usage scenarios, along with a strong
knowledge of networking fundamentals and
standards. One obvious difference is the equipment
itself, which is generally more expensive
but also more reliable, more powerful, built
with better components and can be selected for
specific capabilities to meet each home's needs.
That being said, these are not cookie-cutter, offthe-shelf
solutions. A full solution may include
a routing appliance, a firewall, wireless access
points, switches, cybersecurity and conveniently
located in-wall Ethernet ports.
The remote monitoring aspect is a major advantage
for both the user and the integrator, as
are power protection and battery backup systems
that provide emergency power to ensure
safe equipment shutdowns in the event of a
power interruption. There are various remote
monitoring solutions that provide different levels
of access and equipment management, up
to and including the ability to cycle power for
modems, routers or WAPs. Most of these provide
an online dashboard or mobile app that
displays the status of all connected devices and
can send push alerts to integrators, enabling
rapid issue resolution, often before the homeowner
is even aware there was a problem.
It takes training and experience to design and
securitysales.com
install a reliable system that's easy to use and provides
room for future upgrades and expansion.
While self-installed home networks are generally
not designed for growth or changes in usage, a
professional system includes hardwired Ethernet
options, upgradeable switches, proper placement
of access points and extra connections for expansion
so it is always ready to support the next generation
of Internet technologies and content.
How to Get Started
Security integrators looking to add network design
to their services must first evaluate their
own capabilities, knowledge, staffing and supply
chains to determine their strengths and
weaknesses. Partner distributors and manufacturers
can make the process easier, often
providing valuable training resources to help
integrators stay up-to-date on new products,
regulations and standards. Some even offer free
design and engineering assistance, which can be
extremely valuable when branching into new
markets. This practice enables integrators to
test the waters and bid on network jobs without
hiring new staff or spending time and resources
on extensive training.
Select manufacturers and distributors go
above and beyond to offer fully managed solutions
(usually for a fee) that include system design,
product selection and preconfiguration so
all the integrator must do onsite is physically
install and connect the equipment. Fully managed
solutions can also include manufacturer or
distributor support for a set number of years,
ensuring the integrator will always have the help
they need to maintain their clients' networks.
These partner programs can help a security
firm enter the networking space, and then
provide training and ongoing support if a firm
decides to expand or train staff to grow their
network installation capabilities.
The connected devices trend is
forecast to accelerate in coming
years with even more being
developed under the umbrella
of the Internet of Things (IoT).
Residential
security
integrators have
an immediate
opportunity to
add network
design and
installation to
their service
offerings.
APRIL 2022 Security Sales & Integration 53
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Security Sales & Integration April 2022

Table of Contents for the Digital Edition of Security Sales & Integration April 2022

Security Sales & Integration April 2022 - Cover1
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