Security Sales & Integration February 2022 - 29

The last engineer I hired had no industry experience,
but he's got software development and electrical
engineering experience. That's a tremendous boost
to the rest of the team, bringing in someone with
outside thought.
- Jim Cooper, Integrated Security & Communications
I believe the integrated future will be a full
building platform. You're seeing that already
with Tyco and JCI as well. There's a lot going
on, especially with renewables and solar too.
Anything high or low voltage in your building
is going to be under one interface, with all the
data and analytics in real-time. Customers want
everything turnkey with those different systems,
and one throat to choke on the integrator
side that can do it all and make it go.
Cooper: Integration on the security side of the
house has come a tremendous way. Years ago,
if you were going to integrate your card access
and video you did it with relays and inputs and
outputs. You had 200 cables tied between a matrix
and a bunch of relay output boards on your
access control. We called that integration. An
alarm point goes off and we spin a p/t/z around
over coax to get a shot of the door. Now, we
look at integration as information sharing.
We have to look at it as more of an overall
solution, not just security or fire or building
automation. It's also an integration of building
intelligence and people intelligence, bringing in
HR systems and tying all that together. Integration
for us is doing something else with data in
a meaningful manner and doing so in an easy
way. Years ago, if you asked anybody in this industry
if your software has a REST [representational
state transfer] API, they wouldn't have
known what the heck you were talking about.
Now we don't even evaluate platforms without
an open API that we can integrate with. If there
is a desired integration that doesn't exist off-theshelf
today, we want to be able to develop it ourselves.
The last engineer I hired had no industry
experience, but he's got software development
and electrical engineering experience. That's a
tremendous boost to the rest of the team, bringing
in someone with outside thought.
securitysales.com
Let's be honest as an industry, we're pretty
far behind the times in general. We're not the
fastest to adopt new technology. Bringing on
somebody who doesn't have that history can
help drive some of the integrations and the
market forward. You've got a REST API on
these three systems, let's come up with a middleware
that makes everything talk together.
It's all standardized, we can control the flow of
information and at the end of the day our customer
gets a nice integrated, seamless solution.
We want to cut down, touchpoints and take
away manual actions to make their job easier.
From an access control perspective, if we do
that with their HR system, now on a new hire
you don't have to type somebody's name in.
We can automate a lot of that stuff, and that's
what we're looking at for integration. It's a cool
buzzword but once you've integrated your card
access and video, what do you do with it? True
integration can go further and have a lot more
meaning to the end user's overall operations
than just the piece of it we normally deal in.
Haught: From the smart building perspective,
we have had some success in specific verticals,
but it's not for everybody. We would love to dive
into this further, but to go back to the pandemic,
we can't find enough people to really expand
those specific markets. You might be able to go
sell it, but then you've got to be able to service
it and maintain it. I've steered clear of some of
that. I'm looking forward to this thing calming
down so we can go to that next level. I believe
in the next 12-24 months it is going to be huge.
I was just dealing with a project involving
a large HR integration in the Pro-Watch. It's
been a bit of a challenge because of the HR
platform we've been asked to integrate into and
the way some of those things are done. It's all
about educating that customer, making sure
With
contracted
multiyear projects,
some big product
categories have
seen four or five
price increases
the past year, plus
surcharges and
everything else.
For an integrator
taking the risk on
such a project
they might lose
their entire
margin.
- Tyler Blake
Midwest Alarm & BCI
Integrated Solutions
FEBRUARY 2022 Security Sales & Integration 29
http://www.securitysales.com

Security Sales & Integration February 2022

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

Security Sales & Integration February 2022 - Cover1
Security Sales & Integration February 2022 - Cover2
Security Sales & Integration February 2022 - 1
Security Sales & Integration February 2022 - 2
Security Sales & Integration February 2022 - 3
Security Sales & Integration February 2022 - 4
Security Sales & Integration February 2022 - 5
Security Sales & Integration February 2022 - 6
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Security Sales & Integration February 2022 - Cover3
Security Sales & Integration February 2022 - Cover4
https://www.nxtbook.com/emerald/securitysales/august_2023
https://www.nxtbook.com/emerald/securitysales/july_2023
https://www.nxtbook.com/emerald/securitysales/june_2023
https://www.nxtbook.com/emerald/securitysales/may_2023
https://www.nxtbook.com/emerald/securitysales/april_2023
https://www.nxtbook.com/emerald/securitysales/march_2023
https://www.nxtbook.com/emerald/securitysales/february_2023
https://www.nxtbook.com/emerald/securitysales/january_2023
https://www.nxtbook.com/emerald/securitysales/december_2022
https://www.nxtbook.com/emerald/securitysales/november_2022
https://www.nxtbook.com/emerald/securitysales/october_2022
https://www.nxtbook.com/emerald/securitysales/september_2022
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https://www.nxtbook.com/emerald/securitysales/june_2022
https://www.nxtbook.com/emerald/securitysales/may_2022
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https://www.nxtbook.com/emerald/securitysales/march_2022
https://www.nxtbook.com/emerald/securitysales/february_2022
https://www.nxtbook.com/emerald/securitysales/january_2022
https://www.nxtbook.com/emerald/securitysales/december_2021
https://www.nxtbook.com/emerald/securitysales/november_2021
https://www.nxtbook.com/emerald/securitysales/october_2021
https://www.nxtbook.com/emerald/securitysales/september_2021
https://www.nxtbook.com/emerald/securitysales/august_2021
https://www.nxtbook.com/emerald/securitysales/july_2021
https://www.nxtbook.com/emerald/securitysales/june_2021
https://www.nxtbook.com/emerald/securitysales/may_2021
https://www.nxtbook.com/emerald/securitysales/apr_2021
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