Security Sales & Integration February 2023 - 52

Access
The New Security
Entrances Landscape
a specific area within a building. Furthermore,
this access can be time-based wherein access is
limited to certain hours for each employee. The
result is a solution that simultaneously reduces
risk while making employees feel safer upon
their return to work.
When it comes to generating ROI, security
entrances make a compelling argument for
both integrators and end users.
A Great Value Proposition
When it comes to generating ROI, security
entrances make a compelling argument for
both integrators and end users. For one, security
entrances offer much higher margins than
that of PACS or surveillance devices, equating
to more profits for integrators. New advancements
in security entrance technology further
allows integrators to more effectively communicate
the solution's value proposition to end
users. Security entrance manufacturers
are
also willing to carry more of the educational
burden, providing more training opportunities
that eliminate feelings of overwhelming
complexity commonly associated with secured
entrances.
New Technologies Easily
Communicate ROI to End Users
Instead of access control systems that simply
detect the known risks of tailgating or piggybacking,
many secure entrances employ new
StereoVision technology to prevent such risks
as they are attempted. StereoVision is an overhead
sensor system that uses a combination of
optical and near-infrared sensors to prevent
tailgating and piggybacking in a security revolving
door or mantrap portal. The technology
measures the time it takes light to travel
from the overhead system to an object in the
compartment and back.
In doing so, StereoVision can accurately tell
the difference between two people entering at
the same time vs. one person entering alone,
even if the individual is carrying a bag or other
equipment. By preventing tailgating, rather
than simply detecting when it occurs, organizations
can effectively reduce operating budgets
and increase their ROI by reassigning security
personnel to more mission critical tasks.
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Security Sales & Integration FEBRUARY 2023
Advanced Analytics
Offer Business Intelligence
Security entrances also deliver added value above
and beyond their primary role of controlling access
by providing a unique capability to amass
and analyze critical data. Security entrances
answer specific questions such as how often intruders
tried to tailgate an authorized person and
how often they were successful - something
not possible using traditional swing doors and
access control systems.
With this data, security teams can forecast and
quantify an organization's risk of infiltration and
threat. Sensors deployed at employee entrances
and other sensitive areas further elevate the effectiveness
and efficiency of security entrances as
an enterprise level solution.
More Resources Available to Integrators
The misunderstood complexity of security entrances
was too long a barrier to entry for security
integrators. Great strides have been made
by security entrance manufacturers to help their
integration partners better sell, install and maintain
security entrances.
Provider-managed
integrator
certification
programs are popping up as a way to help
third-party field installers gain confidence when
working with security entrance products. These
programs range widely to include in-depth
training videos, frequent evaluations and even
onsite trainings to ensure technicians work with
the utmost competence. Phone support, online
resources and self-service diagnostic guides are
also tools at the disposal of integrators.
Exploring New Opportunities
There has never been a better time for integrators
to tap into the benefits of introducing
security entrances into their sales model.
As demand increases, new technologies and
resources have allowed security entrances to
meet these new concerns.
Once security integrators are able to effectively
understand and communicate the security
benefits of secured entrances, security
integrators can both build a stronger relationship
with their customers and produce new,
substantial revenue streams for years to come.
Access to New Verticals
The diverse range of security entrances available
means there is a solution for every conceivable
entry/egress point in every conceivable
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Security Sales & Integration February 2023

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