Security Sales & Integration February 2023 - 53

industry. With security entrances as a product
offering, integrators have the opportunity to
break into new verticals that were previously
overlooked. For example, the recent growth of
distribution centers has absolutely contributed
to the growth of security entrances, and for
good reason. These facilities frequently require
secured entrance solutions installed at both entry
and egress points.
A full height turnstile installed at the facility
entryway prevents unauthorized access while
outbound screening areas equipped with waisthigh
turnstiles prevent backflow and can subject
employees to random screening checks to prevent
and deter theft. Banking, healthcare and
commercial real estate organizations are also
seeing an increase in their need and demand for
security entrances, providing security integrators
with new sales opportunities.
Higher Levels of Systems Integration
Security entrances are the next logical step for
security integrators that are already recommending
access control and surveillance products to
their clients. PACS are traditionally engineered
with swing doors in mind, but these systems
become more effective when integrated with
security entrances. When integrated with an access
control system, security entrances operate
reliably to prevent unauthorized access, create a
standard operating procedure, and gather context-rich
data.
Further integration with biometrics provides
the highest level of identity assurance, preventing
unauthorized access via lost and stolen credentials.
The ability to offer clients a complete
security solution comprised of a security entrance,
PACS and other peripheral devices is
a win-win for both integrators and end users.
A New Source of RMR
Without the introduction of recurring monthly
revenue (RMR) into the sales pipeline, security
integrators essentially start their yearly projected
annual revenue at zero. RMR is playing
a more important role in the sales model for
many integrators, however many integrators
struggle to grow their RMR in a way that does
not include software as a service.
A service agreement tied to security entrances
are a great opportunity for integrators
to grow or access this consistent sales model.
Such an agreement could involve completing
scheduled, proactive maintenance on installed
securitysales.com
entrance solutions, but can also include provisions
for end user training and more. Once
an end user agrees to a service contract, they
receive added value in the form of reliable, regular
maintenance while the integrator receives
value in the RMR generated.
Choosing the Right Partner
In order to fully take advantage of the new secured
entry landscape, it is crucial to partner
with a highly experienced and proven security
entrance manufacturer. A good manufacturer
acts as a true partner; training technicians the
same way they would train their own, evolving
to meet new needs of the market, and offering
quality solutions built to last. With a strong
manufacturer behind them, security integrators
are poised to reap the benefits of new security
entrances. SSI
ZAC ELLET is Enterprise Account Technology
Specialist at Boon Edam.
FEBRUARY 2023 Security Sales & Integration 53
A service agreement tied to
security entrances is a great
opportunity for integrators to
grow or access RMR.
The
misunderstood
complexity
of security
entrances was too
long a barrier to
entry for security
integrators.
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Security Sales & Integration February 2023

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