Security Sales & Integration May 2022 - 26

EXCLUSIVE!
Executive Interview
Interface Insights
that space, but we've seen some false starts for
sure. A good example was the push for AIbased
temperature recognition cameras early
in the pandemic. While a lot of integrators
pushed that like hotcakes, we said, " Time
out. " After a lot of testing, we found many of
those products didn't perform up to what our
clients would expect. So we decided to step
away from that.
are a big part of that.
We plan to soon launch a customer advisory
board to get important feedback we can
incorporate into our product evaluation and
roadmap. We're very careful when we decide
to add a product. We have to be incredibly
thorough in operationalizing that product to
ensure we're properly setting up our support
organization and able to correctly deploy and
monitor it. Our customers look to us as a
leader to help guide them on what's new in
the space, with our mutual desire for Interface
to act as their single, multiple technologies
partner.
With technicians strategically
placed throughout every U.S.
market, Interface's soup-tonuts
security offerings include
site surveys, systems design,
installation, monitoring and
service.
Duncan: As a technology and service organization
we understand the need to constantly
evolve and have our eye on the next thing.
We must evaluate those things to determine
if there is a benefit and take a measured approach.
To Sean's point, in 2021 we made
the personnel investment by adding a chief
technology officer. We've also recently added
a new head of products and reimagined
the way we evaluate products. Sales, account
management and our customer-facing teams
You talked about retail and a few other
markets. Is there another one Interface
plays strongly in or you're very keen on,
and what services have you found
successful there?
Foley: One we've made great inroads during
the past year-and-a-half is the cannabis space.
We expect it's going to consolidate and grow
in the coming years. We didn't want to let it
mature and then try to break in. We want to
make a name for ourselves in that space right
now and have established a few marquee, tentpole
customers.
It's not unlike a retailer, the major difVIDEO
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Interface has hired a chief people officer and
prioritizes the well-being of its 700 employees,
with perks like massage chair wellness breaks.
Security Sales & Integration MAY 2022
ference being their security profile has even
more vulnerability. That's primarily due to
the amount of cash that these organizations
keep on hand. The cannabis space is generally
underbanked. They do a lot of business
in cash and have a lot of expensive product
on-premise. The profile is almost that of a
jeweler that happens to also have a lot of cash.
From a security profile standpoint, that's a big
red flashing warning sign.
We're putting our virtual guard systems in
both dispensaries and in retail cannabis operations
that include live video and two-way
audio protecting those both during the day
and in the evening. The video systems tend
to be robust because of the amount of storage
needed. There are state municipal video surveillance
requirements that grant the licenses
surrounding the sale of cannabis. We love that
they gravitate toward our higher end monitoring
solutions, creating larger RMR per site.
That tends to be where our higher-margin
solutions reside. As that industry continues to
pick up, we're going to be right there to capture
those opportunities. SSI
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Security Sales & Integration May 2022

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