Security Sales & Integration September 2021 - 28

SMARTS & PARTS
IT Intelligence by Joseph Ndesandjo
How Workfl ow
Impacts Cashfl ow
While
automation
signifi cantly
increases
effi ciency and
convenience
for the end
customer, the
benefi ts for
the systems
integrator go
far beyond this
benchmark.
▶ AUTOMATED SYSTEMS are becoming
increasingly popular as solution providers off er
better interoperability. For years, we have seen automated
fi re alarms that instantly alert authorities
and enable quick response. We now see higher
interest in automated video-based alarm verifi cation,
identity verifi cation in access control, anomaly
detection and even device-health monitoring.
But the role of automation in improving internal
operational workfl ow for systems integrators
doesn't always get the attention it deserves. While
automation signifi cantly increases effi ciency and
convenience for the end customer, the benefi ts
for the systems integrator go far beyond this
benchmark.
One of the most common challenges I faced
when leading a security integration business was
how ineffi cient we were when relaying important
project information through our project pipeline.
Th e narrative hasn't changed much. Many of the
integrators I speak with today have the same challenges
that I experienced many years ago.
As a project moves from sales to installation
and service, loss of information can result in
inaccurate project scopes, incorrect part orders,
costly internal change orders, budget overruns
and more. Ultimately, this leads to a poor customer
experience and low customer retention
rates as customers plan future projects.
Th ese issues are all connected to poor operational
processes and workfl ow management,
which ultimately aff ect both the top and bottom
line. Not only are unhappy customers unwilling
to do business with you; the operational ineffi -
ciencies created will result in increased employee
dissatisfaction and burnout.
Fortunately, modern automated solutions ofJoseph
Ndesandjo spent
17 years building San
Antonio-based integrator
3Sixty Integrated. In 2017,
his team launched Cloud
security management
platform SiteOwl.
28
fer several benefi ts that can streamline workfl ow
management. Integrators can benefi t from the
power of automation by leveraging technology to
relay information, streamline fi eldwork and reporting,
and keep clear lines of communication open
with customers.
Cloud-based technology solutions make it possible
for integrators to collaborate with customers
Security Sales & Integration SEPTEMBER 2021
on system design and streamline the fl ow of project
information throughout the project lifecycle
so that every employee is on the same page.
Automation can also improve the ongoing
maintenance of security systems by continuously
monitoring device status and reporting any detected
issues. Some of the latest video analytic
solutions can even alert operators if something
blocks a surveillance camera's line of sight. Th ese
types of automated health check-ups help integrators
know when and how to administer their
services, reducing costs and time.
But the most valuable benefi ts of automation
for integrators in the area of workfl ow management
comes when using a fi eld project management
suite. Purpose-built software applications
like SiteOwl allow sales, engineers, project and
service teams and end users to collaborate on a
single platform, enabling an automated fl ow of
information to the right people at the right time.
Th ey off er integrators the ability to monitor
progress in the fi eld, assess installation quality,
track productivity and progress, and much more.
Many of the integrators we work with have
found that these solutions signifi cantly reduce
the risks of information degradation and lack
of adequate data. On top of that, the improved
workfl ow and streamlining result in an enhanced
customer experience, leading to deeper strategic
relationships with key clients and stakeholders.
For the end customer, the three key advantages
of automating security solutions are better security,
reduced costs and lower operational requirements.
For instance, an automated license-plate
recognition system integrated with access control
can ensure only known vehicles can enter an area.
Automated fi re alarms can open and close relevant
doors to make sure people inside a building
follow the correct escape route if a fi re breaks out.
A shooter detection solution that automatically
triggers an alarm and alerts law enforcement
agencies ensures faster response and safety.
If these systems can function as plug-and-play
solutions, without requiring extensive training
for onsite staff members, so much the better.
As one of the most signifi cant benefi ts of IPbased
security systems, automated solutions improve
response time, optimize resource allocation
and minimize the need for human intervention.
Th is becomes even more relevant as data-driven
systems make steady inroads into the physical security
industry.
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Security Sales & Integration September 2021

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