Editor’s picks

What are the benefits of selling security solutions?
What are the benefits of selling security solutions?

Products are the building blocks of the security industry. Historically much of the industry’s sales effort has been focused on highlighting product features and functionality. At the end of the day, however, an end user is less interested in the performance of any individual system component than in the system as a whole. Lately, the industry has embraced a changing sales approach by emphasising systems rather than products. We asked this week’s Expert Panel Roundtable: What are the...

Securing New Ground 2019: Outsourcing and new technology among trends for monitoring companies
Securing New Ground 2019: Outsourcing and new technology among trends for monitoring companies

There is a growing trend towards more outsourcing of the monitoring function among security companies. Technology developments are accelerating and increasing the need for monitoring companies to invest. The barriers to entry are higher than ever. These are some of the trends covered in a discussion at Securing New Ground 2019 titled ‘Monitoring: New Models and New Monetisation Strategies’. A panel of monitoring company executives addressed topics centered on how the industry is cha...

The benefits of an integrated security system
The benefits of an integrated security system

Today, the world is connected like never before. Your watch is connected to your phone, which is connected to your tablet and so on. As we’ve begun to embrace this ‘smart’ lifestyle, what we’re really embracing is the integration of systems. Why do we connect our devices? The simplest answer is that it makes life easier. But, if that’s the case, why stop at our own personal devices? Connection, when applied to a business’ operations, is no different: it lowe...

What security markets are likely to embrace AI?
What security markets are likely to embrace AI?

Artificial intelligence is on the verge of changing the face of multiple industries – from healthcare to entertainment to finance, from data security to manufacturing to the cars we drive (or that will drive themselves!) In the physical security market, AI has garnered a lot of attention as a buzzword and as a harbinger of things to come. We asked this week's Expert Panel Roundtable: What security markets are most likely to embrace artificial intelligence (AI)?

Round table discussions

What are some unusual applications of surveillance cameras you have seen recently?
What are some unusual applications of surveillance cameras you have seen recently?

The role of video surveillance is expanding, driven by all the new ways that video – and data culled from video – can impact a business. As a growing population of video cameras expands into new fields of view, we asked this week’s Expert Panel Roundtable: What is the most unusual application of surveillance cameras you have seen recently?

What factor is most overlooked when installing security systems?
What factor is most overlooked when installing security systems?

Tools such as standard operating procedures (SOPs) and checklists ensure that every factor is considered when installing a physical security system – or do they? Security system installations are detailed projects, and any overlooked detail is a missed opportunity to make the system better. We asked this week’s Expert Panel Roundtable: What is the most overlooked factor when installing physical security systems?

What are the benefits of selling security solutions?
What are the benefits of selling security solutions?

Products are the building blocks of the security industry. Historically much of the industry’s sales effort has been focused on highlighting product features and functionality. At the end of the day, however, an end user is less interested in the performance of any individual system component than in the system as a whole. Lately, the industry has embraced a changing sales approach by emphasising systems rather than products. We asked this week’s Expert Panel Roundtable: What are the benefits of a transition from selling security products to selling security solutions?

Case studies

Fermax DUOX 2 wires solution for Evelina London Children's Hospital in UK
Fermax DUOX 2 wires solution for Evelina London Children's Hospital in UK

Evelina London Children's Hospital has had many different brands of door entry system, as is often the case with NHS Hospitals spread across the UK. Managers at Evelina wished to have a standardised system across the wards in order to improve operating efficiency and reduce maintenance costs. Upgrades needed to be quick problem free and cost-effective. Each independent ward utilises a self-contained door entry system to control security critical access to their busy nursing area. The Maternity Ward provides a good example of a security critical area that requires an intuitive and cost-effective system to control access with the ability of a ward receptionist to permit entry and exit via an audio-video communication link. The DUOX 2 wire system functions perfectly using most types of cable Time and date stamping of visitors Fermax Area Manager Andy Saxton worked closely with Evelina’s nominated installation company to ensure that the Fermax system design using DUOX and VEO met the hospital’s needs. Based on 2 wires system with aesthetically pleasing profiles and user-friendly features and functionality, the Fermax DUOX system with VEO video monitors was a perfect match for the hospitals requirements. Purely digital in nature, the DUOX 2 wire system functions perfectly using most types of cable which meant that it could be retro-fitted onto the existing system infrastructure, thereby avoiding the excessive costs of re-cabling. Equipped with the Photocaller function which allows for the time and date stamping of visitors, the Fermax DUOX VEO monitor delivered the ideal solution.

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