At 2015 year-end, we are continuing to see a trend toward hardening the perimeter for buildings and property. I believe we are approaching a tipping point with respect to C-suite awareness of the perils of unauthorised entry, often called “piggybacking” or “tailgating” in security vocabulary. Top executives are becoming more aware of the threat and the potential cost of such threats, and they’re motivating their organisations to take action.
Role of trusted consultant
Early adopter integrators of technology are taking on the role of trusted consultant, and that’s a good thing. We’re seeing more biometrics and more access control integrated with Boon Edam entrances. The same as the sea change of analogue to IP, some integrators are starting to understand that by offering physical security entrances as part of the total solution for mitigating risk, they improve their partnership with the end user and increase their revenues significantly.
This year, we at Boon Edam continued to gain market share in the optical/Speedlane turnstile verticals. We went from just 5% share 5 years ago to more than 20%. We increased share by a factor of four, and those gains are continuing. With our new Lifeline Series of optical turnstiles, that growth in share will accelerate.
Outreach in enterprise accounts
We have increased our outreach in Enterprise accounts, and we’re now creating demand — 2015 was a great seed planting year, and we’ll continue to do that in 2016 and beyond. We’re finding that we can help the end user’s security team pitch to the C-suite and that’s also pumping up sales growth.
Right now, we’re focused on continuing to meet the challenges of 15%-plus annual growth; we’ve made a lot of adjustments and investments to accommodate that level of growth, and we’re navigating these positive challenges successfully.
A huge opportunity for us is the major growth in data centres. This is a very attractive market for Boon Edam products, and we’re just scratching the surface. It is challenging to get these decision makers to see that our entrance technology is part of the solution and that their focus on labour (guards, etc.) and possibly other technologies can be supplemented and changed to start with a hardened perimeter. There is a huge, unrealised potential market out there.
See the full coverage of 2015/2016 Review and Forecast articles here