Wireless locks offer specific advantages for access control end users and integrators, and some of their value has yet to be realised in the market. Wireless locks expand the range of applications for electronic locks to complement traditional wired systems. They offer flexibility and scalability. They save on integrators’ labour costs. They even provide opportunities for integrators to earn recurring monthly revenue (RMR). A recent Allegion panel discussion highlighted the value, opportunities and untapped potential of wireless locks. Allegion panellists elaborated on some of the many advantages of wireless locks, including the following: Providing more system flexibility It’s a time of change in corporate and institutional environments. Customers are trying to manage a smaller operating budget with more people and more multi-use applications. Building applications are changing more frequently. Wireless locks can be used to convert more mechanical applications to electronic, but they are not necessarily real-time and/or monitored applications.Customers are trying to manage a smaller operating budget with more people and more multi-use applications For example, a wireless lock could be installed on a seldom-used door, such as a storage closet, to avoid the need to manage keys. The flexibility of wireless locks also would allow that same door to be transitioned to communicate with a network via WiFi, or it could be used for real-time communication in a monitored system. “It’s much more flexible if one product can do about six different things,” says Brad Aikin, Allegion’s Channel Led Business Leader, Integrator Channel. New product approaches enable intelligence to be added after the fact to existing wireless locks, thus further increasing flexibility. Designing systems that are scalable “We now have products that can start from very basic applications, and then build capabilities through systems and integrations all within one device,” says Mark Jenner, Allegion Market Development Director. Offering a useful complement to wired systems Once you understand how to deploy the wireless technology, the efficiencies of it from a labour perspective are pretty amazing” Wireless is not a “silver bullet” – not for every application, says Aikin. “I think it is an incremental opportunity,” he says, and more likely to drive conversion of existing mechanical locks than to transition wired electronic systems. “You’re just looking to get a more efficient credential, and to get rid of that master key system, or to dramatically shrink it down,” he adds. “Wireless is an example of how the integrator can do more, not just differently, but have more conversations and help their end users. They are not things the end-users are going to ask for inherently; these are latent needs. They are not going to bring it up.” Allegion panellists elaborated on some of the many advantages of wireless locks Less labour involved in installations “Once you understand how to deploy the wireless technology, the efficiencies of it from a labour perspective are pretty amazing,” says Robert Gaulden, Allegion Project Based Business Leader, Electronic Access Control. “Integrators can deploy two additional jobs in a day because they are on and off jobs more quickly. There are huge benefits, depending on what environment you are in.” Labour is a significant cost for integrators – finding, retaining and training good employees. Any new efficiencies in terms of labour – such as the simplified installation of wireless locking systems – is a saving grace for integrators.Providing remote firmware updates is another way to provide ongoing service without being invasive or disruptive to the end user environment “We see a lot more adoption from our customer base once they become comfortable with how to use the wireless technology,” says Gaulden. New opportunities for RMR There is a shift among integrators away from one-time installations and toward a recurring monthly revenue (RMR) model in which the integrator manages all aspects of the system over time for a monthly fee. Wireless systems can help to simplify that transition by lowering costs. Managing interior doors and locks can add value and incremental revenue, says Jenner. Providing remote firmware updates is another way to provide ongoing service without being invasive or disruptive to the end user environment. “We support that from the product perspective, but developers and software companies need to take advantage of it,” says Devin Love, Allegion Market Development Manager. “It’s an important feature for the end user, but we are still navigating through the world of wireless adoption.” “No one wakes up in the morning and thinks ‘I am going to buy a lock today,’” says Aikin. “We need to ensure we are having conversations about security needs, but also about how to deploy the technology to make it easier to manage and have more flexibility,” says Aikin.
Allegion US, global provider of security products and solutions, announced the latest version of the Keri Systems’ software now supports Schlage locks in no-tour mode. Schlage locks The supported locks, which include Schlage Control, NDE and LE, are ideal for multi-family property managers looking to retrofit their existing properties with electronic access control on individual apartment spaces. This provides more security, eliminates unnecessary expenses around managing traditional keys and offers an enhanced tenant experience with ID card or phone access. These are also excellent options to consider for common areas within the building such as meeting rooms, recreational areas and laundry rooms. “Allegion strives to offer solutions that keep people safe and give businesses peace of mind,” said Robert Gaulden, Allegion project-based business leader, electronic access control. “Schlage offers a complete multifamily solution and having Keri Systems come on board with their easy-to-use software is a win for us and our customers.” Keri’s intuitive software Keri’s intuitive software is a choice solution for companies looking to enhance their security on a platform that requires minimal training This new capability of the Keri software makes it an ideal solution for managing all aspects of a multi-family property, from exterior doors and parking gates to resident doors and common areas. Keri’s intuitive software is a choice solution for companies looking to enhance their security on a platform that requires minimal training. “With the added no-tour capabilities, we now offer the ability to manage Schlage locks in RS-485, Gateway and Wi-Fi Direct modes,” said Vince Deiuliis, director of marketing and national accounts for Keri. “We pride ourselves on being able to show our dedicated support to this powerful and flexible locking solution.”
The concept of door locks means something totally different in our current age of smarter buildings that house data-driven businesses. Hardware locks and keys are still around, but they co-exist with a brave new world of electronic locks, wireless locks, networked systems, and smarter access control. Locks can also increasingly be a part of a smart building’s flow of data. The opportunities of these new technologies and approaches are significant, but there are also pitfalls. I heard an interesting discussion about these topics presented by several business leaders from lock company Allegion at a press event at ISC West earlier this year. Here are some highlights from that discussion. Q: What new developments in emerging technologies do you see in the coming years? There’s opportunity for implementation of the technology to solve real problems" Mark Jenner, Market Development Director: Connected locks, other types of sensors and all the data being aggregated inside buildings provide opportunity for data analytics. The buzzwords around technologies can cause confusion for integrators and end users, such as artificial intelligence, deep learning and machine learning, and what’s the difference among all of them? My opinion is that they are important, but the big theme across them all is opportunities for new business models for the integrator, and opportunities to solve problems for end users. And it’s not just technology for technology’s sake. There’s opportunity for implementation of the technology to solve real problems. Devin Love, Market Development Manager: You can’t just have a solution looking for a problem. You see a lot of people who understand technology in their own lives, and they want to translate that into their businesses. That’s where I think it’s exciting. You now have all this technology, and people understand it to the extent that it improves their daily life. They go through their day with less friction, with more ease, and technology fades to the background. There are two levels of value. One is the longer, bigger, broader scope of what the technology can bring to a company using it, but on an immediate basis, there is the value of tracking how a business is running. These sensors are collecting data. For example, if you are a multi-tenant property, you can look at how amenities are being used. What do my residents really care about? That informs future decisions. Robert Gaulden, Project Based Business Leader, Electronic Access Control: I have been studying the multi-family space for the last couple of months. The customer experience is really driving a lot of that technology adoption. What you’re seeing today, whether it’s a mobile device or some other device, is the ability to move throughout the property, and gain access to the perimeter and to your tenant space. All of this adoption is around that experience. There’s multiple players coming into the space, from Amazon wanting to deliver packages into the tenant space to residents who don’t want the inconvenience of using a key. Technology adoption to solve problems, and also to drive experiences, is where a lot of the balance will play out. It’s important that we look at how integrators can use the technology to do business more effectively and efficiently" Brad Aikin, Channel Led Business Leader, Integrator Channel: From an integrator perspective, there are two things. One is how they can approach end users, and the scope of what integrators consult with them about is wider. I think we as an industry are getting beyond those high-traffic, high-security applications. Those are still critical, but the value we bring around security and convenience is opening a new incremental opportunity. Also, the experience of the integrator and how they conduct their business is important, from generating quotes to communications to proactive servicing. It’s important that we look at how integrators can use the technology to do business more effectively and efficiently. Gaulden: We as an industry, and we as manufacturers, need to understand what data we are generating so we can run our businesses more efficiently from every aspect, whether you’re the property manager, the building owner, the integrator, or whether you’re the manufacturer. These devices and technology are being pushed out everywhere and will generate the data. How we learn from that – especially when you apply security to it to be more proactive – provides huge opportunities. Jenner: What data is important and what’s not? Folks get overwhelmed with too much data at some point. What’s important for an application at the end user level? What do they really need to solve the problem? Love: Privacy gets involved as well, especially with consumer products. The attitude is “stay out of my private business.” But if you’re an employee now, all bets are off. Now you have a professional relationship with the people you work with, so there is a different lens that you look through when tracking data. You use the data to everyone’s benefit, and it’s a different paradigm than in your private life. Aikin: Also, where does that data create a better experience for the person? That’s what drives the money and value: What level of information sharing makes my experience better? The technology is also getting smarter in terms of “how do we sort through the valuable information?” Hardware locks and keys are still around, but they co-exist with a brave new world of electronic locks, wireless locks, networked systems, and smarter access control Q: As facilities connect more devices and sensors, the cybersecurity threats increase. We have already seen Internet of Things (IoT) devices being used as the attack point of cyber breaches. What are the vulnerabilities that make those attacks possible, and how can integrators protect their customers? Love: Certainly, this is an extremely – maybe the most important – piece of our industry. What is the point of everything we do if we can’t instill that trust? But what we need to solve here also comes with opportunity. There’s certainly hope. You’re not seeing a frontal attack on the technology. It’s usually some loophole, or some older device that hasn’t been updated, or wasn’t installed correctly, or it was social-engineered. The opportunity is, not that it can’t be solved, but that it absolutely needs to be solved – and it can. Gaulden: Integrators need the ability to understand that cyber layer and what it means. Nowadays, everything runs on the network, and you won’t even get past the IT department to get on the network if you don’t have the right staff, the right credentials. From an integrator standpoint, you need the ability to add to your staff, to understand everything from the product level to the firmware and the software level, all the way to the deployment of the holistic system. You can’t just say, “That’s not part of our responsibility.” All these devices are now riding on the network. They can be protected from a cyber perspective, or you will have vulnerabilities. As manufacturers and business consultants to integrators, we should facilitate the conversation, that it is one ecosystem" Aikin: Everything is a communication device. With the concern and need comes an opportunity for the integrator. But it’s also in making sure integrators are having that conversation with end users and setting the expectations up front. What I’m providing you on day one is the best in the industry at this time, but tomorrow it may not be. My accountability and service are to maintain that environment and keep it running. I may not physically change the device you see, but the service I’m bringing to you is that security, and that comprehensive dialogue. The IT stakeholders already have that expectation, but there is a chasm in some organisations between the physical security and the IT stakeholders, and the integrator is facilitating that conversation. As manufacturers and business consultants to integrators, we should facilitate that conversation. It is one ecosystem. Q: Aside from cybersecurity, what are some of the other threats that integrators should be aware of as they work with customers to implement the new trends and technologies we have mentioned? Aikin: It is diversifying, all the options and the capabilities. With that comes confusion and misapplication. If I look at the trends around just wireless; I go back 10 years ago, there were even questions of whether wireless was a secure technology. That has progressed and continues to be part of the cyber conversation, just like any hardwired product. It’s something you have to maintain and be aware of. Wireless has really diversified. There is still a need for education within the channel, and most importantly, to the end user. There are still end users that assume a WiFi widget is the same thing as a Bluetooth widget is the same thing as a low-frequency widget. But they are all different. There are reasons there are different technologies. Nothing stifles the adoption of technology more than misapplication. We have different architectures within our lock base and among our software partners to allow a mix of technology" Gaulden: Integrators understand the differences in how various doors are used and how those applications will work. In the K-12 school environment, you want the ability for an instant lockdown, and a WiFi deployment probably isn’t your best option. You need a real-time deployment. However, my office door at headquarters doesn’t necessarily need real-time communication. I can pull audits off it once or twice a day. You have to mix and match technologies. For a high security door, you would proactively monitor it. But for a door where convenience is the goal, we can put electronic security on it but we don’t need to know what’s going on at any moment in time. We have different architectures within our lock base and among our software partners to allow that mix of technology. Jenner: End users want the latest technology, but it may not be for their applications. Those things drive more costs into it, when end users need to be putting money into cybersecurity and some other things. That’s part of the misapplication. Another risk is interoperability. That’s a big piece of the technology and as things change. How do we do a better job of supporting open architecture? It may not be a standards-based protocol, although we use a lot of standards, but we just need to make sure whatever protocols we use are open and easily accessible so we can continue to work with them in the future. We know that when our devices go in, they will support other parts of the ecosystem from an interoperability perspective. That’s important for integrators to know: How is this going to be applied and integrate with something in three, four or five years from now? It’s an expensive investment, and I want to make sure it will work in the future. Main photo: Business leaders from Allegion discussed new trends in electronic and wireless locks at a recent press event: (L-R) Robert Gaulden, Devin Love, Brad Aikin and Mark Jenner.
Galaxy Control Systems, a manufacturer of access control solutions, announces that it has enhanced the level of integration between its System Galaxy Access Control and Cloud Concierge products and Schlage NDE and LE wireless locks from Allegion, a prominent global security products and solutions provider. “This new integration is a win-win for both integrators and security end users,” said Rick Caruthers, Executive Vice President, Galaxy Control Systems. “We are thrilled to partner with Allegion once again to offer all of our customers an advanced, cost-effective product.” Cloud-based door security System Galaxy is a complete, enterprise-class access control and security management solution. Cloud Concierge is a powerful suite of cloud-based access control services offered by Galaxy Control Systems that provides a range of capabilities for real-time monitoring, management and control from anywhere via PC, tablet, or mobile phone. The Schlage NDE and LE wireless locks are designed to be easy to install, connect, manage and use. They were developed for facilities that want to upgrade to electronic credentials for improved security and efficiency, and they are ideal for interior office doors, common area doors and sensitive storage spaces. The enhanced integration will offer end users and security integrators a solution that is mobile, creates operational efficiencies with security staffing and delivers cost-effective access control, yet is easy to install and use. Integrated security management “We are excited about this latest integration, which pairs the sophisticated security features of System Galaxy with the security and convenience of the Schlage NDE and LE wireless locks,” said Robert Gaulden, Director of Aftermarket & Electronic Sales, Allegion. Our wireless solutions using electronic smart credentials are ideal for customers looking to implement or grow access control. Add in the enhanced monitoring capabilities offered by Galaxy, and customers have a fully integrated security solution.
Customers are increasingly requesting both mechanical and electronic services for their doors In most buildings, security is a hybrid solution of both mechanical and electronic security products. Locksmiths take care of the mechanical door hardware and the integrators focus on the electronic security technology. However, for consumers, this traditional division of labour means they must deal with two different companies for the same door - one to design, install and service all the mechanical door hardware, and another to install and service the access control system. As a result, by the end of the installation process, they are uncertain who owns the warranty for their door. Who should they call for future service issues? In a marketplace where consumers have become accustomed to one-stop shopping and single source solutions, they want a single entity to call for any problems with their door. Slowly, the industry has been responding to this demand by finding ways to blend together door hardware and electronic security systems. As customers increasingly request both mechanical and electronic services for their doors, companies are finding success forming service teams that can combine door hardware and integration to create a more cohesive installation process that will address all of the customer’s needs. Extend your service offering By offering a complete package of solutions, companies are able to extend their service offering and, more importantly, their revenue potential. But while the combined services could be of value in project bids, Robert Gaulden, Allegion’s Director of Aftermarket and Electronic Sales, believes the real value is found on the services side of the business. “Certainly, on projects, having that understanding and knowledge base of mechanical and electronics allows firms to do more detailed site surveys and potentially gain more doors,” he says. “But I think the real opportunity for expanding revenue happens more organically as part of service contracts.” “You can have the most sophisticated access control system on the planet, but if the door doesn’t latch, your opening is not secure” Gaulden says when integrators are frequently at a site, they may notice something and are able to fix it as part of their service offering. It establishes integrators as a one-stop-shop with an added level of convenience. It also makes more sense in the eyes of customers. Integrators want to maintain the health and integrity of an electronic access control (EAC) system. If the EAC isn’t working properly because a door won’t latch—that’s a security issue, regardless of where the issue lies. “You can have the most sophisticated access control system on the planet, but if the door doesn’t latch, your opening is not secure,” says Gaulden. And in a situation like that, the last thing you want to tell a customer is that they need to call a different firm to make the mechanical repair to the door. Cross-train and build depth of knowledge To be successful in integrating both hardware and electronic security specialists, there has to be a clear understanding of what each one does. There needs to be an appreciation on both teams for the various skills and how they impact the security of the door. But building that appreciation requires a lot of education, time and patience. Companies that have begun the process of building a complete service team have put their technicians on both sides through extensive training and cross-training programs. Although they maintain their core competencies, the technicians receive enough experience and education to be able to work collaboratively with the other side. Not only does this improve job performance for all staff, it also results in happier customers who now have a single point of contact for any and all door-related issues. There needs to be an appreciation on both teams for the various skills and how they impact the security of the door Build from within Adding the door hardware service could be done through selective contract partners, but Gaulden suggests looking internally first. “A lot of integrators may have been locksmiths, or may have commercial mechanical hardware experience,” he says. “A great starting point is to survey your staff to see what skill sets they have.” Next, he recommends partnering with manufacturer partners for additional training on both mechanical and electronic solutions so teams can receive the latest working knowledge on the latest locks, closers and access control technologies. The training process will require an enormous commitment of time and dedication to learning new skills on the part of the technicians The training process will require an enormous commitment of time and dedication to learning new skills on the part of the technicians, but the end result will be a cohesive team capable of handling any door-related issue and a happier client base that will more readily refer your firm to other potential customers. Invest now “As an industry, we’ve long operated these two functions separately,” says Gaulden. “But today, to drive a better customer experience, we really need to be thinking of them together.” It’s clear that today’s customers don’t want to call multiple people to fix a problem, so the industry must respond by becoming a one-stop solution for all their door and hardware needs. Invest in building a team that combines door hardware and integration and allows your firm to own the door. In the end, by offering a complete solution for your customers, you’ll make yourself more valuable—indispensable, really. You’ll also create lasting relationships that will grow your business in the coming years.
Customers can expect to enrolAllegion Schlage AD-Series into their Genetec Synergis access control system in Security Center v5.5 Genetec Inc. “Genetec”, a leading provider of open-architecture, unified IP security solutions recently announced plans to support the Allegion Schlage® AD-Series of hardwired and wireless locks. Cost-effective & scalable solution Through this integration, the Schlage AD 300 and 400 Series can be seamlessly integrated into Genetec™ Synergis™ — the IP-based access control module in Genetec™ Security Center, the company’s unified IP security platform that combines access control, video surveillance and automatic license plate recognition (ALPR). This integration will offer a cost-effective and scalable solution for a wide range of customers, including higher education, healthcare and commercial real estate institutions. Customers can expect to enrol Schlage AD-Series into their Synergis™ access control system in Security Center version 5.5 (expected in Q2 2016), and will be available through the Genetec™ Channel Partner Program. Greater choice of hardwired & wireless electronic locks The addition of Allegion to the Genetec™ technology partner ecosystem will also give systems integrators access to an ever-greater choice of industry-standard hardwired and wireless electronic locks. In many cases, overall system design and deployment will be greatly simplified, allowing Genetec™ certified channel partners to leverage wireless locks that significantly reduce installation time and labour costs typically associated with hardwired solutions, without having to compromise on reliability. “We are excited to announce our partnership with Genetec as a leader in access control solutions providing end users with enterprise-class software coupled with responsive and durable locks. The integration with Allegion Schlage AD-Series locks with the Genetec™ Synergis™ access control platform enables organisations to extend the reach of their locks without compromising security,” said Robert Gaulden, Director Aftermarket & Electronic Sales at Allegion Inc. Ability to migrate to true IP access control solution Through this integration, users will be able to leverage interchangeable reader modules that integrate legacy card technologies with newer ones as budgets permit for a phased implementation of new IP-based technology. Existing Allegion customers will also be able to migrate to a true IP access control solution while maintaining their existing investment in Schlage access control hardware. “Genetec is pleased to be able to team up with Allegion to offer our end-users a greater choice in access control hardware, whether they are designing a new physical security system or updating an existing one,” said Derek Arcuri, Product Marketing Manager, Genetec Inc. “Now, customers can leverage the Synergis™ access control solution in Security Center to deploy a scalable IP-based system that brings together both traditional wired access control with Allegion’s family of hardwired and wireless electronic locks," added Arcuri. When Synergis™ and Schlage locks are deployed alongside Genetec™ video surveillance products, users will be able to view all of their lock events and activities seamlessly linked with live or recorded video, giving security professionals a more complete, unified view of their organisation’s security.