Technology advances in the security industry are transforming the way modern systems are designed and installed. Customers today are looking for greater scalability and flexibility, lower up-front costs, and operational efficiency. Cloud-based software as a service (SaaS) solutions, AI-enhanced tools, and IoT-enabled sensors and devices are increasingly in demand.
The traditional role of the systems integrator is evolving as a result. While security integrators have always worked closely with end users, today’s pioneers go beyond installation and maintenance. They align security strategies with evolving business needs, integrating IT, cybersecurity, and data-driven insights into their offerings.
A look at the past and present
Integrators are often asked to help tailor solutions and provide expertise in IT and cybersecurity
Traditionally, systems integrators specialised in installing and maintaining wired physical security systems like CCTV, access control, and alarms. The service model was built around large, up-front investments and project-based installations. However, today customers are seeking comprehensive solutions. They’re looking to wirelessly integrate security infrastructure with cloud-based SaaS systems and IoT devices.
While modern systems are often faster to deploy, they’re most effective when supported by ongoing consulting and strategic planning. Integrators are often asked to help tailor solutions and provide expertise in IT and cybersecurity.
Data requirements and modern systems
Data requirements have also changed. Modern systems collect vast amounts of data. Advanced analytics, machine learning, and automation are now must-have tools for actionable insights. Security integrators can help end users set up custom dashboards, automations, and continuous system optimisation.
Let’s look at some of the specific ways the role of systems integrators is evolving and how to adapt and succeed.
Strengthen your IT expertise
Integrators with IT expertise can ensure that hardware is optimised and maintained for peak performance
The competitive landscape today includes not just security specialists but also IT-focused integrators and SaaS providers. Systems integrators with expertise in traditional physical security solutions plus IT experience offer unique value. They understand the real-world security challenges and opportunities, along with cybersecurity and network best practices.
Integrators with IT expertise can also ensure that hardware is optimised and maintained for peak performance. Their experience with legacy systems allows them to offer practical recommendations on cost-effective approaches, such as upgrading or integrating older hardware with new digital solutions.
Consider who’s making the purchase decisions
Traditionally, security integrators primarily sold to security directors, facility managers, and operations teams. Now, multiple stakeholders may be involved in decision-making. IT teams, CIOs, and CTOs often weigh in on purchase decisions when cloud-based security and SaaS solutions are under consideration.
Customers today aren’t just shopping for cameras, access control panels, alarms, and other hardware components. They’re looking for security ecosystems that can integrate with enterprise-wide IT infrastructure and business applications.
When working with these different teams, consider outlining the system's return on investment (ROI). How can the solution reduce risk for various departments? Can it help improve operational efficiency or reduce the time required to onboard and train staff? Will it make regulatory compliance easier to manage? Focus on the long-term value for the entire organisation.
Take a consultative approach
Another way systems integrators are adding value is by offering vertical specialisation
Installation fees remain important for many integrators, but there may be additional consultative opportunities to build long-term relationships with customers. Offer services such as roadmap planning, hardware and integration maintenance, training to certify end users on the manufacturer’s product, and cybersecurity services.
While cloud-based solutions reduce on-premises maintenance, they don’t eliminate the need for ongoing support and training. Consider offering training opportunities. These can lead to other benefits as well. Better-educated and technically proficient customers are usually more willing to adopt new technologies. They understand the value of these investments and have more confidence that they’ll see results.
Another way systems integrators are adding value is by offering vertical specialisation. Healthcare, sports venues, critical infrastructure, education, retail - each specialty has its own set of challenges, partner networks, regulatory restrictions, training needs, and business requirements. Integrators who specialise are uniquely positioned to offer key sector-specific insights that are invaluable to their clients.
Embrace the cloud
A key growth area for integrators is supporting customers in their shift to cloud deployments. Cloud solutions aren’t a one-size-fits-all solution. Each organisation is evaluating options and deciding whether cloud, hybrid, or fully on-prem solutions are the right fit for its unique needs.
A key growth area for integrators is helping clients in their shift to cloud deployments
Helping customers navigate and adopt cloud or hybrid solutions opens new opportunities to expand your business and deepen your relationship with your customers. Systems integrators who sell cloud solutions have the opportunity to add new layers to services for more value for customers. With a cloud solution that's easy and fast to deploy and managed and maintained by the provider, you can reduce overhead costs, staff training, and truck rolls via remote customer support. These benefits also allow you to spend time developing greater expertise in your customers’ processes.
Using this knowledge, you can tailor your services towards potential productivity gains for your customers and turn them into additional sales. You ensure that your customers get the most out of the technology that’s available and that they have already purchased.
Highlight your focus on cybersecurity
Cybersecurity is no longer solely an IT department's responsibility. While dedicated IT security teams may still handle broader network defense, integrators play a crucial role in securing access control, surveillance, and IoT devices within a security framework. If unsecured, these devices can provide an entry point for cyber criminals to gain access to an organisation’s network.
Cybersecurity is no longer solely an IT department's responsibility
To best protect end users from cyberattacks, choose physical security systems with built-in security and privacy-by-design features. Help customers implement best practices to ensure their entire ecosystem is designed, built, and managed with end-to-end security in mind.
Once implemented, work with your manufacturers, consultants, and end users to ensure that vulnerabilities are identified and mitigated. Every person on the network plays a role in keeping cyber threats at bay.
Lean into the power of partnerships
In today’s complex and dynamic security landscape, choosing the right technology partners is crucial. Ask potential partners to share their technology roadmap, and how you can offer feedback or participate in discussions about industry trends. Ideally, your partners will have a program in place to get input from integrators and end users, so they can develop products that are designed to address their most pressing issues and concerns. Your manufacturer partners should be working to help identify the evolving needs of customers and communicate these insights to systems integrators.
Seek partners who actively support integrators to understand how security is evolving
In addition to a good experience for the end user, strong manufacturer partners also offer solutions to streamline and automate workflows for integrators. It should be easy to order and check your shipping statuses online, for example. These are simple things that save you time and demonstrate your partner’s care for your business.
Seek partners who actively support integrators to understand how security is evolving. While training is often offered on-site, some companies are now also offering blended learning models so integrators and their technicians can reduce classroom time and stay out in the field.
Evolution is an opportunity
Security integrators with traditional physical security expertise remain indispensable because they understand real-world risks and regulatory requirements. They can provide hands-on system deployment and optimisation. Now, there are new opportunities to build long term customer relationships.
As the physical security industry undergoes this profound shift, adaptation is key. By embracing cloud and hybrid solutions, integrators can unlock new revenue streams, enhance customer relationships, and stay ahead of technological advancements. With the right partnerships and a forward-thinking mindset, systems integrators can navigate this transformation and take advantage of new opportunities being presented by evolving technology.
Leverage your deep industry experience while upskilling in cloud, cybersecurity, and IT. The strongest approach is for end users, systems integrators, IT specialists, and manufacturers to work together to navigate industry changes.
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