Issue link: https://read.dmtmag.com/i/40004
22 MARKET TRENDS www.securitysystemsnews.com SEPTEMBER 2011 SECURITY SYSTEMS NEWS Partnering for managed access and more M General trend toward outsourcing, bundling opportunities makes managed access more appealing By Matt Wickenheiser Now security professionals ANAGED ACCESS control has been a hot industry trend for a while, giving integrators recurring monthly revenue while taking some head- aches away from end users. are finding their managed access offerings are just a part of an overall growing trend toward outsourcing. "From an IT perspective, man- aged access is really IT. When (managed access) is coupled with an outsourced IT company, that's where we've seen a lot of success," said Scott Lord, an executive offi- cer with All Systems Designed Solutions, a PSA Security mem- ber, based in Kansas City, Kan. DualDome Camera D14D The HiRes Video Company High frame rates up to 30 fps (Mega) HiRes double image up to 6 megapixels MiniUSB interface for extensions MxBus interface for additional modules People are looking for ways to cut their costs in a company over- all, which is why they're looking to outsource more and more non- core competencies, said Lord. About three years ago, All Sys- tems began working with Mavi- core, a company that is handling the IT work for groups of doctors who are buying or building sur- gery centers, urgent care centers and other outpatient outfits. Lord and Mavicore were intro- duced by a hospital customer they shared. "It was all through rela- tionships that got us teamed up with Mavicore," he said. "Once we got together and recognized we share the same markets and values, it was an easy step to work together from that project on." All Systems' sales experts went out with the Mavicore rep for the first sales call. Now, the IT outsourc- J. M. Ladd 4 GB MicroSD integrated (expandable up to 64 GB) PoE class adjustable & variable One camera, two lenses. Seeing more is just not possible. ing firm's experts have a clear idea of what All Systems can offer, in terms of managed access. "That's kind of how that evolved. When he's out market- ing their capabilities, one of them is not only internal security, logi- cal security, but physical security, too," said Lord. "What I'm wondering is out in the marketplace, are there other people like the Mavicores, really good CIO people who understand IT, and the politics, and want to branch out?" said Lord. If there is, he said, and if out- sourced IT services is the next big thing, then that's an opportu- nity for security companies who want to bundle in their managed access services. "All the managed services we talk about in security are going to be huge," said Lord. The overall trend toward out- D14D DualDome original image: Tele lens (left) and wide angle lens (right) – at the same time in one image • individual choice of lenses: tele/wide-angle, day/night, 180° panorama function • integrated DVR (up to 64 GB) stores up to 520,000 HiRes images (6 days with 1 fps) • simple installation with only one network cable (data & power/PoE) • continuous digital pan, tilt and zoom (virtual PTZ function) • highest audio quality thanks to new codec and echo elimination • optimized interfaces: MxBus and MiniUSB for e.g. UMTS and GPS • robust, maintenance-free, IP65 weatherproof, from -30 to +60 °C (-22 to +140 °F) ... the powerful complete video system starting from $1,198* MOBOTIX CORP • Manhattan (NY) • Phone: 888-MOBOTIX (662 6849) • us-sales@mobotix.com • Made in Germany *MSRP (Manufacturer's suggested retail prices) • Prices ex-works Charleston, South Carolina (SC), USA (EXW) • Excluding VAT and any other handling charges • Information subject to change without notice! • © MOBOTIX AG sourced services—and toward cloud computing, as well—has helped make customers more accepting toward the idea of man- aged access, agreed J. Matthew Ladd, president of The Protec- tion Bureau in Pennsylvania, and a member of PSA Security and Security-Net. "I really, truly believe man- aged services is going to grow even more—clients aren't going to have DVRs on their sites, or anything like that," Ladd contin- ued. "Networks are getting stron- ger and stronger." Overall, said Ladd, 2009 was a terrible year for managed access. 2010 was an improvement, and 2011 was even better. The fact that managed access isn't a capital expenditure makes it more palat- able for many companies, he said. "It's always been easier to get operating money than capital money," said Ladd. And the big customers tend to MANAGED see page 23 US ASIS 2011, Orlando Sep 19-22, 2011, booth 2059