Increased Revenue For Integrators: 6 Trends To Watch

By Mitchell Kane, President, Vanderbilt Industries

Working hand-in-hand with integration partners is the key to this business in many ways. Integrators have the advantage of knowing exactly what an end user needs, and are engaged with end users from day one when they are fostering a new relationship as partners. Not only that, integrators have the added advantage of knowing exactly what a manufacturer can do to address the needs of the end user — which is critical in planning, designing, and implementing a security solution that performs under pressure.

While focused on meeting these needs, integrators also need to stay abreast of how their recommendations serve their bottom line and take into account some of the growing trends in a number of arenas — from video surveillance to video data storage to emergency management systems, overall alarms, and beyond. More specifically in the access control market, there are a number of trends we’re seeing that could mean an increase in profits for these integration partners.

Push toward education. Increased threats on both K-12 and higher education campuses are resulting in the push by school administrators, security teams, and parents to provide a safer security solution for students. This means more opportunity for integrators to reach security teams on campuses and talk about the benefits of access control, including the ability to lock down classrooms, keep doors locked during school hours to limit access, and integrating video with access control to better address potential threats and streamline emergency protocols.