October 24, 2012
It used to be you wanted to sell an access
control system your initial point of contact
was a company's security director. An
information technology manager may have been
brought in as a consulant on the network
requirements. Times have changed quickly.
Now the decision maker is more likely to
be in the IT group since products are based
on IT infrastructure. However, the IT
deparment doesn't necessarily want to take
ownership of the hardware that attaches to
their network so that part may still go to
the physical security director. The IT
group wants products to be commodotized,
centralized, and standardized. Platforms
based on the Linix operation system make
them happy since it is PC independent.
Access-at-the-door profit margin is
expected to come down so integrators will
need to make more money on their knowledge
than on hardware. IT departments want access
control to have Web-based components so they
can scale across a number of buildings, even
in different cities.
View the complete article...