PARTNERS ’ PERSPECTIVE
Why SIs need to partner with hybrid physical security vendors
Firas Jadalla , Regional Director , Middle East , Turkey and Africa , Genetec
As the physical security industry undergoes profound shift , systems integrators must adapt to the new landscape and by embracing hybrid cloud solutions , integrators can unlock new revenue streams , enhance customer relationships , and stay ahead of technology , says Firas Jadalla , at Genetec .
The advent of cloud technology has facilitated faster , easier physical security deployments . Recent research conducted by Genetec shows 44 % of end users reported that more than 25 % of their physical security setups are now either in the cloud or use a combination of cloud and on-premises solutions .
Organisations of all sizes have come to expect a hosted option as an alternative or addition to their on-prem physical security infrastructure . For systems integrators , this signals a new era of opportunity and adaptation .
As businesses rationalise their costs , concerns , and approach to migrating to the cloud , hybrid-cloud deployments are gaining traction across the physical security industry . Preliminary data from Novaira Insight ’ s latest annual report on the market for video surveillance hardware and software shows the rapid pace of this transition to the cloud .
It estimates that the market for cloud video management software will grow by almost 50 % in the world , excluding China , in 2023 . Hybrid-cloud deployments
The market for cloud video management software will grow by almost 50 % in the world in 2023 . enable organisations to keep their existing infrastructure and systems and deploy cloud applications in sites or applications where it makes sense .
As the purchase process and technical integration of on-premises , cloud , and hybrid-cloud systems come together , security systems integrators need to consider a new approach . Reconfiguring their business models to support subscription services may initially seem daunting , but the benefits can be substantial .
Offering long-term contracts for hosted services provides integrators with a stable and predictable monthly recurring revenue that helps complement income from project sales . Costs associated with customer acquisition and setup are reduced while building ongoing revenue streams . Having stable clients delivering recurring monthly revenue can also increase the valuation of your business .
Whether you are looking for growth financing , planning for the future sale of your business , or looking to reinforce your financial footing , there ’ s no question that building a new stream of predictable , repeatable , and reliable income offers financial value .
While selling and deploying security systems is essential , the real future opportunities lie in helping to enhance customer operations .
Systems integrators can become trusted advisors , offering insights into productivity
24 www . intelligenttechchannels . com