D id you know that the global market for security system integrators will grow to $75.7 billion by 2020, up from $60.3 billion in 2015 (source: IHS Markit)?

It only makes sense that just as the security and surveillance industry continues to transform with the move to higher resolution cameras, longer data retention times, and the increase in usage of analytics, that the security system integrators market would also transform. What these integrators may have built their business on—manned guarding, alarm and fire detection, and so on — is quickly changing to focus more on the technology solutions they can provide to their customers.

To get some insight into this interesting growing industry, I spoke with Bill Hapner, regional sales manager for G4S, the leading global integrated security company with operations in more than 100 countries, 610,000 employees across the globe, and over 100 years of expertise. Bill has over 25 years of industry experience and specializes in healthcare, commercial, and government markets within security and surveillance.

In this interview, you’ll learn about the pain points G4S faces in this transforming industry, top trends Bill sees coming to fruition, and what any security system integrator can take advantage of to be successful.

Q: What are the main pain points that you’re faced with as a top security integrator?

Bill: The number one pain point I face is educating my customers. We typically work on large security projects, but regardless of size, almost all of our customers need education on what security is, what they think they need and why, and what G4S can offer to them as a partner and as a package solution.

The second pain point I would highlight is the advancement of technology and how difficult it is to keep up at times. Luckily, we have a huge staff dedicated to keeping up with technology. It’s a huge challenge to not only manage the relationships with our customers and partners, but to also stay up-to-date with the latest and greatest technologies that will enable our customers to be more successful, while also enabling the business to stay ahead of competitors.

Q: What are the top trends you see coming for the security and surveillance industry?

Bill: The focus on the back-end parts of the technology solution — storage, networking, maintenance, etc.— where a huge trend is already taking place. More often we are not only working with the security leaders who focus on the application of the solution, but also with IT leaders because they are better suited to manage either existing or new infrastructure, and are responsible for maintaining and installing the back-end equipment. With storage specifically, we typically see that our customers don’t even think about it. They spend a ton of money on cameras and all of the front side, but have no idea how to pull their data, how to find it, where to find it, or even how important the back-end infrastructure is. Because of that, we are recommending that those organizations in need of a long-term solution (which is most) bring in their internal IT departments because they know how to implement and maintain systems more cost-effectively.

Q: What do you view as the most important priorities to focus on to continue to be a successful security system integrator?

Bill: I would go back to our biggest pain point which is education. The best thing you can do for your customers is to educate them. More specifically, here are some things I educate my customers on:

  • What security actually means.
  • How to get a return on their investment by partnering with us. We build out a strategy that includes what their end goal is, what their motivators are versus what they should be, what solution they think they need versus what they actually need, where they are spending money now, and how to help them save money moving forward.
  • How partnering with IT will only benefit them in getting the best solution. Security leaders need to understand that IT has the bigger pockets, and they need to release some control to get a better end result.

Security system integrators for all-sized environments have an amazing opportunity to take advantage of this changing market and focus on the technology that organizations, regardless of vertical market, need in order to improve their current security and surveillance systems. If you aren’t well-versed in the storage aspect of surveillance and security, partner with Quantum to learn more about how a multi-tier storage solution can extend your customers’ budget by up to 22% without compromising performance, access, or collaboration. Learn more at our dedicated system integrator portal.

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