Commercial Integrator + Security Sales - January/February 2025 - 58

SSI
TRENDS: INSIDER PREDICTIONS
of alarm systems not being properly monitored
with work-from-home monitoring.
GIACALONE: Understanding that we
have embarked upon an era in which
hardware is no longer the driver. All
that consumers know is what is in their
hand on their mobile applications. So,
what we place in their control had better
be good, innovative and deliver on
expectations.
MACDOWELL: Exterior protection
keeps getting better, faster, more accurate
and less expensive. That trend has opened
the gates for smaller and possibly more
nimble companies to enter the security
space.
PETERSON: I think the pace at which
technology providers and manufacturers
sell directly to end users will increase
faster than many are projecting in 2025.
End users have access to information
more than ever and are starting to feel
comfortable without an integrator.
LIPPEL: Dealers and integrators who
don't adapt their offerings to include
intelligent, data-driven technologies,
while considering how they fit into the
broader security picture, risk falling
behind competitors who do.
KOHL: You're seeing more and more
direct-to-customer delivery models from
solution developers/manufacturers/software
companies. And this is especially
common in systems that are sold under a
SaaS model.
GOLDFINE: The need to remain
laser-focused on mission, solution and
markets, and to partner up with the right
folks to extend offerings or territories that
allow the business to keep pace with the
marketplace while not losing sight of core
competencies.
STONE: Economic uncertainty, the
changing political landscape and potential
for things like product tariffs could
provide a challenge in the upcoming year.
NEMEROFSKY: Some integrators and
dealers will be caught off guard by rising
costs in 2025, the continued shortage of
talent and tariffs on technology.
ROEHM: With AI growth will come
potential regulatory changes in how
agencies and organizations are able to
utilize and deploy these technologies as
questions raised around data management,
privacy and compliance continue.
BOND: The increasing demand for
proactive security, coupled with advancements
in AI and edge computing, may put
owners at a loss for which technology to
implement first. End users will demand
solutions that can integrate seamlessly
with their existing system.
BRODY: Be aware of nonstandard/lowcost
equipment being marketed as UL or
compliant with regulations but that aren't.
HUGMAN: The new level of sophistication
that outside investors will bring
to the security market. This may include
new approaches to marketing, sales and
technology, or discovering novel financing
techniques that help fund aggressive
growth of potential competitors.
MUTTERPERL: Remote Video Verification
(RVV) services, which are designed
to help users avoid false alarms generated
by conventional security systems. With
RVV, security professionals can remotely
verify the authenticity of alarms, reducing
the likelihood of false alarms.
PARKS: Tech giants are continuing to
offer new solutions to the market for the
connected home. This will create more
competition in the market, making it
much more important to be able to sell
all the bells and whistles consumers and
business want.
LOYEAR: Putting technology first is a
major mistake and will continue to have
some off guard. We need to focus on the
outcomes first, understanding risk, operations
and budget before assessing and
building the proper security solution.
JONES-SHAND: Dealers of all sizes
and in all regions will need to pause and
review new options, new technologies,
new services and new partners versus
relying on the traditional same old ways
whose time (and generation) may have
come and gone.
BARNETTE: I sense there will be a lot
of M&A activity in the space, so dealers,
installers and integrators need to be
prepared to be overwhelmed with opportunities
to sell their business.
AMIR: Many security providers might
be surprised to see an increased demand
for portable and remotely managed
58 Commercial Integrator+Security Sales & Integration | January/February 2025
solutions in the coming year, particularly
those that rely heavily on traditional Wi-Fi
and electrical outlet-based systems.
JAMES: Our industry relies heavily on
imported products. Potential shifts in how
we do business with the rest of the world
could impact business dynamics.
SSI: What's the single most pressing
issue that professionals in the
security industry should look to
tackle right now?
BOUCHERLE: Realistically defining
their personal/professional competitive
advantage.
ZWIRN: Finding, hiring, training and
keeping new employees.
GIACALONE: Don't let grass grow
under their feet! Stay relevant and listen
to the customers. Don't only count on
what worked in the past.
MACDOWELL: If I were to choose one
word, it would be to stay relevant. That
should encompass advanced training,
education, industry association involvement,
mentoring and, most importantly,
giving back.
LIPPEL: Adapting to the evolving
threat landscape by integrating advanced
technologies with human expertise. As
security threats grow more complex,
leveraging AI, machine learning and
automated systems will enhance threat
detection, response and efficiency.
GOLDFINE: Being a true partner to law
enforcement through the deployment
of technologies and practices proven to
eliminate false alarms, assist in police
response and arrests, and help officers
respond more safely.
STONE: Workforce development needs
attention now. Trades like ours will continue
to struggle to grow if they can't find
the talent to do so. The industry workforce
continues to age, and we're not attracting
new individuals as quickly as is required.
ARAGON: The most pressing issues for
systems integrators to address are talent
challenges - succession planning, retention
and recruitment to the industry.
NEMEROFSKY: Finding new talent to
keep up with rapid growth in our industry.
Commercial Integrator + Security Sales - January/February 2025

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