Commercial Integrator May 2023 - 31

Duncan, whose firm is a Saint Charles,
Mo.-based full-service low-voltage systems
integrator, is a specialist in convergent
audio and video, networked communications
and security-system solutions. He says,
" We're so diversified in our offerings [that]
it makes us less vulnerable to changing
market conditions. " During the pandemic,
while the firm was upgrading a conference
room, the client expressed a desire to upgrade
additional systems, such as security
and access control. The TSI Global team
was equipped to assist the client to meet
both its AV needs and its security needs.
Adding in these security and accesscontrol
services has the potential to
produce more work from an integrator's existing
client base. " When you think of security,
you're not going to do security in one
room, " Gina Sansivero, vice president of
marketing and corporate communications
at Phoenix-based AtlasIED, says. " You want
to think about the entire building. " And,
she adds, " Building your business with an
existing client base is much more profitable
than trying to recruit new business. "
Sansivero points out that AV integrators
whose firms are already installing speakers
and the communication endpoints may not
be thinking about the possibility of leveraging
those technologies for mass communication.
" A lot of audiovisual systems
integrators don't even realize that they're
already in the security world! " she enthuses.
" There's a lot more overlap now, as
products are more commonly networked.
We're going to see a lot of the same skill
sets being utilized for security, AV and IT. "
Key Building Systems
Chris Wildfoerster, program manager of
audio solutions at Axis Communications,
echoes similar sentiments. He points out
that surveillance cameras and door-entry
control are already key systems in most
buildings, and both of them pair well
with modern Power-over-Ethernet (PoE)
audio solutions. " With more solutions
available, integrators now take on an even
more important advisory role with clients,
helping them understand which solutions
meet their needs and ensuring seamless integration
by recommending solutions they
know work well together, " he explains.
" This allows them to provide safer, smarter
solutions for customers. " In addition, he
adds, " It increases the profitability per
project, as they are already familiar with
the infrastructure and the client's needs,
and all the necessary crews and materials
are already onsite. [This], when added up,
reduces the time and resources required to
complete the project. "
Mike DiCesare, project manager at
Manassas, Va.-based security integration
firm Force Security Solutions, LLC, offers
the perspective of a security specialist. He
notes, " I have worked with many different
trades on many jobsites, and one thing I
see is the mastery of each installer for their
trade. " DiCesare continues, " We are entering
a complex time when businesses are
trying to be a 'one-stop shop' for clients.
A one-house solution for IT, audiovisual,
security and, ultimately, managed services
for all, which, from a business perspective,
commercialintegrator.com
Frank Padikkala, CTS-D,
CEH, CHF, Technical
Sales Engineer at
Audinate, on Security
Commercial Integrator: Do you
think AV integrators should
diversify their offerings to include
elements of security? Explain why
or why not.
Padikkala: Although physical security
may seem like a step up from AV
offerings, there are a lot of nuances
to physical-security deployments
that would need a more technical/
targeted information portfolio.
It's not impossible and definitely
achievable. Probably the easiest
knowledge/skills transfer would
be on the installation front. There
are many skills that are transferable.
The biggest challenge would be
the engineering and the need for
having subject matter experts. AV is
typically not regulated by local laws.
Physical security, however, is, and it's
tied to insurances and other jurisdictional
restrictions.
is a great model that could generate a generous
recurring monthly revenue stream. "
Notwithstanding that, he sounds a note of
caution. As DiCesare puts it, " The problem
with this is too many integrators are dipping
their hands into a variety of services
and becoming a 'jack of all trades'...but a
master of none. "
Security Skill Set
Clearly, for AV integrators to branch into
security successfully, unique skill sets are
required. " Each [integration professional]
should be a master of their trade and
'stay in their lane,' " DiCesare opines.
" But that doesn't mean audio companies
shouldn't get into the alarm business. You
can be a company that does both - but
you should have specialized and highly
trained technical professionals. " He
elaborates further, adding, " The technician
installing the speakers and working
on the displays should be a master at
MAY 2023 Commercial Integrator 31
http://www.commercialintegrator.com
Commercial Integrator May 2023

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