Commercial Integrator May 2023 - 32

SECURITY Business Advice
the audiovisual installation. A separate
technician, who is a master at security
installation, should work on installing the
security devices. " Ultimately, DiCesare
believes, trying to crossbreed integrators
will do a disservice to not only the individual
areas of specialization but also the
customers. " Because they will lose faith in
the entire IT, audio [and] security system
when one piece fails due to improper
installation, " he warns.
Not Just 'Running a Cable'
DiCesare isn't looking to discourage
anyone, but he wants to convey a key
point: AV integrators and IT professionals
shouldn't look at security and think it's as
simple as running a cable and making a
connection. He notes there are life safety
codes to account for, as well as being
effectively liable for people's livelihoods.
" To put that into perspective, " DiCesare
begins, " if an audiovisual integrator
installs a conference-room setup and it
doesn't work, what happens? The client
is frustrated, and the presentation doesn't
run smoothly. " The result is a disappointed
client and a possible loss of business.
Tom Potucek, VP of AV
at Paladin Technologies,
on the Learning Curve
Commercial Integrator: Explain
the learning curve for AV integrators
who seek to broaden
their offerings to include physical
security. How steep is it? Which
specific core competencies must
AV integrators develop?
Potucek: While some network skill
sets are transferable from audiovisual
to security in regard to IP video
deployments, specific training will
be vital for a high level of success.
Paladin Technologies has been providing
physical security for 30-plus
years, and we have spent thousands
of hours training with every manufacturer
in the industry. This level of
commitment will allow a business to
be successful at the high end of the
security-integration spectrum.
32
Commercial Integrator MAY 2023
DiCesare continues, " Now, let's consider
a security system installed improperly.
If a security integrator does not install the
system or sensors to UL specs, and it does
not work in a break-in scenario, what are
the consequences? Loss of property. Loss
of classified documents to a foreign agent.
It could turn into a hostile situation really
quickly. " Physical-security systems are not
merely alarms, he says, adding, " It is the
singular piece of technology that people
are counting on to protect their homes,
businesses and lives! "
It's worth knowing that, if an integrator
working with security systems is found to
have been negligent in their installation of
the system, they can face legal consequences.
Some states require hours of education,
training, background checks, licensure
and permits to install security systems. Will
Seifert, Pavion's integration business unit
president, urges any integrator exploring
the space to do their homework regarding
state and local requirements. " There are
specific local, state and national regulations
when it comes to security and fire, " he
explains. " Make sure your organization is licensed
and registered and trained properly
from a compliance standpoint. "
The Learning Curve
DiCesare next turns to the learning curve
to properly install alarm systems. " Technology
is always changing, and criminals are
getting smarter and more elaborate in their
break-ins, " he laments. " That, in turn, causes
the integrator to have to evolve with the
criminals and come up with new solutions
to their crimes. It is knowing the capabilities
and limitations of individual devices.
It is knowing what type of lock to use on a
door based on how often the door will be
used, the swing of the door, what type of
environment the door is in and what you
are allowed to use based on the Authority
Having Jurisdiction (AHJ). "
And with regard to cameras, other considerations
come into play. The integrator
must know exactly what the client wants to
see and then specify the correct camera so
that footage is not missed in a securityrelated
event.
Another differentiator between the AV
and security spheres centers on ROI. " In
the AV world, we're always about ROI, "
Chris Wildfoerster,
Program Manager,
Audio Solution at Axis
Communications, on
'POTS' Phase-Out
Commercial Integrator: Traditional
" POTS " lines are being phased
out, which arguably means that
it's an especially good time for AV
integrators to expand their offerings
to include physical security
and alarms. If you agree with that
statement, explain why it's true.
Wildfoerster: Today, everything
is on the network. That means it's
critical for AV integrators to understand
networking and how various
subsystems work together in unison.
Modern solutions are almost all PoEbased
and cyber secure. The days of
separate analog or " POTS " systems
operating in their own siloes are
quickly waning. The growth of AI,
machine learning and deep-learning
analytics has created a real-time,
action-oriented ecosystem of solutions
for integrators to bring to their
clients. Those clients increasingly
expect solutions that allow them to
monitor and respond to incidents
in real time. The ability to integrate
those solutions into broader
building-management systems will
continue to be critical as we move
into the future.
Duncan observes. " When it comes to
physical security, it's not an ROI discussion.
It's a life discussion! " He explains further,
saying, " You're not going to make your
money back on a [life safety/security]
system. [The system] is there to protect the
people in the building. "
Pavion's Seifert echoes a similar sentiment.
The company, formerly Corbett
Technology Solutions, Inc. (CTSI), is a
Chantilly, Va.-based integration firm that,
after 10 acquisitions since 2020, has positioned
itself as one-stop-shop integration
provider for fire, security and critical communications.
" We're doing the security
systems; we're doing the mass notification;
we're doing the AV; and we're tying
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