Security Sales & Integration April 2023 - 30

Research
How End Users
See Cybersecurity
Cybersecurity of access control
is an increased priority for
many companies today. The
technology and hardware
used by legacy access control
systems often don't have the
cyber resilience of modern
systems and may have known
vulnerabilities.
cameras connected to their video management
system (VMS). Strategies that can automate the
process of rotating camera passwords, batch updating
firmware and managing SSL certificates
can improve security.
Using a Cloud-based solution, teams can see
a reduction in time-consuming tasks such as
monitoring for cybersecurity threats, patching
vulnerabilities, updating software and managing
certificate lifecycles.
New Challenges & Opportunities
The growth of physical security networked connected
devices has increased not only the potential
attack surface but the overall visibility
of cybersecurity threats in the physical security
space. Now, physical security and IT teams
have overlapping goals and can often unite to
provide a strong defense against attacks.
With cyberattacks increasing, organizations
are looking to implement effective
measures. You can help in that process by
collaborating with your customer's physical
security and IT teams to develop a coordinated
strategy for hardening systems. Choose
solution partners that put a strong emphasis
on cybersecurity as well.
These trends present new challenges, but also
many exciting opportunities for you to share
expertise and develop deeper, long-term relationships
with customers. SSI
MATTHEW FABIAN is National Director,
Sales Engineering - U.S. for Genetec.
HOW TO SELECT A SOLUTIONS PARTNER
When helping customers
select solutions, it's important
to look for providers that
have strong cybersecurity
policies in place. There are a
few ways to ensure products
from potential partners
include robust cybersecurity
measures:
▶ Assess your provider's
cybersecurity policies: What
are the policies in place? How
does the provider ensure that
employees follow best practices?
Do they require annual
training for employees?
▶ Review their certifications:
Can they provide
third-party auditor assessments
to prove that best
practices are followed? Do
they have up-to-date cybersecurity
certifications?
▶ Ask about penetration
testing: Do they have dedicated
resources for testing
and finding vulnerabilities in
their products through annual
penetration tests?
As an integrator, when
you partner with a reputable
software vendor it reduces
the time you and your clients
must spend on essential
upkeep. Security partners
can offer tools like automatic
password management, automatic
firmware vulnerability
notifications and certificate
lifecycle management.
Rather than rely on your
customer's internal team to
monitor and manually update
each computer, camera, sensor,
and device connected to
the network, Cloud solutions
automatically push updates
as needed.
Look for security partners
that have earned trust by providing
resources that monitor
for potential threats, remain
transparent when potential
threats are found and focus on
patching new vulnerabilities.
There are manufacturers that
take care to ensure there's
trust in their supply chain by
vetting upstream suppliers
and offer turnkey hardened
solutions and cyber hygiene
scores. This allows you to focus
your attention and expertise
on the unique challenges
and needs of your clients.
30
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Security Sales & Integration April 2023

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