Security Sales & Integration January 2023 - 36

Special Report
2023 Industry Forecast
hand because they have insight into when they're
going to be needed. The ability to do that well
is one of the keys to success as companies work
their way through supply chain challenges.
2023: Overall Security Industry
Peter Giacalone, Principal,
Giacalone Associates
I believe 2023 will be the start
of a new era in the space and
all
markets. Technology
large buckets of capital allocated for the space.
Monitoring will maintain itself as an essential element
in the ecosystem. Although this is true, the
separation between monitoring centers and platforms
will continue to grow and will create obvious
players that are suited for what is to come, in
comparison to those that will concentrate on the
legacy business that appears to be shrinking.
is
maturing at a rapid level and
deployment will follow. The M&A markets have
indicated the great interest by the investment
community by their aggressive valuations and
Clint Choate, Senior
Director - Adjacent
Market/Channel
Expansion, Snap One
It will be a quiet year for
M&A and consolidation givGood
News, Bad: What's Better & Worse About the Industry
Clint Choate
Snap One
GOOD: Settled into a 'new
norm' with work environments
and the related
processes and procedures.
With the exception of field
work, it has opened up new
flexibility in attracting talent
with remote workers.
BAD: Slowdown in new
home construction could
have a significant impact,
and it could be prolonged.
Also, cost of credit is impacting
consumer financing
and business financing in
general.
Kirk MacDowell
MacGuard Security
Advisors
GOOD: The pandemic
necessitated the industry
revamp, retool and reemerge
and they did so with
gusto. Also, the foundation
has been set for the new
AVS-01 alarm validation
standard.
BAD: Some large residential
dealers got ahead of
their skis with investors
and banks pulling back on
financing, which impacted
multiples paid in general.
Jeff Ross ACRE
GOOD: New technologies,
such as Cloud and analytics,
are in demand and integrators
are changing to stay on
top of the latest trends. And
security pros now understand
the value of IT and
cyber as part of a holistic
security effort.
BAD: Supply chain issues
have been a major problem,
and while we've made
progress, it certainly has not
been easy.
Eddie Reynolds
iluminar
GOOD: The collective push
to diversify its workforce
to include women and
minorities.
BAD: Stakeholders not
focused on improving sensitive
issues - such as diversity,
equity and inclusion
- will become irrelevant.
Mitch Reitman
Reitman Consulting
Group
GOOD: With employers
requiring employees to go
back to the office there are
opportunities to integrators
for expansions and repairs.
Residential may rebound as
employees won't be home
as much.
BAD: A recession could
hit residential RMR very
hard, as home monitoring
is typically a discretionary
expense. Also, fiscal
government constraints will
cut grant money for active
shooter, mass notification
and CCTV installs.
Brian James
ScanSource
GOOD: Information and
end user can access via
physical security as a data
capture device continues to
increase.
BAD: Demand is far outweighing
supply, and there
are not enough younger
people entering the industry.
Brent Boekestein
Vintra
GOOD: The increased level
of intelligence now available
for security, safety,
workforce management
and business intelligence
applications.
BAD: Sometimes software
and hardware providers
do not accurately describe
capabilities, leading to
unrealistic expectations
as was the case years ago
when video analytics promised
more than they could
deliver.
Warren Hill Alula
GOOD: Consumers are
becoming better educated
on features and benefits
of smart security, with new
features and capabilities
being added each year.
BAD: While a DIY,
self-monitored system can
provide value to the average
user, it is typically not
on par with a professionally
designed, installed and
monitored smart security
system.
36
Security Sales & Integration JANUARY 2023
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Security Sales & Integration January 2023

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