Security Sales & Integration July 2022 - 45

tities, so it's important to find out how many
people will be managed within the system.
Moreover, because the goal is to bring together
different systems under one platform, it's imperative
to consider systems outside of security
- like HR, IT and OT. All of this also benefits
the integrators; when it comes to pricing, they
can account for the number of identities, lobbies,
workspaces, kiosks and other systems or
data needing to be connected.
Which markets does this apply to? The short
answer is all of them. But a good starting place
would be with companies that have specific
regulations and mandates in place - think
healthcare, financial services, utilities, energy,
high-tech, datacenters and airports. This could
also be applied to industries such as manufacturing,
automotive, pharmaceuticals and education.
However, any company that is manually
managing their access control system and physical
security tools, like employee badges, could
benefit from convergence. In other words, integrators
can scale from small to really large.
More often than not, customers experience
above-par performance and, in turn, add new
use cases on their own terms. They want to
manage and automate in more ways, and integrators
are in the perfect position to open
those doors - securely and with ease. There
are systems that require very little maintenance
in terms of software, and new policies and
workflows are configurable from the system
and the Cloud. Finding a solution that supports
all Cloud options is instrumental. And
because it's Cloud-based, it's all about annual
and recurring revenue. Yearly licensing is a
great opportunity for integrators to show value
of book and recurring business.
So, Integrators ... Which Way
Is It Going to Be?
It's no surprise that the world is changing quickly,
with evolving security risks and ever-changing
work processes at play. The hybrid work
model is here to stay, which opens doors to
more companywide silos, data gaps and general
uncertainty around work processes. The good
news is that integrators are perfectly positioned
to build business resiliency through existing
channels and assets by merging various systems,
practices and policies so that departments can
operate from shared data and accommodate
policy enforcement, risk prevention and compliance
measures.
securitysales.com
By playing an ongoing role, they can help
businesses navigate this new frontier. And,
while they're at it, they may just discover new
opportunities for designing, configuring, commissioning,
pricing, marketing and maintaining
ACaaS and IAM offerings. SSI
JASON ALESTRA is Vice President of
Strategic Channel Sales, North America for
AlertEnterprise.
CONVERGED SECURITY
VALUE DRIVERS
Enhance workforce experience
▶ Simplify and automate building access
▶ Eliminate security gaps
▶ Automated controls for badge activation/deactivation
▶ Deliver continuous compliance
▶ Proactive policy enforcement
Keep auditors happy
▶ End-to-end audit data tracking
▶ Go digital with mobile credentials
▶ Seamless and touchless access
See immediate ROI
▶ Leverage existing technology investments
▶ Eliminate custom development & integration
ACaaS combines the benefits
of SaaS with on-premises
access control devices that
control access remotely
through the Cloud and store
data in a secure manner.
JULY 2022 Security Sales & Integration 45
SDECORET/STOCK.ADOBE.COM
http://www.securitysales.com
Security Sales & Integration July 2022

Table of Contents for the Digital Edition of Security Sales & Integration July 2022
