Security Sales & Integration May 2023 - 42

Access
SELLING
IS SELLING CONVENIENCE
ike any new technology, security
tech takes time to enter the
mainstream. Early iterations
are usually inelegant and pricy.
Products require finessing. Stakeholders must
feel it solves a real problem better than the established
alternatives. Plus, the sales channel
must be motivated to sell it.
During the past two decades, many new
technologies have gained wide acceptance within
the security market by meeting these three
criteria. The growth of analytics and automation,
Cloud-based video and access systems,
mobile credentials and smart home devices are
leading examples. They have become increasingly
reliable and affordable, customers are
demanding them, and security integrators are
eagerly adding them to their portfolios.
Biometric identity solutions, however, have
needed more help breaking into the commercial
physical security space. Why should that
be? The public welcomes the convenience such
solutions offer. For proof, look no further than
cellphone use: 80% of smartphones have biometrics
enabled. People overwhelmingly prefer
to use their face or fingerprint than enter
a passcode each time they unlock their phone
or interact with an app. The ease of biometrics
is unmatched.
There are countless physical security appliSome
simple
changes to how
biometrics are
marketed to security
stakeholders can
open the floodgates
to lucrative sales
opportunities.
By Bobby Varma
& Lee Odess
BIOMETRICS
L
42
Security Sales & Integration MAY 2023
securitysales.com
DILOK/STOCK.ADOBE.COM

http://www.securitysales.com

Security Sales & Integration May 2023

Table of Contents for the Digital Edition of Security Sales & Integration May 2023

Security Sales & Integration May 2023 - Cover1
Security Sales & Integration May 2023 - Cover2
Security Sales & Integration May 2023 - 1
Security Sales & Integration May 2023 - 2
Security Sales & Integration May 2023 - 3
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Security Sales & Integration May 2023 - Cover3
Security Sales & Integration May 2023 - Cover4
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