21 Nov 2018
Source Security: Which segments are under-served in the physical security industry?
Vanderbilt's Eric Widlitz recently participated in Source Security's latest roundtable discussion: Which segments are under-served in the physical security industry?
I would say from a vertical market perspective, that small- and medium-sized businesses (SMBs) have typically been under-served. Manufacturers have focused a lot of attention and development on products and solutions that work at the enterprise level, for larger corporations. Integrators are similar in that, generally, their "bread and butter" projects have been in large-scale installs for multi-site, enterprise customers. This is changing, however, with the rise of more cloud-based access control and video management solutions. These systems not only serve this market by providing a robust security solution that doesn't require a lot of IT infrastructure but are also allowing integrators the opportunity for recurring monthly revenue (RMR), which is a change in the way many of them operate their business models.
Eric Widlitz, Vice President, US Sales.