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Security Electronics & Networks Magazine is a monthly magazine with content including product reviews and case studies of video surveillance systems and cameras, intrusion systems and sensors, access controllers and readers, monitoring solutions, electronic locking systems, and identification technologies, with an increasing accent on networked and cloud solutions.

Transcript of Sen apr2014

  • April 2014 Issue 353

    EmErging tEchnologiEs

    l Ivanhoe Hotel goes digitall Suretek acquires NT Softwarel Inner Ranges new Webtegritil American Dynamics AD 625 PTZl Honeywell Galaxy flexes musclesl Panasonics strong new 6 Seriesl Axis 1001 Network Door Controllerl NYC Sony, Firetide, Milestone

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  • se&n 03

    GIVEN the increasing symbiosis between electronic security solutions and consumer and industrial technologies, its always instructive to think about whats emerging and to consider the ways in which it might impact us.I can never think about this long before

    grounding on the sandbank of IT solutions, IP technology, cloud. Its a duplex connection. At the same time IP technologies liberate our systems, they constrain us through the limitations of compression, bandwidth, storage, unrealistic cost and the painful proprietary aspirations of global players, each wanting to own the future. It was reading up on 5G comms this week

    that got me thinking about the next generation of technological developments. What struck me was the lean towards IP and the peculiarly holistic nature of expectations. A multiplicity of incompatible technologies are grist for the internet of things. Then theres wearable electronics, organic electronics, brain-computer interfaces, screenless displays and overarching it all, cloud, the most epic RMR model the world has ever seen. Some of these things demand an enormous

    leap in the synthesis of diverse technologies. And theres something paradoxical in this expectation, given that fully open technologies do not make for strong business models. When you consider that the push for SDx which is a bit like an ONVIF for cloud software is an exercise in completely closed open-ness its hard to see such huge concepts materialising as useful solutions.Further, given the conservatism of the

    electronic security industry, I cant see us rushing into speculative open tech. While the idea of the internet of things is interesting, the security implications are scarifying. Its more likely to be the internet of some things. But what things will they be?When you think on a smaller scale, its obvious

    there are strategic technologies that are beginning

    to have a visible impact on our industry. For a start theres management of systems using mobile devices. Many security manufacturers are employing such solutions to drive systems, yet these technologies also free pop-up competitors from outside the industry to contrive sleek new tech from a miniscule cost base. Scary solutions like all-in-one self-reporting alarm/CCTV/automation things with every sort of sensor imaginable bolted on. And of course, mobile devices drive in the cloud

    and are governed by open apps developed, not just by manufacturers and their partners, but by customers. This means turbo-charged application development in tandem with the turbo-charged security issues you get with variably secure remote access points and Trojan code. Staying with cloud, theres also a deliberate

    move from some big organisations government departments in particular - to take their entire IT function to cloud. This is a really big deal especially given many IT department functions are outsourced to other countries. Alongside cloud are enabling smart devices.

    Phones, tablets, wearable displays like Google Glass, a new generation of smart watches with non-screen projection displays. All this will integrate with next-gen security technology. And as meaningful computerisation shrinks, its likely we will see electronic security solutions increase in power.The ongoing development of these emerging

    technologies is going to play a big part in our future. This impact will be psychological, too. Business is going to get more competitive. Consider that as big cloud providers like Google and Amazon improve their products, offering more functionality and faster services, everyone else is going to be forced to drive their technologies to meet or exceed the broader markets accelerating expectation of what high performance is meant to be. zzz

    EmErging tEchnologiEs By John Adams

    s e c u r i t y e l e c t r o n i c s & n e t w o r k s A P r i l 2 0 1 4 i s s u e 3 5 3


    For many years now, electronic

    security systems have been beyond

    anything the IT industry can

    support outside of dedicated


    06 se&n

    We live in a competitive world. No sooner has cutting edge technology been developed than its shoe-horned into a matchbox of white plastic, its price shorn to the bone. The chipset of todays cutting edge video surveillance camera is the chipset of tomorrows retail or domestic cloud solution, leased to an end user at no visible cost, like some giveaway 4-zone alarm panel. And when I say tomorrow, I mean it literally. Right

    now the humblest $200 fixed mini domes and compact cameras are rumbling around powered by the most powerful HD processing engines. Can it go on indefinitely? I think not. And in news this month, were seeing the advent of simple, unitised IP-based access control, designed to integrate with current IP video solutions without any of the usual fussing about. This development points to commoditisation

    across all market segments. Alarms, access control, video surveillance, software management solutions, the lot. Is the lower end the only part of the market thats

    price conscious? No fear. Its slash and burn at the top end, too. And talking about the issue recently I got to wondering whether the malaise that has long afflicted the alarms segment will infect major systems, as well. What is that sickness? Its a systemic collapse of sales ability, with all the attendant ailments. In the domestic and small commercial alarms

    market where techs spend 90 per cent of their time covered in spiderwebs and pigeon poo, you can understand a reluctance to prance about in board rooms up-selling fawning customers to enterprise solutions with no more than the whiff of Dunhill Apres Rasage and the flash of a Rolex.But when it comes to bigger systems, an inability

    to sell based on features is harder to rationalise and much more dangerous for the industry as a whole, especially when time is added to the equation. The logical progression of a collapse in margin over time is the inability to invest in research and development thats so vital to future sales.

    The technical dormancy resulting from margin crash is most obvious when viewing modern alarm systems whose last upgrade was undertaken in the 1970s, that wild decade when Fairchild Optoelectronics 5-cent LEDs blasted alarm panel keypads to technological heights previously only seen on Star Trek. In my view, the sales culture that underpins margin

    seems to have given way to a different method of winning business thats based on relationships that are too often a one-way street. Part of the problem is intense competition, but an inability to win jobs based on presentation of the benefits of system performance is a key factor. The impact of poor sales skills, or no sales skills,

    flows through the industry, from bottom to top. Integrators and installers selling on price, exist on virtually no hardware margin, making their profit from the installation itself. Distributors sell the product ranges of more manufacturers, servicing each less. Manufacturers scrimp on component quality and start dressing up less as more. Firmware tweaks take the place of decent lenses. A mindset grows in which quantity, not quality is the primary motivator. To get volumes, manufacturers go direct, or start searching for new verticals, cannibalising their existing sales and isolating existing customers, who lose brand loyalty and purchase solely on price. Making matters worse, in Australia just now there

    seems to be a selection process driven by project managers or electrical contractors who win tenders using lowball quotes and then carve margin from their contractors hip pockets.But the key element driving commoditisation

    is lack of sales ability. A failure to teach staff that particular skill of the sales animal, built on an intense and justified belief in the capability of solutions, combined with an industry self respect that demands buyers apply true value to electronic security technology. ]]]

    SALES MACHINE By John Adams

    S E C U R I T Y E L E C T R O N I C S & N E T W O R K S N O V E M B E R 2 0 1 3 I S S U E 3 4 9


    Making matters worse, in

    Australia just now there seems to be a selection

    process driven by project managers

    or electrical contractors who

    win tenders using lowball quotes and then carve

    margin from their contractors hip


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    SE Editorial:Layout 1 28/10/13 9:30 AM Page 1