The healthcare market is rife with opportunity for security systems integrators. Hospitals have a continuous need for security, to update their systems, to make repairs, says David Alessandrini, Vice President, Pasek Corp., a systems integrator. “It’s cyclical. Funding for large projects might span one to two years, and then they go into a maintenance mode. Departments are changing constantly, and they need us to maintain the equipment to make sure it’s operating to its full potential.”
The experience of Pasek Corp. is typical of the opportunities available for security integrator companies in the healthcare vertical. A single large hospital system can supply a dependable ongoing source of revenue to integrator companies, says Alessandrini. Hospitals are “usually large enough to provide enough work for several people for an extended length of time.” Healthcare customers in Pasek’s service area around Boston provide the potential for plenty of work. “We have four major hospitals, each with in excess of 250 card readers and 200 cameras, in the Boston area,” Alessandrini says.
One appeal of the healthcare market for North Carolina Sound, an integrator covering central North Carolina, is the breadth of possible equipment they can sell into the healthcare market, including access control and video, of course, but also other technologies, such as audio-video systems in a dining room. North Carolina Sound has also installed sound masking in some areas with waiting rooms to protect private patient information from being overheard. Locking systems on pharmaceutical doors are another opportunity.
IP based networked video systems
A facility’s IT folks must be convinced an IP solution will function seamlessly on their network
Among North Carolina Sound’s customers is Wayne Memorial Hospital, Goldsboro, N.C., which uses about 340 video cameras, with 80 percent or more of them converted to IP. The hospital is replacing analog with IP cameras as budget allows, building network infrastructure to support the system. The healthcare market tends to have a long sales cycle; in general, sales don’t happen overnight or even within a month or two. In fact, the period between an initial meeting with a healthcare facility and installation of a system could stretch to a year or longer. A lot happens during that time.
Healthcare systems involve extensive planning, engineering, and meetings among various departments. Physical security systems that involve the information technology (IT) department, as do most systems today, can be especially complex. Installation of networked video systems based on Internet protocol (IP) requires deep and probing discussions with the IT team about how a system fits into the facility’s network infrastructure. A facility’s IT folks must be convinced an IP solution will function seamlessly on their network.
Compatible with the network
They must vet the technology to ensure the devices and solutions will be compatible with the network, and must sign off on technology choices. And even more important is determining if the security system will adhere to cybersecurity requirements of the facility. A complete solution that integrates nearly any system that lives on or uses a facility’s network is ultimately what the healthcare vertical is moving toward, says Jason Ouellette, General Manager – Enterprise Access Control & Video, Johnson Controls.
Healthcare security professionals are early adopters of technology, implementing the best technology available”“We are hearing more and more from customers across industries that they want to be able to use their security systems and devices for more than just security: they want added value,” says Ouellette. Many want to use access control, video surveillance and other data sources to assess their business operations and/or workflows with the goal of improving efficiency.
Upgrade cost-effectively
Historically, three factors have prevented many organizations from moving forward with new technologies: lack of money, proprietary systems, and the need to “rip and replace” large parts of the installed systems, says Robert Laughlin, CEO and Chairman, Galaxy Control Systems. "Today, while funding is almost always a limiting factor at some level, the progression of industry standards and ‘open’ systems has made a big positive impact on the ability of organizations to upgrade cost-effectively,” he says.
Despite any obstacles, healthcare customers generally welcome new innovations. “I would say healthcare security professionals in general are early adopters of technology and like to implement the best technology available,” says Jim Stankevich, Global Manager – Healthcare Security, Johnson Controls/Tyco Security Products. “For most, rapid implementation is limited by budgets and available funding."
Read parts one and three of our healthcare mini series here and here.