There are many new technologies at ISC West this year. There are also some tried-and-true solutions on display. More mature products have the benefit of being fully vetted and battle-tested, which may make them a more comfortable choice for security customers. I had a couple of discussions on Day 2 of the show about the advantages, and possible drawbacks, of new products. “To a security director, when you say ‘new,’ he translates that into ‘risk,’” says Bill Spence, VP of Sales, U.S., Canada and Western Europe for HID Global’s Lumidigm biometrics brand. “Anytime you say new, there is a probability of risk. The key is to educate. Education quantifies risk, and an educated customer can make an intelligent decision about risk versus reward.” “We have to take customers from where they are to help them understand new technologies,” says Spence. “We must give them a bridge to that understanding, and education is the bridge.” Lumidigm Biometrics Integrations An app provides graphics that take installers step-by-step through the installation process HID Global is incorporating Lumidigm biometrics into the new iClass SE RB25F fingerprint reader being highlighted at the show. Two-factor authentication can use either a card or mobile credential along with biometrics; there is no latency; and templates can be stored on a card. Another new offering at the HID Global booth is an augmented reality tool to simplify installation of newer systems that incorporate the more secure OSDP protocol. An app provides graphics that take installers step-by-step through the installation process. Also highlighted at the HID Global booth — and at the booths of turnstile manufacturers throughout the show — are embedded readers that provide tested and certified mobile access control for turnstiles. IClass SE technology is embedded in the iRox-T Turnstile Reader from Essex Electronics. Innovative Security Technologies There’s a delicate balance at any trade show between creating excitement about new products and educating customers to be comfortable with new technologies. There is some of both at ISC West 2019. In the future, hardware will be a delivery device, not the core of systems “We are on the cusp of change in the industry, and it’s closer than ever,” says Jennifer Doctor, Johnson Controls’ Senior Director, Project Management - Intrusion. “We will see the impact of promised technologies that will come from other industries, such as artificial intelligence. The very definition of security is changing. We are an industry that needs to be risk-averse, and we need to prove out the technology. There is innovation, but we just need to make sure technologies are what the market wants and expects.” “In the future, hardware will be a delivery device, not the core of systems, which will come from intelligence in the software and from services,” she adds. “The products we deliver will enable that.” Have 30 percent of service companies in the U.S. security market jumped into the cloud? PowerSeries Pro Intrusion Portfolio Johnson Controls is highlighting the commercial PowerSeries Pro intrusion portfolio, which features PowerG encrypted technology that enables wireless systems that are cyber-secure. The cloud is coming on strong, and one company finding success in cloud systems is Eagle Eye Networks, which has seen 93% compounded annual growth over the past three years. Economies of scale have enabled them to lower subscription prices by 35%, with an extra 10% decrease for customers that pay annually. Ken Francis, President of Eagle Eye Networks, says they are signing up 50 new dealers a month for the cloud video offering. Francis estimates that 30 percent of service companies in the U.S. security market have jumped into the cloud “It’s really heating up,” says Francis. “The general cloud is driving increases in the surveillance cloud.” Jumping To Cloud Embracing the cloud and recurring monthly revenue (RMR) requires that dealers transform their businesses to ensure success. Francis says dealers should dedicate sales resources to cloud offerings rather than expect everyone to sell the cloud, and there should be a base commission plan on RMR services in lieu of upfront project fees. March Networks is also showing integration of video with the Shopify cloud-based point-of-sale (POS) system “Talk to professionals about your cash flow and understand how to capitalize on financing partners to ensure cash flow while investing in the RMR stream,” he adds. “And look for ways to reduce your costs to serve the customer base as your RMR increases.” For example, use of remote site diagnostics, configuration and support can avoid the need for expensive “truck rolls” that can undermine profitability. Francis estimates that 30 percent of service companies in the U.S. security market have jumped into the cloud. Alarm companies, which are accustomed to the RMR model, are generally ahead of the curve, while traditional security integrators are lagging. “It’s a requirement to change or die,” he notes. Insight Hosted Managed Service Also, in the area of managed services, March Networks is highlighting its Insight hosted managed service that can provide instant information on video systems located at remote sites, including visibility into firmware versions, camera warranty information, and cybersecurity status of systems. The ability to dive deeply into system status empowers a new recurring revenue stream for integrators. Color-coded icons summarize system status and show pending issues and clicking on the icons provides detailed workflow information. The system can also be offered for smaller systems such as those at convenience stores and quick-serve restaurants. March Networks is also showing integration of video with the Shopify cloud-based point-of-sale (POS) system. The integration enables managers to evaluate POS information, especially anomalies, to determine possible employee theft and other shrinkage issues.
HID Global, a global provider of trusted identity solutions, will showcase new offerings, an industry-changing access control tool and new integrations in HID booth #11063 at this week’s ISC West in Las Vegas. The company will also participate in Security Industry Association (SIA) educational sessions and local community events during the conference. Visit the HID in booth at the Sands Expo and Convention Center from April 10-12, 2018 for live demonstrations of the company’s latest solutions that address specific needs for issuing, authenticating, managing and monitoring trusted identities. Launch Of Fingerprint Reader HID Global has launched its new fingerprint reader that merges credential excellence with HID’s globally-patented multispectral imaging technology to fuel broad adoption of biometrics at the door. The high-performance iCLASS SE RB25F fingerprint reader provides an unrivalled experience by dramatically increasing image capture performance and fingerprint matching in under a second. The new integration of HID SAFE Enterprise, a centralized platform for identity management, with the revolutionary cloud-based card issuance solution HID FARGO Connect takes seamless on-boarding and credential issuance to a new level. HID SAFE’s award-winning physical identity and access management solution allows identity information to be captured from physical access control systems, active directory, HR, and other external systems so that it can be pre-loaded prior to printing a credential. Capture Data And Securely Print Cards HID FARGO Connect enables organizations to easily design cards as well as capture data and securely print cardsPremiering at ISC West, demonstrations will highlight how the integration of HID FARGO Connect further streamlines the onboarding process. HID FARGO Connect enables organizations to easily design cards as well as capture data and securely print cards—all with a single click from any device and from anywhere across multiple printers or locations. HID has teamed with the world’s top turnstile manufacturers to bring mobile access to lobby security. Six leading turnstile manufactures exhibiting at this year’s ISC West exhibition have integrated the new Essex Electronics iROX-T with embedded iCLASS SE technology from HID. Each company is showcasing mobile access in their booths to illustrate how mobile is upping the convenience factor at the turnstile. HID will also feature partner solutions that showcase elevator access control for a completely connected and more secure lobby experience that is powered by HID technology. Integrating AR And Access Control HID has married augmented reality (AR) and access control as part of its commitment to continually make it easier to do business with HID Global. Visit HID’s booth to learn more about how its new AR technology capabilities are changing the game in access control. Wednesday, April 10, 2019: Bill Spence, Vice President of Sales – Extended Access Technologies with HID Global will participate in a panel discussion on ‘How Biometrics are Enabling the Convergence of Physical and Information Security’ at 1:45 PM – 2:45 PM in Sands 201. Thursday, April 11, 2019: HID Global will participate in a panel discussion on future trends, organized by the Latin American Security Association and conducted in Spanish from 9 AM – 10AM in Salon 1001. HID will also participate in a panel on successes and lessons learned from a recent deployment of mobile readers with HID technology at a bioindustry leader during a Spanish-language session at 2:00 PM in Casanova 602. Teaming Up With Mission 500 HID is participating in a number of charitable events with the Las Vegas community during ISC West, in partnership with Mission 500, a non-profit organization that works closely with the security industry to provide aid to children and families living in poverty in the US.
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