ISC West Field Report

I think we get IT

The security industry has been talking for years now about the “takeover from IT,” the emergence of IP technologies, and of course, convergence; and you know I think it’s starting to sink in. I've based this conclusion on the quality of the questions we received at the Brivo booth during this year’s ISC West show.

In the past, I’ve noticed that many visitors are armed to the teeth with a list of feature specific questions.  Things like “Do you support ODBC?” or “Are you integrated with Acme VMS?” At this year’s ISC West, I noted a measurable increase in solution oriented rather than feature focused questions. Many visitors asked how we would solve a particular problem, rather than if we could match a pre-determined list of features. Many went on to ask about the implications of various types of solution approaches.

I believe this is due in part to the influence of IT on security and representative of the convergence of physical and logical security mindsets. It’s also evidence that the risk-management approach to security design is taking hold. In the IT world there are endless ways to solve any problem. In this environment it’s essential to evaluate the total approach rather than just a few marketing bullet points gleaned from datasheets. When prospects ask a lot of feature oriented questions, they risk skimming the surface for sound bites, getting a bunch of sales noise, and not truly understanding how a particular product or solution can benefit them. When they pose open-ended, solution oriented questions they invite the vendor to truly understand their objectives and to be creative in their problem solving. It’s in these open discussions where you have your true “ah-ha!” moments.

I find solution discussions to be more open, rewarding, and stimulating than simple feature Q&A. I also believe that integrators and end-users will be far more satisfied with the results they achieve by focusing on the total solution rather than getting sucked into the cold war of features. And after all, I think most integrators and end-users go to shows like ISC West to look a provider in the eye and know that they understand the problem and have the ability to solve it, not simply to surf the floor for new features. For me, this is evidence that we are adopting the type of solution finding that has been practiced in the IT world for quite a while and it’s nice to see.

- John Szczygiel

“This Hosted Access Thing” at ISC West

Sam Pfeifle, Security Systems News, recently posted his ISC West schedule, which includes a stop by the Brivo booth. In a few short and sweet sentences, Pfeifle summed up the latest buzz at this year’s show by stating, “It seems like this hosted access thing is taking off. Brivo has had something to do with that. Thus, I’m talking to them.”

This “hosted access thing” surely is taking off, and ISC West is proving it this year. With numerous sessions relating to this topic alone, PSaaS and cloud computing are officially on display this week. Need proof? Below are just some of the many educational sessions related to these topics at ISC West:

• Successfully Creating a Hosted Video Solution for a Recurring Revenue Stream
• Security as a Service: The Next Wave of Integrated IP-based Monitoring 
• The 5 Cs of Security as a Service: Why End-users Are Looking to the Cloud

And why wouldn't PSaaS and cloud computing create a buzz at this year’s show? They have been proven to offer providers an opportunity to create a cost-efficient, hosted surveillance solution, while alleviating the customer's task of software maintenance, ongoing operation, and support.

Another show item making an impression this year is Brivo’s new OnSite Aparato, a full-featured appliance-based access control platform. Steve Lasky, Security Technology Executive’s Editor-in-Chief/Publisher, was impressed with the system’s “capacity of 1,000 readers and 500,000 active card holders.”

Aparato is also fully secure, using a Trusted Platform Model (TPM) that is ISO Standard 11889 compliant. Due out in May, Aparato will also offer a scalable licensing model, threat level lockdown, graphic maps, secure, automated back-ups, and more.

The “hosted access thing” and OnSite Aparato are just two of the vast amount of topics being discussed here at ISC West, but they sure seem to be making enough noise to stand out amongst the crowd.

-Steve Van Till