IT and Business Insights for SMB Solution Providers

How to Reap Recurring Monthly Revenue From the Cloud

Find out how managed/hosted access and cloud-based video recording, retrieval, and storage solutions are leading the charge for cultivating SaaS offerings and profits. By Dean Drako

You are building your integration business but the security industry and the world continues to change underneath you, making it a bit harder.

The move from analog to digital cameras changed your business. Physical security information management (PSIM) systems did not change your business. Best-of-breed integrations vs. all-in-one systems allowed you to expand your business with additional value-add.

The product and competitive landscape will continue to change. Some changes impact your business and some changes won’t matter. The cloud matters.

The cloud will impact your business, providing advantages for fast-moving integrators and hurting others that are slow to adopt. Tony Scott, the former federal CIO, once likened “the act of putting storage on your premise to the act of stashing cash in your mattress.”

It does not make economic sense or cybersecurity sense to put your video on premise any longer. The IT and security industries are already realizing substantial growth in cloud applications over on-site systems.

Gartner recently reported 18% growth in adoption of cloud services over all other types of IT systems.

Further, cloud-based physical security systems are projected to grow at 23% while traditional security systems (on-site) are forecasted to rise 9%, according to IHS Markit. Smart integrators recognize the opportunity and are leveraging the cloud to grow their business and shield themselves from cybersecurity threats.

Cloud systems enable integrators to focus their expertise on networking and operations as opposed to the cyber risks associated with operating systems, recorders, and security cameras.

You should be a trusted adviser to your client, not the party held responsible for a customer’s cyber vulnerabilities. A good cloud service provides cybersecurity for the integrator and the customer.

Defining the Ideal Customer

As new and sophisticated malware attacks such as Mirai and WannaCry continue to evolve, managing video system software and firmware has grown more important than ever.

Vulnerability is becoming less and less of an option. Customers must worry about the security, version, and upgrades of the firmware on their cameras and recorders.

Enterprise-class customers need to manage servers and storage system software as well. It is hard to imagine a future where all these customers want to be responsible for and manage the cybersecurity of their physical security systems.

Cybersecurity is not the only benefit of using a cloud solution for your video and access control systems. There are many advantages for you, the integrator, and for your customers.

These include cost, reliability, security, and user experience. Before delving into some of these benefits, let’s examine today’s ultimate customer for cloud-based physical security.

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