2017 STATE OF THE SECURITY INDUSTRY REPORT
Greatest Challenges to Business
Respondents were asked what their organization’s
biggest business challenges have been so far (or
expecting to face) in 2017? They were asked to select
their Top 3 challenges. Here are their responses in
order of priority.
Managing client
expectations with reality
as new solutions are
promoted
44.4%
Finding
and retaining technical
and sales staff
36.2%
Maintaining
vendor
relationships
as security
mergers &
acquisitions
continue
17.2%
Creating new
areas of recurring
monthly revenue
31.0% Vetting
potential
acquisitions
5.2%
14.4% Taxes and other current
or potential governmental
Customer regulation
attrition
10.9% *Other
responses
6.3%
The Double-Edged
Sword of Technology
End users aren’t the only security
professionals who are fi nding the
rapid advancement of technology
overwhelming. Systems integrators
not only have issues with staying
current with evolving technology,
but sustaining their professional
credibility with clients, who
perhaps expect too much, as well as
maintaining a competitive business
edge by keeping technical talent
in-house.
More than 48% of integrators said
that keeping pace with evolving
technologies has been, and
continues to be, their organization’s
biggest challenge in 2017. The
migration from analog to IP-centric
video solutions, along with
increasingly sophisticated video
management options and storage
capabilities – not to mention the
Cloud and advancing Internet of
Things – is creating a steep learning
curve for integrators and their
end-user clients. Managing their
client’s expectations amid a host of
new and exciting solutions presents
a huge ongoing challenge. And as
technology continues to grow in
sophistication, fi nding qualifi ed
technicians to implement and
service these solutions is becoming
more diffi cult.
Keeping pace with
evolving technologies
48.3%
30.5%
The infl ux of ultra low-cost
video surveillance
and access control
technologies in the
market
Finding product
solutions that are of
truly scalable capacity and
controlling cost to minimize
training and inventory is our
biggest challenge.”
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— Enterprise Systems Integrator
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