Security integrators were caught off guard by the sudden announcement that UTC’s Interlogix division – one of the most popular brands in the industry – would be shutting down by the end of the year (see www.securityinfowatch.com article); in fact, integrators and long-time Interlogix customers may be wondering what their next move should be.

In the security business, the integrator’s next step should always be taken with a nod toward the future – not what has been done in the past; thus, integration businesses should see the shutdown as an opportunity to grow their business into the future.

Instead of looking around for a new hardware partner to replace the one they lost, integrators should seize this moment to make the move to a streamlined, vertically-integrated solution that encompasses both hardware and software. This will prepare integrators for a future that is predicted to include much more disruption, from both inside and outside the industry.

The Past as a Guide

Many of the integrators affected by the Interlogix shutdown are used to upheaval; in fact, many of these businesses were actually built during, or even because of, major industry disruptions. Such changes ultimately helped integrators increase their revenue by simplifying installation. Here are a few recent examples:

The introduction of reliable wireless technology meant integrators were suddenly able to set up a system in a fraction of the time it took to run wires. Additionally, the creation of self-contained panels brought the User Interface and the CPU together into a single unit, cutting labor costs and enabling multiple installations in a day. The low-labor, rapid installs that wireless and self-contained panels enabled gave rise to the fast-paced door-to-door summer sales model (another disruption) that ultimately folded back into the standard professional model.

With the launch of interactive services and the smartphone came remote control, as well as the addition of a range of services that ultimately meant more revenue for integrators, and a more engaged consumer user base.

These were seismic changes that felt disruptive at the time, but in the end they left forward-looking integrators in a stronger position. The integrators that did not embrace those disruptions are not in business today.

More Disruption Ahead

The Interlogix shutdown is the latest example of disruption coming from within the industry. This trend is likely to continue, as companies continue to innovate and change the way integrators do business; and there is more disruption coming – some of it from outside the industry. Tech giants like Google and Amazon are releasing smart security products that claim to blend seamlessly with the tech-enabled home of the future, and consumers are paying attention.

These new developments, coupled with the looming sunset of the 4G LTE standard, feel like gathering storm clouds for the security integrator, who must grapple with technologies going obsolete at the same time tech giants are invading their turf.

The industry has weathered plenty of storms in the past, and there’s no reason that integrators can’t once again come out in a stronger position.

Preparing for the Future

High RMR, lowered installation costs and reliability have always been the building blocks of successful security integration firms. Now that tech giants are bearing down on the security space, what is the more feasible approach for maintaining those principles: a vertically integrated solution or a two-way arrangement with network provider and a separate hardware provider?

Major tech is appealing to consumers with seamless, vertically integrated solutions; but security businesses can do this as well, in fact, many forward-looking companies already are. The Interlogix shutdown is an opportunity for integrators who are still using separate services and hardware providers to make this move, instead of looking for a new hardware partner that will help them cling to an aging business model.

The old model was all about a common interactive services provider rolling out features, distributing their development efforts and feature roadmap more or less equally amongst all the hardware players. It has been difficult for any one hardware player to distinguish itself substantially from the rest, and new developments tend to come slowly.

The future of this business is all about leveraging the full hardware/services stack. There are multiple benefits to an elegantly-designed system, as opposed to two parts glued together.

With new entrants in the market, consumers will expect a comprehensive and seamless experience – not so different from driving a great car. The dashboard should be wonderful, but beneath it there must be an amazing suspension system that absorbs all the bumps, turns and uncertainties the road can deliver. Bottom line is: the best of class services and best in class hardware are the ones that were designed together.

The hardware solutions integrators choose must enable the security integrator to continue to deliver a smooth solution for a long time to come. The shutdown of Interlogix was one more surprise in an industry that’s full of surprises and disruptions. Hopefully, integrators will see this moment as the opportunity it really is.

Brian Seemann is EVP of Operations Development for Alula. He was formerly VP of Engineering for GE-Interlogix. Connect with him via LinkedIn, at www.linkedin.com/in/brianseemann. Request more info about Alula at www.securityinfowatch.com/ .

BETHESDA, Md., Nov. 5, 2019 /PRNewswire-PRWeb/ — Brivo, the global leader in cloud-based physical security solutions, and Alula, the award-winning inventors of the BAT-Connect communicator and the Connect+ intrusion and automation platform, announced today a cloud-to-cloud integration partnership between their respective platforms to provide unified access control and intrusion capabilities for the commercial market.

The newly announced partnership will provide Brivo customers with single-point control and monitoring of key alarm functions and intrusion reporting data. This delivers a true UL-compliant security package and ensures alarm signals are reported from both intrusion and access platforms.

Customers will be able to arm and disarm their Alula-enabled intrusion systems from within the Brivo Onair web UI or the Brivo Onair Mobile Administrator app, available on both iOS and Android. The Onair activity log and reporting tools will also include event data from the intrusion system to provide a single source of truth for system administrators and GSOC operators.

“We see this as an important extension of our platform to provide simply better security to our customers, with a maintenance-free cloud-to-cloud API integration that leaves all the technical details to us so that integrators can install and configure both systems quickly in the field,” said Steve Van Till, President and CEO of Brivo. “What we like about Alula is that, like us, they are a hybrid IP-native product and cloud company that provides extensive connectivity to over 100 of the top independent central stations, which is what we need to cover the needs of our 1,000+ dealers and resellers.”

The breadth and flexibility of Alula’s product line made it a natural fit for the partnership. Between the award-winning Connect+ hub and the newly launched BAT-Connect communicator, Alula offers intrusion and automation solutions for every potential small business scenario, from new installs, upgrades and takeovers, including popular panels from Honeywell and DSC.

“We are extremely excited to partner with Brivo on this important integration in the commercial small business market,” said Brian McLaughlin, CEO of Alula. “Our solutions perfectly complement each other and will greatly simplify employee management services, giving customers the best of both worlds.”

About Alula
Alula is the only security platform that delivers security simplified for independent security dealers and installers and the customers who rely on their service and expertise. Today, thousands of dealers across North America have over 250,000 active locations secured and connected with Alula. Designed for professional security professionals, the Alula platform provides a complete security, alarm, video and automation solution for renters, homeowners and commercial installations. Alula is a business-driven security platform designed to reduce truck rolls, increase RMR, simplify inventory and put dealers in control of their business, their customers and their revenue. The Alula platform is available nationwide through distributors that cater to the alarm and integrator industry. http://www.alula.net

About Brivo
Brivo is the global leader in cloud-based security and property management solutions for commercial and multifamily properties that simplify security interactions for property managers, tenants, employees, and visitors. With over 15 million users and 1,000 authorized dealers, our SaaS platform has been unifying the security experience across access control, mobile credentials, video surveillance, identity federation, visitor management, intercoms, and elevator control since 2002. Hundreds of software partners and end users use our APIs and SDKs to extend our solutions to unique vertical market offerings. More than ten years of SOC audits underscore our commitment to protecting customer privacy and data security. Brivo is privately held and headquartered in Bethesda, MD. http://www.brivo.com

https://finance.yahoo.com/news/brivo-alula-join-forces-integrated-130000585.html