Emerging Integrator Opportunities in the Physical-Security Space

The lines of demarcation separating various technology trades are becoming blurrier than ever before. Increasingly, integrators are seizing on end-user decision-makers' desire to have "one throat to choke" (or "one hand to shake") for a truly comprehensive technology ecosystem. This technology ecosystem includes not only audiovisual, structured cabling and IT technology but also, in some cases, energy management and access control. A ripe opportunity exists for ambitious audiovisual integration specialists to broaden their core competencies to include all elements of physical security (e.g., access control, emergency response, fire/life-safety, even monitoring). By doing so, they can become the go-to technology resource for commercial clients in their state.

This discussion will spotlight integrators that truly have a foot planted in both the AV and the physical-security worlds. Attendees will learn how they can broaden their core competencies; assess whether strategic acquisition is the optimal method of doing so; discover which strategies they can put into place to be a "one-stop shop" to build their clients' comprehensive technology ecosystems; examine what makes physical security different from AV; and learn how to "speak the language" of security integration convincingly.

At a time of economic anxiety and lingering uncertainty, this session will give attendees a glimpse of a proactive pivot they can consider making.