Security Technology Executive

JUL-AUG 2018

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How do security providers identify security gaps? Consultative assess- ments are essential. Asking the right questions and attentive listening can help providers quickly identify an oppor- tunity. Many security companies are already skilled at asking questions to reveal a customer's obvious needs. Security people looking to the future will probe further yet. Here are a few topics worth considering: • What problems would the perfect system be able to solve for you? • If you had unlimited resources, what would you want it to look like? • List all important assets and identify how they are currently being secured? • Do you have areas or assets that are secured only by mechanical locks? • Would you employ higher technology if it was more affordable? • How does convenience factor into your security system requirements? Tech Gap: Where's the Solution? Technical gaps exist when current technology is not yet able to reli- ably fill an existing security gap. Manufacturers interested in meeting market demand for innovative solu- tions will inevitably develop new products. However, security products should, by definition, be secure. Secu- rity professionals will exercise great caution before introducing unproven solutions to their clients. In fact, end users will often demand proof. The answer to the tech gap is revealed in a basic security tenet: redundancy, back- up, layers, and fail-overs. Introducing innovation alongside proven security tools like card access, alarm, smart key, camera and mechanical locks may advance end-user needs and manage risk with security. Another tech gap that can frustrate end-users and security providers alike emerges when technology surpasses the capabilities of its delivery chan- nel. Again, in order to adequately fill a security gap, technology must pres- ent a reliable solution. For example, integrating security software systems with an end-users existing platform is a convenient singular point of manage- ment. Unfortunately, only large secu- rity firms have the resources to offer software integration, leaving custom- ers served by small and medium firms with an unmanageable security gap. • Progress in technology can cause similar tech gaps. For example, a security system using a connec- tion to a WiFi or GSM network to According to U.S. Department of Commerce, 98 percent of all U.S. companies are defined as small businesses employing less than 500 people.

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