Bright Ideas B M MANAGEMENT
MAKING the MOVE to
Courtesy Diebold
Managed Access
I
Software-based managed access control services are providing installing security contractors respite from eroding margins and other business pressures. Pick up valuable insights from several companies that are already making the transition to this new paradigm.
By Rodney Bosch
t is no great stretch to understand why hosted or remotely managed access control services are fast becoming one of the leading means for installing security contractors to increase recurring revenue. Shrinking margins on products and other squeezes on profits are forcing dealers and integrators to alter their traditional business model. End users across a range of market niches are feverishly hunting for organizational cost reductions and increased operational efficiencies. The nexus between the integrator and the customer is a service the customer will see value in and therefore be willing to pay a monthly fee to receive it. Managed access control provides that special connection to the customer. Generally, at a basic level, the customer is provided with the hardware and installation for the doors they want to control. A Web-based portal is used by the client to manage their own software-based system; the monthly fee includes hosting the access control database, plus technical support if needed. Among an array of upsell opportunities, the integrator can handle all badge printing and card administration, assign access rights, print reports, conduct health checks of the access control system, offer service contracts, and much more.
SSI interviewed several installing security contractors whose companies have recently undertaken the transition to offer managed access control. If you’re considering a move into this new service offering, there is much to learn from the shared experiences of these providers.
Overcoming Internal Obstacles Providing managed access control services makes good business sense for multiple reasons, which will be explored in this article. Still, successfully adopting the software-based services model oftentimes entails organizations first overcome significant impediments. This
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