Channel Development in the Physical Security space has become more oriented to digital technology and solutions over the past few years. Physical Security in the past was thought of as access control and fences with the occasional camera thrown in. Ten years ago cameras got more pronounced in applications but without the web based connectivity they now can offer. Biometrics concepts are popular but still waiting for the right systems integrator and channel outlet to pull it all together. The entire marketplace for channels in this space is going through some profound changes. Physical Security integrators have largely come from roots in IT or actual barrier type security such as access control, alarms or fences. Over time channels and integrators with video experience have emerged. This was largely pre 9/11. Today’s post 9/11 environment places a set of threats in play that can only be addressed by groups with embedded applications background. This is because the skill sets required to integrate cameras with sensors , wrap in biometric analysis, deploy sensors such as seismic, acoustic , magnetic and correlate with ground based radar are not the usual skill sets found in the commercial space. On the other hand the DOD side hasn’t had a successful track record in being nimble enough to address application areas in critical infrastructure or border surveillance. The big drawback being despite much rhetoric funding has been very hard to identify and compete for. With all this as background I believe you can identify channel and integration players in physical security to fall into these categories. I have also given examples of each in order to better frame the discussion.
Tier One : Large Well Known players
Boeing
SAIC
DRS Technologies
Tier Two Wackenhut Securitiy
Tier Three Regional Systems Integrators
Bearcom
Secure USA
Various individual component companies in the physical security space making cameras, sensors or all types , biometric software, handheld devices , etc. have their own channels and integrators they use as force multipliers to pursue opportunities . This model is not uncommon in the embedded space and before that in the era of the minicomputer the same dynamic was in play. The common ground seems to be every time an area reaches critical mass and turns from combinations of small boutique firms to larger entities it is driven by amalgamation of technology via mergers & acquisitions. I believe and predict that trend is upon us now in the physical security space. I see going forward that old line companies with customer facing relationships will start buying companies that have enabling technology and can help them offer a richer solution set. My experience has been in developing contacts and driving collaborative projects through various methods with all three tiers. I have the application depth and personal rapport to communicate at the top and to the technology factions within each group. The result has been gaining collaboration in projects ranging from border security to critical infrastructure protection and related law enforcement applications.
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