There are so many considerations when securing an enterprise wide facility with access control. There’s integration and coordination with IT and others who are stake holders as well as risk assessment and systems management procedures. The facility has to be safe yet still accessible and unencumbered by restrictions that effect free movement within.
It’s here that access control can get complex and run deep into layers and levels of security and even incorporate a wide array of technologies including cards, biometrics, proximity and integrated video. At the enterprise there’s also the incorporation of wireless readers and access points and the addition of remote buildings to the mix. There’s often a mix of different types of facilities within the enterprise, for example, a pharmaceutical plant with a warehouse on site and corporate offices at the same location.
Energy management is also a big selling point for users and a great offshoot for systems integrators doing access control. When facilities management can control the environment and save energy and HVAC costs with occupancy sensors and detectors, thermostat setbacks, lighting controls and other methods—end-users suddenly perk up.
It’s within this complex environment that the security reseller has a chance to make a difference. They can offer a wide range and mix of services and earn recurring revenue with managed and hosted access control services and Web-based software and controls. Best of all, it doesn’t have to be an all or nothing approach—they can offer a range and variety of service levels.
Jacky Grimm, Diebold’s director of Security Solutions (and leader of the Diebold Event Monitoring Center) in Canton, Ohio said the enterprise access control market represents additional opportunity for integrators and added value for their customers.
On the enterprise
“People are doing things they’ve never done before in their facilities, like linking with video and tying that to log-on access for computers and human resource systems,” she said. Last year, Diebold began a new program called the Diebold Advanced Dealer Network, opening its Event Monitoring Center to the systems integrator market.
Grimm said that for the most part end-users don’t want to manage the overall access control system and badging, which gives integrators a perfect opportunity to provide these services.
“There’s an element of RMR for the dealer in enterprise access control, and also, the dealer is then constantly connected to the customer when they are providing these services. That’s been a challenge for the integration community--how to stay in front of the customer, stay connected and learn about their environment,” she said.
Grimm said managing enterprise access control takes a dedicated staff and may require more time then the end-user can devote. “It all depends on the customer; some users want to run their own show,” she said.
According to Alan Kruglak SET and senior vice president for Genesis Security Systems LLC in Germantown, Md., with enterprise access control there’s more integration between the facility’s databases, such as human resources and the likes. “The corporate climate is more complex the larger the customer,” he said. “The more integrated the systems, the more complex they are. We have to make sure we are careful of the products we install and develop a strong relationship with the vendor, which helps us ascertain if the system will work as intended.”
In the enterprise security plan, the end-user has to sit down with the integrator and talk about what they want to accomplish, Kruglak said. And, while managed access may be palatable for some of these users, it’s certainly not for all.
“With some large corporations, they don’t want to outsource the access control management,” he said. “They don’t want anyone messing with their network,” he said.
“For these larger corporations and enterprise locations, I don’t see that Web-based services are driving the market.”