“These steps require formal education, on-the-job training and experience by trial-and-error learning,” he continued. “In addition to being a top management drive, the company needs to have specific plans to do IP business; measure IP performance and discuss IP performance in management meetings. In addition, integrators will need to assure supervisor-to-contractor dialog or management and employee discussions on IP as well as put incentives in place for those technicians who develop and promote IP competence.”
Another important part of success in the IP surveillance market will be directly related to the formation of alliances, according to Pierce, a head researcher on the LUSAX Security Informatics research project. Pierce said the security integrator can successfully grow their business through strategic alliances.
“Alliances and inter-firm collaboration require a great deal of attention and careful thought but are worth consideration,” Pierce said. “An alliance requires significantly less upfront costs; can produce the same growth results without overhead expenses; and with the right contracts, can be dissolved if it is not productive,” he added.
Teaming up with a partner also offers the following:
- Expands the size, skills and scale of your business,
- Expands the market reach and penetration,
- Adds technology skills or services,
- Expands your customer reach,
- Opens networks of resources,
- Creates a forum for knowledge sharing.
“Alliances are an inevitable part of the future,” Pierce continued. “As technology converges and systems and services run on the same networks and same communication protocols using IP, customers will expect you to work in unison with other technologies and service providers.”
The competitive edge you desire is here in the IP market. You haven’t missed the opportunity yet. The time to start is now, not later.