The Biggest Hurdle to PSIM Adoption: Integrators?

This article originally appeared in the July 2012 issue of SD&I magazine

Sage has been monitoring the conversations around Physical Security Information Management (PSIM). Much of the conversation focuses on the lack of traction PSIM is getting in the marketplace. A variety of reasons have been cited for this lack of market adoption:

  • Too expensive
  • Lack of standards from the industry and the technology vendors
  • Lack of cooperation and collaboration among technology vendors (‘Buy my API’ is not collaboration)
  • PSIM Education and Training (Business Model, Risk, and Technology) not generally available or utilized by the integrator and consultants—they can’t sell it or implement it because they don’t understand it.

The last one is interesting. Many security executives, industry pundits, and technology vendors complain that the consultants are not knowledgeable enough to specify and the integrators are not knowledgeable enough to sell, architect (development engineering) and deploy.

 

Ecosystems and solutions

Market ecosystems have sellers, influencers and buyers. The ecosystem works best when buyers have the motivation of pain or business value. These buying triggers can be monetized by sellers once the value proposition can be quantified. Influencers can come from a variety of sources such as media, analysts, regulatory bodies and industry associations. If these are all working from the same value premise, your market thrives. Sellers and buyers are pulled into a conversation through the future promise of value.

Today’s PSIM market is still a ‘push’ market. The market agents (buyers, sellers and influencers) have not fully bought into the value or the approach and, therefore, have shown little interest in investing.

The ultimate leverage point for PSIM begins with risk: the profile, the value basis, the critical information needed to form a response and the protocols to ensure the resilience and security of the organization.

 

Ron Worman is the founder and managing director of The Sage Group, www.the-sage-group.com.

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