Sage Conversations: Integrators Face a New Business Model

I was asked to write about my conversations with attendees of ASIS 2012 ( My comments focused on:

The emergence of the cloud and the readiness of the channel

The burden of the legacy of old industry business models on current behaviors

Network intelligence and network operations and the impact on solutions

The market demand for analytics and the inability of the market to respond

The lack of capitalization and investment by the channel in their future

The conversations I had were not limited to security professionals. There were a number of discussions with business consultants and investment companies. They were looking for an opportunity. And the five areas cited appeared to be a gap waiting to be filled.

Research firm Frost and Sullivan and their analyst, Krzysztof Rutkowski, commented in July of this year:

“The majority of security integrators are focused on solutions they are used to and their unwillingness to learn information technology and implement software products is restraining the PSIM market,” explained Rutkowski.

Frost and Sullivan believes that PSIM (Physical Security Information Management) is a potential $3 billion market during the next 10 years. But PSIM cannot get traction because of the unwillingness of integrators to learn information technology. As one consultant said: “Are they really trying to make it easy for non-traditional companies to enter our space?”

The opportunity is there for integrators and their partners. Send me an email at and let’s have a Great Conversation about this topic.



Ron Worman is the founder and managing director of The Sage Group,