Finding RMR at ISC West

Tradeshow presents the perfect opportunity to find alternate sources of revenue generation

Taylor says by using a SaaS solution and leveraging the cloud, customers and dealers win.  “The end user wins by saving thousands of dollars in capital expenditure dollars up front, in maintenance costs over the life of the system and time managing the system.  Dealers win by selling systems that save them money on installation, deployment time and service calls.”

He advises integrators traversing the show floor at ISC West to look for companies that have the ability to sell both access control and video.  “Only the best cloud providers can handle an unlimited number of doors for access and an unlimited amount of video recording.  In addition to access control, you can now create RMR for the life of the video solution as well,” he says.

Moving solutions to the cloud is an undeniable theme at ISC West and Feenics, based in Canada, is unveiling its new KEEP solution, a 100 percent cloud-based access control solution at the show in the HID booth partner pavilion.

“It’s the rebirth of access control,” says Paul DiPeso, vice president and general manager. “KEEP can be used as an on premises installation, hosted by the VAR, or hosted by Feenics, giving the integrator and his customer flexibility in a range of options and menu of services,” he says. DiPeso says the solution requires no proprietary equipment at the edge and is based on Mercury or HID Vertex operating platforms.

Because of the flexibility in which the platform can be deployed and changed at any time, integrators can control and manage their ramp-up time.

“The integrator has a fear of the unknown and we have created a menu of services, pricing options and deliverables to help them adapt at a much faster rate. The ultimate goal is to allow integrators to tap into their ability to gain monthly recurring revenue and turn it into long-term revenue,” he says.

Connected Home/Interactive Services

There’s even a themed “RMR revolution” at ISC West. Napco Security Technologies will focus on interactive services delivered through its Connected Home Dealer Program by iBridge at an industry panel presentation and reception scheduled for Thursday, April 3 from 2:30 to 4:30 in Venetian Ballroom J. Focusing on smartphones, tablets and apps, iBridge gives dealers the ability to easily add Z-Wave devices and change settings, scenes and schedules remotely without a truck roll.  A cloud-based utility program allows dealers to maintain a complete backup for the account's Z-Wave device names, scenes, triggered events and schedules. 

Here are four tips as you traverse the show floor in search of RMR:

  1. Look for scalable, cloud-based solutions that let you add capabilities to your customer’s systems as needs arise or change.
  2. Consider video cameras with embedded analytics that can used for business intelligence.
  3. Find solutions that allow you to proactively address customer needs. For example, devices that can be used to remotely assess system health.
  4. Select manufacturer partners who continue to evolve and have a strong reseller program that works to identify new needs in the marketplace.

About the Author: Deborah O’Mara is the owner of DLO Communications and a security industry veteran. She can be reached at or 847.384.1916.