Innovation drives today’s manufacturers to greater heights
Steve Jobs, perhaps the most innovative technology genius of the past 50 years once said that innovation distinguishes between a leader and a follower. That could certainly be said for many of today’s security technology vendors who have stretched the limits of new converged systems to a level never before seen.
Once clunky access control systems that were powered by miles and miles of coax cable are being replaced with wireless and cloud-based technologies and simple cylindrical key locks are being dumped in favor of electrified hardware that can offer audit capabilities. And the ubiquitous access control card that used to offer little more than a magnetic stripe or a strand of cooper wire is being replaced by smart cards that feature high-capacity storage providing advanced functionality that can help organizations stay on top of industry regulations and compliance.
The current breed of security technology manufacturers understands that innovation must be part of their developmental roadmap and they rely on many partners, including other vendors, consultants, A&Es and even their end-user customers to help them achieve their goals. A commitment to innovation requires that R&D be fused into the DNA culture of the company, understanding that upfront investment could pay off in long term profits. A global company like ASSA ABLOY is an example of a security vendor dedicated to that concept.
Since 2005, they have increased their R&D investment by 230 percent, with a record level spend of approximately $238 million, which is equivalent to 3 percent of sales. They have grown the number of product development engineers to almost 1,400, a 70 percent rise. Investments in product development have increased by 90 percent over the past five years, with a sharp rise in the number of development engineers with electronics expertise at our product development and competence centers, in close cooperation with customers and partners.
“A lot of the exciting stuff happening now, as it relates to end users, is based on our understanding of their need for more advanced access control -- but at a better price point. The innovation we put behind our products and solutions is all geared towards giving them what they ultimately want,” says Donna Chapman, Security Consultant Relations and Business Development Manager for ASSA ABOY. “As far as the security consultants, they are specifying more openings in those projects and facilities, and we need to be able to complement the traditional wired opening with electrified hardware, a wireless, wi-fi or POE options if we are required to meet any sustainability requirements. We spent a lot of time advancing innovation for our clients.”
The days when either and integrator or end user brought in a consultant was regarded as a luxury is no longer the case. Securing a qualified consultant to oversee a project from bid to implementation is crucial to a successful outcome for all parties concerned; from the vendor to the systems integrator, and finally the client. But it has become more the norm now that security manufacturers establish partnerships with leading consultants to help them gauge the pulse of the customer. By gaining feedback from professionals in the field, constructing cost-effective, real-life security solutions helps a vendor stay ahead of the technology and marketing curve.
Frank Pisciotta, president of Business Protection Specialists in Raleigh, N.C. and a past president of the International Association of Professional Security Consultants IAPSC) recently shared his view on industry partnerships. “A good relationship can help protect the integrator in many ways. For instance, owners (clients) can be very fickle. One day they want this and the next day they might want something different. If the consultant is there to police that and make sure the proper risk and regulatory requirements have been defined, and that the scope of the project remains within the parameters established at the outset, the vendor can have a successful install – get in and get out and remain profitable. Harmony is required so everyone can make a profit and to have a good front-facing project for the owner. The fact is the consultant will eventually move away from that job, but the integrator and vendor will be servicing the client for another five to 10 years.”
Chapman agrees that without partnerships with other vendors and the consultants, the end user would be the eventual loser. Collaboration greases the skids for every participant.
“Vendor partners like AMAG and others are extremely important to our success. When we are working with an end user or a consultant, we are looking for them to have a seamless experience when it comes to technology. Being able to offer game-changing solutions like panel-less access control enables us to provide clients the best of the best when it comes to software and electrified hardware and access control products to complement the OEM platform,” Chapman explains. “Our role {as a manufacturer} is to educate and be a resource to the consultant and A&E community, so that when they are facing their end user customers they can dissect and explain where all these technologies and solutions fit and help keep them up to speed on trends. It is also our mission to match up consultants with end users who have needs and questions.”
Both Chapman and ASSA ABLOY’s Strategic Business Development Manager James Crowley see the evolution of door hardware being driven by end user requirements and the consultants’ vision of what future needs will be.
“The evolution of door hardware has been dramatic. I remember when key systems were holding specifications. Now every client is asking for more access control that offers them flexibility and accountability. The projects we see going in facilities now are so different than those we specified 10-15 years ago,” Chapman says. “There are compliance issues that are also affecting needs. You have to provide an audit trail for whenever someone checks up on an employee’s personnel record. Try offering that some level of compliance and audit criteria with a key system cylinder. It is impossible.”
The growing need of regulation and compliance accountability has provided new opportunities for access control vendors that didn’t exist a decade ago.
“The current environment of compliance that now exists could not be served with past access control solutions that offered the type of reporting capabilities that were needed. Then beyond that there were a lot of doors users wanted to put access control on but it was just too expensive to pull wire for them. So with the current IP and electrified options out there for access control, you can go from covering about 5 percent of the doors to 20 percent or more,” adds Crowley. “We are heading to a panel-less environment where you have more IP devices on networks and a more mobile world and less traditional controllers that will be sold.
This rapid advance of technology has created this essential bond between consultant and vendor. Consultants are looking to build out projects on tight deadlines and don’t have time to keep running back to the manufacturers every time there is a design change. So educational partnerships between the two are how each learn from each other and eventually provide end users the most efficient and cost-effective guidance on projects.
