Security 101 CEO Greg Daly on Driving Scalable Growth and Service Excellence

Evolving technology and market forces

From your perspective, what are the most important trends shaping the security integration business today?

The security tech landscape is evolving at breakneck speed. Integrators are at the center of this transformation, helping clients understand and apply new technologies.

AI is being used in video analytics, predictive maintenance and behavioral analysis. It’s no longer a buzzword, but a practical tool. Hybrid cloud models are gaining traction as many clients blend on-prem control with the scalability of the cloud. Integrators need to help strike the right balance between cost, control and flexibility. Mobile credentials are rapidly replacing access cards and fobs. They’re more secure, support biometrics and offer sustainability perks.

Physical security and IT are merging, requiring integrators to understand network security, data management and compliance to stay relevant. Open architecture is now a must-have as clients demand interoperability across platforms and vendors. Meanwhile, the shift to recurring revenue models, like SaaS, HaaS and DaaS, is reshaping our business. Integration is now about delivering ongoing value, not just installing hardware.

What challenges do integrators face as they balance customer expectations, new technologies, and business profitability?

Clients expect more than ever. They want customized solutions that integrate with existing tech stacks, around-the-clock support and measurable ROI from their security investments.

At the same time, the pace of innovation is relentless. AI, cloud, IoT and mobile are advancing rapidly, requiring constant upskilling and vendor evaluations.  An integrator must embrace the pace of innovation and partner with clients to ensure new technologies and associated refresh cycles are proactively addressed.

A keen focus on retaining and developing skilled technicians and engineers is required.  Today’s projects are increasingly more complex. Multiple stakeholders, long sales cycles and strict compliance requirements add layers of difficulty. Transitioning to managed services also requires new capabilities and client education.

Balancing growth, innovation and service

As cloud adoption accelerates, what should integrators and end users be mindful of when making this transition?

Data security and privacy are critical. Cloud platforms introduce new vulnerabilities, so encryption is essential. Compliance with GDPR, HIPAA and CCPA can’t be overlooked.

Hybrid cloud often strikes the right balance, but it’s not a one-size-fits-all solution. Clients need help evaluating the right architecture for their needs. Cost control is another consideration. Usage-based billing can add up quickly, so forecasting tools and tiered plans are essential.

Legacy systems often lack seamless integration with cloud platforms, which is why open architecture and API support are crucial. Training is also key. Not every team is cloud-ready, and knowledge gaps can derail otherwise promising transitions.

Where do you see the greatest opportunities for recurring monthly revenue (RMR) growth in the industry?

RMR is growing as integrators complement the traditional model with service-based models. We see the most promise in managed services like remote monitoring, diagnostics, health checks and firmware updates. Cloud-based access control and video surveillance are cost effective and align with modern expectations.  These solutions can be purely accretive to the traditional on-prem model.  Which only helps an integrator diversify the revenue base.

SLAs and maintenance contracts build trust through guaranteed response times and proactive service. Mobile and remote access are now standard expectations, giving clients control at their fingertips. AI-powered analytics turn security systems into business tools. Equipment leasing and HaaS models shift clients from CapEX to OpEx. Furthermore, SaaS platforms offer scalable, margin-rich solutions that are often bundled with support services.

Security 101’s path forward

How has Security 101 evolved in recent years, and what does the company’s next phase of growth look like?

Security 101 is on the move, and fast. Over the past few years, we’ve evolved into a major force in the commercial security integration world. Our growth strategy has included a thoughtful combination of franchise support, strategic acquisitions and operational enhancements that open new doors across the U.S. and potentially into broader North American and European markets.

We’re doubling down on relationships with national and global clients, aiming to deliver scalable, high-quality security solutions without losing the boutique-style, concierge-level service that defines our brand. We’re also investing in technology and operational systems that allow us to grow with the industry, while continuing to hold tight to our core values of integrity, accountability and what we proudly call “fanatical” customer service. In a market full of consolidation, that kind of cultural continuity is rare and powerful.

How would you describe Security 101’s approach to the market today, and what sets the company’s strategy apart in terms of customer engagement and service delivery?

We’re delivering national scale with local ownership. Our hybrid corporate/franchise model allows us to tailor our services to regional needs while maintaining national consistency and accountability. That’s a rare combination in this industry.

We don’t just install systems; we align our solutions with the client’s business outcomes. Through regular cadence calls and Quarterly Business Reviews (QBRs), we stay aligned and ensure continuous value. Fanatical customer service is in our DNA. Open architecture and outcome-driven integration help us transform operations, not just infrastructure. Our marketing, messaging and enablement all reflect this focus.

What lessons from your leadership journey might resonate with other executives or integrators navigating growth and change?

Lead with clarity and purpose. A shared mission unifies teams across locations. Embrace change but protect culture. Our values have stayed constant through our transformation.

Build scalable systems early. Growth without infrastructure leads to bottlenecks. Invest in people and partnerships. Success comes from empowered teams and strong vendor relationships.

Stay close to the customer. The best insights come from the field, not the dashboard. Think long-term and act proactively. Anticipating change puts you ahead of it.

Looking ahead, what qualities or strategies will define successful integrators over the next three to five years?

Successful integrators will need technical agility, mastering AI, hybrid cloud and unified platforms. They must be able to customize and adapt to complex vertical needs. RMR-centric business models built around managed services, SaaS, and HaaS will provide stability.

Deep collaboration with IT will be essential as security and tech environments converge. Operational excellence and consistent execution across markets will define trust and scalability. Relationship-driven engagement will matter more than winning RFPs. And the best integrators will be talent-focused, empowering professionals who represent the brand with skill and integrity.

At Security 101, we’re focused on leading in all these areas, because that’s what it takes to deliver security that truly scales.