The Walls Are Coming Down Between Open and Closed Systems

A major shift is happening in the security industry. Traditionally, there has been a clear line between closed, end-to-end systems and open-platform solutions, but that line is beginning to blur as the market shifts from on-premises solutions to cloud-based platforms.

Cloud-based integrations and open APIs are enabling IoT vendors and IT solution providers to build new partnerships that allow customers to leverage a broader range of devices within previously closed systems, and to enjoy the benefits of the cloud.

While many end-users welcome this change, what does it mean for security integrators when security and IT vendors are growing increasingly integrated? The truth is that the changing technology landscape is providing customers with more options, which means integrators will play an even more critical role in helping them to make informed and impactful decisions.

The Open vs. Closed Debate Is Getting More Complicated

Customers who prioritize keeping their options open and maintaining flexibility have traditionally opted for open-architecture platforms capable of integrating with a wide range of hardware and software solutions. These platforms tend to require a little more technical expertise (or additional help from integrators) to implement and maintain, with manual updates and troubleshooting processes requiring a more hands-on approach. For many, the ability to integrate with a broader range of solutions is critical, and they often prioritize building close relationships with their chosen vendors.

Proprietary solutions offer the convenience of a more homogenous model and, in some cases, a simpler user experience. These solutions provided by a single manufacturer are generally perceived as easier to maintain. While it is true that a single-vendor, end-to-end solution makes patching easier while limiting the potential for misconfigurations and vulnerabilities, this comes at the cost of locking the customer into a single vendor's product line, leaving them with a limited number of solutions and applications.

Still, many organizations feel that a limited slate of options is a small price to pay for more streamlined lifecycle management.

Cybersecurity, however, is a separate issue. For on-premises solutions, devices can be protected behind firewalls or even air-gapped, but as the market has moved toward cloud-based solutions, cybersecurity has become more of a challenge.

Unlike closed, vertically integrated platforms, open architectures are designed to support multi-vendor interoperability, which makes secure onboarding a matter of scalable governance rather than simple configuration.

This is a key reason many cloud solutions adopt an end-to-end approach – when providers control both the devices and the VMS, they can streamline cybersecurity and operational processes. However, these solutions are often sold directly from vendors to end-customers, cutting integrators out of the process and locking end-customers in, thus limiting their choices.

How Cloud Is Breaking Down the Walls Between Open and Closed Systems

Thanks to increased collaboration and co-development among technology partners, it has become possible to create a cloud-based, open, and cybersecure solution – all while remaining friendly to the channel.

As more IoT vendors provide cloud APIs that allow a VMS to integrate at a higher level after the device is securely onboarded, it has enabled more IT device management companies to work more closely with the security industry. This provides an exciting opportunity for integrators to get involved and forge new partnerships with channel-friendly vendors.

It is hard to overstate how significant this shift is. The rise of well-engineered, cloud-based integrations is opening up traditionally closed platforms and allowing them to connect with devices from external manufacturers. This more open foundation means organizations using end-to-end solutions are no longer boxed in by a limited set of options from a single provider, and instead can leverage devices from any number of vendors.

Most importantly, it provides device manufacturers with a way to push updates and patches to their customers without manual intervention, and with minimal potential for disruption.

This creates a significant opportunity for IoT vendors with a platform designed for cyber-secure onboarding and maintenance, including open APIs for partners in the cloud. Device manufacturers that prioritize open APIs and cloud-based integrations will find it significantly easier to build new partnerships and expand into systems that were previously closed, reaching new customers by providing them with the same streamlined user experience they are accustomed to getting from proprietary solutions.

This, in turn, creates a valuable opportunity for integrators to help customers broaden their horizons and make informed decisions about the solutions that are right for them — no matter which vendor they come from.

Why This Is Actually Good News for Integrators

It is important to remember that this has happened before. During the initial shift away from analog cameras to IP devices, there was fear that security integrator jobs would be lost to IT integrators; however, security integrators were quick to learn how to better manage security systems – even if those systems were now largely based on IT switches and software. Far from being left behind, security integrators made themselves an even more essential part of the process, helping customers understand not just where to deploy their devices, but how to more effectively integrate them with other solutions.

The blurring of the line between open-platform solutions and closed solutions might appear concerning to systems integrators who fear their role diminishing as the relationship between device manufacturers and IT and security application providers becomes closer. If cloud-based integration capabilities are enabling third-party device providers to integrate directly with IT platforms, the hands-on implementation and maintenance processes traditionally associated with more open solutions might no longer be necessary. And if any devices can now be managed through a common IT platform, that could well provide less incentive for customers to work with integrators.

Fortunately, that's not the case. If anything, cloud-based integrations are creating more opportunities for integrators. There is still significant common ground between IT providers and security systems integrators, including cybersecurity, overall network performance, and lifecycle management.

While IT providers have their own integrators, security integrators still bring a high level of experiential knowledge to bear in areas like device deployment and situational problem solving. The truth is that security integrators play a critical role, providing valuable insight in areas like recommending solutions for specific circumstances or positioning devices for maximum coverage.

Ultimately, an open system is often an integrator's best friend, and when a device manufacturer has a cloud-based platform for integration into previously closed, end-to-end systems, it creates a golden opportunity for integrators to add value in areas they previously could not access. Integrators remain essential for assembling and integrating solutions from different providers.

Software and hardware integration continue to provide opportunities for integrators to share their insights and expertise, especially with the growing popularity of hybrid architectures that blend cloud services with on-premises solutions. As systems grow more advanced, opportunities for integrators will continue to expand.

With new players arriving on the software side, security integrators once again have the opportunity to expand their skills and engage in new partnerships. Integrators serve as a crucial bridge between manufacturers and end-customers. They help customers identify the right solutions while also helping manufacturers align their solutions with the needs of customers. Manufacturers that engage integrators effectively gain a meaningful advantage over those who dismiss the channel, enabling them to deliver solutions that truly work in practice.

While the convergence of IT and security raises understandable concerns, integrators collaborating with partners who respect their expertise and long-term importance have little reason to worry. With this opportunity to develop new partnerships, cultivate new skills, and expand into new markets, integrators are poised to become more valuable to the security industry than ever.