Future trends – Adam Stroud, CEO of Paxton looks at the impact of integrated technology in the mid-market

28 May 2015

There are many hugely powerful and feature-rich security systems out there.  Often these systems are designed to fulfil the requirements of very large projects and enterprise-level installations. Even if the system didn’t start out that way, it often ends up becoming bloated with many specialised and project-oriented features.  The allure of high value contracts is too strong to resist! Adam Stroud, CEO of Paxton looks at the impact of integrated technology in the mid-market.

Introduction

There are many hugely powerful and feature-rich security systems out there.  Often these systems are designed to fulfil the requirements of very large projects and enterprise-level installations.  Even if the system didn’t start out that way, it often ends up becoming bloated with many specialised and project-oriented features.  The allure of high value contracts is too strong to resist!

While many regard more and more features as only being a good thing, the associated complexity can often lead to unsuitability for the mid-market.  The truth is that the vast majority of non-residential buildings fit into the mid-market category, and are not large projects.  While the large projects dominate the industry news columns, the greatest revenue potential lies within the unsung mid-market.

Making advanced security systems practical and relevant to these types of buildings is essential to the development of the security industry.  Paxton has a track record in this area.  In fact, I would go so far as to say that doing this has been a major part of Paxton's long term success, allowing us to more than double the prevailing market growth every year for the last 20 years.  

Success in the mid-market

Firstly, what is the mid-market?  Schools, gyms, shops, factories, offices, warehouses and much more.  In access control terms, anything from 1 door to 50 doors.

Some assume that the only requirements for being successful in the mid-market are affordability and a reduced feature set (masquerading as simplicity). This is not correct.

I would say the key to success is accessibility to the customer. That means the local security installer, who the customer is likely to already have a relationship with, must be primed to recommend and install the system. To achieve this, installer training courses must be readily available, the system must be simple to sell, install and use (easy to say, difficult to achieve). The pre and post-sale support must be first-class including telephone support, on-site support and returns policies.  All of these things are flags waved by many manufacturers as 'standard offerings', but to really do them properly requires massive investment and commitment.  The whole of Paxton is geared towards this and that's what it takes.

Implications for the future

Customers are demanding ever more from their security systems.  Quite right too.  In most other areas of technology the pace of change is frenetic, with products evolving and improving faster than ever before.  In terms of buildings, it is no longer satisfactory to have multiple systems being administered and managed separately.  Today's buildings must be more secure, convenient and energy efficient.
 
The security industry currently satisfies the customer's requirement for cross-functional systems by facilitating integration.  This 'pick and mix' approach, while very suitable for large projects, is not right for the mid-market.  The hassle associated with selling, installing, using and maintaining separate systems is enough of a turn-off on its own.  Add to that the complexity of getting systems

to talk to each other, and then do something useful is the final nail in the coffin.  As far as supporting the integrated mega-system, good luck.  We recently conducted a survey of 1,400 Net2 sites.  Even though around half of all these sites had some type of video surveillance in place, only 1.6% of all the Net2 systems were integrated with video (despite supporting integration to all the market leaders).  This sobering statistic demonstrates the failure of the integration approach to penetrate this part of the market.

I believe that the requirements outlined above will give rise to a new breed of 'building intelligence' systems offering cross-functionality in a single system.  Why incur the cost and effort of installing several systems when the technology available today provides more than enough performance for a single system to achieve multiple tasks?  Why add the complication of multiple systems when a single building intelligence system can satisfy your requirements?  Why rely on multiple manufacturers that provide a limited subset of integrated functionality when you can get a truly cross-functional system from a single supplier?

One thing is clear, there is certainly a place for the existing 'integration approach' and in many instances, it is the best solution.  However, if integrated functionality is going to penetrate the mid-market, then it needs to be provided in a single package and work out of the box.  That's building intelligence.

Paxton House
Home Farm Road
BN1 9HU
Brighton, East Sussex
United Kingdom

Paxton Introduce new Net2 Entry Premium Monitor at IFSEC International
Product News

Paxton Introduce new Net2 Entry Premium Monitor at IFSEC International

Paxton, the UK market leader of electronic IP access control and door entry equipment will showcase the latest addition to its video door entry system, the Net2 Entry Premium monitor at this year’s IFSEC International, taking place at ExCeL London, 19-21 June.

Read more

Paxton Introduce the Net2 Entry Premium Monitor – Elegant. Intelligent. Secure.
Product News

Paxton Introduce the Net2 Entry Premium Monitor – Elegant. Intelligent. Secure.

Paxton, the UK market leader of electronic IP access control and door entry solutions, has announced the launch of the Net2 Entry Premium Monitor, the latest addition to its award winning door entry system.

Read more

Paxton Announces New Sales Account Manager For the UK
Product News

Paxton Announces New Sales Account Manager For the UK

Paxton has appointed Richard Broomhead as Regional Account Manager for the Greater North London area and Northern Home Counties of Essex, Suffolk, Hertfordshire and Buckinghamshire.

Read more

Paxton ranked in the FT1000 – List of Europe’s Fastest Growing Companies
Product News

Paxton ranked in the FT1000 – List of Europe’s Fastest Growing Companies

Paxton, the UK market leader of electronic IP access control and door entry solutions, has been ranked in the inaugural Financial Times 1000, which compiles the list of Europe’s fastest growing companies.

Read more

Paxton Introduce Net2 Entry Touch Panel – Smart, Simple Door Entry with a Premium Touch
Product News

Paxton Introduce Net2 Entry Touch Panel – Smart, Simple Door Entry with a Premium Touch

Paxton, the UK market leader of electronic IP access control and door entry solutions, has announced the launch of the Net2 Entry Touch panel, the latest addition to its award winning door entry system.

Read more

Net2 Provides Secure Integrated Solution with Student Management for Marino Institute of Education
Product News

Net2 Provides Secure Integrated Solution with Student Management for Marino Institute of Education

Marino Institute of Education is a unique third-level education environment based in Dublin. The campus comprises the College of Education, the Conference Centre and other continuing professional development and support services. 

Read more

International Access Control Leader, Paxton, Launch in Scandinavia
Product News

International Access Control Leader, Paxton, Launch in Scandinavia

Paxton, the global brand of electronic access control and door entry systems has expanded into Scandinavia, bringing its smart network of security solutions to the region’s security installers and system integrators.

Read more

Paxton Net2 Access Control Integrates with Llama Consulting’s Visitor Management Software, LlamaNET
Product News

Paxton Net2 Access Control Integrates with Llama Consulting’s Visitor Management Software, LlamaNET

Paxton, global designer and manufacturer of electronic access control and door entry systems, has announced the integration of its networked access control system, Net2, with Llama Consulting’s visitor management system, LlamaNET.  The integration provides simple multi-platform access management for registered users, enabling them to request PIN codes for visitors via their mobile phone.

Read more

Paxton Net2 Access Control Integrates with Milestone XProtect Video Management Software
Product News

Paxton Net2 Access Control Integrates with Milestone XProtect Video Management Software

Paxton, the UK market leader of electronic IP access control and door entry solutions has announced the integration of its networked access control system, Net2, with Milestone Systems’ newest video management software (VMS). The integration allows the user to display access control events and monitor video surveillance cameras from the, Milestone XProtect Smart Client. 

Read more

Paxton Net2 access control integrates with Intreba’s visitor management system, Arke
Product News

Paxton Net2 access control integrates with Intreba’s visitor management system, Arke

Paxton, the UK market leader of electronic IP access control and door entry solutions has announced the integration of its networked access control system, Net2, with Intreba’s visitor management solution, Arke. The integration provides a personalised and user-friendly service to fulfil differing visitor requirements at various sites. 

Read more

Paxton Net2 access control integrates with Thinking Software’s evacuation monitoring system, MUSTERD
Product News

Paxton Net2 access control integrates with Thinking Software’s evacuation monitoring system, MUSTERD

Paxton, the UK market leader of electronic IP access control and door entry solutions has announced the integration of its networked access control system, Net2, with Thinking Software’s evacuation monitoring solution, MUSTERD. The integration will provide a user-friendly interface to manage the safety of people in a building more easily. 

Read more

Paxton Rise 21 Places in the Sunday Times HSBC International Track 200
Product News

Paxton Rise 21 Places in the Sunday Times HSBC International Track 200

Paxton, the UK market leader of electronic IP access control and door entry equipment, has been listed at number 154 in the 2016 Sunday Times International Track 200.

Read more

Paxton Net2 Access Control Integrates with Dahua Video Integration Platform
Product News

Paxton Net2 Access Control Integrates with Dahua Video Integration Platform

Paxton, the UK market leader of electronic IP access control and door entry solutions has announced the integration of its networked access control system, Net2, with a leading manufacturer of professional security and surveillance equipment, Dahua. The integration will provide a user-friendly interface to manage building security more easily.

 

Read more

Paxton to Exhibit Innovative Product Range at IFSEC International
Product News

Paxton to Exhibit Innovative Product Range at IFSEC International

Paxton, market leader of electronic IP access control and door entry equipment, will exhibit its innovative product range at this year’s IFSEC International, taking place at ExCeL London, 21-23 June. 

Read more

Aéroport de Cherbourg Maupertus conforms to new civil security obilgations with Net2 access control
Product News

Aéroport de Cherbourg Maupertus conforms to new civil security obilgations with Net2 access control

According to new civil security obligations enforced by European legislation in 2015, airports which are near either a military base or nuclear power station are required to install access control to secure the site. Cherbourg Airport is situated in close proximity to a naval base that builds submarines and a new European pressurised reactor at Flamanville, which requires the airport to adhere to these new legislations.


Read more

Paxton Net2 Access Control Integrates with Hikvision Video Integration Platform
Product News

Paxton Net2 Access Control Integrates with Hikvision Video Integration Platform

Paxton, the UK market leader of electronic IP access control and door entry solutions has announced the integration of its networked access control system, Net2, with the world’s leading supplier of video surveillance products and solutions, Hikvision. 

Read more

Paxton Fundraising for Worthing Hospital Neonatal Unit
Product News

Paxton Fundraising for Worthing Hospital Neonatal Unit

Paxton, the UK market leader of electronic IP access control and door entry solutions has announced a number of fundraising commitments for 2016.

Read more

Paxton identified in London Stock Exchange’s ‘1000 Companies to Inspire Britain’
Product News

Paxton identified in London Stock Exchange’s ‘1000 Companies to Inspire Britain’

Paxton has been identified as one of London Stock Exchange’s 1000 Companies to Inspire Britain. The report is a celebration of the UK’s fastest-growing and most dynamic businesses.

Read more

Video-Surveillance and Access Control: Successfully Secures Boucheries Nivernaises in Paris
Product News

Video-Surveillance and Access Control: Successfully Secures Boucheries Nivernaises in Paris

The Boucheries Nivernaises is a chain of butchers located across Paris. Founded in the 1950s by Jean Bissonnet, the group now has five sites, including the prestigious shop on the Faubourg Saint Honoré. The company deliver across France and even supply meat to the French President, François Hollande.

Read more

List your business for free

Create a business listing on the UK's leading security and fire directory

Get the IFSEC Global newsletter

The latest security and fire news, trends and insights

Close
FOR MORE INFORMATION CONTACT PAXTON ACCESS LTD
* Oops!
* Oops!
* Oops!
* Oops!
* Oops!
I have read, understood and consent to your Privacy Policy
* sorry this is a required field
MESSAGE SENT!

Thanks for using IFSEC Global Directory,

Your enquiry has been sent to the selected companies, they will be in contact shortly.