I disagree that Hik will take over the access control market or even become a major player. The access control (EAC) market is a very different than the video surveillance market. Simply assuming that a low cost solution is the answer to becoming a dominate player is a limited perspective, as there are already many low costs, EAC solutions that have yet to make significant dents to the market.
First, I state this as one with experience selling EAC platforms across the US and Canada. from closed proprietary systems to open, Mercury based systems. In general, integrators are less likely to switch EAC platforms than they are video platforms. There are several reasons for this:
- Training techs on new EAC platforms is costlier, in both the training required as well as the loss of productivity in the field. EAC is more complicated than its big brother, video surveillance. This has been proved out many, many times I have talked with integrators and even here on IPVM. Lenel is listed as one of the most “disliked” EAC platforms available, yet they are still a major player. When talking to Lenel partners, the reason they do not change… cost of on-boarding a new product.
- System integrators that have a well-balanced EAC and video surveillance business structure, are usually well established, legacy integrators. They have a strong influence on local RFPs, consultants and customer bases, meaning that uprooting an established EAC brand in a region will take years.
Second, there have been other, great low cost options in the market for years. A great example is infinias (I used to work for them). A great product, PoE powered, low cost, video integration options… etc. While they have some traction, they have never been able to become the “break-out” product that they should have been. Infinias is not the only option, there are others. Cost alone will not be a driving factor.
Third, video guys cannot sell EAC. (I know some video guy is going to argue this point) EAC is a technical sale, video is a sexy sale. In-other words, just because Hik has an extensive distribution, RSM and dealer network, does not mean they will be able to sell EAC. It is especially difficult to sell a rip-n-replace of EAC.
Example: Show the latest 4K camera with WDR against an old Pelco Spectra… easy sale. Conversely, what does a new EAC system do… opens the door just like the current one. This point is especially pointed with the Hik solution as they are not offering anything new, super secure or even exciting as it relates to the EAC market.
Forth, open must be the further of EAC. We can debate this for years, and I do have feelings on both sides of this argument, however the point has been well established in the industry and by major end-users… must be open! End-users hate getting locked into technologies, the cost of an EAC upgrade can be very high. Open platforms, such as Mercury and HID, provide the flexibility that end-users want.
I will concede that the Hik offering will gain some traction, indeed with existing Hik dealers. However, a dominate player in the US market, I highly doubt it. The EAC market is not like the video market. I have a lot more I could say about this point alone, but my post is already way to long.