Silva: "Best Market For Security Consulting Services That I Have Seen In Years"

JH
John Honovich
Jun 22, 2017
IPVM

Michael Silva stated:

Best market for security consulting services that I have seen in years

We asked to him elaborate on what drivers he sees behind this and he noted:

In years past, major news events (Oklahoma City bombing, 9/11, workplace shootings, etc.) tended to drive the demand for consulting. Unfortunately, events like this seem commonplace these days so does not have the same impact.

This time around, it seems to be more about the clients general dissatisfaction with their level of security despite having spent tons of money on technology and manpower.

Also, for whatever reason, clients who seemed to have trouble coming up with money for consulting now have it available.

So what do you think? Is this a general trend or?

JB
Josh Bylsma
Jun 22, 2017
BLUEmark Technologies

I too saw Michael's post on LinkedIn this morning, very interesting perspective. 

To his point, in the past there has been a lot of reactionary responses to security needs, i.e. 9/11, workplace violence, etc.,. However, organizations are now realizing that simply spending money on technology and personal for security is not the answer. 

It appears that the foundational motivation underlying security decisions has shifted from a "we need security" to "we need to do security well". 

Furthermore, I would argue that this is a result of a maturing market. The vast majority of projects over the past 5-10 years have been 'green field', meaning new installations of security technologies and into facilities that had nothing before. By contrast, today's market (mid-enterprise tiers more specifically) are considering upgrades to their current systems and process. Because of this, end-users are being forced to reconcile the fact that simply investing money into systems is not the answer. Technology can only go so far. 

I would push this conversation even further to consider the maturing of the channel, specifically manufactures and integrators. The consumer model of selling technology (sales, low cost, aggressive advertising) will not be sustainable in a mature, sophisticated market. For too long, PhySec has been just another electronic consumer market. Today, and in the future, we all need to move back to what the PhySec market was.

In other words... for too long the PhySec has just been another industry for companies to enter, with relatively low barriers of entry, in which the end-user has had to suffer the cost of the 'trunk slammer' era. 

Maybe we are starting to see a shift away from this.... 

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JH
John Honovich
Jun 22, 2017
IPVM

considering upgrades to their current systems and process. Because of this, end-users are being forced to reconcile the fact that simply investing money into systems is not the answer. Technology can only go so far.

That's an interesting point I had not thought about. Related, this may make things more complex as well, since their is more equipment and legacy equipment to factor in.

JB
Josh Bylsma
Jun 22, 2017
BLUEmark Technologies

More complex for sure. Adapting legacy systems, technology and infrastructure could become a niche vertical.

For example,  the buzz around NTP a couple of years ago. CAT5 could effectively be installed at a lower cost (materials and installation) than RG59 and was sold on the premise of "future proofing". However, we now understand that the older CAT5 installs lack the throughput and infrastructure integrity necessary for new technologies. 

This could further push into legacy support software, for example legacy Windows Server OS versions and SQL. Supporting 3rd party software applications within a security environment can be very complex and difficult, not to mention costly.

There is so much that could be unpacked at this layer alone. 

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UM
Undisclosed Manufacturer #1
Jun 26, 2017

In other words... for too long the PhySec has just been another industry for companies to enter, with relatively low barriers of entry, in which the end-user has had to suffer the cost of the 'trunk slammer' era.

Quoted only to make a point: Any end-user  that has had to suffer the cost of the "trunk slammer" in fact created their own problem. Anytime you are contracting for a service, you should investigate the provider. After 32 years in both the integration business and the manufacturing side, customer ignorance or lack of diligence in the selection criteria has delivered many costly and unsatisfactory "solutions".  Usually on price. So IF price is the only criteria, they have no reason to "suffer" as that perceived pain was totally unnecessary.

Unfortunately from both the perspective of the manufacturer and the integrator, the general security consultancy may not have done as good as job as possible in the specification and evaluation stages of project bidding. Nothing beats quality like a low price.  

 

 

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JB
Josh Bylsma
Jun 28, 2017
BLUEmark Technologies

I agree in part. Yes we can put blame on the end-user for foolishly buying into whatever hype the sales person was pitching them at that moment. And most of us have been on the backside of those decisions, fixing or replacing a bad system/install that ended up costing more than if we did the work right up-front. 

My point was more specific to the fact that many, unqualified integrators are entering the market. Great example, the recent IPVM post of using Amazon installation service for cameras. Anyone with a wire stripper, ladder and a truck now becomes an integrator. 

I would push this even further by stating, manufactures that have allowed anyone to buy and re-sell their technologies and products have added to this as well. I once was talking to a prospective integrator, while I was a SE. He had a couple of my cameras and wanted to test them out. He called asking for some help, so I obliged. As we got into the phone call I asked, what was the subnet of the server. He replied, "what?". Ok, what is the IP address, "how do I find that". I ended the call. 

The PhySec industry is pushing hard into the DIY/consumer market, Hikvision being a major contributor. This has lowered the barriers to entry, increased local competition and allowed the the integrity of the industry to be compromised. 

From a consultant perspective. Yes, I do agree, if I understand you correctly. Many "security consultants" are working off technologies and boiler plates that are 10 years old. Last year, I had a consultant tell me that we did not meet spec because we where not based on Windows Server 2003. I reply'd, "even Microsoft doesn't meet that spec". 

Manufactures, integrators, distributors, consultants, all of us, must raise the bar. Require more of ourselves to deliver the proper solution to the customer. To the point of the discussion... it is not surprising that there a subtle shifts in the end-user segment of the market. A lot of bad money was thrown into "security" with little thought on why and for what purpose. And we (I include myself) integrators and manufactures where all to quick to oblige. 

 

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Avatar
Richard Lavin
Jun 22, 2017
Salas O'Brien • IPVMU Certified

Two market segments that we are seeing a noticeable increase in clients hiring us for security design services are houses of worship and mixed-use residential/retail.  Previously, in those market segments, we were typically only being hired for architectural acoustics, AV and structured cabling scopes.  In the past few years, most of those projects now also include security scope.

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JB
Josh Bylsma
Jun 22, 2017
BLUEmark Technologies

Being personally involved in the security at my church, HoW are definitively a growing market segment with greater concern over security and safety. The FBI even issued a warning last year to church due to threats during holidays. 

With the increase in mega-churches, large numbers of people congregating in a single location, mixed with children to physically limited, elderly, within an environment that seeks to be open and welcoming, creates a prime soft target. 

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