Biggest Problems Selling Access Control 2020

Published Oct 29, 2020 14:38 PM

Access control can cause integrators big headaches. What practical issues do they face selling and installing them?

IPVM Image

~200 integrators told us the biggest problem they face when selling electronic access control and why those particular problems are so significant.

In this report, we examine the trends with the key factors that apply.

Key ******

***** **** *** *** ******** *****:

  • *** *********
  • ***** ******** ********* ** *** *** Integrate
  • *** *****, **** *****, *** ********** Parts
  • ******** *********/************* ****

****** ** ******* **** ** ***** problems, ********* ********** ******** *** ********* what **** ******* *** *** ****** of *** ****** ******* ******.

Most ****** ******: *** *********

****** **% ** *** *********** **** out **** ***-***** *** ************ ********* by ******-****-******** ********* *** ******. **** 'top' ******* ******* ** *** ******* from*** **** ******.

*** ****, *** ******* ********* *** customers **** *********** ************ ** *** budgeting ****** ** *** *** *** access ******** **** *** ***:

  • "******* *****. ****** *** ******* ***** when ****** ********* ***** *** ******** locking ********."
  • "*****. ******* *** *** ********* **** high ***** *** **** *** **** access *******."
  • "***** **** ****"
  • "****** ** ******** * ******** **** it's *** **** * "*** ***********", because **** **** **** ** ** that *** **'* *** *** *********."
  • "**** *** * ****** ******. ** can ** ***** ***** ****** *******, but *** ******* *** *** ***** of *** *********** ** ********."
  • "******. ********* *** ****** ********* **** procurement ******, ********* ***** *** ****** looked **."
  • "****. ****** *** ****. ******** ***** access *******. **** ***** **** ** on ***** **** ** ***** ********. However **'* **** ********* ** * per **** *****. * ***'* *** that ****** ***** **** ******* ** the ****** ** ********** *** ***** involved. * ***** ***** ** ***** to ** * **** ** ***** wireless *****. *** *** ******* *** it ** *** *********** ****. *** the ******* ** **** *** *** tough ****** ** **** ** ** the ********** ***********. ************* **** *****'* stop ********* **** ******* **** **** space. *** *** *** **** **** purchasing ****."
  • "*****. ****** **** **** *** ******** option."
  • "**** - ****** ***** **** *** do * **** *** ***** $**, and *** *** *********. - ******** get ****** **** ** * ******, or **** **** ** ******* ********* and ********* ********."
  • "** *** **** ***** *** **** the ******* ********. **** ********* ********** if **** *****’* ***** **** ***** before ** *** ********** *** **** is ******** ** ****** ******** *** why ** ***** ** $** ** $3000 * **** ** ****."
  • "**** ******* ** *** ****. ****** expect ** *** *** **** ***** of * *********** ******* ***** *** their ********** ****."
  • "*****, *** ***** ***********, * *** of ****** ********* *** *** ***** prices *** ****** *********."
  • "**** ** *** *** ****. **** people **** * **** **** ****** the ******** ** * **** ****** system."
  • "*******. **** ********, ******* *** ***** high ******* ******** *** ******** ************ by ***********. ****** ** ******* *** they ****** ** **** *** ******* quote ** **** **** ***** ** the **** ***."
  • "**** ** ***** *** ****** *** issue. ***** *** ****** ********** **** to *** **** *** **** ** the ***** ******** **** ******* ** access *******."
  • "****. ******* ****** *** *****."
  • "****** ****, ********* ***'* **** ** spend * ***** ** ***** ***** now."
  • "****. **** ********* **** * *********** idea ** **** ****** **** *** when **** *** ****** **** ********* try ** **** *** ********* *** will ** ** *** ***** ********* idea ** **** ** ****** **."
  • "*****. ****** *** ****** ******* ** how ********* ** ** ******* ** looks ********** ****** ** *** *** user. **** ***'* *** *** *******, head *** ********, ***. * ***** they ******* ** *' ***** ******* the ****** *** *** ****..."
  • "**** ** *** ****. *** ***** don't ***/********** *** **** **** **** in ** ******* *** ******* *** an ****** ******* ****."
  • "******* ****. ***** *** **** ** high *** ******** ** ** ** right **** *** ******* ********."
  • "****...***** *** **** *** ***** ** costs *************. ********* ***** ****** # of *** ***** ***** ** ******* and ***** ** ** **** ***** locks ***** ** **** *********."
  • "*** ******* ******* ** ***** *** cost *** **** ** ******* ****** control. "
  • "*** **** ****** ***** *******."
  • "**** ** ****** ******* ** **** so ********* ** ******** ******* ** go *** *** **** ******."
  • "********* **** ***** ********* *** *** proposing ***** ******* *** **** *** poorly *********, ** **** ***** ***** sorting ***** ********* ******* ***."
  • "*****. ***** *** ** **** ******* out *****, ****** *** *** *********** the *************, *** *** ******** ** uphill ******."
  • "****** ********* ** ***** ***** *** wanting ** *** ******* ******* ** bringing ******* ** ****. **** ** cheap *** **** *** ***** *** safe."

**** *** ******** ***** ********* **** Expensive

*************, **** *************/**** ******* ************* **** ********* **** ************* hardwired ****** *****.

************ ** * ****** **** **** installation *****, ******** ******* ** ***** can **** ******** ** **** ** avoiding ***** ********* *** ***** **** costs ** ********:

  • "****** *** ***** ** ***** **** they **** **** ****** ***** ******* $2,500-$5,000 *** ****. **** ** *** the **** ***** *** ******* * lot ** ****** *** ********. **** is ***** ** **** ** * hardwired ******** ******* * **% ******* is ***** *******."
  • "* ***** ***** ** ***** ** be * **** ** ***** ******** locks. "
  • "******* *** **** *** ********* ***** enough ** *** *******. **'* ******, because ******** ***** ***** ***** * little *** ** **** *******."
  • "**'* ****** ** ***** *** ********* as *** *** *** *** ****** to *** ***** *** ******* ********* above *** **** ** ** ********** However ********* ***'* ******* **** ******** when ** ***** ** **** ~£** a ***** *** ******** *** ** £500 ********* **** *** * *** easily ******* * * *** ** the **** ****"
  • "******* ********** ******** ********* ** *** box ******. **** ****** **** **** they *** *** * ******* *********** handset ** ******** ** * ****. Until ********* ***** ** ********* *** they *** ***** ************* ******** ******** in ******."

Dated ******** ********* ** *** *** *********

******* ****** ***** ********* *** * lack ** ********* ************ ******* ******* and ** ******* ***** ********* ** cumbersome *********.

** **** *****, * ***** ******** platform ***** **********-****** ******* (*.*.: ***** or ******), ** ** *** ******* extended ********* ***** ** ** ***** tasks (********** *** ************ ********* ** one *******).

******* ******* ************ **** ***** ******* can ***** * ***** **** ******, as *** ******** *** ******** ** look *** ********* **** ***'* *****:

  • "********* ******* *** ********** ********** *** better *********** **** ***** *** ***** systems *** ***** ***** **** *********** outdated ******** *** *** ***** **** to **** ** **** *** ******* to ******* *** *** ******* *** hardware."
  • "*********** **** ***** ***** ******* ** we ** *** **** **** ******* with ***** ***** ******."
  • "**** ***** ********* ***** ***** *******. Legacy ******* **** ******* ** ****** more ********** ********* *** ***** *****."
  • "***** *** **** *** ******** **** can **** ********** **** ***** ******** and **** ******** *** ******* ******* rather ****** *** ****** ** *****."
  • "**** *********** **** **********."
  • "******* **** ** ***, ********* ******** for *** **** ****."
  • "****** ******* ****** ******** ** ** very ****. ******* **** ******** **** much ****** **** ********* ****** ******* and ***."
  • "*********** ******** **** ******* ******* *********, difficult ********* **** *** ******** ** offered ** * ******."

*******, ******** **** ****** ******* ******* *********** ************ ***** *** ****** ** *********** so **** ****** ** ****** **** an ***** *** ********, *****-**** *******.

*** *****, **** ***** *** ********** Parts

**********, *********** ***** *** ******* ** dealing **** ***** *** **** ******** that ** ******, ****, *** *** working ********.

** ***** *** ********** ****** ******** to ******** ****, ********** ************ **** to ** ***** *********. ***** **** doors/hardware ** ***** ********** ** ****** or *** * **** **********, **** integrators **** ******* ***** ***** ********** in **** ***** ** ********* *** biggest ********:

  • "******** *** **** ** *** ** always **** ** **** *** **** where *** ***** **** ********** *** have *** **** ******* **** *** falling *****."
  • "* ***** ****** **** *** ** the ********* ** *** ******* ** reviewed ** ****** *** **** **** operate ********. *** **** ***** **** retrofits *** ***** *** *** ********* correctly *** **** ***** ** ** addressed ** *** *********** *** *********."
  • "******** ************ *** **** ******* ******** on ********* **** **** ******** ** in **** *********."
  • "***-******** **********, ********** ***** **** ******** fasteners."
  • "*** ** ******* ********* *** ****** a **** **** ***** *** ** terrible *****. ****** ** ********** **** to * ****** **** ** * long **** ********."
  • "****** ******** ****-******* ********: *** **** variations, **** *******/************ ** *** ***** millwork, ****/******/****** ******** **** ********* ** replace. ******* **** ***'*. ******* **** won't."
  • "*** *****. **** ********* ***** **** because ****'** ********** ****** ******* **** it **** *** ***** ****** ***** that ***'* ******* ********."

Customer *********/************* ****

** ***** *****, *********** ********* ******** when ********* ****** ** ********** *** system ************, *********, *** *********** *****:

  • "*** ******* ******* ** ******** ********* and ******. *******, ***** *** ** convinced **** * ***** ***** ******."
  • "**** ** ********. **** ** ******* what *** ** ***** *** **** to **."
  • "****** ******* ** **** *** **********, and **** ****** *** ****** ** constantly ********* ***** ******** *********** *** things *** **********, *** ***** ****** is **** ** *****, ***** ****** designers *** *** ******** **** **** approach *** ***** **** ****** ******."
  • "******** *********, **** ** *** ***** they ***'* **** ** ***** *** money *** ***** ***** *** ******* option *** ******** **** ******."
  • "*** ********* ******* ** * ***** one. **** ** ******* * ******* concern ** ** ******* ******* ** understand **** *** ******** ****** ****** just ******* *****."
  • "******* *** ***** ******* ** **** up **** ******* ********** *** ** able ** ***** *** ******* ***** technologies ** *** ********. "
  • "********** ********* ** ****** ***** ***** system (**** ******, ********** **********, ********* capable/enabled, ***.) *** **** ****** *** up-front ***** *** ****."
  • "******** ********* ** *** *** **** to *** ***** ************."
  • "**** ********'* **** ************ ** ******* or ******** ***** ****** ******* ************. They **** **** **** **** * need *** ** ****** ******* ****** and **** **** ********* *********, ** cheap ** ********, ******* ******** ******* interest ** *** ****** ******** ** certain *******/************."

********* *** ***** ***** **** *** resources, ***** *** ******** *** ******* system *****. ***** *** ******* **** of *** **** *** ** *** access ********** *** ******* *****, ******** user ******** *** **** ******** ******** follow-ups *** ***** ********** *** ***.

Hardware *** ********** **********

**** ********* ******* *** **** *** base ************ ******* ***** *** ****** systems ***** ********** ***** *** **********:

  • "*** **** ********, ******** ******* *** passage ****. ** *** ** **** that *** ** **********."
  • "******** *** **** ** *** ********* and *** *** ********* **** *****."
  • "******* ******** ******"
  • "********** **** *********. ******* ** *****."
  • "********** *********** ** *** **** ******, which *** *** ****** **** ** our **********"
  • "*********** ******** ***** ****** **. ********."
  • "*** **** ******* ** ****/***** ***** and ****** ***** **** ******** ******** designers ******* **** **** ********."
  • "**** ******** ************ ** *** ********; it ***** **** ******** **** *****'* a ********* ********** ******* *** **** hardware."
  • "**** ******* ******** ***** *** **** Prep. ** ***** *** * **** sticker *****. *** ** ******* ********* are ****** * **** **** ***** are ** ******** *****. ****** ** electronic **** ** * ****** **** is * **** **** ********."
  • "***** ** *** *** * **** hardware *******, ************ **** **** *******, latch **********... **** ***** ** ********* our *********."
  • "*** ***-**** *** ************* **** **** hardware ****** ** ******** ** *** door ******** ******. **** ***-*****, *** all, **** ** ***** **** **** hardware ***** ** ** ********* ** detail ***, ** *** ******** **********, we ***'* ****** **** ***** *******."

***** *** ******* ********** *** ***** underestimated ****** ** ***** ****** ** install *** ******, *********** *** ***-***** alike *** ***** ** ***** * specialist **** * ********* ** **** specifier ** * **** ****** ** relieving ******* ****-***** **** ****** ***.

Comments (18)
UM
Undisclosed Manufacturer #1
Oct 29, 2020

*********** ******.

*** ***** ** *********; **** ******** installation ********* ** * ***-******* ** the ******** ********!! * *** ** people *** ** **. **** *** can ** ** ************* **** *** in ******, ******* *******.

********** ***** ** ** * ********* locksmith.

* **** **** ** *** ******** guys **** *** **** *** *** difference ******* ***** ****** ***********-**** *** model ****** *-****]*****-***** (****** ********) *** why *** ****** *** *** **** the ***** *** ****** ***** ***** numbers ** ***-************ *** ****** ********.

(3)
(1)
U
Undisclosed #2
Oct 29, 2020

* **** **** ****** ******* ****** toward *** ******* **** *** ****** control ******** ** ******** ********, ******* innovation *** ** **** **** ** an ******** ** *** **** ***** and *********** ********** ****** ******** ** the ******** ** ****** ******* ************* giants. ****** ** ******!

(1)
SD
Shannon Davis
Oct 29, 2020
IPVMU Certified

**** ****** ** ******? ** ****** what *** ****** ****** **** **** whatever ***** ******** ******** *** ***** need **** ******** *** **** **** never ******. *** **** ****** **** code ************, ***** *** **** ********* every ****.

* **** **** ****** ** **** doors ***** **** *** ***** ********* by ******* *** ****** *** ******** is *** *** ******, *** ** the **** ** *** **** *** to **, *********** ******* *** *****, databases *** * ***** ** *** past, *** **** ********** ********* ** a **** ** ****** * **** escape ***** ******* **** *** *** incorrect ******** **.

(3)
U
Undisclosed #2
Oct 29, 2020

*** ***** ****** *** ******, ***** that *** **** ****** ******.

*** *** ****** **** ******** ****** continue ** ***** ***** ***** ****** collapse ** **** **** *** ******* to ***** * ********** ********** ****** going ********.

******** **** ********* **** **** ** head ** **** **** *** **** of *** ***** *** * ****** of ******** ********* *** ******. ** more ******* **** *** ** ************ that ******* *** **** *** ***** you ** ******* *** ***** ** flat. ***** **** ***** **** ********** by ********* * **** **** **** time ** ******.

********** **** ****** ****** *** ***** that *** ****** ** ****** ******.

(10)
UI
Undisclosed Integrator #3
Oct 30, 2020

*** ******* ***** ** *** ** in *** ****** ******* ********, *** meeting *** ****** ** ********* (***, DISA, ****, ****, ***.) **** ** comes ** ********** ********** *******; ********* in *** ******* ********** ******.

U
Undisclosed #2
Oct 31, 2020

**** ******* ***** ** ***** ** comparison ** *** ********** ***********. ******* the ***** **** *** ***** **** to **** ** **** ** ********* is **** ****** ******* ** **** is ******** ********. *** ********** ******** includes *************, ***********, *********** *********, ******** security *********(**** *** *** **** ********* smiling ** ***** ******** ***** **** post **** **** ***** *** ***** PSP ** ***). *** "* ** the *** ********* **** ********* *** unchallenged, ***** **** *** ******* ** the ****". ******* ** ***** ****-*** by ******** ***** **** **, **** an ******** **** ***** ****** *** forces *** ******* ******** ********. * all *** **** ***** ****-** ******** that **** ** **** * **** seat ** *** **** ******** **** is ***** ******* **** ***** ** the ****. ********!

********, *** *** ***** *** ** you.***.

(7)
JE
Jeremy Ellis
Oct 31, 2020

** *** **** ******** ********** ** add?

(4)
U
Undisclosed #2
Oct 31, 2020

***, ******** ********* ****** **, ** is *** ****.

*** *** ******* ** ******** ** your ***?

** ***** ***** *** **** *** tools ** *********, ******** ******** **** will ***** **** **** ******** ** peak.

** *** *** *** *** ********* button? *** *** ****** *** ******** on **** **** ****** ******* **** resonates ****** **** **** ****** ********* combined.

(9)
JE
Jeremy Ellis
Oct 31, 2020

****** ** “***********” ******.

(2)
UM
Undisclosed Manufacturer #5
Nov 02, 2020

******** *** ****'* **** *** ********** presentations **** ****?

***...*** ** *****, *** **** * Viking *** *********? ******* *** ******** and ***...

(1)
UI
Undisclosed Integrator #4
Oct 31, 2020

***** *** * *** *** *** a ***** *** ******* ** *** to ****** ** ********** ****** *** sold *** ******* **** ** **** that ********* **** ** *** ******** thinking.

* ******** ******* ******* ** ******* hardware **** ***** ** *******, *** power ************ ** * *********** ******.

************** ***** * ****** ****** ** biometrics ** ******** ****** ******* ** managing **** *********. * **** ** wonder **** *** **** **** ** register **** ****** ****** ** * building *** ***** ** **** *** will ** *******, ******* ** *******, as * ********* ****** ** ***** beyond *** ******* *** ****.

* ******** * ***** ***** ****** control ****** **** ***** ** ***** ago ***** ***** **************. ********* ** have **** ************ *****.

U
Undisclosed #2
Oct 31, 2020

*** ** *** ******* ***** ** friend. ****** *** ****** ** ** the ************* ** ******.

****: *** ** **** *******: **** will ****** ******** ****** ** ****** proven ************** ********* **** ** ******** codes, ****, *****, **** *** **** Energy *****. **** ****** ** *** understand *** ****** ******** **** **** be ***** ** **** ***** ** years **** ***. **** ** ** this ***** ****** ** * *****.

* ****** **** * ***** ************ to ***** *** ******* *** ******** into ******, ******** ************ *** ***** integrators.

**** **** * ***** *** ***** breath ** *** ** **** ******* to ***** *** **** **** ********.

(7)
(1)
SD
Shannon Davis
Oct 31, 2020
IPVMU Certified

******* ** **’* **** ** *** Trolls 😈 ***** ********** ** ******** 🦄 *** ******** 🌈 ***** *** Troll ******’* *** *** ** ****** because **** ****’* ******* *** ***** hardware *** *** ***** ****** ****!!

(3)
(6)
UM
Undisclosed Manufacturer #1
Oct 31, 2020

** *** **** ******** *********** ** constructive ** ***? ** **** ********?

(2)
Avatar
Michael Votaw
Nov 02, 2020

** ******** ********* *** ****** * big ****** **** *** ******** ********. I ***'* ******* **** ** **** take ******** ********* ***** **** ** protect ****** *** ******** ****** **** worrying ***** ****** ***** ******. **** don't ********** ******** ** **** *****. But, **** *****'* **** **** ** isn't ****** **** ****, ****** *** other *** **** ** **** ** centered *********. ** ************* ***'* **** access ****** ** **** ** **** onto *** ******. ***** *** ***** changes ****** *****, **** ****** ** the ******** *** * ***** ** how ****** **** *** ********. ** deployed * *** ** ******** *** AV **** **** *** ****'* *********** follow *** *********** ******* ******* ** do **.

(1)
Avatar
Igor Keel
Nov 03, 2020
3dEYE

****'* *********** ****** *** *********** ******* vendors ** ** **.

** *******, **** ** *** ******* they ********? ** *** ***** ****'** cutting *******? **** *** ***** *** negative *********** ** ** *******/******* ** security *******?

UI
Undisclosed Integrator #6
Nov 03, 2020

***** **** * ** ** ****** control ******** *** *** **** **** cabling **** ** ******* ****** *** the *****, **** *******, *** *** devices, * "****" *** **** **** installed **** ******.

(2)
Avatar
Michael Votaw
Nov 03, 2020

* ***** **** *** ****** ****** in *** ** ******* ** ****** direct **** ********* **** *** ********* via *** ** *******. ***, **** are ********* ******* *******. *** ******* are ********, *** **** ***'* **** at *** ****** ******** *******, ******, physical ******** ****** ******** ***. ********* are **** * *** **** **** questionable *************, **** ********** *** ******* of **** ******. ** **** ***** it **** **** **** ** ****.

(1)