Biggest Problems Selling Access Control 2020

By Brian Rhodes, Published Oct 29, 2020, 10:38am EDT

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 ******

***** **** *** *** problems *****:

  • *** *********
  • ***** ******** ********* ** Use *** *********
  • *** *****, **** *****, and ********** *****
  • ******** *********/************* ****

****** ** ******* **** of ***** ********, ********* integrator ******** *** ********* what **** ******* *** the ****** ** *** access ******* ******.

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

****** **% ** *** integrators **** *** **** end-users *** ************ ********* by ******-****-******** ********* *** access. **** '***' ******* repeats ** *** ******* from*** **** ******.

*** ****, *** ******* challenge *** ********* **** unrealistic ************ ** *** budgeting ****** ** *** for *** ****** ******** they *** ***:

  • "******* *****. ****** *** sticker ***** **** ****** equipment ***** *** ******** locking ********."
  • "*****. ******* *** *** expecting **** **** ***** per **** *** **** access *******."
  • "***** **** ****"
  • "****** ** ******** * customer **** **'* *** just * "*** ***********", because **** **** **** at ** **** *** it's *** *** *********."
  • "**** *** * ****** system. ** *** ** super ***** ****** *******, but *** ******* *** not ***** ** *** limitations ** ********."
  • "******. ********* *** ****** concerned **** *********** ******, operating ***** *** ****** looked **."
  • "****. ****** *** ****. Everyone ***** ****** *******. They ***** **** ** on ***** **** ** their ********. ******* **'* very ********* ** * per **** *****. * don't *** **** ****** going **** ******* ** the ****** ** ********** and ***** ********. * think ***** ** ***** to ** * **** in ***** ******** *****. You *** ******* *** it ** *** *********** side. *** *** ******* is **** *** *** tough ****** ** **** up ** *** ********** application. ************* **** *****'* stop ********* **** ******* into **** *****. *** for *** **** **** purchasing ****."
  • "*****. ****** **** **** the ******** ******."
  • "**** - ****** ***** they *** ** * door *** ***** $**, and *** *** *********. - ******** *** ****** back ** * ******, or **** **** ** without ********* *** ********* security."
  • "** *** **** ***** has **** *** ******* obstacle. **** ********* ********** if **** *****’* ***** with ***** ****** ** not ********** *** **** is ******** ** ****** controls *** *** ** might ** $** ** $3000 * **** ** more."
  • "**** ******* ** *** cost. ****** ****** ** pay *** **** ***** of * *********** ******* entry *** ***** ********** door."
  • "*****, *** ***** ***********, a *** ** ****** recognize *** *** ***** prices *** ****** *********."
  • "**** ** *** *** user. **** ****** **** a **** **** ****** the ******** ** * card ****** ******."
  • "*******. **** ********, ******* and ***** **** ******* openings *** ******** ************ by ***********. ****** ** explain *** **** ****** go **** *** ******* quote ** **** **** money ** *** **** run."
  • "**** ** ***** *** number *** *****. ***** and ****** ********** **** to *** **** *** idea ** *** ***** involved **** ******* ** access *******."
  • "****. ******* ****** *** cheap."
  • "****** ****, ********* ***'* want ** ***** * bunch ** ***** ***** now."
  • "****. **** ********* **** a *********** **** ** what ****** **** *** when **** *** ****** they ********* *** ** find *** ********* *** will ** ** *** their ********* **** ** what ** ****** **."
  • "*****. ****** *** ****** shocked ** *** ********* it ** ******* ** looks ********** ****** ** the *** ****. **** don't *** *** *******, head *** ********, ***. I ***** **** ******* on *' ***** ******* the ****** *** *** lock..."
  • "**** ** *** ****. End ***** ***'* ***/********** how **** **** **** in ** ******* *** fitting *** ** ****** control ****."
  • "******* ****. ***** *** door ** **** *** climbing ** ** ** right **** *** ******* hardware."
  • "****...***** *** **** *** drive ** ***** *************. Customers ***** ****** # of *** ***** ***** on ******* *** ***** to ** **** ***** locks ***** ** **** locations."
  • "*** ******* ******* ** still *** **** *** door ** ******* ****** control. "
  • "*** **** ****** ***** methods."
  • "**** ** ****** ******* is **** ** ********* to ******** ******* ** go *** *** **** brands."
  • "********* **** ***** ********* who *** ********* ***** systems *** **** *** poorly *********, ** **** spent ***** ******* ***** companies ******* ***."
  • "*****. ***** *** ** many ******* *** *****, unless *** *** *********** the *************, *** *** fighting ** ****** ******."
  • "****** ********* ** ***** costs *** ******* ** cut ******* ******* ** bringing ******* ** ****. Want ** ***** *** fast *** ***** *** safe."

**** *** ******** ***** Sometimes **** *********

*************, **** *************/**** ******* ************* **** ********* than ************* ********* ****** doors.

************ ** * ****** from **** ************ *****, locksets ******* ** ***** can **** ******** ** more ** ******** ***** materials *** ***** **** costs ** ********:

  • "****** *** ***** ** shock **** **** **** card ****** ***** ******* $2,500-$5,000 *** ****. **** is *** *** **** locks *** ******* * lot ** ****** *** activity. **** ** ***** as **** ** * hardwired ******** ******* * 40% ******* ** ***** ignored."
  • "* ***** ***** ** going ** ** * rise ** ***** ******** locks. "
  • "******* *** **** *** equipment ***** ****** ** the *******. **'* ******, because ******** ***** ***** solve * ****** *** of **** *******."
  • "**'* ****** ** ***** for ********* ** *** can *** *** ****** to *** ***** *** network ********* ***** *** door ** ** ********** However ********* ***'* ******* with ******** **** ** comes ** **** ~£** a ***** *** ******** can ** £*** ********* cost *** * *** easily ******* * * day ** *** **** site"
  • "******* ********** ******** ********* at *** *** ******. Some ****** **** **** they *** *** * Schlage *********** ******* ** deadbolt ** * ****. Until ********* ***** ** something *** **** *** stuck ************* ******** ******** in ******."

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

******* ****** ***** ********* was * **** ** supported ************ ******* ******* and ** ******* ***** interface ** ********** *********.

** **** *****, * dated ******** ******** ***** difference-making ******* (*.*.: ***** or ******), ** ** may ******* ******** ********* times ** ** ***** tasks (********** *** ************ mentioned ** *** *******).

******* ******* ************ **** other ******* *** ***** a ***** **** ******, as *** ******** *** continue ** **** *** solutions **** ***'* *****:

  • "********* ******* *** ********** technology *** ****** *********** with ***** *** ***** systems *** ***** ***** with *********** ******** ******** and *** ***** **** to **** ** **** the ******* ** ******* the *** ******* *** hardware."
  • "*********** **** ***** ***** systems ** ** ** not **** **** ******* with ***** ***** ******."
  • "**** ***** ********* ***** based *******. ****** ******* seem ******* ** ****** more ********** ********* *** their *****."
  • "***** *** **** *** software **** *** **** seamlessly **** ***** ******** and **** ******** *** desktop ******* ****** ****** are ****** ** *****."
  • "**** *********** **** **********."
  • "******* **** ** ***, intuitive ******** *** *** user ****."
  • "****** ******* ****** ******** to ** **** ****. Because **** ******** **** much ****** **** ********* access ******* *** ***."
  • "*********** ******** **** ******* vendors *********, ********* ********* when *** ******** ** offered ** * ******."

*******, ******** **** ****** results ******* *********** ************ ***** *** ****** by *********** ** **** aspect ** ****** **** an ***** *** ********, large-site *******.

*** *****, **** ***** and ********** *****

**********, *********** ***** *** problem ** ******* **** doors *** **** ******** that ** ******, ****, and *** ******* ********.

** ***** *** ********** access ******** ** ******** work, ********** ************ **** to ** ***** *********. Given **** *****/******** ** often ********** ** ****** or *** * **** competency, **** *********** **** getting ***** ***** ********** in **** ***** ** typically *** ******* ********:

  • "******** *** **** ** but ** ****** **** to **** *** **** where *** ***** **** overhauled *** **** *** exit ******* **** *** falling *****."
  • "* ***** ****** **** all ** *** ********* of *** ******* ** reviewed ** ****** *** door **** ******* ********. Too **** ***** **** retrofits *** ***** *** not ********* ********* *** that ***** ** ** addressed ** *** *********** are *********."
  • "******** ************ *** **** locking ******** ** ********* when **** ******** ** in **** *********."
  • "***-******** **********, ********** ***** with ******** *********."
  • "*** ** ******* ********* are ****** * **** when ***** *** ** terrible *****. ****** ** electronic **** ** * crappy **** ** * long **** ********."
  • "****** ******** ****-******* ********: too **** **********, **** fitment/installation ** *** ***** millwork, ****/******/****** ******** **** expensive ** *******. ******* that ***'*. ******* **** won't."
  • "*** *****. **** ********* think **** ******* ****'** installing ****** ******* **** it **** *** ***** broken ***** **** ***'* operate ********."

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

** ***** *****, *********** mentioned ******** **** ********* failed ** ********** *** system ************, *********, *** operational *****:

  • "*** ******* ******* ** customer ********* *** ******. However, ***** *** ** convinced **** * ***** sales ******."
  • "**** ** ********. **** of ******* **** *** go ***** *** **** to **."
  • "****** ******* ** **** old **********, *** **** though *** ****** ** constantly ********* ***** ******** introducing *** ****** *** approaches, *** ***** ****** is **** ** *****, often ****** ********* *** not ******** **** **** approach *** ***** **** legacy ******."
  • "******** *********, **** ** the ***** **** ***'* want ** ***** *** money *** ***** ***** the ******* ****** *** insecure **** ******."
  • "*** ********* ******* ** a ***** ***. **** is ******* * ******* concern ** ** ******* clients ** ********** **** the ******** ****** ****** just ******* *****."
  • "******* *** ***** ******* to **** ** **** current ********** *** ** able ** ***** *** explain ***** ************ ** the ********. "
  • "********** ********* ** ****** proof ***** ****** (**** wiring, ********** **********, ********* capable/enabled, ***.) *** **** though *** **-***** ***** are ****."
  • "******** ********* ** *** and **** ** *** their ************."
  • "**** ********'* **** ************ in ******* ** ******** about ****** ******* ************. They **** **** **** have * **** *** an ****** ******* ****** and **** **** ********* installed, ** ***** ** possible, ******* ******** ******* interest ** *** ****** security ** ******* *******/************."

********* *** ***** ***** time *** *********, ***** can ******** *** ******* system *****. ***** *** biggest **** ** *** sale *** ** *** access ********** *** ******* labor, ******** **** ******** and **** ******** ******** follow-ups *** ***** ********** for ***.

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

**** ********* ******* *** that *** **** ************ between ***** *** ****** systems ***** ********** ***** the **********:

  • "*** **** ********, ******** strikes *** ******* ****. We *** ** **** that *** ** **********."
  • "******** *** **** ** the ********* *** *** the ********* **** *****."
  • "******* ******** ******"
  • "********** **** *********. ******* in *****."
  • "********** *********** ** *** door ******, ***** *** not ****** **** ** our **********"
  • "*********** ******** ***** ****** vs. ********."
  • "*** **** ******* ** door/frame ***** *** ****** along **** ******** ******** designers ******* **** **** function."
  • "**** ******** ************ ** new ********; ** ***** goes ******** **** *****'* a ********* ********** ******* the **** ********."
  • "**** ******* ******** ***** and **** ****. ** still *** * **** sticker *****. *** ** mention ********* *** ****** a **** **** ***** are ** ******** *****. Adding ** ********** **** to * ****** **** is * **** **** headache."
  • "***** ** *** *** a **** ******** *******, coordinating **** **** *******, latch **********... **** ***** is ********* *** *********."
  • "*** ***-**** *** ************* that **** ******** ****** be ******** ** *** door ******** ******. **** end-users, *** ***, **** to ***** **** **** hardware ***** ** ** specified ** ****** ***, as *** ******** **********, we ***'* ****** **** those *******."

***** *** ******* ********** and ***** ************** ****** of ***** ****** ** install *** ******, *********** and ***-***** ***** *** agree ** ***** * specialist **** * ********* or **** ********* ** a **** ****** ** relieving ******* ****-***** **** system ***.

Comments (18)

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

*** ***** ** *********; door ******** ************ ********* is * ***-******* ** the ******** ********!! * lot ** ****** *** do **. **** *** can ** ** ************* well *** ** ******, quality *******.

********** ***** ** ** a ********* *********.

* **** **** ** the ******** **** **** can **** *** *** difference ******* ***** ****** ser0t8w05t8-08tu *** ***** ****** e-r9t8]qi24t-9iqop (****** ********) *** why *** ****** *** one **** *** ***** and ****** ***** ***** numbers ** ***-************ *** pretty ********.

* **** **** ****** heavily ****** ****** *** outlook **** *** ****** control ******** ** ******** outdated, ******* ********** *** in **** **** ** an ******** ** *** core ***** *** *********** strategies ****** ******** ** the ******** ** ****** control ************* ******. ****** is ******!

**** ****** ** ******? No ****** **** *** system ****** **** **** whatever ***** ******** ******** you ***** **** **** hardware *** **** **** never ******. *** **** always **** **** ************, which *** **** ********* every ****.

* **** **** ****** so **** ***** ***** past *** ***** ********* by ******* *** ****** the ******** ** *** old ******, *** ** the **** ** *** only *** ** **, centralized ******* *** *****, databases *** * ***** of *** ****, *** have ********** ********* ** a **** ** ****** a **** ****** ***** because **** *** *** incorrect ******** **.

*** ***** ****** *** coming, ***** **** *** only ****** ******.

*** *** ****** **** thinking ****** ******** ** watch ***** ***** ****** collapse ** **** **** not ******* ** ***** a ********** ********** ****** going ********.

******** **** ********* **** will ** **** ** head **** *** **** of *** ***** *** a ****** ** ******** ingenuity *** ******. ** more ******* **** *** to ************ **** ******* the **** *** ***** you ** ******* *** world ** ****. ***** that ***** **** ********** by ********* * **** mind **** **** ** blooms.

********** **** ****** ****** for ***** **** *** unable ** ****** ******.

*** ******* ***** ** see ** ** *** access ******* ********, *** meeting *** ****** ** standards (***, ****, ****, NIST, ***.) **** ** comes ** ********** ********** systems; ********* ** *** Federal ********** ******.

**** ******* ***** ** small ** ********** ** the ********** ***********. ******* the ***** **** *** being **** ** **** up **** ** ********* is **** ****** ******* in **** ** ******** outdated. *** ********** ******** includes *************, ***********, *********** engineers, ******** ******** *********(**** for *** **** ********* smiling ** ***** ******** where **** **** **** they ***** *** ***** PSP ** ***). *** "I ** *** *** mentality **** ********* *** unchallenged, ***** **** *** punched ** *** ****". Punched ** ***** ****-*** by ******** ***** **** me, **** ** ******** that ***** ****** *** forces *** ******* ******** thinking. * *** *** face ***** ****-** ******** that **** ** **** a **** **** ** the **** ******** **** is ***** ******* **** wires ** *** ****. INSANITY!

********, *** *** ***** lot ** ***.***.

** *** **** ******** meaningful ** ***?

***, ******** ********* ****** up, ** ** *** down.

*** *** ******* ** standing ** **** ***?

** ***** ***** *** lack *** ***** ** reasoning, ******** ******** **** will ***** **** **** interest ** ****.

** *** *** *** the ********* ******? *** are ****** *** ******** on **** **** ****** someone **** ********* ****** than **** ****** ********* combined.

****** ** “***********” ******.

******** *** ****'* **** the ********** ************* **** week?

***...*** ** *****, *** were * ****** *** Halloween? ******* *** ******** and ***...

***** *** * *** who *** * ***** new ******* ** *** to ****** ** ********** system *** **** *** company **** ** **** that ********* **** ** the ******** ********.

* ******** ******* ******* in ******* ******** **** wired ** *******, *** power ************ ** * significant ******.

************** ***** * ****** device ** ********** ** becoming ****** ******* ** managing **** *********. * have ** ****** **** you **** **** ** register **** ****** ****** in * ******** *** based ** **** *** will ** *******, ******* or *******, ** * permanent ****** ** ***** beyond *** ******* *** apps.

* ******** * ***** alone ****** ******* ****** from ***** ** ***** ago ***** ***** **************. Obviously ** **** **** improvements *****.

*** ** *** ******* salad ** ******. ****** for ****** ** ** the ************* ** ******.

****: *** ** **** DinoDNA: **** **** ****** baseline ****** ** ****** proven ************** ********* **** as ******** *****, ****, BICSI, **** *** **** Energy *****. **** ****** do *** ********** *** future ******** **** **** be ***** ** **** forum ** ***** **** now. **** ** ** this ***** ****** ** 5 *****.

* ****** **** * super ************ ** ***** can ******* *** ******** into ******, ******** ************ and ***** ***********.

**** **** * ***** and ***** ****** ** air ** **** ******* to ***** *** **** 2020 ********.

******* ** **’* **** of *** ****** 😈 where ********** ** ******** 🦄 *** ******** 🌈 where *** ***** ******’* get *** ** ****** because **** ****’* ******* the ***** ******** *** the ***** ****** ****!!

** *** **** ******** informative ** ************ ** say? ** **** ********?

** ******** ********* *** making * *** ****** into *** ******** ********. I ***'* ******* **** of **** **** ******** seriously ***** **** ** protect ****** *** ******** rather **** ******** ***** losing ***** ******. **** don't ********** ******** ** most *****. ***, **** doesn't **** **** ** isn't ****** **** ****, Amazon *** ***** *** cost ** **** ** centered *********. ** ************* don't **** ****** ****** or **** ** **** onto *** ******. ***** are ***** ******* ****** place, **** ****** ** the ******** *** * shift ** *** ****** work *** ********. ** deployed * *** ** security *** ** **** year *** ****'* *********** follow *** *********** ******* vendors ** ** **.

****'* *********** ****** *** traditional ******* ******* ** do **.

** *******, **** ** you ******* **** ********? Do *** ***** ****'** cutting *******? **** *** heard *** ******** *********** of ** *******/******* ** security *******?

***** **** * ** an ****** ******* ******** and *** **** **** cabling **** ** ******* wiring *** *** *****, door *******, *** *** devices, * "****" *** must **** ********* **** system.

* ***** **** *** either ****** ** *** IT ******* ** ****** direct **** ********* **** are ********* *** *** IT *******. ***, **** are ********* ******* *******. The ******* *** ********, but **** ***'* **** at *** ****** ******** picture, ******, ******** ******** during ******** ***. ********* are **** * *** some **** ************ *************, code ********** *** ******* of **** ******. ** some ***** ** **** come **** ** ****.

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