IT / Security Integrator Partnerships are a Failure

By: John Honovich, Published on Feb 04, 2010

The PSA, a major proponent of IT / Security integrator partnerships has acknowledged the failure of having IT and Security integrators partner. In January 2009, we called this a "horrible idea made worse by the numerous analysts who continuously promote it."

In 2009, the PSA and an IT organization, 1nService announced a partnership program. At the time, they said, "it would be necessary for IT/networking integrators to work with physical security integrators in order to enter a physical security marketplace many of them don't have the time to really investigate."

Now the PSA acknowledges, "just one of [PSA]’s 300 security integrators had taken advantage of the relationship and cheaply joined 1nService. Virtually none of them was interested in reselling IT products and doing IT integration. Nor was any crossover happening between companies who were members of the two organizations. No partnering was happening."

Absolutely unsurprising. We argued then that this suffered from 3 irresolvable problems:

  • Conflict about who is in charge of the project
  • Coordination problems between the two partners
  • Uncompetitive costs arising from multiple parties

While such partnerships happen once in a while and they can occasionally work, they are risky for everyone involved including the end user who can be stuck in a finger pointing situation where each partner blames the other.

Comments : Members only. Login. or Join.

Related Reports

Huawei HiSilicon Shortage Impacts Surveillance Manufacturers on Aug 14, 2020
Huawei acknowledged problems and challenges for its HiSilicon chip business,...
ONVIF Suspends Huawei on Sep 20, 2019
Huawei has been 'suspended', and effectively expelled, from ONVIF so long as...
Pivot3 Mass Layoffs on Mar 27, 2020
Pivot3 has conducted mass layoffs, the culmination of grand hopes, a quarter...
HID Releases VertX Replacement Aero on Aug 10, 2020
HID is replacing two established and broadly supported types of access...
CheckMySystems Company Profile on Aug 14, 2019
CheckMySystems says that too many users respond, "I get an email when...
NJ Law Requires Apprenticeship For Public Works Integrators on May 24, 2019
Few integrators do a formal apprenticeship program. However, now a NJ law is...
Aiphone Video Intercom Tested (IX Series 2) on Nov 05, 2019
Aiphone was one of integrator's favorite intercom manufacturers but how well...
Arcules CEO Threatens Over "Security Breach" on Nov 25, 2019
An Arcules employee called out a recent 'security breach', however, Arcules...
ONVIF Suspends Dahua and Hikvision on Oct 09, 2019
Dahua and Hikvision have been 'suspended', and effectively expelled, from...
Wyze Fails To Deliver Own On-Board Analytics, Launches Novel Name Your Own Price Service on Jul 24, 2020
While Wyze failed to deliver their own onboard analytics to replace the...
Panasonic i-PRO Hid Huawei, Does Damage Control on Aug 21, 2020
Panasonic i-PRO hid their usage of Huawei from the public, continues to...
XNOR.ai Terminates Wyze on Nov 27, 2019
Wyze has shocked the industry again - this time with a major setback. Just...
Top Ways Security Integrators Improve Their Careers on Sep 03, 2019
With DIY products expanding and the future of integration debated, how do...
ONVIF Exposure To "Devastating DDoS Attacks" Examined on Sep 06, 2019
ZDnet reported "Protocol used by 630,000 devices can be abused for...
Milestone Has Problems on Oct 01, 2019
Milestone has problems. While the company previously excelled in the shift to...

Recent Reports

FaceFirst Problems And Layoff on Oct 01, 2020
FaceFirst, a US company and one of the oldest ongoing facial recognition...
Ava / Vaion Releases Cloud Connected IP Cameras, Verkada Competitor on Oct 01, 2020
Ava (formerly Vaion) announced its new direct-to-cloud AVA Aware IP cameras...
Single Frame Gait Recognition From Michigan State and Osaka University Examined on Oct 01, 2020
Gait recognition has the potential for accurate identification at a distance,...
CDW Sells School District 36 Low-Res, No Blackbody Hikvision Fever Cameras With Federal Funds on Oct 01, 2020
Mega IT distributor CDW sold low-resolution Hikvision fever cameras with no...
Temperature Tablet Shootout - Dahua, Hikvision, ZKTeco, TVT + 5 More on Sep 30, 2020
Temperature tablets, aka terminal or stations, have emerged as a 'low-cost...
New Products Show Fall 2020 Concluded on Sep 30, 2020
IPVM's sixth online show has concluded. The first 2 days of recorded videos...
ButterflyMX Raises $35 Million on Sep 30, 2020
Startup ButterflyMX has raised $35 million for its smartphone based intercom...
Worst Access Control Manufacturers 2020 on Sep 30, 2020
200+ Integrators told IPVM "In the past year, what access control...
Access Control Levels and Schedules Tutorial on Sep 29, 2020
Configuring access levels and setting up schedules is central to maintaining...
Avigilon / Motorola VS Virtual ISC West on Sep 29, 2020
ISC West has historically been so dominant that no player would think of...
Dartmouth College Deploys K3 Temperature Screening on Sep 29, 2020
While Dartmouth College has a $6+ billion endowment, the College has bought...
Hanwha AI Object Detection Tested on Sep 28, 2020
Hanwha has added detection and classification of people, cars, clothing...
Favorite Access Control Manufacturers 2020 on Sep 28, 2020
200+ Integrators told IPVM "What is your favorite access control management...
OnTech Smart Services Partners With Google and Amazon To Compete With Integrators on Sep 25, 2020
A pain point for many homeowners to use consumer security and surveillance is...
The Future of Metalens For Video Surveillance Cameras - MIT / UMass / Immervision on Sep 25, 2020
Panoramic cameras using 'fisheye' lens have become commonplace in video...