IT / Security Integrator Partnerships are a Failure

Author: 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 : PRO Members only. Login. or Join.

Related Reports

Security Camera Cleaning Frequency Statistics on Apr 18, 2018
150+ integrators told IPVM how often they clean cameras on customer's sites and why.  Inside we examine their answers and break down feedback...
Worst Access Control 2018 on Apr 18, 2018
Three access control providers stood out as providing the most problems for integrators. In this report, we analyze the answers to: "In the...
Arecont CEO And President Resign on Apr 17, 2018
This is good news for Arecont. Arecont's problems have been well known for years (e.g., most recently Worst Camera Manufacturers 2018 and starting...
Best and Worst ISC West 2018 on Apr 16, 2018
ISC West 2018 had strong attendance, modest overall new products, and a surge in Artificial Intelligence marketing. First, here are 20+...
GDPR For Video Surveillance Guide on Apr 12, 2018
The European Union’s General Data Protection Regulation (GDPR) comes into force on May 25, but there is much confusion and no clear guidelines on...
Favorite Video Analytic Manufacturers 2018 on Apr 02, 2018
Video analytics is one of the biggest trends in 2018, driven by marketing for Artificial Intelligence and Deep Learning. But what do integrators...
Stats: Disclosing Vulnerabilities Responsibility? Researcher or Manufacturer on Mar 30, 2018
Getting prompt and appropriate information on vulnerabilities is important for integrators and end users to ensure that their systems are best...
Audio Usage In Video Surveillance Statistics on Mar 28, 2018
Audio is more widely available and easier to use than ever, with many IP cameras building audio in and often making integration as simple as...
Top 4 Biggest Problems Selling Access Control 2018 on Mar 23, 2018
We received 150+ responses from integrators when we asked them "What is the biggest problem you face when selling electronic access control?...
Favorite Access Control Credentials 2018 on Mar 22, 2018
In this 2018 access integrator statistics result, which credential type holds the favored spot to unlock access doors? More than 150 integrators...

Most Recent Industry Reports

Last Chance - April 2018 IP Networking Course on Apr 19, 2018
Today is the last day to register for our IP Networking course. Register now. NEW - 2 sessions per class, 'day' and 'night' to give you double...
Rare Video Surveillance Fundraising - Verkada $15 Million on Apr 19, 2018
Fundraising in video surveillance (and the broader physical security market) has been poor recently. Highlights are few and far in between...
'Best In Show' Fails on Apr 19, 2018
ISC West's "Best In Show" has failed. For more than a decade, it has become increasingly irrelevant as the selections exhibit a cartoon level...
Security Camera Cleaning Frequency Statistics on Apr 18, 2018
150+ integrators told IPVM how often they clean cameras on customer's sites and why.  Inside we examine their answers and break down feedback...
Worst Access Control 2018 on Apr 18, 2018
Three access control providers stood out as providing the most problems for integrators. In this report, we analyze the answers to: "In the...
Axis VMD4 Analytics Tested on Apr 17, 2018
Axis is now on its 4th generation of video motion detection (VMD), which Axis calls "a free video analytics application." In this generation, Axis...
Arecont CEO And President Resign on Apr 17, 2018
This is good news for Arecont. Arecont's problems have been well known for years (e.g., most recently Worst Camera Manufacturers 2018 and starting...
Strong ISC West 2018, Says Manufacturers, GSX / ASIS Expected Weaker on Apr 17, 2018
Manufacturers say ISC West 2018 was strong, continuing the trend we have seen in 2017 results and 2016 results. However, those same 100...
Key Control For Access Control Tutorial on Apr 16, 2018
End users spend thousands on advanced systems to keep themselves secure, but regularly neglect one of the lest expensive yet most important aspects...
Best and Worst ISC West 2018 on Apr 16, 2018
ISC West 2018 had strong attendance, modest overall new products, and a surge in Artificial Intelligence marketing. First, here are 20+...

The world's leading video surveillance information source, IPVM provides the best reporting, testing and training for 10,000+ members globally. Dedicated to independent and objective information, we uniquely refuse any and all advertisements, sponsorship and consulting from manufacturers.

About | FAQ | Contact