5 Years After Convergint Sale, New Integrator R24 To Only Support Single Access Control Line
Convergint has been acquiring scores of integrators globally. Now, one team, who sold Genesis Security Systems 5 years ago is back with a new integrator, R24, that is only supporting one access control line, Software House.
In this report, based on an interview with R24 President Alan Kruglak, and 2 partners, Chris Foster, and Ed Simon, we cover the following items:
- Kruglak's background in security integration
- The launch of R24 and its mission
- The issue with servicing too many product lines
- Focus on Software House's access control system
- Video lines approach
- Conservative upon entering new market verticals
- Issues with technicians feeling unsupported in an organization
- Technicians owning stakes in R24
- Plans for future
- Pros and cons of being Software House only
Kurglak's ********** ** ******* ******** ********** **********
***'* ******* **** **** ***** *** background ** ******* ******** ********** ********** dating **** ** *** *****:
* **** ** *** * ******* called ***, ***** *** ** ********** and ** **** **** ** ***** 180 ******. ** ******* ** *** family ***** ******** *** **** **** a ******** ********. ** **** ** 1995 ** ****, ** *********** ***** was ********** ****** ** ****.
******* **** ********* *** ******* ** his ****** ********** ******** *******, **** to ********** ** **** ***** *** company *** ********** $** ******* ** revenue *** * **% ********* ******:
*** **** **** ***** ***** ***** economy ***** ****** *** **** * got ********** ** ******* ****** ********* and ** ****** [*******] ** ****.
** ****** ** **** **** **** guys, *** **** ** ********** **** through * ***** ****** ** ********* steps. ** **** **[*******] ** ******** 2017 ** ********** ** **** ****.With ** *********, **'* ******* $** ******* ** ******* **** * **% ********* ******. So we were the highest in the industry, across the board and Convergint was very gracious and very good company. [Emphasis added]
***** ******* ******** ** ******* ** the *********** *****, ** ***** ******** it ** *** $** ******* *****, given *** *******'* *****-******* ********* *******.
The ****** ** *** & *** *******
*** *+ ***** ***** *** ****, they **** **** *** ****** ****:
**** *** **** ******* *****, ** have *** ********** ** * ****** of ****** ********* *** * ****** of ********* ******: "*** ****, ** missed ***, **** ***'** ******* **** in?" ** ** **** **** ********** decision **** ** ***** ** **** again. **** ** ******** ***** ********* on *** * (****), ***** ** five ***** ***** *** ***-*******.
******* ********* *** **** ******** ** about ******* ******, *** *****:
** **** ** **** ***** ****, especially **** ******* *** ******** *****.
** ******* ** *** *****, ** mission ** ** **** ******.
***** ******, *** ** *******'* ******** partners ** ***, **** **** ***** mission ** ********* *** *** ******** is ** "*** ** *******":
* ********** ******* ******* ****, **, and * ** **** **** ** our *** ** ****** ** *******.
****** **** **** **** **** ********* and ********* ****** ***** *** ** doing ********, *** **** ******** **** to ***** ***:
*** ********* ****** ** *** ********* called ** *** ***** ** ** we ***** **** *** ** **********.
**'** *** **** **** **** ** us *** *** **** **** ** do *** **** *****. ******* **** I *** ** **** ***** ***, they've **** ** ** *** **** essentially *** **** *****.
*** **** *** ********* **** *** calling *** **** ****** ******* ***** around **** ** ****, ******* *** saying *** ***** ** ******* *** diminished ** *** ***** **** **** are *******.
The ***** **** ********* *** **** ******* *****
******* **** **** *********** ******* *** many ******* ***** *** **** ********* in *********:
* *** *** ******* ******** ** the ****** **** * *** *** this ** *** **** *** ***** companies, *** **** *** ******* *********, is **** ***** *** **** ********. So **** ***** ****as ** *** ***** ***, *** *** ** * **** ** *** ******. *** * ****** ** ****. [Emphasis added]
******* ******** **** ***** ********* **** difficulties ******** **** ******* ******* **** carry *** **** ********:
* ***'* **'* *** * ******** of ************. * ***** **'* * question ** *********** ******* **** ********** because ********* **** *** *** **** their *** ********** ** ***** **** get ****.
**** **** ** ** * **** job. **** **** ** **** * problem. [***] ** *** **** ** doing ******, *** ***'* ***** * problem. *** ***** ** ******* ****** the ***** **** ***** *** ***** companies **** ***** *** **** ******** with ***** ********* *********.
Focus ** ******** *****'* ****** ******* ******
********* ***'* ******* ********, ******* **** the ******* ***** **** ***** ******** House's ****** ******* ******:
*** ******* ** ************. ** ** are **** ***** ** ***** *** access ******* ********, ***** ** ***** to ** ******** *****. ** *** starting **** * ******* ******* ****** inventory. ** **** ** **** *** the *****. *** *** **** *** all ********* ** ***** ********.
** * ******** ***** ***** ****** control ******, ******* *** *** ******** said **** ***** ****** *** *******:
** ***'* ** *** ********. ** won't ** **.
******* **** **** **** ****** ***** Software *****'* **** ******** ******** *** said *** **** ******* ******** *****'* existing *********, ** **** ** ******* new ********* ******* ***********:
****[******** *****] **** ** *********** ****. Their ******* ** **** *********. ** I ***** ** *** ***** * lot ** *** ******* **** ** are ***** ** *****. * ****, look, **'** *** ***** ***** ***** residential ************, **********.
**'** ***** ** ****. **'** ***** to *** *** **** **** ****** present ** **** *************. ** *** already ********* ** ********** **** ****** for *************. ***** *** **** * lot ** *** *** ******* *** there. *** ** *** *** ******* those ** **** ******** *** ***** things **** *************, ** ** ****.
******* ********* **** ******** *****, ******* of ***'* ******** ******** ****** **** the ****** ******* ********'* ******* ** exemplary. ** **** ****** **** *** can ********** **** ** *** ******* by ******:
*** ******* **** ******* ** ** is *********. ** **** * ******* with ****. ** ** * **** history; ****, **** *****. ** **** back ** *****. *** ******* **, we ***'* **** *** ******* ******* of *** ***** ** ****** **** we ****.
******* ***** **** ******** ***** ******** more **** * ***** ******** ****** than ** **** ** ******* ********:
********* ** *** **** ***********, *** if *** **** ** *** ***** and **** **** ** *** ** instantaneous ********, **** ******* *** ********. It ********* **** **** * ***** business **** ***** **** ** ***.
*** ******* ************ *** ********* ******** about ******** *****'* *************** ********* ** the **** ******:
** ** ***** **** ****** [****] asked **** ******** **** ** ******* Genesis ** ****. ** ******* **** there *** ****** ** ******* ** risk, *** * **** ***** ********** and **** *** ****** ******** ****** the ******. ** * **** ** that ** * ****, ****, **** tiny ***********. **** **** **** *** owned ** ***, **** **** ***** installation *****, **** ********.
Video ***** ****** *** **** ****
****** ****** *******, *** **** ** will ******* ******* ***** ******** ***** including *********** *** ******** ********:
** *** ***** ** ** ******* focused ** *** *********** *** ******** Dynamics.
*** ***** ** ***** ** ** a ****** *** ********* ******* *****'* a ********* **** *** **.
** **** **** ** **** ** see ***** *** ****** [**]. ***** is * *** **** **** *** not ** ***** ** ****** ******* is ** ***** ** *** **************.
***** ******** **** **** ** **%-**% of ***'* ********, **** *** ********* in ****** *******, *** *******'* ********** said. ****** ********** **** ** *** reasons ****** **** *********:
**** ** *** ***, *** *** days, ** *** **% [** ****** control] *.*. **% ** [***** ********].
*** ** * ****** ****** ******* getting ****** *** ****** *** ****** and **** ******** ** ********** *** audit ***** ******** *** *******. **, the ***** *** *** **** ** 60% *.*. **% ** **** ***** 70% *.*. **% ** *** ***** side.
Conservative **** ******** *** ****** *********
******* **** *** **** *** ****** into ********* ***** **** ***** ******** and ****** ******* ****** ********* ******* it:
******** *** ***** ** ******* **** those ***** ***** ****** **'* ****** by *** ******.
* ***** **'* ***** ** ** customer *********. ** ** * *** customer **** ** ** *** ****: "Look, ****, * **** * ******* robot ******* ** ****** **** ** controlled ** *** ******," **** ** probably ***** **** ****.
Issues **** *********** ******* *********** ** ** ************
******* *** ******** ******* ** ***** noted ***** *********' ****** ****** ***** technicians ** *** **** ********* ** their ************:
*** **** **** **** * *** in *** ***** [**] *** *** companies. **** ***'* **** **** ****** know ****. * *** ** *** guys, ************ ***********, *** *** ** the *****. *** **** ***'* **** the ****** ** ***** **********. **** are ********** ********, *** ***** ** no ******** ***** ** ******.
******* ***** *** ***** ********* **** to ** * **** ***, *** have ************ *** ***********:
*** *** ********* ****** ** ** a **** ***. *** * ***** never *** **** **** [***'* **** to ** * **** ***.] **** all ******* ****, ******* **'* *** or **********, **** *** **** ** do * **** ***. *** *** problem **, ***** *** *********** ** what *** *** **. *** ** becomes * **********. *** ** ******** goes **** *** *** *** **'* getting ********** *** *** ****; ** just ***'* ** **, **** ** becomes * *******.
Technicians ****** ****** ** *** ***
** ******* *** ******* ***** **** security *********** ******* ****, *** ********* technicians ** ******** **** ** ****** in *** *******:
** *** ****** ** ** **** several ****-****** **** ** *** ************ who *** ** *** *** ** the ******** *** **** **** ******** in *** *******.
**** ********* ***** ***** ** ** this.
***** **** ********** ******** ****** ** technicians, ********** ***** *** * ******** successful *****, ** **** ****** **** to ****, ** **********, ***** ***********' typically *** ***** ***** ******.
Business *********** ********
******* ****** **** **** ***'* *********** progress ***** *** ****** ** *** 1:
** **** ******* **** ** *** already ***** **** ****, ** **** orders *******. ** **** ******* ** May *. ** **** * $***,*** order ** *** ****. ***** ********* have ******** ********* ** ***** ************.
*** **** ** **** ******* ** the ***-***** **** ** **** ** Virginia, ********, *** ********** *.*.
No ********* ******* **** *** *** **** ** ** **** ***** *** ********
******* **** ** **** *** **** a ******** **** **** *** *** and **** ** **** ***** *** decision ** *** *********:
* ***'* ******* *** ******. ** Convergint **** **** ** ***** **** now *** ******* ** *** **** numbers ***** ** *** ****, ***** guys *** *** ***, *** * don't ****. **'* ****** **** ** tell.
****** ******* ********** **** ***'* ******** members' ******* ** ** **** *** business ****** ** *** **** ********** at *** *******:
* ***'* *** ** ***** ****** by ******* *** ****'* *** *** mission. **** ** ** **** ** build **** **** ** **** **.We **** ** ***** ** ** ****** * ********* *** ***** **** *** ******* ***** *******. And it's it's just a matter of what they want to do not necessarily what we want to do. [Emphasis added]
Pros ** ******** ***** ****
** ********* *** * ****** ** advantages ** ******** ** ******** *****:
- ****** ******* **** ***** **** *** number ** *********** ** **********, ******** pressure ** ******* *** *******.
- *** **********-******* **** ***** **** ********* that *** ******** ***** ********* *** willing ** *** * ******* *** security *********** ********.
- *** ********** ** *** **+-****-*** ******** House **** ***** **** ** ******** technicians ** **** * *** ** low-level *******, ******** ** ********** ** differentiate ******* ****** *** *** *** know ** ****.
Cons ** ******** ***** ****
*** **** *********** **** ** *** for ******** ***** ** *** *** cloud *** ******* ******** ***** **** the **** ******, ******* *********** ********* on ** ** * ********* ********. While *** ******** ********** ** ****** control **** ******* ******, *** **-**** software ********** ** ******** ***** ** very **** * ******* ** ****** to ******* *** ******** ***** ******* locally ** **** ********** (***** *** needed ** *** *****, *****, *****, etc.) *******, ** ******** ***** **** not ************* ******* ** *** *****, it ***** ****** *** ********** ********* to ******** ****** *** **. *** if ******** ***** **** ************* *******, it **** **** ************* *** *** hours, **********, *** **** ** ***********, like *** **-****.
**** ** **** ** *******, ** multiple ******, *** ** ********** *** much **** **** **** ****. *** now, ******, ******** ** ******** *****, given *** **********, ***** * *** of ********* *** ********* *****.
**** ********* *** * *** ** doing ******** **** *****. ******** * presentation ** *** ***** *** **** was ********* ***** *** ** **** care ** *********. **'** **** ********** internally *** *** ********** ** *** systems ****** *** **** **** *** training ** ** **** ** *** tightening *** ******* *****. *** ********** of ******* *** ****** ************ *** a *** ** ***********. **'* * smart **** ** **** ****** **** allow **** *****.
*** ******* *'* *** **** ** that * ***'* ***** **** **** much ***** ********* ******* ******* **** generally. * ** ***** **** ** a ********** ******** *** * **** it **** ***** ** ********* ********** on * ******* ********** **** **** by ****-******** ******** ************* (*.*., ******** House). * ***** ** ***** ** a *** ******* ***** **** **** a ************ ***-****** ******* ********, ***** the ******* *** ************** ****** ****** are **** *** ** ***********.
** ** *** ******** ** ******** House, **** ****** ***** ****** ******** countries, * **** ********* *** ************ of ******* **** ***'* ********* ******** House ******* ** **** ****** - and *** ********* ****** ** ******* expertise. ***** *** ********** *** *** worst ** *** ******* **** **** operate ** ** * ******** ** Software *****. * ******* ***** **** Software ***** ******** ** * ********** stand ***** ******** **** *** *** that ** *********** *********** *** ** end ********.
#*, ******! *** *************** ** ***** end ***** ***** *** ** **** navigate ****** ****? ***** *** *** different *********** ** **** **** ********* on *** *** *** **** ********* or?
** ****,
**'* * ********* ****, ***** *** so ***** ** ** ***** *** walk ****, *** **** ******** ****** sites **** **** **,*** ********* **'* not **** ****. *** ********** *** infrastructure ** ******* ****.
***, ***** *****, ******. *** ** you **** **** *********** ****? * single ********** ****** *** ***** *** deal **** *********** ** ***** ******* or ********* *********** ** ********* ******* or?
** *** ****** ** *** *** approved ******** ***** *********** ** **** market, ** **** **'* *** **********, in ****** *** *** ** ********, but ** * **** ** ** experience *** *** **** ******* ********* of ******** ***** **** ***** ***** party ********. ** *** ***** ********** stakes *** ***** ******* ** *****, but ** *** **** ***** **'* a ******* ********* **********. *'* **** to ****** **** *'* *** ** integrator ****** *****. *'* ** *** user ****** ** *** ******** ***********, which ***** ** ***** ******* * know.
***, *** **** ******** ****** ***** be **** *** *****, ** ***** are ****** **** ******* *********** **** only ******* *****.
***** *** ******* *************** - ******-**********, high-end *********, ******* ** *******.
* ***** ***%
** ** ****** ** *** *****. I ******* **** ****** ****. ** sell *** ******* **** *** ****. Back **** ** *** ******** **********.
** **** **** * ***% *** shop *** **** *****.
** ***** *** *** ********.
** **** ***** ** ** * super ****** ** *** *** ********.
**** ***** ** ***** ** ********* to *****? ** ****?
*** ***'* ***** **** *** ******* it.
*****, ******. *** *** ********* ** writing **** *** ********? * ******* on **** **** *** *** ******* just ***** * ******** *** ** details **** * *** ***.
****!
** **** *** *** *********** ********. We **** **** * *** **** large *********.
*** ******* *** ***** ******* *** behind *** ***** ****.
** **** * **** ******* *** 2 *****. * ****** ******* *** on-site *** ***** *** ***** ****.
********, *** ****** ******* **** ***** wide ** * ******* ***.
** *** ******** ** ******* ** an *** **** ******* **** *********** could ****.
*** ***** ****** *** ** "*******" and **** ********* **** **** *********.
** *** **** ******** ** ******* and ***** ***.
** *** ** ********** *********** ****** little ****** **** *** *****.
*** *******:
** **** * ********** ********* *** the **********.
**** ** ** *** ********* ** from *** *****.
************ ******* ** **** ** * big *** ** ****.
** *** **** *** ******* ** anything *** *** ******* *** ******** labeled.
** **** *** *** *********** ********. We **** **** * *** **** large *********.
***********. ** *** ******** ******** * security ********** ** ** *********** ******* Vendor (***) ** **** ** *****?
**** ** *** *** ** ****** differentiate ******* *** **** *********** ***'* do *********** ******** ***********, ***** ********** their *******.
** **** ***** ******** ** *** places ** **** *****. *** **** and *****.
*** ***** ****** ** *** * local ****** ** ******* *** ********.
*********** ** *** ********** ** ********. At * ******* **** ** *** knowing ***** ** "**** ****."
** *** ****** ******* ***** ***% software.
** ******* *** * *** ******* too *** ** **** ****! **** the ************ ** * **** *** of ****.
*** **** *** ** ** * show *** ** ***** ****.
***** ****
* ****** *** **** **** *** the ******* ** ****.
** *** **** *** ** ***** days. * ** ******** ** ********* totally ********* ** ****** *******!
** ****'* ********:
*** ******** ** ******* ***** *** some **** *****, **** *******, *******. That ** *** ** *** ** quiet *** *** *** ***** ******* for ****.
*** ******* ** *** ****** *** the ********. ** **** ******** ****** locations ****** *** ***** ** *** controllers *** **** **** ** *** of *** "******* ********."
* ** ** *** **** **** writing ******** ***** ***** *****. ********, I *** *** ******* ****** ******* in ***** *****.
** **** ** **** **** ***. Bug **** ***** ****. ** **** Windows ******* **********, ******* **********, ****** too. ** **** *** ****** ** unlocking ***** **** ******* ** ***. The ***** *** ***** *****. **** HID *** ***** **** *** **** two ** ***** ************ ** *** single **** *** **** *** ******* or ********* ** *** ******** *** a ****** ** *** **** **. Naturally **** ** ********* ***** *** PROX.
*** *****-**** ***** *** **** ** HID. **** **** ** * ******* of *******. ** **** *** *** SEOS *** *** *******. *** *** readers *** ***** ** * ******** client. ** ******* *** *** *****.
** *** **** ***** ** ******* and * **** *** **** ** being **** ******.
***** * ******** ***** & ******** Dynamics *** **** *** ********* **** are ******* * **** *** **** of ******** ** ***** **** *** the **** ** *** ***** * "jack ** *** ******* *****" ** a ***** *** ** **. ***** an ****** *** *** **** **** right *** **** **** ******* **** technical ***** ** ***** ******* *** know *** ** **** *** ******** sing. **** **. * **** *** the **** *** * **** ******* to ****** **** *****.