AST April 2018 Magazine AST April Magazine (3.30.18) | Page 41

Volume 22
April 2018 Edition
tangible return on investment.
Trend 6: Shakeup of the Status quo: En-
trance of Entrepreneurial Buyers and
Outsiders
Strategic acquirers are merging with traditional
security manufacturers and installation compa-
nies to focus on data analytics, convergence and
IoT.
(See a Recap from Day 2 of the all-new Unmanned Security
Expo at ISC West 2017)
Trend 5: Transformation of the Channel
There’s an ongoing, heightened transformation
of the security installer and integrator business
into everything as a service, with new models
embracing interactive products, and the DIY and
self-installation markets.
According to Jay Darfler, SVP, Emerging Markets and
Innovation of ADT Security Services, “Disruption and
innovation can come at you from a hundred different
angles.”
“You have to divide what your strengths and your core
Unusual suspects from the IT sector have entered the
security business, and traditional security monitoring
companies are now offering DIY or self-install sys-
tems.
This transformation of the channel requires some
changes.
The traditional security provider must continue innovation to focus on.”
to change and focus on value-added services
that heighten the customer experience, while Jay Darfler, SVP, Emerging Markets and Innovation of ADT
Security Services
delivering convenience and intelligence ex-
pected by their customers.
“The industry’s biggest players are getting even
From the end user’s perspective, security executives are
looking for security providers who can collaborate fully to
address risks and assist not only with security and safe-
ty, but contribute to business continuity and promote a
bigger as new technologies and applications enter
new markets, like residential, and even spill over into
small-to-medium business markets.
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