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From the editor's desk: Coopetition rules

Andrew Seldon, Editor

In this issue of Hi-Tech Security Solutions we look at some of the trends the industry is expecting to see in 2022, as well as the issue of a slower supply chain. The two are linked and there doesn’t seem to be a solution to supply chain problems in the immediate future.

The supply chain article (http://www.securitysa.com/15542r) does, however, highlight some important ‘human factors’ that should be considered in opposition to raw capitalism.

Coopetition is described as ‘cooperative competition’. There’s a whole page on it at Wikipedia (https://en.wikipedia.org/wiki/coopetition), but the idea is that companies cooperate as they compete in the business world and everyone wins. The supply chain problems we face have delayed stock delivery, increased prices (and seen some companies blatantly price gouging as they know they are in the pound seats at the moment).

If you know there is nobody that can replace your company’s services, you will get away with it. But for companies with competitors in the real world, taking advantage will prove a profitable short-term strategy, but create problems in the long term because ‘this too shall pass’. The problems will come directly from installers and system integrators, as well as end-user customers.

Sadly, the article doesn’t include some of the stories told about how some in the security industry have tried to squeeze more money out of SIs and end users using Covid as an excuse. The people we spoke to were also polite and diplomatic in what they said on the record.

In times like this, working together to ‘make a plan’, which many are doing to keep the industry going, has been critical in keeping companies up and running as well as helping SIs meet their maintenance and project deadlines. This coopetition will stand these companies in good stead going forward as they have forged a trust relationship with end-users and partners.

Those who have taken a hard capitalist line will find they have lots to do in the years ahead. Their efforts to increase profits will probably result in good bonuses for top management, but the result will be they will have to play the margin game in future as their ‘partners’ start playing hardball once things improve. That is simply the reality in an industry where customers have options without having to sacrifice quality.

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