Back to the future, again

August 2009 News & Events

Having spent some time in the IT world, both doing IT stuff and writing about it, I realised recently that the security industry is going through a change similar to what happened in the IT world 15 or so years ago.

Back then there was an almighty commotion about total cost of ownership (TCO). If I recall correctly, the research company Gartner was to blame for the TCO frenzy. This marked the beginning of the acknowledgement from IT (and to a degree business, although business had known it for a long time) that IT products were not solutions, but only components of solutions. It also marked the time when people realised that the cost of IT was not the cost of the product but also the maintenance and other ongoing costs over however many years it would be used for.

Hence TCO and ROI (return on investment) became the acronyms of choice for every fashionable IT manager. They started having weird notions that IT should deliver value and benefits to the whole organisation, not only to IT. This was obviously a communist plot as it cut out a lot of the fun that made people choose to be in IT in the first place.

Seriously, who in their right minds wants to service a customer? Nobody in IT, I can assure you.

In the security market we are seeing similar movements right now. Buying security products as standalone solutions is a dying talent. Corporate buyers today want to see their security systems integrating with each other to form a comprehensive security solution delivering value to the organisation.

Moreover, they want to see security solutions integrated into business solutions. Our most recent Access Control Handbook is a case in point. We all know how biometric technology can make access control and the time and attendance function easier, faster and more accurate, cutting out the massive potential for fraud inherent to old card-based systems, but what about integrating these solutions into your back office business applications – payroll being the most obvious.

It is no longer enough to install a system and proudly proclaim that the customer now hears a noise when something is tripped or can see nice images on his screen. Security sales are moving into the business world and being sold according to the value they deliver. In a retail environment, value would be determined by how much each store’s shrinkage shrunk after installing the system and by how much it stayed down over time. In an industrial setting, doing away with buddy-clocking and increasing productivity gets the nod.

A recent example of a value-added biometrically controlled access control solution showed that after installation the customer gained an average of 15 minutes of additional productivity from each worker per day. This amounted to millions of rand per month gained – that is value you can sell to an accountant.

Of course, just as in the IT world, the best intentions are always tempered with the hot reality of sales people who do not know enough about their customers to create a solution of value; or customers who think they know they need some security stuff, but do not know enough about their business environment to accurately specify what the stuff is comprised of.

So there will still be product and technology sales for some time to come, but those in the know who are able to deliver value are setting themselves up for a prosperous future.

Personally, I will stick with playing with products, there is enormous value in it for me. I did say I was trained in IT.

Andrew Seldon

Editor



Credit(s)




Share this article:
Share via emailShare via LinkedInPrint this page



Further reading:

Highest increase in global cyberattacks in two years
Information Security News & Events
Check Point Global Research released new data on Q2 2024 cyber-attack trends, noting a 30% global increase in Q2 2024, with Africa experiencing the highest average weekly per organisation.

Read more...
The power of PKI and private sector innovation
Access Control & Identity Management News & Events Government and Parastatal (Industry)
At the recent ID4Africa 2025 Summit in Addis Ababa, the spotlight was firmly on building secure, inclusive, and scalable digital identity ecosystems for the African continent.

Read more...
Bosch Security renamed Keenfinity
News & Events
Globally renowned brands for video systems, access control and intrusion alarm systems, as well as communication systems, unite under the roof of the new company Keenfinity Group.

Read more...
2025 video surveillance market set for improved fortunes
News & Events Surveillance
Novaira Insights has unveiled its latest report, World Market for Video Surveillance Hardware and Software – 2025 Edition, forecasting a healthy growth rate of 8,1% until 2029, excluding China.

Read more...
Wialon announces integration with fleet maintenance and optimisation platform
News & Events Transport (Industry) Logistics (Industry)
Fleet management software platform integrates with a fleet maintenance and optimisation platform to support mutual customers for better workflows and deeper insights into fleet operations.

Read more...
DeepSneak deception
Information Security News & Events
Kaspersky Global Research & Analysis researchers have discovered a new malicious campaign which is distributing a Trojan through a fake DeepSeek-R1 Large Language Model (LLM) app for PCs.

Read more...
Almost 50% of companies choose to pay the ransom
News & Events Information Security
This year’s Sophos State of Ransomware 2025 report found that nearly 50% of companies paid the ransom to get their data back, the second-highest rate of ransom payment for ransom demands in six years.

Read more...
Value and industry insight
Securex South Africa Training & Education News & Events
Securex South Africa 2025, co-located with A-OSH EXPO, Facilities Management Expo, and Firexpo, drew thousands of security professionals from across the continent and beyond, offering a platform for networking, product discovery, and knowledge sharing.

Read more...
Gallagher Security achieves ISO 27001 recertification
News & Events Training & Education
Gallagher Security has successfully achieved certification to the updated ISO/IEC 27001:2022 standard for Information Security Management Systems (ISMS). This accomplishment builds on previous certifications and reflects a continued commitment to the highest standards of information security.

Read more...
Survey highlights cost of cyberdamage to industrial companies
Kaspersky Information Security News & Events
The majority of industrial organisations estimate their financial losses caused by cyberattacks to be over $1 million, while almost one in four report losses exceeding $5 million, and for some, it surpasses $10 million.

Read more...










While every effort has been made to ensure the accuracy of the information contained herein, the publisher and its agents cannot be held responsible for any errors contained, or any loss incurred as a result. Articles published do not necessarily reflect the views of the publishers. The editor reserves the right to alter or cut copy. Articles submitted are deemed to have been cleared for publication. Advertisements and company contact details are published as provided by the advertiser. Technews Publishing (Pty) Ltd cannot be held responsible for the accuracy or veracity of supplied material.




© Technews Publishing (Pty) Ltd. | All Rights Reserved.