Five Tips To Kick Start Your Physical Security Practice

Building a physical security practice is not very different from building specialization within other technology domains. In fact for IT partners, this should be a logical progression to their IT solutions business. Here are five tips which can help kick start your physical security practice.

Expertise to bet on

A project in this domain will require skills that are complementary to some of the technology areas such as data center implementation, campus-wide structured cabling, IP security, storage and infrastructure management services. Hence most vendors are interested in talking to partners with expertise in these areas. “Infrastructure partners understand customer requirements better, and network specialists usually posses knowledge of the IP protocol which makes it easier for them to deploy effective physical security solutions,” explains Ranjit Nambiar, Director, HID India.

Start with IT vendors

Many IT vendors have started physical security practices or have products that can drive business. Some of the partners who have successfully set physical security practice say it’s better to leverage on IT vendors. “We started working closely with Cisco’s practice teams that address building management business. We have successfully completed half a dozen projects, where our USP was knowledge of Cisco product line and ability to integrate the same with security cameras and access control product lines of traditional PS vendors,” explains AL Srinath, CEO, Shell Networks.

Vertical approach matters

Since security demand of each vertical is different, it’s natural for an IT partner to seek customers within the verticals they have been selling to. “Your customers would already know your implementation skills and it is easy to convince them for value addition. Also you will have an understanding of their business requirements,” shares Yogesh Dutta, Vice President, Security Business, Aditya Infotech.

Cross domain engineering expertise

While some IT skills are good starting points, most vendors point out that the SI should build cross-domain engineering expertise across all branches of engineering. “For example, if you are targeting customers who are looking for campus-wide surveillance, then you must have expertise to effectively design and, if needed, make alterations to existing structures to run cables. For deploying enterprise fire security systems you may require basic knowledge of hydraulics. These skill-sets are easy to acquire especially for partners who already have strong skill-sets in the IT domain,” says Sunil Sahdev, MD, Security Defense Systems, Delhi.

Knowledge of laws

Johnson Lopez, CEO of Bengaluru-based Futuristik Control Networks, has made a successful transition from a purely IT channel player to a fire security solutions provider over the past decade. “We have learnt the hard way that sometimes lack of knowledge of several laws laid out by various bodies such as local police, civic bodies, and electricity departments can get you into trouble, or even disqualify you from tenders. Any solutions provider in the space need to have an understanding of these rules and bye-laws,” says Lopez.