technologies

2016
21 st ANNUAL REPORT
Integrators’ Sales Revenue
By Product Category
Top Systems Integrators were asked to break out their
2015 revenue by type of product. The majority is earned
from integrated non-residential systems that combine
two or more different technology solutions. No significant
changes were recorded from 2014 to 2015 in the percentage
of revenue from these types of products.
Badging
1%
IT hardware/
software
1%
Intercom/
communications
2%
Integrated
residential
systems
3%
Continued from page 63
ing — solutions that deliver “big data.” There is also a greater
emphasis on cybersecurity, say the integrators of their clients.
“ITO and big data will continue to be a focus of our goforward
strategy. The industry is way behind other industries
in the use of data. Video analytic metadata is going to become
very valuable,” claims D/A Central Inc., ranked No. 70.
Therefore, the need for security systems integrators to become
more network-savvy is greater than ever. When asked what
percentage of projects sold in 2015 incorporated IP-based technology,
45 percent of systems integrators noted that between
three-fourths and 100 percent of their projects incorporated IP.
WHICH MARKETS ARE SPENDING?
A handful of vertical segments stood out as front-runners
in spending on integrated security products and services:
education (especially higher-ed), healthcare, utilities/critical
infrastructure, and transportation/logistics. Integrators also
mentioned:
• Energy
• Retail (especially
multi-location)
• Banking
68 July 2016
Other
1%
Fire protection
9%
Intrusion alarms
10%
Integrated
non-residential
systems
42%*
Video
surveillance
18%
Access control
13%
*percentage of Top Systems Integrators’ 2015 sales revenue; based on 89 responses.
Source: SDM Top Systems Integrators Report, July 2016
• Multi-unit residential
• Hospitality
• Government
• Banking
Integrators’ Sales Revenue
By Service Category
Top Systems Integrators were asked to break out their
2015 revenue by type of service. The majority is earned
from system sales and installation. No significant changes
were recorded from 2014 to 2015 in the percentage
of revenue from these types of services.
Equipment leases
1%
Sales/installation
58%*
Hosted/managed
services
2%
Test and
inspection
3%
Non-contracted
service
7%
Service contracts
11%
*percentage of Top Systems Integrators’ 2015 service revenue; based on 93 responses.
Source: SDM Top Systems Integrators Report, July 2016
Monitoring
18%
No. 2-ranked Convergint Technologies emphasizes the
broad-reaching application of video technologies: “The market
for security systems sales and integrated systems continued its
strong growth in 2015. Video sales continue to dominate as customers
begin to look beyond traditional security applications
and start looking at using video for manufacturing, process
improvement, regulatory compliance, etc.
“The best growth came from the utility segment as these
customers continue to be concerned about the security of their
infrastructures. With the downturn in the price of oil, petrochemical
has been hit the hardest in terms of being weak in
2015,” Convergint says.
No. 7-ranked G4S Secure Integration LLC, calls out critical
infrastructure as a leading sector. “Our strongest sector is
definitely critical infrastructure. We see tons of potential in that
market to adhere by NERC/CIP regulations and see ourselves
as one of the best providers,” the company says.
No. 59, Stone Security, says the positive marketplace had a
constructive effect on its operations. “We felt the market was
stronger in 2015 than 2014 especially in education and industrial
markets. We were forced to add a number of people to the
organization to keep up with increased demand in 2015.”
No. 81-ranked Peak Alarm Co. Inc., affirms that spending on
integrated security solutions continues to hold up. “The market
in 2015 continued to be strong in security systems sales driven
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