The collaboration between security integrators and security as a service (SaaS) companies has shifted significantly from traditional on-premises hardware installations to modern, cloud-based, data-driven security solutions.

In the early days, security integrators focused primarily on physical security systems.; however, the advent of cloud computing in the 2000s opened new avenues for SaaS companies, enabling them to offer scalable and flexible platforms for access control, video surveillance and building management. This convergence of IT and physical security demanded that integrators expand their skill sets to blend hardware expertise with SaaS knowledge.

As Internet of Things (IoT) and artificial intelligence (AI) technologies advance, integrators are now pivotal in implementing sophisticated security ecosystems, providing subscription-based services and remote management capabilities. This evolving partnership has transformed the security landscape, leading to more efficient, adaptable and intelligent solutions for businesses.

How SaaS Providers Collaborate With Security Integrators

• System Integration: SaaS platforms are designed to integrate with existing security systems like access control, surveillance and visitor management. Security integrators are responsible for installing physical devices, such as card readers and cameras, ensuring that these components work seamlessly with the SaaS provider’s software.
• Access Control Solutions: Many SaaS companies work with established access control providers, allowing integrators to install and configure physical access hardware. Meanwhile, the SaaS provider manages the cloud-based software, which enables features like mobile credentials, visitor pre-registration and remote access management.
• Training and Certification: SaaS providers often offer training and certification to security integrators, equipping them with the knowledge needed to install, configure and maintain both the software and hardware systems. This training ensures that integrators can effectively manage the platform and resolve any issues that may arise.
• Cross-Selling Opportunities: Security integrators can leverage SaaS platforms to offer additional services. For example, alongside traditional access control systems, they can introduce clients to features such as mobile access, digital visitor management and building analytics provided by the SaaS platform.
  Ongoing Support and Maintenance: After installation, integrators typically work with the SaaS provider to offer ongoing support, software updates and system enhancements. This long-term collaboration ensures that the system remains up to date, secure and scalable to meet evolving client needs.

How Security Integrators Can Choose the Right SaaS Partner

When selecting a SaaS company to partner with, security integrators should prioritize product compatibility, ease of implementation and the level of support offered. The SaaS platform must integrate smoothly with the existing physical security systems, such as access control or surveillance solutions. Additionally, the platform should be user-friendly, minimizing complexity and installation time. Comprehensive training programs and ongoing technical support are crucial for ensuring that integrators are well-equipped to manage the system and address client issues efficiently. A solid track record, industry reputation and adherence to security standards are also important indicators of reliability and long-term success.

Integrators should also evaluate customization options, pricing models and future growth potential. Platforms that offer flexible configurations and tailored solutions can better meet diverse client needs, while subscription-based pricing models present opportunities for recurring revenue. SaaS companies that provide cross-selling opportunities, marketing support and partner certification programs further enhance the value of the partnership. Lastly, choosing a partner with a clear product road map and a commitment to innovation ensures that integrators can stay ahead of industry trends, such as IoT and AI, and deliver cutting-edge solutions to clients.

At Sharry, for example, we prioritize features that help our channel partners achieve these goals by offering a comprehensive workplace experience solution focused on mobile badges, visitor management and parking. We recognize that system compatibility and integration are crucial for easing our partners’ workloads, which is why our platform supports over 25 different access control systems and more than six credential providers. Understanding that each integrator and partner has unique requirements, we tailor our collaboration approach based on region, company size and specific needs of our partners and their clients.

Conclusion

In today’s rapidly evolving security landscape, the collaboration between security integrators and SaaS companies is more crucial than ever. By leveraging cloud-based solutions and advanced technologies, integrators can provide their clients with flexible, scalable and cutting-edge security systems. Choosing the right SaaS partner involves careful consideration of compatibility, support, and future growth potential. With the right approach, integrators can enhance their offerings, drive new revenue streams and stay ahead of industry trends, ultimately delivering superior value and security solutions to their clients.

The views and opinions expressed in guest posts and/or profiles are those of the authors or sources and do not necessarily reflect the official policy or position of the Security Industry Association.

Written by Sarah Tesková, Head of Sales & Client Operations, Americas at Sharry

This article originally appeared in RISE Together: A Newsletter for Emerging Security Leaders, presented by SIA’s RISE community.