If you’ve been following the latest news and trends, you’ve probably heard a lot of talk about artificial intelligence (AI) and the cloud. But for traditional locksmiths who have spent much of their time creating key systems, duplicating keys, installing/replacing doors, or simply helping people who are locked out of their home or business, these buzzwords may not seem very relevant.
They are now. Make no mistake, if you’re in the security industry, these trends will have a massive impact on your business – if they’re not already. And if you’re a locksmith, understanding and embracing “the cloud,” in particular, will be crucial to growing your business and staying relevant as the security industry rapidly evolves.
Demystifying the Cloud
To begin with, let’s define “the cloud” in terms of physical security. Simply put, cloud-based physical security uses offsite servers for access control, video management and alarm monitoring. This allows users or security professionals to access these systems from virtually any location through an app or web browser. Not only does this greatly simplify the remote management of security devices, including locks, but it also makes things much more convenient for users and provides alternative options for data storage.
There’s an important distinction to make. A common misconception about cloud security is that it’s defined by remote storage of video. In reality, it simplifies the remote management of the security devices and provides alternative options for data storage. That data can be stored remotely, on-site via the edge (on the device itself), or on an on-premise server.
What’s Driving the Move to the Cloud
We’re seeing a growing number of physical security applications becoming more high-tech. Many locks, for example, utilize physical keys as a backup or secondary means of access. Other access control solutions use touchscreens or even touchless systems. And as these products and solutions become increasingly digital, that data management is moving to the cloud.
The current shift is being driven by four main trends:
· Changing consumer expectations: As employees get more used to cloud technology in their personal lives, they’ve come to expect it at work as well. Consumers can unlock their front door without using a key. If the weather is particularly hot or cold, commuters can remotely start their car from miles away with their phone. The familiarity with these technologies and expectations for their convenience has accelerated the rate of change on the professional side.
· Network convergence: Security cameras, access control and other systems used to operate on their own networks. But as these systems have all increasingly moved to the IP network, it’s accelerated the adoption of cloud technology to manage them and the data they generate. Since many organizations don’t have the physical space – or budget – to have on-site servers, cloud services have become an attractive option.
· Demand for “as a service” models: As many organizations reduce their capital budgets, these purchasing models have grown in popularity. They offer an easier path to upgrade devices when they reach the end of their lifecycle, and provide an OpEx (operating expense; i.e. “pay as you go”) financial alternative to help reduce the hoops an organization has to jump through to purchase the necessary products.
· Improved use cases: Locks, cameras and other access control devices that leverage AI or other advanced technologies have additional capabilities and offer greater ROI. This improves the use cases and drives greater demand for these devices. However, the data collection capabilities mean they often need to be connected to the cloud.
Why Locksmiths Should Embrace the Cloud
If you haven’t incorporated cloud solutions into the range of products you sell yet, now is the time to start. While it may require some new training or skillsets, “embracing the cloud” will have a variety of benefits to your business.
· Easier deployment: Simply put, cloud-based physical security devices are easier to deploy. Installation can be almost as simple as turning the device on and connecting it to the network. And software or firmware updates are automatically pushed out across the internet, eliminating the need to travel to the customer’s site. Similarly, maintenance is easier, since there are no on-site servers to manage or maintain.
· Enhanced cybersecurity: It seems like every week there’s another news story about a major data breach, making cybersecurity a top-of-mind concern for every organization. Cloud-based physical security devices offer robust, built-in cybersecurity capabilities, allowing you to provide peace of mind to your customers.
· Greater revenue potential: As mentioned earlier, cloud-based devices often go hand in hand with subscription as-a-service models. These offer locksmiths an easy way to leverage recurring monthly revenue (RMR) opportunities. Additionally, the ability to use physical security devices in new applications outside the traditional security realm provides opportunities to grow your business and expand your relationship with existing customers.
The Risks of Staying Where You Are
Here’s the bottom line: if you aren’t talking to your customers about the cloud, someone else is. Network convergence means that new players who traditionally weren’t in the security industry are now entering the space, and they may already have cloud expertise. If you don’t incorporate the cloud into your product and service offerings, there’s a real chance your customers might move on to someone who does.
Additionally, the security profession, like many others, is facing a tight labor market. More locksmiths are reaching or nearing retirement, and there aren’t enough new workers entering the field to replace them. That younger talent is typically tech-savvy and drawn to companies that embrace new technologies. If your business isn’t adopting new technologies, you may not be able to attract the right talent, or even enough talent.
You also run the risk of simply becoming irrelevant. There will always be a need for traditional hardware, but the cloud market is growing at a rapid pace. According to Statista, the cloud security market is expected to have an annual growth rate of more than 26% through 2029. Clearly, the question isn’t if customers will migrate to the cloud, but when.
How to Incorporate the Cloud into Your Business
If the cloud isn’t a part of your current product offerings, adding it can understandably seem like a daunting task. Thankfully, you don’t have to go it alone. Don’t hesitate to lean on your distribution partners for help. The right partner will have access to the latest products and solutions.
But beyond that – and more importantly – they’ll have access to an extensive network of top suppliers and manufacturers. These suppliers and manufacturers can provide detailed product training, and in many cases will even bring that training to you. If you need help understanding cloud solutions, how to install them or how to sell them to your customers, the right distribution partner can provide that or connect you with the experts.
And as you bring cloud-based products into your offerings, the right distribution partner can scale with you.
From Reactive to Proactive
For decades, locksmiths have generally been reactive. A customer calls with a need, and the locksmith shows up to help. Now, cloud-based solutions are giving them an opportunity to proactively serve their customers. By staying up to date on the latest high-tech products and the advantages they offer, locksmiths can approach their customers with recommendations that solve their business challenges – cementing their value.
We’re in the early stages of this transition, but the numbers don’t lie, it shows no signs of slowing down. Customers are eager for cloud-based locking and access control solutions that can meet their ever-evolving needs and scale with them. Locksmiths who can meet these needs are poised to not only grow their business, but also solidify their position as indispensable partners to their customers.
