The surveillance solutions market has shifted from hardware solutions to digital models, and system integrators (SIs) will continue to operate as key stakeholders for both surveillance equipment manufacturers and end customers. The digitalization of the market has necessitated that manufacturers offer advanced digital functions, and SIs should be aware of and have knowledge of these new digital solutions and recommend them to end customers (that is, the capabilities and the system components that will help them achieve their security goals). This digital shift is not only changing SI interactions with customers and the design of their initial solutions but is also transforming the manner in which SIs conduct business operations. With an eye on evolving customer preferences (from CAPEX to service-oriented thought leadership), SIs will remain in transition throughout the early 2020s; they will move from offering legacy, hardware-centric business models to becoming long-term advisors and service partners for surveillance customers.

Author: Danielle VanZandt