Evolution of security system requirements driven by globalization

Wim LintermansUTC Fire & Security

Preview

• Globalization – definition & trends• The security manager – challenges & expectations• The security manufacturer – role & opportunity• Strategy to meet international security system

requirements• Conclusion

Definition• Globalization is the reduction and removal of barriers between national

borders in order to facilitate the flow of goods, capital, services and labor (United Nations)

• Globalization is the worldwide ovement toward economic, financial, trade and communications integration (BusinessDictionary.com)

• Globalization refers to the growing impact of world systems of finance and economic life, transport, communications and media, language and symbols. (Marginson & Considine)

• Globalization is what in the Third World for centuries has been called colonization (Martin Khor, Oxford University Press)

Globalization trends

• Globalization is driven by expansion into growth regions.• ¾ of all international companies are located in North America, Japan &

Western Europe• Pricing pressures result in reduced rates and new measures to achieve

cost savings and higher productivity.• Sourcing deal sizes increase for large clients.• Centralized processes and systems are rolled

out across boundaries, with or without respectfor local responsibility

Challenges for the global security manager• Growing coverage of single security manager’s area of

responsibility• Challenging task of following changing local market regulations

and best practices• Often limited knowledge of local market & quality of local

service providers• Increased pressure on security spend• Complexity of managing and maintaining numerous different

(local) systems• Adopt to variety of local security challenges

Expectations from the security manager

Reduce cost

Increase quality

Peace of mind

Role of the security system manufacturer

• Provide state-of-the art security and life safety products to protect home, industry and nation

• Excel in commercialization, training, quality, supply, service and cost of ownership for the entire product portfolio to the market

Opportunity for the system manufacturer

• Close relationship to leverage manufacturer capabilities into benefits for the global security manager

• Standardization• Investment protection• Compliance with security

requirements• International presence• Other incentives

Standardize• Required manufacturer capabilities

– Same product solutions available across countries– Local language support (documentation & interface)– Comply with local regulations

(EN50131-1, EN50136, VDS, NFA2P, INCERT, REQ, F&P-FG-SBSC, ...)

• Delivered benefits to security manager– Centralized product selection– Roll-out standardized security concepts– Ease of use and training– Opportunity for remote system mgmt,

maintence, monitoring, etc.

Investment protection• Required manufacturer capabilities

– Product quality, life time, warranty, spare parts, etc.– Trained professional service partner network– Technology/scalability evolution vs. integration/backwards compatibility– Open platform towards third party integrators

• Delivered benefits to security manager– Cost of ownership– Investment protection– Service provider independent manufacturer– Proven product acceptance by market

Consistently meet system requirements• Required manufacturer capabilities

– Best product fit to meet international security concept– Compliance with local system security regulation & best practices– Help with service partner selection in existing & new countries– Best partner fit to meet technical & business requirements

• Delivered benefits to security manager– Gain time & reduce overhead cost– Meet system requirements, price expectation

and service standards

Global presence – local support• Required manufacturer capabilities

– Largets international footprint possible (30+ countries in EMEA only)– Dedicated international account management program– First hand direct communication

(releases, documentation, evolution, trends, training, Q&A, etc.)– Local facilitation and assistance for projects

• Delivered benefits to security manager– Long term trustworthy relationship– Cut overhead cost & increase project efficiency

and operating rhythem

Other international incentives• Required manufacturer capabilities

– Communication on supply process & escalation procedure– Market & installed base information– Facilitate local communication between service provider &

security manager– Commercial bonus program for standardization– Facilitate pre-approval for security manager’s

terms & conditions– ...

Globalization: walk the talk !

• Understand evolving requirements• Leverage international capabilities to

delivery truly international advantage to the security manager

• No results without dedication and coordination

Thank you