SP&T News: During the ASIS show in Dallas you were talking to dealers about how they can boost their recurring revenue by offering a centrally managed system and provide access control as Software As a Service. How does it work?

Dyall: It’s basically a rework of the existing product line. We realized there was a need in the marketplace for recurring revenue and we’ve seen other companies utilizing the RMR model in access control and we felt that our product had all the basic features there. We knew there was demand to have a hosted product that would be very welcome in the marketplace.

The SaaS portion allows end users to have some basic control over their system from virtually anywhere there is an Internet connection. The dealers that are looking to create recurring monthly revenue use the same panels and software that they are already familiar with and with Keyscan’s reverse network licences (K-RN) and the NETCOM6 network communication board, the panel uses the Internet to find the host server itself.

This requires no more IT knowledge than installing a standard system and makes it easier to work with end-user networks, firewalls, etc. Plus, the dealer can then package (and price) their services to the end-user however they like without having to pay a monthly fee to Keyscan as in other models.

SP&T News: What’s the reaction been from dealers about how they will be able to leverage this?

Dyall: In talking to our existing clients and with the rollout at ASIS in Dallas we were surprised with the reception and the reaction from our dealers and even clients just looking for another solution. It was one of the most positive rollouts we’ve had in a number of years.

SP&T News: So what does the model look like?

Dyall: The way we have set up the product is that it provides the dealer with a number of options and solutions. One allows them to set up a server at their facility and be able to manage their customer sites. At the end user level it takes away the necessity to manage software and to manage the day-to-day application.

It allows the end user in environments such as an apartment building application the ability to provide their facilities with access control from a central site.

SP&T News: You recently hired Shawn Gore as Marketing Manager for Network Solutions. Gore has worked with Brivo, Kantech and DSC. Is this a new position you’ve created to handle the move towards more network-managed services?

Dyall: Yes, we brought Shawn on as a market manager for network solutions and the hosted managed sites and he will be responsible for the introduction of the product and day-to-day sales and marketing. We needed a product market champion. It was important to us to have an individual with industry knowledge and experience in access control to champion this market.

SP&T News: What’s your sense of how the industry is doing in terms of the economic recovery? Are we past the worst?

Dyall: We feel from an organization standpoint that the industry will continue to run flat for at least six to eight months. Hopefully by late summer we will see a shift but it’s difficult to tell, especially with the way the U.S. economy is running. The capital markets are still very wary of lending money and again, as a Canadian manufacturer we’re faced with a strong Canadian dollar or a weak U.S. dollar which is also making it difficult. The Canadian economy will generally be affected by that right across the board.