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In a recent episode of the EyeOTmonitor podcast, host Chris Nixon sat down with industry veterans Jon Polly, founder of ProTech Solutions Partners, and Kirill Sokolinsky, CEO and CPO of EyeOTmonitor, to explore the rapidly evolving landscape of security integration. The conversation covered everything from the blending roles of System Integrators (SIs) and Managed Service Providers (MSPs) to the increasing importance of managed services and cloud technology in the security industry. If you’re involved in this space or even just curious about where it’s headed, this discussion offers some valuable insights and predictions for the future.
Meet the Experts
The episode kicks off with introductions, setting the stage for a deep dive into the current trends and future directions of the industry. Jon Polly brings over 23 years of experience in the security sector, having worn many hats—from police officer to security technology consultant. His company, ProTech Solutions Partners, focuses on helping clients navigate the complexities of security technology and building roadmaps for the future.
Kirill Sokolinsky, who co-hosts the podcast, has a rich background in network infrastructure and physical security. Before leading EyeOTmonitor, he worked at Hitachi Data Systems, where he played a key role in developing a video management platform. Now, as COO and CPO of EyeOTmonitor, Kirill is focused on network monitoring solutions that cater to a wide range of industries, including physical security.
The Changing Roles of SIs and MSPs
One of the central themes of the conversation is the growing overlap between System Integrators (SIs) and Managed Service Providers (MSPs). As Jon explains, more security integrators recognize the value of managed services, not just as a way to create recurring revenue but as a means to offer continuous support and build stronger relationships with their clients. Traditionally, SIs focused on one-time projects, such as installing security systems, and then moved on to the next job. However, this model changes as more clients demand ongoing support and maintenance.
Despite the growing recognition of the importance of managed services, Jon points out that only 28% of the security industry has adopted a recurring revenue strategy. This leaves a significant opportunity for growth, especially as more clients seek partners who can offer long-term solutions rather than just quick fixes. The shift towards managed services is being driven by the need for continuous monitoring and proactive management of security systems, particularly as more systems become network-based.
Why Managed Services Matter
Kirill dives deeper into the importance of managed services, especially in today’s increasingly connected world. With the rise of IP-based security systems, there’s a growing need for continuous network monitoring to ensure these systems function properly. He emphasizes that managed services are not just about creating new revenue streams—they’re about ensuring that critical security systems are always up and running. In many cases, these systems are responsible for monitoring life-and-death situations, such as fire detection, water level monitoring, and gunshot detection. If these systems fail due to a lack of proactive monitoring, the consequences could be catastrophic.
Kirill also touches on the role of cloud technology in managed services. While the cloud has traditionally been viewed with some skepticism in the security industry—often seen as too risky or too open to cyber threats—this perception is changing. As more companies move to the cloud for its scalability and flexibility, security integrators will need to follow suit. Kirill predicts that cloud adoption in the security industry will continue to grow, driven by the need for better network management and the ability to offer more robust managed services.
Overcoming the Challenges
Of course, transitioning to a managed services model isn’t without its challenges. Jon discusses the barriers many integrators face, such as a lack of IT expertise and a general fear of the unknown. Many security integrators have traditionally focused on hardware installations and may not have the technical skills required to manage complex network-based systems. This can make the shift to managed services daunting.
However, Jon suggests that integrators can learn a lot from MSPs who have been managing IT services for years. By hiring IT-savvy employees and adopting the tools and processes used by MSPs, security integrators can start to bridge the gap between traditional security roles and the demands of modern network management. Jon and Kirill both agree that integrators need to shift their mindset from a project-based approach to one that focuses on long-term partnerships with clients.
Scaling Operations: A New Approach
A key part of this mindset shift involves finding ways to scale operations without simply adding more staff. Jon emphasizes the importance of remote monitoring and proactive management in reducing the need for on-site visits. He argues that by focusing on proper installation and continuous monitoring, integrators can minimize the number of service calls they need to make. This not only reduces costs but also improves customer satisfaction, as clients are less likely to experience downtime or repeated service visits.
Jon also discusses the need for a skilled support team that understands both networking and security. He notes that while it’s possible to teach security skills to someone with an IT background, it’s much harder to train someone without IT knowledge to manage complex networks. By building a team with a strong foundation in IT, integrators can better position themselves to offer managed services and scale their operations.
What Does the Future Hold?
As the conversation moves toward the future, Chris asks Jon and Kirill to share their predictions for where the industry is headed. Kirill believes that managed services will become a standard offering for all security integrators as the need for continuous monitoring and proactive management becomes more critical. He also sees cloud technology becoming less of a taboo and more of a necessity, especially as cybersecurity becomes a bigger concern.
Jon adds that cybersecurity will be a major driver of change in the industry. With the increasing use of AI and cloud technologies, security integrators will need to invest in cybersecurity insurance and certifications to protect themselves and their clients. He also predicts that we’ll see more acquisitions in the industry as larger IT companies look to buy up security integrators with the necessary licenses and expertise.
Kirill and Jon both agree that the industry is likely to see significant changes in the coming years. As more companies move to the cloud and adopt AI-driven technologies, the lines between IT and security will continue to blur. Integrators who fail to adapt to these changes risk being left behind or acquired by more forward-thinking companies.
Wrapping Up
The episode concludes with a strong message: the security integration industry is at a turning point. Those who embrace new technologies and shift their mindset towards managed services and long-term partnerships will not only survive but thrive. As Chris points out, the conversation could have easily continued for hours, given the depth and complexity of the topics discussed.
For anyone involved in the security industry, this podcast offers valuable insights into the future of the field. Whether you’re an integrator looking to stay ahead of the curve or simply interested in the latest trends, this discussion provides plenty of food for thought. As the industry continues to evolve, the ability to adapt and innovate will be key to success.