Q: What is an enterprise system?
A: Whenever anybody starts talking about an enterprise system the same images pop into my head; whirring machinery, huge buildings, lashings of cash and electronic equipment with lots of LEDs. Used in the context of systems, the word enterprise refers to the capability of fulfiling enterprise-wide requirements. The big stuff.
Q: What are their advantages and disadvantages?
A: The pros: These systems are often customised to fulfil bespoke feature requirements for a project; They are capable of handling extremely large projects with many hundreds of thousands of users; The software can be manipulated to integrate with a company’s existing data infrastructure; The customer can rely on the fact that the system will cope with expansion.
The cons: Due to the complex nature of these systems, the cost is considerably higher; Where features have been added for a specific project they do not always meet the customer’s expectations in terms of reliability and practicality; These systems often have complicated user interfaces and require the customer to have specialised training; They are not generally suitable for small and medium sized installations; Due to their complexity, the implementation time can be much longer than off-the-shelf products
Q: Where should enterprise systems be used?
A: There are valid markets for systems of all levels but the trick for an installer is offering the customer the right system for the project. If you go too big, you risk losing the project on price. If you go too small, you risk not fulfiling the customer’s requirements. There are many areas where ever-improving technology is helping to make things simpler.
Off the shelf, mass market access control systems are stretching their capabilities to encroach on the territory of enterprise systems. There is still a demand for enterprise access control systems, all be it a reduced one. If a customer has a very large project, wants bespoke features and is willing to invest adequate time and money in the project, then an enterprise system would be suitable.
In any other case it nearly always pays to go with a well proven system from a reputable manufacturer. The market for enterprise access control systems is a small fraction of that for off-the-shelf systems.
Q: How can I win more projects?
A: In the current climate, most right minded companies are looking for practical ways to save money. If you specialise in the installation of large projects using enterprise systems, include a quotation for a popular, lower cost system. In some cases these systems have matured to the point where they fulfil all practical customer requirements. When presented with a viable alternative, the customer may well go for the less expensive option.
Enjoy the latest fire and security news, updates and expert opinions sent straight to your inbox with IFSEC Insider's essential weekly newsletters. Subscribe today to make sure you're never left behind by the fast-evolving industry landscape.
Sign up now!
