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AT YOUR SERVICE: XaaS Physical Fit By Martin Vilaboy M uch has been reported about the rising activity and shifting strategies of cybercriminals as busi- nesses rushed to secure newly remote work forces and deal with an influx of personal and less-then-authorized de- vices connecting to their networks. At the same time, however, new realities wrought by reactions to the pandemic also have created new and shifting needs for physical, on-site security. Along with the countless number of now-empty or low-traffic office buildings, stores, restaurants and construction sites that need to be monitored 24/7, or- ganizations also have a greater need to know exactly who and how many people physically enter a space or facility. There are also increased concerns over prop- erty damage and theft connected to na- tionwide protests. Fortunately for chan- nel partners, business telephony and IT provider Comstar Technologies offers a holistic managed services suite that al- lows its channel partners to quickly enter the physical security space. Comstar’s “physical security as a service” (PSaaS) offering is built around facility and utility access controls, visi- tor management and IP video camera surveillance, but it also includes thermal scanners, keyless entry, scanners with metal detector integration, video stor- age, visitor background checks, active shooter isolation, and a number of other IoT capabilities. It’s part of a larger set of physical building infrastructure solu- tions that includes audio/visual and CCTV units, fire detection and alarm, low-voltage network distribution (such as to common areas), cabling and in- building wireless coverage. Deployed as individual pieces or as a bundle of services, the physi- cal security solutions are procured, installed, serviced and invoiced by Comstar – either through a capex- based or opex-based agreement – with sales partners receiving commis- sions on both contract models. “Comstar takes care of all the heavy lifting, from site surveys to cabling esti- mates to the tenant experience – all the elements required for a successful de- ployment,” said Warren Reyburn, senior vice president of sales and marketing for Comstar Technologies. The process typically starts with a customer site survey, followed by a pro- posal and customer review, explained Jeff Baldwin, Comstar’s PSaaS solu- tions manager. Once budgetary num- bers are exchanged, Comstar engineers a final solution around the customer’s specific needs, which is implemented via a single project management con- tact. After installation, Comstar conducts a final walk through with the customer and sales partner’s account manager.  “The sales partner could be as hands-off or hands-on as they choose,” said Reyburn. “We welcome agent participation as the trusted advi- sor and would look to only enhance the partner’s standing with the client in that respect.” Currently, Comstar’s physical se- curity deployments range anywhere from one to two doors for access con- trols along with one to two video cam- eras for surveillance up to more than a hundred access control devices and cameras monitoring everything from entranceways and vehicle gates to garages, building exteriors and critical areas restricted to authorized person- nel. Users can maintain and update access and visitor management through their own permission portals. Prices for managed access control doors average between $3,000 and $4,000 per unit and include card read- ers, locking hardware, contact and exit sensors and installation. IP cameras average between $1,500 and $2,500 and include licensing and roughly 30 days of video storage. “Typically, we see access control and cameras going hand-and-hand, but we can do them individually,” said Reyburn. “Visitor management or identification validation is emerging as a more frequent request and can be paired with the access control.” Comstar’s PSaaS customers in- clude a variety of commercial spaces from multifamily apartment buildings to small business offices. “Right now, multifamily is a strong market with a lot of new construction projects incorporating access control, cameras, smart building and IoT devic- es in the apartment units,” said Baldwin.  The education vertical, likewise, has been a strong market during the last few years, he continued, with a lot of schools faced with the need to add security or upgrade antiquated systems. Meanwhile, COVID has motivated a lot of companies to investigate the instal- lation of surveillance cameras in office spaces to monitor social distancing and thermal cameras to monitor entrances. “Our clients should be concerned with supporting their residents or em- ployees and keeping everyone safe,” said Reyburn. “We pride ourselves in ensuring they can do so confidently.” o Comstar offers partners a path to physical security sales 32 CHANNEL VISION | July - August, 2020