The Evolution of Distribution in Physical Security: Insights from ACS24 Europe

The physical security industry is shifting fast, and with it, so is the role of distribution. At ACS24 Europe, I sat down with Tara Dunning from Wesco to dive into how distributors are adapting to meet new challenges and opportunities. Here’s what I learned:

1. IT and OT Are Coming Together

One of the biggest trends right now is the convergence of Information Technology (IT) and Operational Technology (OT). This isn't just a buzzword—it's a game-changer that’s creating new opportunities and complexities for physical security. Tara summed it up perfectly: "IT OT convergence is real." This shift is changing how we think about and build security solutions.

2. Cameras: No Longer Just Watching, They’re Thinking

We’ve all seen the shift in how we think about security cameras. They’re not just about keeping an eye on things anymore. They’re smart sensors, capable of analyzing all kinds of data.? As Tara put it, "The camera is no longer video surveillance, it's visual intelligence." It’s a shift that’s making us rethink the role of cameras in a security strategy.

3. AI and Machine Learning: No Longer Just Hype

AI and Machine Learning used to feel like buzzwords, but now they’re becoming crucial tools for the industry. Tara mentioned a stat that stuck with me: generative AI could make up about 50% of solution stacks for many developers over the next few years. That’s going to drive a lot of innovation and open up new ways to approach security.

4. Distributors as Ecosystem Enablers

As our industry gets more complex, distributors are stepping up as connectors, aggregators, and orchestrators of solutions. Not every security company relies on distribution, but those that do gain a big advantage: distributors simplify the complexity for end customers. As Tara put it, they’re “enablers of the ecosystem,” helping to tie everything together.

5. Software, Services, and the SaaS Shift

With more of our industry moving towards SaaS and RMR models, distributors are evolving too. They’re no longer just moving boxes; now they’re distributing software, managing licenses, and even offering managed services. This shift means integrators have a single point of contact for both hardware and software, making their lives a whole lot easier.

6. Value-Added Services: Going Beyond the Basics

Today’s distributors are doing much more than just pick, pack, and ship. They’re offering design engineering, solution recommendations, and even filling capability gaps for integrators. It’s about enabling the channel, not replacing the players in it.

My conversation with Tara at ACS24 Europe was a great reminder of how fast things are changing and how distributors are playing a key role in that evolution. As we move forward, it’s clear that staying agile and collaborative will be essential.

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The Access Control Summit (ACS) is a global event that unifies executives and thought leaders from the access control, smart lock, and broader sectors. It serves as a platform for industry professionals to share insights, discuss trends, and explore future opportunities. Held annually in North America, Europe, and soon Asia, each summit is themed around current and future opportunities. ACS is renowned for its esteemed speakers, high-caliber attendees, and exceptional experience, setting it apart in the global access control and smart lock industry. Participating in ACS provides a unique opportunity to gain valuable insights, forge strategic partnerships, and stay ahead in the industry. For more information, pictures, testimonials from ACS23 DC and ACS24 Europe, and future ACS dates, please visit https://www.leeodess.com/acs24europe.