Securadyne seeks to differentiate itself with consulting services

Target customers are regulated industries, mid-sized companies that can’t afford professional consulting
Tuesday, April 14, 2015

CARROLLTON, Texas—Many integrators talk about taking a consultative approach with their customers, but super-regional Securadyne Systems has gone one step further by offering professional consulting services in-house.

“We saw a gap in the market,” Securadyne’s Brian Dusza told Security Systems News. A number of Securadyne customers were either asking for professional consulting services or were in need of them, Dusza said. Dusza is head of Securadyne’s Consulting Services Division, which the integrator launched at the end of 2014.

Dusza and Securadyne CEO Carey Boethel both know the consulting business well, having worked together for Schiff and Kroll in the past.

Offering professional consulting services, including a full-blown needs analysis and threat assessment and specification services, “will differentiate us [from other integrators],” Dusza said.

Which customers will likely use Securadyne’s consulting services? Dusza said they fall into three categories: customers in regulated industries; large customers that may need to reassess their needs for a variety of reasons, including a security incident or M&A activity; and mid-sized customers that “couldn’t justify hiring a traditional security consultant.”

Many of Securadyne’s clients in healthcare, education, electric utilities and food manufacturing must comply with federal or other regulations. In some cases, the regulatory bodies require risk assessments and independent third-party verification.

Securadyne can now provide these services as well as integration and installation of security systems, Dusza explained. “We can be a partner all the way through and from a regulatory compliance standpoint they like that they can get from point A to point B in a timely manner,” Dusza said.

Conflict of interest is not a concern, Dusza said. “The work we do on the consulting side of the hours is independent to what we do on the installation side of the house,” he said. Dusza said that “the operational philosophy [is such that] we may recommend architectural measures and policies and procedures that limit the amount of security equipment and hardware installed, and we are good with that.”