GlobeSt.com

GlobeSt.com: What questions should CRE pros keep in mind to determine whether a technology is in beta testing?

Ahrens: They're not so much questions, but signs to watch for. Ultimately, many security technologies are surrounding and embracing the use of TCP/IP. To the salesperson, it is simple plug-in technology. Rest assured that when a meeting to present the technology finally arrives, someone in addition to the sales person will greet you. This person will be furiously working to set-up the product, while the salesperson engages you in idle conversation--distracting you. That's your first cue that you are dealing with beta-technology. Ask yourself, "If it is so easy to set-up, then why does there have to be a second person here?"

Here are some other things to watch for, which could mean that you are dealing with emerging or "bleeding" edge technology:

1. The salesperson defers all technology questions to the second individual or can't answer the questions. This salesperson or the person accompanying him sputters acronyms and abbreviations as if he had just written an army field manual;
2. Complicated and simple connectivity questions will be answered by the de-facto standard answer "It depends on your network;"
3. The product does not function as intended. The product inadequacies are typically met with the response, "Wow, I cannot believe that this thing has held up that long". Continuing, "I have been dragging this thing all over the country". In this example, the sales-person is trying to misdirect the product's non-performance with its intangible reliability;
4. The salesperson is "distracting" the end user with the functionality/features of the system, without realizing or inquiring what the real needs are of his client;
5. The software is slotted for a recent scheduled "version/release" or a "patch";
6. The product cannot be demonstrated due to its purported sophistication and massive equipment needs. A mobile or in-house product demonstration is required to show its full capabilities;
7. A product other than the "bleeding edge" technology being pitched is actually presented. However, the technology is presented as "comparable;"
8. The newer technology has fewer features than the previously offered manufacturer technology;

Globe St: How do facility executives ensure that they will not be cut by bleeding-edge technology?

Ahrens: First, let the technology age. The aging process will further competition between other manufacturers' product offerings, while refining technology and lowering costs in an effort for other manufacturers to regain market share. In addition:

1. Realize the technology that you want to purchase and begin to ask the questions. As the adage goes, "the only dumb question is the question that is not asked;"
2. Investing in technology can be extremely expensive. Look towards a technology/security consultant to assist you in identifying what you want the technology to do. Eliminate the smoke and mirrors of software functionality that you "might" use with the functionality that you will need. A good unbiased consultant will help you vet this process and advocate for your needs;
3. Don't let relationships get in front of the purchasing process. You must remain unbiased through the process at all times. Favoritism towards a vendor or a product manufacturer representative will take your eyes off your goal and cloud your judgment and needs. Keep in mind, that the same representative may not be there when you need them most;
4. Evaluate the technology in your office. Make sure the manufacturer can bring in fully working products. Develop internal score cards regarding each of the manufacturer's presentation and the ability for the manufacturer to meet your respective need;
5. If possible, test the technology in your environment. There is no better way to identify if the product will work as promised at the manufacturer's expense;
6. Involve all-important stakeholders in the process. Political, technology, administrative, executive leadership, etc. They don't necessarily need to participate, but they need to be made aware of the process;
7. Throw the manufacturer a curve ball. Make them run the system on your TCP/IP network with your equipment during a manufacturer's presentation;

GlobeSt.com: Why is it a mistake to invest in beta technology?

Ahrens: Investing in bleeding edge technology can have dramatic effects on an organization in the form of change orders, delays, and maintenance and warranty issues and ultimately making you look poor in front of your superiors.