In The Boardroom With...
Mr. Steve Dentinger
Director of Sales and Marketing
Keyscan Access Control Systems
SecurityStockWatch.com: Thank you for joining us today, Steve.
Please give us an overview of your background and a brief company history.
Steve Dentinger: Thank you, it is my pleasure. I have
been in the electronics industry for over 17 years. I was first introduced
to the world of security early in my career through a major account sales
role with a security distributor managing accounts such as ADT and Chubb.
I had left the security industry for a period of time working for General
Electric expanding my technology and business skill sets. As they say
once you're in the security fraternity you never truly leave and this
holds true for me as I returned to the industry with Keyscan Access Control
Systems. I have been driving Keyscan's marketing and new product development
efforts for 6 years.
Keyscan is a privately held organization focused on access control hardware
and software development and manufacturing. With over 25 years dedicated
to access control, Keyscan has established itself as a one of the premier
access control brands on the market today. Keyscan is renowned as having
the best in class sales & technical support services group in the
Keyscan products are used throughout the world securing; embassies, military
bases, hospitals, power generating facilities, automobile dealerships,
banks, schools, multi-national organizations, retail establishments as
well as small and medium sized businesses.
SecurityStockWatch.com: One will read on
"The mission at Keyscan has always been to engineer and market the best in
access control systems and offer unsurpassed customer service and technical
support within the security industry." Please give us an overview of the access
control solutions Keyscan brings to market.
Steve Dentinger: Keyscan bases its access control solution
on a single software platform. One Access control management software
bridges the gap from small system to extremely large systems with several
buildings. Integrators only need to familiarize themselves with one software
package, regardless of the client size or complexity of the access project.
This enables integrators to focus on new sales without the complication
of learning a multitude of software packages.
From an access control hardware standpoint, our lineup of access control
units range from a 2 door. 4 door, 8 door access control units as well
as our single cab and dual cab elevator floor access control units. These
powerful controllers may be mixed and matched to configure a system as
few as a couple doors to several hundreds of secured doors. Our distributed
processing methodology maximizes system efficiency and provides the utmost
in system reliability and future expansion capability.
Recently, we have added a new addition to the Keyscan family of controllers,
our all new single door PoE equipped access control unit. This new addition
promises to add even more system design and installation flexibility and
is extremely well suited , just as our other access control units, to
the latest in recurring monthly revenue generation with access control.
SecurityStockWatch.com: We understand that Keyscan has
recently introduced Hosted Services which delivers recurring monthly revenue.
Care to elaborate on how this will benefit integrators especially in this
challenging economic environment.
Steve Dentinger: Keyscan introduced our Centrally Managed
Access Control (CMAC) offering close to 2 years ago. This endeavor has
proven to be very beneficial to both Keyscan as well as its integrators.
Integrators enjoy the new found recurring revenue stream that centrally
managed access control offers and many of these early adopters are now
taking advantage of the growing end-user acceptance of the software as
a Service (Saas) proposition.
The fundamental barrier to entry for many integrators interested in the
CMAC offering was the up front costs of implementing their own server
infrastructure and the obvious maintenance required. Whether it be the
up front cost, maintenance, limited IT staff or simply the hassle of managing
their own hosts, many, although enamored with the recurring revenue, have
shied away form CMAC.
Keyscan had observed this barrier to entry for many integrators and as a direct response, recently implemented our own hosting offering, Keyscan Hosted Services (KHS).
Now, with KHS, Integrators can get started immediately
with CMAC and begin driving recurring revenue with access control. No
longer do they require a detailed business plan to justify the expenditure
for their own host infrastructure. Best of all once they refine their
sales strategy and gain momentum with CMAC they can at anytime choose
to implement their own host. Keyscan will gladly assist them in migrating
their KHS hosted CMAC accounts to their host.
While KHS is very aggressive with its per reader per month rates, on
average in the six dollar range, we recognize that many integrators once
they establish their CMAC proof of concept will indeed wish to perform
their own hosting and reap the maximum recurring revenue stream.
This may seem counterintuitive, however, it is our intention is to enable
integrators so they may begin benefiting from the wide scale end-user
acceptance of CMAC and in turn begin building intrinsic value to their
business. In the end there is tremendous upside for both Keyscan and Integrators.
Many end-users are guarding their capital expenditures and with staffing
levels at an all time low employers are seeking ways to optimize staff
productivity and stay focused on the core competencies of the business.
Centrally Managed Access Control addresses may of the concerns of business
owners today; they don't need an access control administrator, they don't
need an onsite computer, they don't need to manage/maintain the access
control database, they don't need to perform software updates, all this
and if they desire, they can lock/unlock doors, run reports, add or delete
access permissions all via an internet connection using their smartphone,
iPad, or laptop without any special software.
The advantages of CMAC in our changing business world truly resonate
with business owners and we are observing a transition from the early
adopter stage to the mass adoption stage. It is an exciting time for access
control and as such we are very excited to begin offering this type of
hosting service and expect significant growth and adoption rates in the
Are there any other "new" products and/or services you would
like to discuss?
Steve Dentinger: In addition to our launch of Keyscan
Hosted Services (KHS) Keyscan has recently introduced our all new single
door access control unit, the CA150.
This access control unit embraces
PoE technology in a single door format while offering all the capability
and capacity as its larger siblings. Now more than ever Keyscan offers
a true end to end solution for access control installations of any size
and complexity. We like to say Keyscan makes access control even more
SecurityStockWatch.com: Congratulations on The
Keyscan video - well done! What really caught our eye is that Keyscan
processes over 25 million transactions a day! That is truly impressive!
What are your key target markets and what is your perspective on the market
drivers for Keyscan solutions?
Steve Dentinger: With over 25 years of access control
experience, Keyscan products are actively used in a wide spectrum of markets;
embassies, military bases, hospitals, power generating facilities, automobile
dealerships, banks, schools, multi-national organizations, retail establishments
as well as small and medium sized businesses. Our product is designed
in such a way that we combine both ease of deployment and system design
while also providing the high octane features a capabilities to satisfy
the most challenging and complex access control system installations.
By remaining focused on this One Solution approach we successfully cross
the entire vertical market spectrum for access control. Couple this with
an unwavering commitment to quality and customer care and this in our
view forms the foundation that has built and continues to enhance the
SecurityStockWatch.com: What resources and support are
available for end-users and the trade at www.Keyscan.ca ?
Steve Dentinger: We continue to evaluate our website
to ensure that it is both impactful and resource rich to meet the needs
of existing and prospective clients. In fact we have just recently redesigned
The new website includes a great deal of information on Keyscan including
interesting case studies and testimonials that will appeal to end-users
looking for a robust access control solution. The website also includes
detailed information on our entire lineup of products and solutions. We
have also added enhanced multi-media content that includes system design
whitepapers and on demand videos that feature some of our foremost system/solution
experts. Also new is an interactive Map that allows individuals to find
their closest Keyscan resource.
As with any website it is a constant evolution, and we continually evaluate
the needs of end-users and integrators to ensure our website provides
the targeted information that they require to make informed access control
SecurityStockWatch.com: Thanks again for joining us
today, Steve. Are there any other subjects you would like to discuss?
Steve Dentinger: Thank you for the opportunity to discuss
Keyscan Access Control Systems.
We are extremely excited about the additions of our new single door access
control unit and Keyscan Hosted Services. Based on the response from the
tradeshow circuit, it is evident that we have effectively addressed significant
barriers in the access control market.
Keyscan is serious about access control. We provide industry with access
control solutions that meet the real world challenges of today.
I encourage anyone interested in access control to visit our website
or contact us directly at 1.888.539.7226.