Specialist distributor, Firewall Systems, is warning resellers to start thinking of security as a managed service or risk losing market share to physical security providers. Firewall marketing director, Nick Verykios, said physical security players such as Chubb were already providing IP-based services, adding data to their stack as the markets continued to converge.

He said the business model Firewall Systems was offering to resellers was similar to how these companies operate.

"In the physical security market, customers know who bills them every month for the service but they could not tell you the name of the products," he said. "We are a security distributor by association but we don't care who the vendor is as long as it provides enterprise-class technology that we can offer to resellers as part of an overall service."

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