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What Does It Mean To Be A System Integrator
We owe it to our people, our clients and this industry to raise our skill level and to deliver on what it truly means to be a system integrator.
Managing Director CBRE|ESI.
Much has been written about Smart Buildings and IoT and Big Data and Analytics (did I miss any buzzwords). This inevitably leads to the subject of integrating all of the wonderful technology we have at our disposal. But what does that really mean and who are these folks who perform this integration? What skills must they have and what does it really mean for someone to call themselves an integrator?
Let’s start with purpose; the purpose of the system integrator is to take parts (hardware and software) and many times disparate, and create a solution out of them. At a very fundamental level, this consists of getting devices to talk to one another; LON to BACnet, to Modbus, to legacy, etc.. At another level it is getting software applications to work together such that data or information flows between the applications as part of a solution. These are two very obvious examples of what a system integrator does.
Wikipedia defines a systems integrator as follows:
Beyond the capabilities you need to perform according to these rather obvious defnitions, I would like to suggest that there are several skills or qualities I think a company needs to possess in order to truly be called a systems integrator in the industry today; aspects of being a systems integrator that are often overlooked.
– In today’s world it is difficult to be a master of multiple
things. This is why I believe that manufacturers do not perform
well as a system integrator (I believe this is just one reason).
Similarly, I believe it is difficult for consultants, distributors or
contractors to be effective system integrators; these types of firms
have other skills and fulfill other functions. They serve other
important purposes; manufacturing, mechanical and electrical design,
installation, distribution, software development, IT security,
etc.. Disclaimer; please understand that this is a generalization
and there are exceptions. In our industry there are firms who
have proven capable of wearing multiple hats but in general, focus is
key to being at the top of the industry in whatever discipline or
business you’re in.
Multi-Discipline – A system integrator must be fluent in a variety of disciplines including:
Technology – In order to truly live up to the definition of a system integrator, they must be technology agnostic. That doesn’t mean you cannot have certain technologies or products that are your “lead” products; products that in the absence of any other requirements or influences are your “go-to” products because of their capability, reliability, serviceability, etc.. But it would be difficult call oneself an integrator if you only had competency, skill and knowledge on one product or one manufacturer. Sure, you might have the ability to connect a BACnet device to a LON device, but only within the capabilities of the system you know or sell. This tends to force your solutions to always be developed from the perspective of how the client’s need fits into your solution, and not how your solution fits the client’s need (a BIG difference).
– Often overlooked in the discussion of systems integration is the
process by which solutions are developed. We find that all too
often the solution is designed before the problem is understood; the
proverbial “yes, we can do that now what’s the question?”. A
system integrator, particularly a firm engaged in developing so-called
“smart building” solutions, must be skilled at the art of
envisioning. This is not as simple as you may think since most
clients say they want a smart building or campus or enterprise, but
have no idea what that means or what that looks like. A system
integrator must help the client develop a picture of future success,
defined as achieving the client’s business objectives and desired
outcomes. And part of this process is being able to assess the
gap between the client’s current and desired state.
People – As I’ve stated in a previous article, for most of the system integrators in this industry, they have only one asset–people. Let’s face it, integrators don’t manufacture anything, they typically don’t have any patents or licensable IP. They have one primary asset and it goes home every night. Are we continually investing in our people to ensure we are bringing the best and brightest talent, skills and ideas to our clients? This is not a one-time training event. Nor is it as simple as sending someone to a manufacturer’s technical training program. This is about a developing a culture of life-long learning (note: learning, not training), that creates an organization with skills and competency around not just the technical aspects of an integrator’s role, but areas such as problem solving, business, communication, leadership, etc.. All too often it is assumed that a successful integrator has to be a master of technology. My belief is that to be a truly successful integrator you have to master talent management; attraction, retention and development, and you have to build expertise in organizational development.
Our industry is full of new technology but lacking in the skills required by true integrators to apply this technology in innovative ways that deliver results, particularly at scale. We owe it to our people, our clients and this industry to raise our skill level and to deliver on what it truly means to be a system integrator. We will be discussing these topics and more at the upcoming IBCon Smart Building Integrator Summit on June 21 in Silicon Valley. If you are an integrator or aspire to be one, I encourage you to attend this event.
PRE-CON: Smart Building Integrators Summit
Today we are dealing with three different generations of smart building technologies: (1) Past (closed, proprietary, single system), (2) Current (more open and attempting to retrieve data and functionality of the older more closed systems) and (3) Future (IP-enabled, intuitive GUIs, analytics, edge devices pumping data directly to the cloud). But, with all of these new changes comes more and more involvement with IT technologies.
Smart Building Integrators Summit is designed to give system
integrators an opportunity to learn more about what the next generation
of Master Systems Integrator looks like. The discussion topics include:
emerging technologies; dealing with large portfolios rather than single
buildings; developing strategies that are open, integrated and
interoperable, and; providing a perspective on the business side of
this new paradigm. Understanding the complex business needs of clients
and prospects is more important than ever when it comes to this new
breed of smart buildings.
John Petze, SkyFoundry - Comments
I am excited to
participate in IBCon and the PRE-CON: Smart Building Integrator's
Summit again this year. We are undergoing a revolution in the way
buildings are designed, built and managed. Core to that revolution is
the use of data to drive better results at every stage of the process.
The value of making data a fundamental part of the process is that you
continue to learn -- we learn how buildings operate, where they
deviate, and how to more efficiently manage the complex systems and
processes. The learning process is never done. Each year we build on
what we have learned before and move to the next step. The IBCon and
Pre-Con sessions show this continued progression. Presentations and
discussions continue to advance -- there is always new,
CBRE|ESI is a professional services firm focused on making buildings perform better. As part of CBRE’s Global Workplace Solutions group, the world’s largest provider of real estate services, and with multi-faceted expertise and best-in-class technology, CBRE|ESI delivers solutions to reduce cost, reduce risk, and improve the occupant experience. more information please visit www.cbre.com.
About the Author
Paul Oswald is Managing Director of CBRE|ESI. Paul has over 30 years of experience in building automation, system integration and energy management. His experience includes product strategy and development, business and channel development, and services.
IBcon has grown to become the world's most comprehensive and leading edge discussion on the next generation of smart, connected, high-performance, green, sustainable, intelligent buildings. This event is not about the traditional one building, one system, one vendor smart building of yesterday, but rather the open architected, interoperable, integrated, IP, IT centric smart buildings of tomorrow. For more information please visit www.IB-Con.com
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