SJA hears from Peter Boriskin, Chief Technology Officer and Angelo Faenza, Jr, Head of Digital Access Solutions at ASSA ABLOY Opening Solutions Americas about how they work with their customers to make buildings more intelligent.

Focusing on building growth

Having now been with ASSA ABLOY for 22 years,Faenza noted that in his current role, he oversees the sales, business development and marketing of products that include wires and radios or are software-driven.

Although he initially started his career within the door and hardware industry, he migrated to access control many years ago.

Boriskin also revealed that he has been at ASSA ABLOY for 13 years, with his team looking after product strategy and innovation for the Americas division.

He focuses on how the company can centrally work together and develop products to comply with regulations, grow sustainability and look after intellectual property.

With extensive experience at the company, Boriskin revealed that the recipe for both his and Faenza’s longevity at ASSA ABLOY is partially due to the company’s vision for progress.

He remarked that the organization continually expands and focuses on building growth, having a strong mechanical history but now also focusing on growing advanced intelligence.

“I think there’s a really unique blend of technologies here,” Boriskin said.

“As the business moves into this next generation, there are many opportunities – not just for mechanical progress, but electronic, cloud and mobile innovation.”

He added that because of these different disciplines, the company has a presence in many different markets and spaces, building on its foundation.

“At least for myself, no two days are alike working in this company. It also provides lots of freedom to work in various areas,” he added.

“You’re not restricted into doing something the same, day in, day out.”

Faenza agreed; he commented that the decentralized nature of ASSA ABLOY is what appeals to him about the company, because it means the different businesses within the overall organization can be built up in an entrepreneurial way.

“The second thing I would say is that I love working for an international company. Just today, Peter and I have been on calls with people from four different countries,” Faenza said.

“There’s a real appeal for that to me, culturally.”

Key philosophies

Boriskin next spoke about how the customer is one of the key areas of focus for ASSA ABLOY.

He explained that spending time with the company’s customers, to gather their thoughts and feedback, is crucial in designing, tailoring and building its products.

“We try to take a consultative approach and really deeply understand what our customers are trying to do,” he said.

“Security is not always the goal; security is a tool to help our customers achieve their overall goals.

“For example, this year we’re launching a solution focused on small businesses.

“It’s essential that their security is unobtrusive and convenient, allowing them to focus on their business.”

Boriskin explained that ASSA ABLOY aims to make its products as frictionless as possible.

The company offers many solutions to help accomplish this.

Some of the newest offerings include IP intercoms with audio and video capabilities that connect to a mobile device as well as a facial biometric solution that allows doors to be unlocked from a distance.

“If we can tailor our products, then we are part of the overall solution.”

Another aspect that Boriskin highlighted is sustainability – with many businesses seeking to improve their environmental impact, ASSA ABLOY has also made a conscious effort to lower the carbon footprint of its products and designed them in a way to lower heating, ventilation and air conditioning expenditures.

Overall, this lowers operational costs for the customer, which helps to encourage innovation.

According to Faenza, two of the key philosophies at ASSA ABLOY are decentralization and relevance to the customer – albeit these concepts are fundamentally tied together.

“In our organizations, we’re able to build teams that cover not only the customers who physically buy the product from us but also those who influence it,” he said.

“By that, I mean everyone who is involved in the channel, from integrators and original equipment manufacturers (OEMs) to wholesalers, contract hardware distributors and security consultants.”

He continued that they also have teams that cover specialized markets, such as access control in higher education or access control in multifamily housing.

“When you want to be relevant to the customer, you have to walk the walk and talk the talk,” Faenza said.

“Growing teams who focus very tightly on a specific channel allows us to be much closer with the customer.

“That ties to what Peter said, as it allows us to design products that suit the needs of those we work with because we can get that feedback.”

Boriskin added that product leadership through innovation also plays a significant role at ASSA ABLOY.

“By having teams who are so closely connected with our partners and customers, we can find those unique requirements that allow us to create the needed solutions,” said Boriskin.

“You would think after more than 150 years, there wouldn’t be any more mechanical innovations left and yet we still have advanced products coming out, quarter after quarter, because we’re tailoring our offering to what the customer needs.”

He explained that as ASSA ABLOY is a large company with a small company feel, it allows many voices to be heard and turn insights into improvements.

Looking to the future  

Boriskin noted that some of the developments he is seeing at the moment are very near and dear to the access control industry.

“One of the trends we are seeing at the moment is leveraging security infrastructure for non-security applications,” he said.

“For example, frictionless opening and intelligent opening, as I mentioned earlier.

“In a hospital, if doors can be opened for the patient, nurse or doctor before they get to the doors, then those saved moments can provide a better experience for patients and increase efficiencies for hospital staff.”

Additionally, Boriskin said that technologies such as wireless locks provide enhanced security, but because they are battery-powered and utilize intelligence at the edge, they can continue to function even in the event of a power or network outage.

This increases building and operational resilience.

Faenza agreed that listening to the customer is one trend that will only increase; he said that, really, we are at the beginning of an age of making buildings more secure.

With the growth of mobile technologies, the industry is being changed like never before.

“We’re very, very early in the game here,” Faenza said.

“That’s why it’s important to listen to the customers and provide products that are convenient for them.”

Boriskin added that as the proliferation of security devices continues further into the building, it allows for more control and flexibility.

This also means that there needs to be an ongoing focus on the cybersecurity of physical security.

Therefore, ASSA ABLOY needs to ensure it is part of the security posture of a building and that its products are designed in such a way that validates the security of a network.

The main conversation

Thinking about the mindset of security and what the industry needs to consider, Faenza said that artificial intelligence (AI) is one of the key topics.

There is a lot of uncertainty around this subject, he said, which means that from ASSA ABLOY’s side, it’s important to think about how to use AI to make the customer experience more seamless.

“The other thing, I would say, especially for channel partners, is getting closer to the user, because it’s not just about the user calling up our partner and asking to replace or fix a product,” Faenza said.

“They’re really looking for a tighter connection.

“They’re looking for a more consultative relationship.

“At the end of the day, they’re looking for what new and interesting things are available that help them provide more value to their customers.”

For example, with a product like secure lockers, many times, the end user does not have a full understanding of the options available, so it’s important for the channel partner to bring this to them.

That’s why ASSA ABLOY has an entire team calling on users to bring the solutions that they may need to their attention.  

Boriskin agreed that AI and machine learning are seen in almost every booth at every show at the moment.

“When I first entered the security industry more than 20 years ago, the gap between cutting-edge technology and where the security industry was, was pretty wide,” he said.

“Today, technology is quickly being adopted into the security industry, which is great.

“However, I think that it’s still important to ask the question of whether every technology is suitable for application in life safety and security.”

Final takeaways

In his final thoughts, Boriskin said that it’s crucial to think about the industry as a whole, where buildings are now being designed using intelligent modeling.

Beyond security, the way that buildings are visualized in three dimensions using augmented reality will shape the way that technology is applied.

Faenza added that when a new building is built or an existing one is retrofitted, it’s always important to consider what opportunities are available and explore the different options.

“At the end of the day, we’re looking to form stronger partnerships with channel partners and the end users to help them create spaces that are more secure, efficient and convenient,” concluded Faenza.

This article was originally published in the March edition of Security Journal Americas. To read your FREE digital edition, click here.