For decades, the access control industry operated on a very simple model. You build a metal lock, sell it once, and walk away.
The customer takes all the risk from that moment forward.
At DORIX, we realised this transactional approach is fundamentally broken. A physical lock is static. The threats it faces are dynamic.
This realisation forced us to make the hardest operational shift a hardware company can attempt. We had to move from selling a single product to providing Security-as-a-Service.
It is quite literally changing the engine while flying the plane.
You have to retrain your sales team. You have to rebuild your accounting structure for recurring revenue. You have to shift your engineering focus from the factory floor to the cloud.
But the lesson we learned is about Alignment of Interests.
When you sell hardware, your incentive is to lower manufacturing costs. When you sell a service, your incentive is to ensure the system never fails.
By offering continuous software updates, active threat monitoring, and remote access management through The Shield, we stay in the fight with our customers long after the door is installed.
Hardware degrades. Software improves.
If you are running a business, ask yourself a hard question. Does your relationship with your customer end at the checkout?
If it does, you are missing the most valuable part of the journey.
Ali Aydan: Hardware is a transaction. Security is a service.
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