Matrix Systems, a leading provider of access control solutions, has announced a strategic restructuring to enhance its service offerings. The company is splitting into two distinct business units: Frontier and Xentry Systems Integration. This move is designed to sharpen focus and better serve the evolving needs of their clientele. Frontier will concentrate on developing and delivering Matrix Systems’ renowned Frontier access control management platform, along with the highly anticipated Frontier Integrated Platform, an integrated enterprise video and access solution slated for launch later this year. Xentry Systems Integration, on the other hand, is dedicated to providing expert security integration services to customers within the Great Lakes region and southern Florida.
According to Holly Tsourides, CEO of Matrix Systems, this strategic shift follows an in-depth planning process initiated after she joined the company in April. “We undertook a thorough strategic review to identify how best to foster business growth,” Tsourides explained. “It became clear that Matrix Systems possesses exceptional internal strengths, particularly in our dedicated employees, loyal customer base, and robust technology.”
Tsourides emphasized that the previous business model, which involved direct sales and servicing of the Frontier platform, was limiting the full potential of these valuable resources. “Our industry recognizes and rewards clear market strategies and focused go-to-market approaches. Matrix Systems was previously constrained by directly managing both sales and service, hindering our ability to fully capitalize on market opportunities. By establishing distinct units, we are now positioned to cultivate a strong and dedicated channel partner network,” she stated.
Over the coming months, Matrix Systems will engage directly with its customers to ensure a smooth transition and clearly communicate the benefits of these changes before the official split on April 1st. While Matrix Systems will remain the overarching corporate entity, the company will operate in the market under the Frontier and Xentry brands.
Historically, a significant portion of Matrix Systems’ revenue has been generated from service work intrinsically linked to the Frontier product line. The creation of Xentry Systems Integration is a strategic move to unlock and expand these service capabilities beyond the existing framework.
“We recognized a significant opportunity to broaden our service portfolio,” Tsourides elaborated. “Previously, while servicing clients’ access control systems, we were not addressing their video surveillance needs, which is increasingly illogical in today’s integrated security landscape. Adding Xentry Systems Integration allows us to address this gap. Although Xentry is a new brand, it launches with a solid foundation, inheriting a stable book of business by continuing to service existing Matrix customers within its defined geographic areas.”
Currently, Matrix Systems intends to maintain Xentry’s operational focus within the Great Lakes and southern Florida regions. “The primary objective for Xentry Systems Integration is to deepen client relationships within these regions. This focused approach will enable us to expand our service offerings beyond access control to encompass video surveillance, intrusion detection, and the full spectrum of our clients’ physical security requirements,” Tsourides added.
A crucial factor driving the separation into Frontier and Xentry Systems Integration is to prevent potential conflicts with channel partners who will be selling the Frontier platform.
“This strategic separation is essential to maintain market clarity and ensure integrity in our operational model,” Tsourides affirmed. “Xentry Systems Integration will concentrate its service operations in the Great Lakes region and southern Florida, with no current plans for geographical expansion. Xentry’s strategy is to build a strong service density within these core areas. For Frontier customers located outside of Xentry’s direct service areas, we are committed to transitioning these relationships to channel partners in those regions. This customer handover underscores our commitment to building a robust and trustworthy channel program.”
While Matrix Systems serves a diverse range of vertical markets, Tsourides highlighted a strategic focus on expanding their presence in the healthcare sector. This expansion will be twofold: increasing the adoption of healthcare-specific technologies among existing clients and leveraging these specialized solutions to acquire new customers in the healthcare market.
“Our long-term objective is sustained growth. Frontier is a valuable asset, but its growth potential has been limited by our exclusive direct sales model, which has restricted channel leverage,” Tsourides concluded. “Looking ahead to 2015 and 2016, expanding Frontier nationally and establishing a strong channel partner network is key to unlocking substantial growth.”
