Today’s Homeowners Are Smart: Your Residential Technology Solutions Should Be, Too
Systems integrators working in the residential sector know that homeowners are getting smarter all the time. Demand for smart home solutions, driven in huge part to advancements in IoT technology, is soaring. The U.S. smart home market, according to Grandview Research, was valued at $23.72 billion in 2024, with a projected annual growth rate of 23.4% through 2030. That’s a lot of dollars – dollars that savvy systems integrators can be cashing in on.
There are a lot of catalysts driving this surge in demand, and security is only one of them. Energy efficiency and the savings that go along with it are another attractive perk, as well as enhanced convenience and performance. Younger homeowners, in particular, that grew up with the ease and familiarity of the internet are especially plugged into the smart home technologies they can readily put at their fingertips today.
Highlighted below are some of the most in-demand technologies impacting the residential market and the business growth opportunities they can offer today’s systems integrators.
Smart Security Systems
These span cameras, video doorbells, and smart locks that enable fingerprint, keypad, app, and voice access. “Homeowners are beginning to view security systems not just as protection, but as a smarter and more convenient way to manage access to their homes,” says Alexander Crettenand, Vice President of Software Engineering at ADT.
“Fingerprint locks, for example, are designed to simplify everyday access while keeping homes secure. They provide solutions that go beyond monitoring to offer seamless, user-friendly, and intuitive access control. Among smart home features, access solutions stand out by providing clear, immediate value, making them a key area where the technology truly delivers on its promise.”
And, as Mark C. Popkowski, President/ CEO of Modern System Concepts points out, it’s more important than ever that security systems ‘play well with others’ and integrate with other product manufacturers.
“Originally, security systems were designed solely with security in mind but, to compete in today’s market, consumers are looking at features that deliver more bang for the buck. Camera technology has just exploded. Cameras can be used and incorporated into security systems to add better verification of alarms and identification.”
Smart Lighting
Smart lighting control which leverages advanced technologies to automate, customize, and remotely manage lighting in homes, offices, or public spaces is another smart home feature that’s in high demand. It’s transforming traditional lighting into a smart system that reacts to user’s needs, preferences, and daily routines. Lighting control through Z-Wave or Wi-Fi provides an inexpensive way to incorporate into a security system, Popkowski notes. “Lighting can be setup in conjunction with security in arming/ disarming or alarm conditions.”
AI Joins the Smart Home Lineup
Crettenand points to AI-Powered Automation – predictive routines that adjust lighting, temperature, and appliances based on the user’s habits/schedule – saying that “AI-powered automations are becoming a really compelling part of the smart home experience. We’re starting to see features like ‘mockupancy,’ which make a home appear occupied, and proactive deterrence tools, such as lights that turn on when someone approaches. These kinds of intelligent, anticipatory features are emerging as potentially valuable use cases, especially as homeowners look for more proactive and personalized ways to enhance their home security, especially when they are away from their homes.”
Environmental monitoring systems that give homeowners the ability to remotely check on their systems are also gaining traction. “It is almost a standard expectation that homeowners can remotely check their systems through their phones,” Popkowski says. “It gives them peace of mind while away from home.”
Making the Move to Selling Smart Home Solutions
The smart home market is ripe with opportunity, and one that many traditional security systems integrators are migrating to successfully. Popkowski emphasizes the importance of knowing the products that you’re going to sell and support, pointing out that if you’re not utilizing and understanding the technology you are presenting to your customer, they’ll likely be reluctant to trust you.
“A great way to start is by tapping into existing smart home ecosystems like Google Home or Apple HomeKit,” Crettenand advises. “These platforms offer integrators a low-lift way to get familiar with connected technologies without having to build from scratch.”
Smart Sales Strategies
There are effective, customer-facing talking points that can encourage homeowners with traditional security systems to upgrade or modernize their solutions to make their homes smarter. “I take pride in educating customers,” Popkowski says. “Whether they come to me with a specific problem or simply want to be better informed, my approach begins with asking the right questions and actively listening. If they’re considering an upgrade, I explore what they like or dislike about their current system and what new technologies have caught their attention. I provide a high-level overview of the technology landscape to help identify what aligns with their interests. From there, I develop a customized plan tailored to their needs.”
And, as Crettenand adds, “When encouraging homeowners to upgrade from traditional security systems, it’s important to focus on value. Devices like smart doorbells and locks offer clear, practical benefits by enhancing both security and convenience without overwhelming a new user. Other features just may not provide the same direct impact. Starting with high-value items helps homeowners see tangible improvements in safety and daily living, making the transition to a smarter home feel both meaningful and manageable.”
