Nigel Waterton recently joined cloud video company Arcules to lead the sales and marketing efforts as Chief Revenue Officer (CRO). He brings to the task the benefit of 22 years of experience building and managing large, high-growth technology organizations.

Waterton joins Arcules from Aronson Security Group, an ADT Commercial Company, where he served as Senior Vice President of Corporate Strategy and Development. We caught up with the new CRO to discuss his position and to reflect on how industry changes are impacting integrators and manufacturers.


Q: What fresh insights do you bring to Arcules from your previous positions?

Waterton: Generally, most manufacturers don’t understand the business model of the integrator. And if they do, their programs don’t necessarily help achieve their goals. Since most manufacturers use integrators to get to the end user, they are often disconnected from truly understanding the customer, their organization’s business and its impact on the value of the security program. In my previous role, I spent most of my time bridging the gap between these two worlds. It gives me a great platform for understanding how to achieve that with Arcules.


Q: How is ‘Chief Revenue Officer’ different from your previous jobs?

I have the responsibility of driving innovation for the companyWaterton: While the title is different, the ultimate role I’m in isn’t too different from previous roles that I’ve held in my career. I have the responsibility of driving innovation and strategy for the company, as well as serving as a leader for the sales and marketing team and developing a sales and marketing strategy for the company. This position allows me to build on what I’ve learned throughout my career from an end-user and integrator partner perspective and brings that expertise into the fold of this young, fresh, innovative company that’s paving the way for cloud-based innovation in the marketplace.


Q: Is there an industry-wide ‘culture clash’ between the IT-centric nature of cloud systems and the physical security market? How can it be managed?

Waterton: Adopters from the IT and physical security worlds are a little at odds over the software-as-a-service (SaaS) offerings as a result of a disconnect with how the cloud is defined in both spaces. A lot of people and companies are creating their own notion of what cloud and SaaS mean. And without a common nomenclature in place, there is a lot of confusion among all users. Similarly, there is a clash among integrators around how to monetize the SaaS offering. This gap can be closed through increased awareness, education and the reiteration of how ubiquitous the cloud already is in our everyday lives.


Q: From the integrator perspective, what is the impact of a transition to a cloud/SaaS model on how revenue is managed in the increasingly service-oriented security market?

Waterton: Transitioning to a cloud/SaaS model shifts the mindset of the integrator significantly, as the focus changes from project-centric to more customer service-based impact. Becoming more service-minded creates a greater awareness of what the client’s needs are on a day-to-day basis and how that can be improved over time. When operating with a per-project focus, it can be difficult to create a more long-term impact on an organization. With a cloud-based, service-oriented model, integrators now have the ability to manage client expectations in real-time, which greatly increases their value proposition.


Q: What about from the end user perspective?

Waterton: There are so many benefits from the end user perspective, including the ability to remove the process of a large investment in capital expenditures (CapEx) and shift to a more manageable, predictable operational expenditure (OpEx). Not only does this allow organizations to adjust as needs change; it also prevents being locked into a long-term solution that might not be able to move with the speed of the company as it scales. That being said, the main benefit is the ability of SaaS/Cloud services to drive innovation and introduce new features as they’re introduced without additional investment from the end user.


Q: What impact does the recurring monthly revenue (RMR) model have on the operations/management/cashflow of a supplier/manufacturer company?

Waterton: Traditional manufacturers struggle with the introduction of a SaaS modelTraditional manufacturers struggle with the introduction of a SaaS model for many of the same reasons integrators struggle. They must sell the board and possibly their investors on a new valuation model as well as revenue recognition model. That is constraining their innovation in the market. Oddly enough RMR from a manufacturer’s perspective is very similar to the integrator model in that cash flow is more predictable in nature. An RMR model allows a company to grow strategically and innovate constantly, expanding and adjusting to cater to client needs on a daily basis while also providing the ability to look ahead and ensure we’re meeting the needs communicated to us in the market now and into the future.


Q: What will be the biggest challenge of your new position at Arcules (and how will you meet the challenge)?

Waterton: One of the biggest challenges we’re seeing — and one that will have a significant impact on my role — is the challenge of market adoption of SaaS/cloud services, as well as the awareness about why cloud is a significant part of the future of the industry. There’s also an opportunity to shift the conversation within Arcules from tech-focused outcomes to becoming practitioners of risk-based outcomes. We have to focus on the risk model for organizations, not technology. If we truly understand the risks to the organization, the tool will become apparent. Answering the questions: Why does a retailer lose product? Why does a facility experience vandalism? We have to understand the sociology of it because that’s how we can address what the service does in the marketplace.


Q: Taking the various elements into consideration, what will the ‘physical security industry’ look like five years from now?

Waterton: In sum, wildly different. It’s much different than what it was five or even 10 years ago, and with each leap, the industry has moved forward. Products are maturing, bandwidth is improving and the knowledge that we have is exponentially more advanced. There is increasing use of outside perspectives aimed at shaking up the ‘this is how it has always been done’ mentality that many organizations have suffered from. It’s going to look very different five years from now, and cloud-based initiatives will be the key to the success of many organizations.

Share with LinkedIn Share with Twitter Share with Facebook Share with Facebook
Download PDF version

Author profile

Larry Anderson Editor, SecurityInformed.com & SourceSecurity.com

An experienced journalist and long-time presence in the US security industry, Larry is SecurityInformed.com's eyes and ears in the fast-changing security marketplace, attending industry and corporate events, interviewing security leaders and contributing original editorial content to the site. He leads SecurityInformed's team of dedicated editorial and content professionals, guiding the "editorial roadmap" to ensure the site provides the most relevant content for security professionals.

In case you missed it

Facial Recognition: Contactless Solutions For A Safe, Post-pandemic World
Facial Recognition: Contactless Solutions For A Safe, Post-pandemic World

Facial recognition technology has come a long way since it first came to market several years ago. Initially plagued with technical challenges and widely viewed as a futuristic solution, facial recognition is now firmly implanted in numerous consumer and business products and applications. New advancement in software, specifically in the areas of algorithms, neural networks and deep learning and/or artificial intelligence (AI), have all dramatically improved both the performance and accuracy of facial recognition, further expanding its use for an increasing number of applications. From a purely business perspective, facial recognition’s powerful identification and authentication capabilities make it ideal for two primary applications: first as a security tool, and second as a workforce management solution. The touchless, accurate credential solution Facial recognition readers meet the new emerging need to limit physical exposure to germs and viruses Even before the COVID-19 pandemic, the touchless nature of facial recognition as an access credential was gaining traction with physical and cyber security professionals. By using an individual’s face as an access control credential, facial recognition eliminates the need and expense of physical cards and proximity devices, or the need to physically enter PIN codes. In addition, facial recognition readers meet the new emerging need to limit physical exposure to germs and viruses by offering a highly accurate touchless access control credentialing solution. As a workforce management tool, facial recognition helps preserve the health of employees checking into work, while providing management with an infallible means of documenting employee time and attendance while providing a detailed history of overall workforce activity and individual personnel tracking. Both of which have been longstanding challenges due to easily compromised time tracking systems and practices. Now, nothing is left to question based on hard data. With the growing popularity of facial recognition technology, there are many choices already available with more undoubtedly on the way. Selecting the right solution for your specific access control and/or workforce management application is dependent on a very wide range of variables. But there are a few core characteristics that you should look for when evaluating facial recognition readers. Wide and near-angle LEDs Most facial recognition terminals employ some form of IR (Infrared) technology to help ensure high visibility by the unit’s image sensor. This often limits where the unit can be installed such as outdoors or near windows due to strong ambient light. More advanced facial recognition readers employ as many as 80 wide-angle near infrared LEDs and 60 narrow-angle near infrared LEDs, allowing the unit to recognize faces even in full daylight and brightly lit environments (not direct sun). This enables installation at indoor locations near windows, lobbies and building entries. 3D pixel intensity distribution analysis Another facial recognition reader advancement to look for involves three-dimensional pixel intensity analysis. Ambient lighting contains ultraviolet rays which can negate near infrared LED lighting, and can also cast shadows making it difficult for a facial recognition reader to pinpoint the facial recognition points required for identification and authentication. Three-dimensional pixel intensity distribution analysis minimizes the effects of ambient light when acquiring facial images by minimizing lighting contrasts. As a result, it is easier for the algorithm to recognize the shape of the face, enabling it to extract more facial features and create higher quality face templates, which are critical for accurate facial recognition. Functional ergonomics This results in a faster, more comfortable, and convenient user experience The angle and position of a facial recognition reader directly impact the performance of the unit. Facial recognition readers with different viewing angles for built-in visual and infrared cameras allows users to stand at positions that are most suitable for facial recognition with little or no effort of contortions. This results in a faster, more comfortable, and convenient user experience. High performance processing Like any intelligent edge device, the performance of a facial recognition solution is directly reliant on its processing power. New advanced facial recognition readers deliver exceptional performance by employing enhanced face template extraction technology combined with powerful processor. For example, a facial recognition reader with a 1.4 GHz quad-core processor can perform up to 3,000 facial database matches (1:N) within one second. More advanced solutions also feature Group Matching functionality capable of executing up to 30,000 matches within one second. Live face detection It is most important that the facial recognition readers you evaluate are capable of analyzing faces in real time to maintain fluid entry/egress even during high volumes of employee traffic. Hardware-dependent live face detection systems employing technologies such as facial thermogram recognition and facial vein recognition require expensive hardware components, provide less accurate matches and slower authentication performance, which is counterintuitive for mainstream access control and workforce management applications. Dual authentication for added security Although the use of an advanced facial recognition reader provides the convenience, health benefits and cost-savings of touchless identification and authentication, there are many applications where more than one credential may be necessary to ensure the highest levels of security. Advanced facial recognition readers with multimodal, multifactor credentialing capabilities provide this added security benefit. For example, facial recognition readers that support multiple RFID proximity devices supporting 125 kHz and 13.56 MHz provide varying degrees of protection and greater implementation versatility. Videophone or intercom capabilities Facial recognition readers with multifunctionality can solve several challenges with one solution Facial recognition readers with multifunctionality can solve several challenges with one solution. A perfect example includes devices with SIP (session initiation protocol) videophone capabilities which effectively eliminate the need and associated expense of  installing separate intercom devices while adding another layer of security to one’s facility. The COVID-19 pandemic, and hopefully soon to follow post-pandemic world, have surely accelerated the need for highly accurate, cost-efficient, and reliable facial recognition technologies to help get people back to work safely. Selecting the right facial recognition solution for your specific access control and/or workforce management is now more important than ever before, making a little extra due diligence during the evaluation process a smart decision.

Thermal Cameras and Smart Cities: Preventing COVID-19 in Public Places
Thermal Cameras and Smart Cities: Preventing COVID-19 in Public Places

With the pandemic still in full swing and no certainty as to when exactly it will come to an end, the world has been battling anxiety for months now. And with each day, circumstances change quickly and almost make it impossible to predict what will happen next, how events will unfold, and what actions to take in light of a new situation. But one thing is certain: the world has been shut down and paralyzed for way too long, and the eventual reopening is unavoidable – in fact, it’s well under way. In this situation, what is possible to control is how the world will continue reopening – and specifically, how to ensure the safest possible reopening that will ensure the return of some degree of normalcy to people’s lives and business operations, while also managing the risk of COVID’s spread in the most efficient way. Our highly digitised, technologically advanced world This is when the power of technology comes to rescue the day: what truly sets the global crisis we face today apart from other calamities that humanity has encountered over year is the fact that it has developed in a highly digitised, technologically advanced world where each day brings about innovations with a sole purpose to make daily life and operations easier and more streamlined. And among these, the star of the past decade has been artificial intelligence. The world has been shut down and paralyzed for way too long, and the eventual reopening is unavoidable – in fact, it’s well under way While AI has many avenues of introducing efficiency and fast problem-solving, there is one specific application that will further fuel the reopening of the world and successfully keep the spread of the virus abate. This “collaborative security” application includes a synthesis of smart video analytics, facial recognition, object identification/detection, and thermal cameras that can support the reopening of businesses globally when installed within those facilities frequented by customers. With such a level of sophistication that can ensure uninterrupted monitoring and analysis of large public spaces, these AI technologies can ideally operate best as cloud solutions to ensure a collaborative network with maximum scalability and widespread implementation. As these technologies increase in ubiquity and find their way into daily operations of businesses globally, the cost of the smart solutions will decrease proportionally to the growth of their reach. There are some highly specific ways to create this collaborative network of interconnected safety tools in the current climate. Here are some applications that have been successful to date and will increase in usability in the foreseeable future, creating “smart cities” working together towards a safer, more secure world. Maintaining social distancing practices The most important step everyone around the world has taken to contribute to the effort of slowing the spread of the virus has been social distancing. A six-foot-distance has become a new social norm that has quickly been adopted globally and become a habit to people who are naturally used to being close to others and socialising without giving distance a second thought. The star of the past decade has been artificial intelligence So, it is natural that such distancing measures take time to get accustomed to – and it is also natural that individuals may forget about them from time to time. To help maintain the six-foot distance between people at all times and give them slight nudges to keep the rule top of their minds, AI video technology can be trained to estimate the distance between individuals in public and commercial areas and identify the cases in which people get too close to each other. By notifying local merchants or authorities about such cases, the system can help ensure the safety of everyone in the area at all times while positively reinforcing the public to gradually get more accustomed to maintaining the distance and thus helping stop the spread of the virus. Detecting the virus through facial recognition Perhaps the straightforward application of such high-level technology is using video surveillance to identify persons of interest who have tested positive for the virus. Modern AI has the ability to identify facial features and characteristics with a unique level of granularity, making it possible to identify individuals whose records show they have antibodies from those who can be potential carriers of the virus. After the initial differentiation and identification, the system can then notify the employers and employees of the facility about the results of the conducted analysis and the pursuant results, allowing them to be more vigilant and take action where necessary to ensure a safe experience for everyone. PPE reinforcement Wearing a mask or some sort of face coverage in public spaces and especially within facilities (such as stores, for instance) has been - and will continue to be - a requirement for maintaining a safe and healthy environment for people to continue with their day-to-day lives and businesses to resume regular operations. To this extent, the object detection and identification abilities of smart cameras can further reinforce this requirement and ensure that the absence of protective equipment doesn’t go unnoticed.  Essentially, these cameras can easily identify if an individual has coverage at any given point of time or not, notifying the local authorities about any risks immediately and helping them maintain necessary safety measures without having to interrupt their workflow or worry about missing a visitor without a mask. Detecting high temperature One of the key (and the most widespread) symptoms of COVID-19 is a high fever - a certain indicator of whether an individual may have been infected with the virus or not. While identifying fever with a regular human eye is nearly impossible, AI can do so at a fraction of time by quickly scanning body temperatures of any incoming individuals and determine whether it’s above CDC’s recommended temperature of 100.4F in order to determine the risk factor and notify the local authorities to take action. Modern AI has the ability to identify facial features and characteristics with a unique level of granularity This technology is a good tactic to objectively assess potential risks that come with elevated temperatures - and sometimes, the people themselves might not realize they might (unconsciously) be carriers of the virus and thus endanger the safety of others in their vicinity. The technology is yet another step towards ensuring a safer reopening of the global economy and a more streamlined way of getting back on track while minimizing the risk of spreading the virus further. It’s not all about the theory  We have tested the described approaches in our own R&D campus in Europe. The latest release of the IREX cloud enables remote fever detection and monitoring of social isolation and mask policies with AI. We have integrated thermal cameras to detect people with elevated temperature and CCTV cameras for identification and notifying those who potentially ill. In case of any health threat, the venue manager gets an instant message with a picture and exact location. These preventive steps helped our employees return to the office months earlier than it's happening in other countries. Moreover, personnel coming back to the office by their own wish as now they feel a virus-free environment in the campus - even safer than in their own homes. Now we are launching a pilot project for a well-known pharmacy chain in Florida, USA. With the help of a Computer Vision platform, staff will be able to divide customer traffic into those with normal body temperature and those who come in with elevated temperatures, as well as effectively monitor social distance norms. The goal of our potential client is to maximize the safety of customers in the post-pandemic period. Also, IREX is already deployed across hundreds of locations in the UK and will add health monitoring capability soon.

Can CCTV Become A More Effective Tool?
Can CCTV Become A More Effective Tool?

We all know that having CCTV around your home can help to protect you and your family. Without CCTV, you could end up in danger and an intruder could get away with breaking into your house, hurting your loved ones and stealing your possessions. Similarly, without CCTV in the office, you’ll be leaving yourself open to all kinds of damage and could lose a lot of equipment in the process. In short, making sure you have CCTV is important for both home and business security. However, it can be improved to become a more effective system so that you’re better protected, and can even deter a potential intruder without having to panic. In our world of ever-changing technology, we’re able to upgrade and enhance our CCTV systems so they can become a monitored system. Remote CCTV monitoring is an ideal way to protect everyone and everything whether you’re at home or at a workplace. What is remote CCTV monitoring? For a long time, CCTV was one of the best ways to keep your home, the office and people safe. But people started to notice that it would only deter people so much of the time and often the cameras were ignored by intruders. They would just cover their faces and hope for the best as they steal from a home, office or any other premises. Remote CCTV monitoring is a system that can loop into your existing CCTV, or come preinstalled with a new system. This technology sends a feed to a control room full of trained operators that are on call 24/7. Within this control room, operators are able to respond to any sort of distress call or unauthorised movement on the property line.  How does it work? Remote CCTV monitoring works by attaching to a live feed of your CCTV system, existing or new, so that the signal and images can be passed to a team of operators. These operators are on hand 24/7 so that if there is a problem, you know that you're safe in the hands of a specialist team. The specialist team has been trained to mitigate the chances of somebody breaking into your home when the system is triggered; similarly they call the local authorities instantly so that the potential intruder has less time to flee the scene. This is especially important if an intruder is already inside your property because they have less time to steal your items and leave. Without CCTV in the office, you’ll be leaving yourself open to all kinds of damage and could lose a lot of equipment in the process One of the biggest questions that revolve around remote CCTV monitoring is the idea of operators watching the CCTV at all times. Luckily most remote CCTV monitoring systems will incorporate a motion detection system to accompany your CCTV. Motion detection offers the ability to alert a control room if there is an unauthorised entry to the property line. These motion detection systems are state-of-the-art and so, depending on the system that you choose, they can watch over your property from a number of angles. Once the motion detection system has been triggered and the alert has been sent to the control room, then and only then will the operators get involved. This means that until the motion detection system has been triggered, nobody will watch your live CCTV feed. After one of the systems has been triggered, one of the specialist operators will instantly jump into action. This means that they can take different measures to deter any potential intruder and make sure that they do everything in their power to stop any damage or theft from the premises. In addition to the motion detection system and CCTV, you are able to opt for a public address (PA) system too. This means that an operator is able to shout commands through the PA system and potentially scare away any intruder. The intruder will also be warned about the fact that local authorities have already been called to the location.  Remote monitoring versus traditional CCTV Motion detection offers the ability to alert a control room if there is an unauthorised entry to the property line Having a monitored CCTV system means that you're able to better protect yourself, your business, employees and even your loved ones. Whether you're at home or in the office, having someone looking over your shoulder protecting your every move is something that can be appreciated by everybody. The biggest problem with just having traditional CCTV, is that it is a reactive system. This means that rather than stopping crime, a CCTV system just records it. While the thought is that having a CCTV camera visible can deter some intruders, there's no real evidence to suggest that it stops anybody; anyone can simply cover their face and carry on breaking into your home, office or even your car. As mentioned, remote CCTV monitoring is going to tackle that problem and make sure that someone is on hand to protect you at all times.