Customer feedback and demand helps Pelco address specific needs while designing security platforms that are scalable and flexible, as well as able to drive new levels of awareness for security and business intelligence
Joining Pelco in late 2015, Sharad Shekhar is responsible for the entire global video business and is leading the charge to reinvigorate the Pelco brand with system integrators

Back in the day, you literally couldn’t speak with a security company about a video surveillance project without the Pelco name coming up. It had a loyal following and an extremely large installation base. Over the years, that changed and the fervour with which integrators referred to the brand seemed to wane. Sharad Shekhar, Chief Executive Officer of Pelco, wants to change that, as he explains in this exclusive interview.

Shekhar joined Pelco, a fully owned subsidiary of Schneider Electric, in October 2015. Based at Pelco headquarters in Clovis, California, Shekhar is responsible for the entire global video business. He has more than a decade of global business and technical knowledge, as well as a proven track record of increasing revenue growth and adaptability in highly competitive markets.

Extending Pre- And Post-Sales Support To Systems Integrators

SourceSecurity.com: Tell me about how Pelco plans to reinvigorate this iconic brand with systems integrators?

Shekhar: Pelco by Schneider Electric is well regarded for its world-class service and support network, and our partners thrive with the backing of our strategic business and marketing services. Pelco will continue to enable the success of systems integrators through the delivery of our innovative product lines that ensure customer satisfaction and open doors to new business opportunities.

The team at Pelco is strong,
and I fully intend to leverage
the knowledge and expertise
that we have in our
organization to deliver on our
growth aspirations

Recently, Pelco has undergone significant transformation to streamline the development of these innovations, but we haven't forgotten that at the core, our products help enable integrators to support existing clients while helping new customers realize the full potential of the Pelco product line for their security needs. We have made significant organizational changes and process efficiency improvements that will help enable us to deliver world-class, pre- and post-sales support to our integrators and customers.

SourceSecurity.com: What is your background and how/why do you feel you are a good fit for this endeavor?

Shekhar: I joined Pelco from Cummins, another very technology-focused company, and more specifically, brought the experience of having worked in both the North American and Asia Pacific markets. I understand and possess the skills required in negotiations and to establish new efforts and develop technology, to oversee operations and to increase sales. I have significant experience in strategy, business development, alliances and joint ventures, sales, finance and operations management. I have also successfully led businesses through similar challenges as Pelco faces in the coming years in terms of bringing the right technology to market, building a strong product and alliance portfolio, and growing revenues and profits in an increasingly competitive landscape. Because of this, I can bring the same principles that were employed in other technology sectors to security and Pelco by Schneider Electric, because I understand the importance of producing reliable, flexible and cutting-edge solutions that keep the customer top-of-mind and meet the expectations they set forth. But it would be remiss for me not to mention that this is a team sport, and the team at Pelco is strong, and I fully intend to leverage the knowledge and expertise that we have in our organization to deliver on our growth aspirations.

Customer feedback and demand helps Pelco address specific needs while designing security platforms that are scalable and flexible, as well as able to drive new levels of awareness for security and business intelligence
For video surveillance, integrators look for a high value for end users through a
reduction in upfront hardware and camera costs, with more high-resolution imagery

Opportunities For Systems Integrators

SourceSecurity.com: What do you currently know about what systems integrators are looking for in the field as far as video surveillance solutions? What's important to them and their end-user customers?

Shekhar: Today's systems integrators are asked to push the envelope in regards to meeting customer needs for superior products while keeping ROI and scalability top-of-mind. For video surveillance, integrators look for a high value for end users through a reduction in upfront hardware and camera costs, with more high-resolution imagery. On the VMS side, they're looking for open architecture that allows integration with other major systems and an intuitive design that helps streamline deployment and administration. Customer feedback and demand helps Pelco address specific needs while designing security platforms that are scalable and flexible, as well as able to drive new levels of awareness for security and business intelligence. Our new technical support and customer engineering organization will work more closely with our integrators and provide them the backing they need to be more responsive and “creative” in terms of how we respond to varying customer requirements and tailor our products quickly to their needs.

Implementing Strategic Security Management Policies

SourceSecurity.com: What else might we see in the near future?

Shekhar: Pelco has made significant investments in key vertical markets, including oil and gas, gaming and casinos, Safe Cities, and airports and seaports, and we will see significant focus on product and business development in these markets. We will look to further engage customers in these spaces by focusing not just on products, but on solutions that will solve security and operational challenges. Our new Advanced Technology and Engineering organization will focus on conceptualising and incubating technologies that will provide differentiation and value to our integrators and end users in these critical verticals. We will also engage in significant corporate development activities for strategic partnerships on the technology and channel side to reach our objectives.

Video surveillance is only one part of a comprehensive security strategy, and moving forward, Pelco will help its partners think bigger by implementing strategic security policies and processes, and effective security personnel training and staffing. When these processes are combined with video surveillance and security management technologies, customers can develop a more holistic, proactive approach to security and emergency response. And that's what we hope to do more of in the future. Overall you will see Pelco as a much more open and engaging organization as it relates to our relationships with our industry, suppliers, technology and channel partners.

Share with LinkedIn Share with Twitter Share with Facebook Share with What's App Share with Facebook
Download PDF version Download PDF version

Author profile

Deborah O'Mara Owner, DLO Communications

Deborah L. O’Mara, SourceSecurity.com's dealer/integrator correspondent, is a veteran of the security marketplace, having extensive experience in security, fire alarm technology and integrated systems.

In case you missed it

What You Need To Know About Open Source Intelligence (OSINT) For Emergency Preparedness?
What You Need To Know About Open Source Intelligence (OSINT) For Emergency Preparedness?

Have you ever stopped to consider the volume of new data created daily on social media? It’s staggering. Take Twitter, for instance. Approximately 500 million tweets are published every day, adding up to more than 200 billion posts per year. On Facebook, users upload an additional 350 million photos per day, and on YouTube, nearly 720,000 hours of new video content is added every 24 hours. While this overwhelming volume of information may be of no concern to your average social media user posting updates to keep up with family and friends, it’s of particular interest to corporate security and safety professionals who are increasingly using it to monitor current events and detect potential risks around their people and locations—all in real-time. Meet the fast-paced and oft-confusing world of open-source intelligence (OSINT). What is Open Source Intelligence (OSINT)? The U.S. Department of State defines OSINT as, “intelligence that is produced from publicly available information and is collected, exploited, and disseminated promptly to an appropriate audience to address a specific intelligence requirement.” The concept of monitoring and leveraging publicly available information sources for intelligence purposes dates back to the 1930s. The British Broadcast Corporation (BBC) was approached by the British government and asked to develop a new service that would capture and analyze print journalism from around the world. Monitoring and identifying potential threats Originally named the “Digest of Foreign Broadcast, the service (later renamed BBC Monitoring which still exists today) captured and analyzed nearly 1.25 million broadcast words every day to help British intelligence officials keep tabs on conversations taking place abroad and what foreign governments were saying to their constituents. OSINT encompasses any publicly accessible information that can be used to monitor and identify potential threats Today, OSINT broadly encompasses any publicly accessible information that can be used to monitor and identify potential threats and/or relevant events with the potential to impact safety or business operations. The potential of OSINT data is extraordinary. Not only can it enable security and safety teams to quickly identify pertinent information that may pose a material risk to their business or people, but it can also be captured by anyone with the right set of tools and training. OSINT for cybersecurity and physical threat detection Whether it be a significant weather event, supply chain disruptions, or a world health crisis few saw coming, the threats facing organizations continue to increase in size and scale. Luckily, OSINT has been able to accelerate how organizations detect, validate, and respond to these threats, and it has proved invaluable in reducing risk and informing decision-making – especially during emergencies. OSINT is typically shared in real-time, so once a situation is reported, security teams can then work on verifying critical details such as the location or time an incident occurred or provide the most up-to-date information about rapidly developing events on the ground. They can then continue to monitor online chatter about the crisis, increasing their situational awareness and speeding up their incident response times. OSINT applications OSINT can help detect when sensitive company information may have been accessed by hackers  Severe weather offers a good example of OSINT in action. Say an organization is located in the Great Plains. They could use OSINT from sources like the National Weather Service or National Oceanic and Atmospheric Administration (NOAA) to initiate emergency communications to employees about tornado warnings, high winds, or other dangerous conditions as they are reported. Another common use case for OSINT involves data breaches and cyber-attacks. OSINT can help detect when sensitive company information may have been accessed by hackers by monitoring dark web messaging boards and forums. In 2019, T-Cellphone suffered a data breach that affected more than a million customers, but it was able to quickly alert affected users after finding their personal data online. OSINT is a well-established field with countless applications. Unfortunately, in an ever-changing digital world, it’s not always enough to help organizations weather a crisis. Why OSINT alone isn’t enough? One of the core challenges with leveraging OSINT data, especially social media intelligence (SOCMINT), is that much of it is unstructured and spread across many disparate sources, making it difficult to sort through, manage, and organize. Consider the social media statistics above. Assuming a business wanted to monitor all conversations on Twitter to ensure all relevant information was captured, it would need to both capture and analyze 500 million individual posts every day. Assuming a trained analyst spent just three seconds analyzing each post, that would amount to 1.5 billion seconds of labor—equivalent to 416,666 hours—just to keep pace. While technology and filters can greatly reduce the burden and help organizations narrow the scope of their analysis, it’s easy to see how quickly human capital constraints can limit the utility of OSINT data—even for the largest companies. Challenges with OSINT OSINT data collection includes both passive and active techniques, each requiring a different level of effort and skill Additionally, collecting OSINT data is time-consuming and resource-intensive. Making sense of it remains a highly specialized skill set requiring years of training. In an emergency where every second count, the time required to sift through copious amounts of information takes far longer than the time in which an organization must take meaningful action to alter the outcome. Compounding the issue, OSINT data is noisy and difficult to filter. Even trained analysts find the need to constantly monitor, search, and filter voluminous troves of unstructured data tedious. Artificial intelligence and machine learning have helped weed through some of this data faster, but for organizations with multiple locations tasked with monitoring hundreds or thousands of employees, it’s still a challenging task. Adding to the complexity, collecting OSINT data isn’t easy. OSINT data collection includes both passive and active techniques, each requiring a different level of effort and skill. Passive vs Active OSINT Passive OSINT is typically anonymous and meant to avoid drawing attention to the person requesting the information. Scrolling user posts on public social media profiles is a good example of passive OSINT. Active OSINT refers to information proactively sought out, but it often requires a more purposeful effort to retrieve it. That may mean specific login details are needed to access a website where information is stored. Lastly, unverified OSINT data can’t always be trusted. Analysts often encounter false positives or fake reports, which not only take time to confirm accuracy, but if they act on misinformation, the result could be damage to their organization’s reputation or worse. So, how can companies take advantage of it without staffing an army of analysts or creating operational headaches? A new path for OSINT Organisations can leverage the benefits of OSINT to improve situational awareness and aid decision-making Fortunately, organizations can leverage the benefits of OSINT to improve situational awareness and aid decision-making without hiring a dedicated team of analysts to comb through the data. By combining OSINT data with third-party threat intelligence solutions, organizations can get a cleaner, more actionable view of what’s happening in the world. Threat intelligence solutions not only offer speed by monitoring for only the most relevant events 24/7/365, but they also offer more comprehensive coverage of a wide range of threat types. What’s more, the data is often verified and married with location intelligence to help organizations better understand if, how, and to what extent each threat poses a risk to their people, facilities, and assets. In a world with a never-ending stream of information available, learning how to parse and interpret it becomes all the more important. OSINT is a necessary piece to any organization’s threat intelligence and monitoring system, but it can’t be the only solution. Paired with external threat intelligence tools, OSINT can help reduce risk and keep employees safe during emergencies and critical events.

Baltimore Is The Latest U.S. City To Target Facial Recognition Technology
Baltimore Is The Latest U.S. City To Target Facial Recognition Technology

The city of Baltimore has banned the use of facial recognition systems by residents, businesses and the city government (except for police). The criminalization in a major U.S. city of an important emerging technology in the physical security industry is an extreme example of the continuing backlash against facial recognition throughout the United States. Facial recognition technology ban Several localities – from Portland, Oregon, to San Francisco, from Oakland, California, to Boston – have moved to limit use of the technology, and privacy groups have even proposed a national moratorium on use of facial recognition. The physical security industry, led by the Security Industry Association (SIA), vigorously opposed the ban in Baltimore, urging a measured approach and ‘more rational policymaking’ that preserve the technology’s value while managing any privacy or other concerns. Physical security industry opposes ban In such cases, it is local businesses and residents who stand to lose the most" “Unfortunately, an outright ban on facial recognition continues a distressing pattern in which the clear value of this technology is ignored,” said SIA’s Chief Executive Officer (CEO) Don Erickson, adding “In such cases, it is local businesses and residents who stand to lose the most.” At the national level, a letter to US President Biden from the U.S. Chamber of Commerce Coalition asserts the need for a national dialog over the appropriate use of facial recognition technology and expresses concern about ‘a blanket moratorium on federal government use and procurement of the technology’. (The coalition includes Security Industry Association (SIA) and other industry groups.) The negativity comes at a peak moment for facial recognition and other biometric technologies, which saw an increase of interest for a variety of public and business applications, during the COVID-19 pandemic’s prioritization to improve public health hygiene and to promote ‘contactless’ technologies. Prohibition on banks, retailers and online sellers The ordinance in Baltimore prohibits banks from using facial recognition to enhance consumer security in financial transactions. It prevents retailers from accelerating checkout lines with contactless payment and prohibits remote online identity document verification, which is needed by online sellers or gig economy workers, according to the Security Industry Association (SIA). At a human level, SIA points out that the prohibition of facial recognition undermines the use of customized accessibility tools for disabled persons, including those suffering with blindness, memory loss or prosopagnosia (face blindness). Ban out of line with current state of facial recognition Addressing the Baltimore prohibition, the Information Technology and Innovation Foundation reacted to the measure as ‘shockingly out of line with the current state of facial recognition technology and its growing adoption in many sectors of the economy’. Before Baltimore’s decision to target facial recognition, Portland, Oregon, had perhaps the strictest ban, prohibiting city government agencies and private businesses from using the technology on the city’s grounds. San Francisco was the first U.S. city to ban the technology, with Boston, Oakland; Cambridge, Massachusetts; and Berkeley, California, among others, following suit. Police and federal units can use biometrics Unlike other bans, the Baltimore moratorium does not apply to police uses Unlike other bans, the Baltimore moratorium does not apply to police uses, but targets private uses of the technology. It also includes a one-year ‘sunset’ clause that requires city council approval for an extension. The measure carves out an exemption for use of biometrics in access control systems. However, violations of the measure are punishable by 12 months in jail. The law also establishes a task force to evaluate the cost and effectiveness of surveillance tools. Transparency in public sector use of facial recognition Currently, the state of Maryland controls the Baltimore Police Department, so the city council does not have authority to ban police use of facial recognition, which has been a human rights concern driving the bans in other jurisdictions. A measure to return local control of police to the city could pass before the year lapses. SIA advocates transparency in public-sector applications of facial recognition in identity verification, security and law enforcement investigative applications. SIA’s CEO, Don Erickson stated, “As public sector uses are more likely to be part of processes with consequential outcomes, it is especially important for transparency and sound policies to accompany government applications.”

What Are The Security Challenges Of Protecting Critical Infrastructure?
What Are The Security Challenges Of Protecting Critical Infrastructure?

Many of us take critical infrastructure for granted in our everyday lives. We turn on a tap, flip a switch, push a button, and water, light, and heat are all readily available. But it is important to remember that computerized systems manage critical infrastructure facilities, making them vulnerable to cyber-attacks. The recent ransomware attack on the Colonial Pipeline is an example of the new types of threats. In addition, any number of physical attacks is also possibilities. We asked this week’s Expert Panel Roundtable: What are the security challenges of protecting critical infrastructure?