Download PDF version Contact company

Booth number: 26041

March Networks is a global provider of video surveillance and video-based business intelligence solutions. Their product portfolio is end-to-end, ensuring that customers can deploy comprehensive solutions designed to help them address real business challenges and improve performance. At ISC West this year, March Networks will be showcasing new hosted services, new PTZ cameras and additional offerings.

Attendees will also be encouraged to discover their solutions for banking, retail, cannabis and transportation – all of which help organizations transform video into business intelligence through the integration of surveillance video, analytics, and data from business systems and IoT devices. For more about their presence at ISC West, we contacted Peter Strom, President and CEO, March Networks.

And not surprisingly, the technology was a lot less sophisticated compared to what we see today

Q: What was the first year your company exhibited at ISC West? Please share your remembrances of that experience.

I believe March Networks first exhibited at ISC West in 2001. I did not join the company until 2003, however I had been working in the industry for several years already, and can recall that the exhibitions back then had a much different feel. For one thing, there weren’t the very large companies we see today dominating a lot of the landscape.

And not surprisingly, the technology was a lot less sophisticated compared to what we see today. Anyone who has worked in physical security for a long time can attest to the remarkable shift we have seen over the years, first with the transition from analog to IP video and all that entails, to security analytics, to today’s truly advanced business intelligence applications, hosted solutions, and artificial intelligence, computer vision and similar content analytics.

Q: What strategies do you use to get the most out of exhibiting at ISC West?

Our most effective strategy by far is scheduling our business meetings in advance of ISC West. Our sales team does a very good job of planning meetings with enterprise end users and channel partners ahead of time, so we’re hitting the ground running even before the doors open on Day 1 of the event.

In addition, our channel partners are also very well organized, and know which organizations they are going to bring to our booth during ISC West. This pre-planning saves us a tremendous amount of time and ensures that we make the most of the opportunity to meet face-to-face with the many decision-makers who have traveled to the show.

The quality and quantity of our planned business meetings is definitely how our company measures the success of our ISC West participation each year

Q: How do you quantify your success at ISC West? What ROI do you receive from the show?

The quality and quantity of our planned business meetings is definitely how our company measures the success of our ISC West participation each year. Of course we do track the number and quality of the leads we capture as well; however, our face-to-face meetings with end user organizations and channel partners are the primary measures of our ROI.

Q: What company activities (outside the show floor) does your company organize each year?

The activities we organize outside of the show floor vary from year to year. We have hosted customer appreciation events and roundtable events. We will typically organize an internal sales meeting as well to take advantage of the fact that many of our salespeople and product managers are in the same location.

Q: What sets ISC West apart from other trade shows on the calendar?

The timing of ISC West is good for most people, as it is still early enough in the budget cycle for most customers to leverage the show to help make decisions – particularly in our banking, retail, cannabis and transit target verticals.

Holding the event consistently in Las Vegas is also beneficial, as it makes it easier for people and exhibitors to plan in advance. The city itself is well equipped to handle large exhibitions, offering everything from a central conference space at the Sands to the convenience of nearby accommodations, restaurants etc. Travel is typically convenient as well. In our opinion, ISC West is the premier industry show in North America and appears to be gaining momentum each year.

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

In case you missed it

What New Technologies And Trends Will Shape Video Analytics?
What New Technologies And Trends Will Shape Video Analytics?

The topic of video analytics has been talked and written about for decades, and yet is still one of the cutting-edge themes in the physical security industry. Some say yesterday’s analytics systems tended to overpromise and underdeliver, and there are still some skeptics. However, newer technologies such as artificial intelligence (AI) are reinvigorating the sector and enabling it to finally live up to its promise. We asked this week’s Expert Panel Roundtable: What new technologies and trends will shape video analytics in 2021?

Tackling The Challenge Of The Growing Cybersecurity Gap
Tackling The Challenge Of The Growing Cybersecurity Gap

The SolarWinds cyberattack of 2020 was cited by security experts as “one of the potentially largest penetrations of Western governments” since the Cold War. This attack put cybersecurity front and center on people’s minds again. Hacking communication protocol The attack targeted the US government and reportedly compromised the treasury and commerce departments and Homeland Security. What’s interesting about the SolarWinds attack is that it was caused by the exploitation of a hacker who injected a backdoor communications protocol.  This means that months ahead of the attack, hackers broke into SolarWinds systems and added malicious code into the company’s software development system. Later on, updates being pushed out included the malicious code, creating a backdoor communication for the hackers to use. Once a body is hacked, access can be gained to many. An explosion of network devices What has made the threat of cyberattacks much more prominent these days has been IT's growth in the last 20 years, notably cheaper and cheaper IoT devices. This has led to an explosion of network devices. IT spending has never really matched the pace of hardware and software growth Compounding this issue is that IT spending has never really matched the pace of hardware and software growth. Inevitably, leading to vulnerabilities, limited IT resources, and an increase in IoT devices get more attention from would-be hackers. Bridging the cybersecurity gap In the author’s view, this is the main reason why the cybersecurity gap is growing. This is because it inevitably boils down to counter-strike versus counter-strike. IT teams plug holes, and hackers find new ones, that is never going to stop. The companies must continue fighting cyber threats by developing new ways of protecting through in-house testing, security best practice sources, and both market and customer leads. End-user awareness One of the key battlegrounds here is the education of end-users. This is an area where the battle is being won at present, in the author’s opinion. End-users awareness of cybersecurity is increasing. It is crucial to educate end-users on what IoT devices are available, how they are configured, how to enable it effectively, and critically, how to use it correctly and safely. Physical security network A valuable product that tackles cybersecurity is, of course, Razberi Monitor™, which is new to ComNet’s portfolio. Monitor™ is a software platform that provides a top-down view of the physical security network and ecosystem. Monitor™ is a software platform that provides a top-down view of the physical security network and ecosystem It monitors and manages all the system components for cybersecurity and system health, providing secure visibility into the availability, performance, and cyber posture of servers, storage, cameras, and networked security devices. Proactive maintenance By intelligently utilizing system properties and sensor data, Razberi’s award-winning cybersecurity software prevents problems while providing a centralized location for asset and alert management. Monitor™ enables proactive maintenance by offering problem resolutions before they become more significant problems. Identifying issues before they fail and become an outage is key to system availability and, moreover, is a considerable cost saving.

Will Airport Security’s Pandemic Measures Lead To Permanent Changes?
Will Airport Security’s Pandemic Measures Lead To Permanent Changes?

Travel volumes at airports have been increasing of late, although still below the 2.5 million or so passengers the Transportation Security Administration (TSA) screened every day, on average, before the pandemic. As passengers return, they will notice the airport security experience has changed during the pandemic – and many of the changes are likely to continue even longer. Need for touchless technology The lowest U.S. air travel volume in history was recorded last April, with approximately 87,500 passengers. As passenger traffic plummeted, the aviation community sought to explore the potential of new technologies to make security checkpoints more contactless and flexible when the traffic numbers return. The pandemic has seen an increase in touchless technology deployed in the screening area. Used for cabin baggage screening, Computed Tomography (CT) produces high-quality, 3-D images to enable a more thorough analysis of a bag’s contents. Imaging Technology Millimeter-wave body scanners began replacing metal detectors globally as a primary screening method Enhanced Advanced Imaging Technology (eAIT), which uses non-ionizing radio-frequency energy in the millimeter spectrum, safely screens passengers without physical contact for threats such as weapons and explosives, which may be hidden under a passenger’s clothing. Millimeter-wave body scanners began replacing metal detectors globally as a primary screening method.  AI algorithms Other innovations include an automatic screening lane, centralized image processing, and artificial intelligence (AI). Looking ahead, AI algorithms have the ability to clear most passengers and bags automatically, making the process smoother and freeing up staff to focus only on alarms. The pandemic’s need for contactless screening may accelerate the adoption of AI.   CAT machine Credential Authentication Technology (CAT) machines automatically verify identification documents presented by passengers during the screening process. The TSA continues to accept expired Driver’s Licenses and state-issued IDs for up to a year after expiration, based on the premise that license renewals may be delayed and/or more difficult during the pandemic. The REAL ID enforcement deadline was extended to Oct. 1, 2021.  Health precautions Checkpoint health precautions have been a part of the airport screening experience since early in the pandemic. Last summer, the TSA announced the “Stay Healthy. Stay Secure” campaign, which included requirements such as social distancing among travelers, ID verification without physical contact, plastic shielding installed at various locations, and increased cleaning and disinfecting. In January 2021, President Biden signed an Executive Order requiring travelers to wear face masks when in airports and other transportation facilities (to remain in effect until May 11). Checkpoint screening Clear is a privately owned company that provides expedited security that uses biometrics either a person’s eyes or face to speed along the process of getting people through checkpoints. TSA officers wear masks and gloves at checkpoints and may also wear eye protection or clear plastic face shields. The limits on allowable liquids a passenger may take on board were broadened to include a hand sanitizer container of up to 12 ounces, one per passenger in a carry-on bag. a paradigm shift Just as aviation security changed after 9/11, the COVID-19 crisis is expected to lead to a paradigm shift to create a safer and more secure environment. Measures were implemented so that passengers, staff and other stakeholders could have continued assurance and confidence in airports amid and after the pandemic.