Round table contributions
In recent years, information technology (IT) departments at end user companies have often been seen as adversaries of traditional security departments – or, at least, as a thorn in their side. One of the issues is territorial: As physical security products have migrated to use of Internet protocols and the network infrastructure, the IT and security departments have clashed – erm… make that interacted – more and more often. New realities such as cybersecurity have made it critical that the two entities work in harmony, and IT professionals often provide useful insights into product selection, among other issues. We asked this week’s Expert Panel Roundtable: What is the influence of the IT department on security purchases at an end user company?
“Don’t try this at home.” It’s a common warning, but how does it apply to security systems? With today’s systems becoming easier to install, and with customers becoming more tech-savvy, there is a growing market for “do-it-yourself” or DIY home security systems. The trend also extends beyond the home security market: Business end users may also think they can forgo a professional installer and handle installation in-house. The customer may save money by installing a system, but at what risk? We asked this week’s Expert Panel Roundtable: What are the pitfalls of “do-it-yourself” when it comes to security systems?
For many years, cybersecurity was the unmentioned elephant in the room. Possible vulnerability of IP-connected devices to a cyber-attack was seldom, if ever, mentioned, and even the most basic measures to prevent such an attack were not implemented. For the last couple of years, however, the physical security industry has begun talking more about cybersecurity, in some cases with an abounding enthusiasm typical of the newly-converted. Have our discussions sufficiently addressed the long-standing lack of awareness? We asked this week’s Expert Panel Roundtable: Are we talking enough about cybersecurity? Or too much? (And why?)
Lower equipment prices (with less margin) are one industry trend leading more integrators to seek out new sources of revenue. With margins shrinking on lucrative, but unpredictable, “project-based” business, integrators are looking for more revenue stability. One solution is recurring monthly revenue (RMR), which is already common in the related field of alarm monitoring. But where does RMR come from? Creating more RMR also requires that integrators change how they do business, from sales commissions to the technologies they deploy. On the other hand, increasing RMR is a great way to build additional value in a business. We asked this week’s Expert Panel Roundtable: What are the new opportunities for installers/integrators to create recurring monthly revenue (RMR) in their businesses?
Big security trends are driving change in the physical security market. We see change happening around us every day, and much of it is disruptive to the status quo. We asked this week’s Expert Panel Roundtable: What has caused the greatest disruption to the physical security market in the last 12 months?
It’s a challenging time for security integrators and installers. Equipment prices are going down (along with margins), and commoditization is wiping away what used to be the advantage of exclusively offering a top product brand. Integrators can continue to succeed by finding a way to move ahead of the pack – but how? We asked this week’s Expert Panel Roundtable: How should integrators/installers differentiate themselves or make themselves stand out in today’s market?
As more security equipment categories become commoditized, a previously rich source of income for integrators and installers – markup – is becoming harder to come by. Less expensive products with little to no perceptible value differentiation leave integrators with few options, not to mention the growth of pricing transparency that comes courtesy of the Internet. We asked this week’s Expert Panel Roundtable: Given the increase in commoditized hardware (i.e., lower profit margins), how should security integrators replace that profit/revenue?
As the security industry continues to evolve and come up with innovative technologies, it has also thrown open the doors for competition among manufacturers of security systems and products. Price wars are emerging in the physical security market, while manufacturers and integrators are looking for new ways to offer greater value and better service. It’s one thing to fight it out for a new customer, but nobody wants to lose an existing customer based on price, or any other factor for that matter. In an industry increasingly being driven by the low cost of products, how can manufacturers and security integrators ensure their existing customers don’t defect to a new player, a new product claim or a lower price? We asked this week’s Expert Panel Roundtable: What is the best way to ensure customer loyalty (for manufacturers or integrators)?
For several years now, the video surveillance market has been involved in the “megapixel race,” with manufacturers touting ever-higher pixel counts on their shiny new models. The implication, though not necessarily stated overtly, is that a higher pixel count is equivalent to a better picture. Too simple, says this week’s Expert Panel Roundtable participants, or more to the point: Not true. But where does that leave customers? We asked this week’s Expert Panel Roundtable: Do manufacturers, integrators and/or customers put too much emphasis on pixel count (versus other factors) as a measure of a camera's performance? How can video quality be measured?
Historically, biometrics applications have often been thought of as specialized, high-tech and used predominantly in governmental markets. Everyday systems have tended toward card readers and keypads, while biometrics have been associated with high-security applications. Today, however, biometrics are much more mainstream. Fingerprint readers, in particular, are as near as our smart phones. Many other biometric applications are also becoming more common in a wide variety of markets. We asked this week’s Expert Panel Roundtable: What non-governmental markets are likely to embrace biometrics? Which technologies will be most popular?
Most of today’s video surveillance cameras are capable of providing audio, but when should it be implemented? Acceptable uses of audio surveillance, as opposed to video, are a different concept in many jurisdictions worldwide. Privacy laws regarding audio may be more stringent than those for video, but both tend to center around the concept of an “expectation of privacy,” which may mean something different in the case of audio versus video. How can system designers and end users leverage the benefits of audio surveillance without violating privacy? Specifically, we asked this week’s Expert Panel: Do privacy concerns limit the use of available audio features on video cameras? What are acceptable uses of audio in surveillance systems?
Any business sees its share of highs and low, of flare-ups and lulls. In the security market, several factors can impact general business trends, whether at the macro level or for an individual manufacturer or integrator. The economy is always a factor in the business climate, but are there others? We asked our Expert Panel to assess the impact of another variable – the seasons. Specifically, we asked this week’s Expert Panel: What is the seasonal impact on sales of security technology and systems? When are the highs and lows?
Salesmen may face pressure to “seal the deal,” but might an overemphasis on the ABCs of selling (“always be closing”) actually work to the detriment of an unsuspecting customer coerced into buying too much (or the wrong) technology to meet his or her needs? Not likely, according to our Expert Panel, who this week address the topic of salesmanship in the security market. We asked: Can an end user trust a security salesman’s advice? Our responses are overwhelmingly in the affirmative, and there is also some interesting commentary about how effective sales processes should work to the benefit of all parties involved.
For many years, generally speaking, the use of video surveillance has been seen as an extension of an end user customer’s security system. However, recently, we have also heard about how video can help customers more generally, providing benefits that extend beyond security and encompass better operations and management. Easier economic justification is one important aspect of looking more broadly at the benefits of video surveillance to the enterprise as a whole. Better return on investment (ROI) means more sales. We asked our Expert Panelists to share their observations about which non-security uses of video are catching on. Their responses suggest an extremely broad range of possibilities.
Rapid technology innovation in the physical security market comes with it a commensurate need to dispose of older systems as they are replaced. Some technologies can help minimize the waste, providing, for example, the ability to use existing coaxial cable with newer IP video systems. However, absent the ability to reuse equipment, how should integrators manage disposal of systems at end-of-life? Here are some responses from our Expert Panel.
PSA, a large consortium of professional systems integrators, announced its plans to launch a Managed Security Service Provider (MSSP) program. The program is designed to help systems integrators diversify their service offerings and realize the full potential and benefits of a managed services business model. It will hinge on uniting industry leading partners in cybersecurity and cloud-based security solutions, training and certification opportunities and financing options from PSA. “The security industry is on the edge of its next great evolution in terms of systems integrators becoming managed security service providers,” said Bill Bozeman, president and CEO of PSA. “Our program is poised to help those progressive integrators who are already at the leading edge of this market; evolve their own businesses in a way that leverages the technology advances in the market so they can tap into additional revenue opportunities and accelerate their business growth.” Virtual And In-Person Training Opportunities PSA will provide integrators with virtual and in-person training opportunities to guide them on their path to becoming managed security service providersPSA will be partnering with industry leading solutions providers to bring cloud-based cybersecurity services, video management, remote video monitoring and access control solutions to systems integrators as part of a comprehensive program that will help support them in implementing this new business model into their existing business constructs. In addition to the product offerings and financing options, PSA will also provide integrators with virtual and in-person training opportunities to guide them on their path to becoming managed security service providers. Workshop For Security Integrators PSA will host an immersive workshop for integrators interested in becoming a managed security service provider at PSA TEC on Monday, March 11 titled “The MSSP Model Changes Everything! Are You Ready?” The session will feature insights from industry insiders on compensation practices, financing, sales strategy and account billing and revenue recognition practices of an MSSP model. Experts joining the session include: Bill Bozeman, President & CEO, PSA John Mack III, Executive Vice President, Co-Head of Investment Banking, Head of Mergers & Acquisitions, Imperial Capital Lessing (Les) Gold, Partner, Mitchell Silberberg & Knupp LLP Chris Peterson, Principal, Speaker and Consultant, Vector Firm Charlie Regan, President, Gorrie-Regan Andrew Lanning, Co-Founder, Integrated Security Technologies Educating Integrators In Doing Business It’s a fundamental change in how they do business and PSA is prepared to help integrators navigate those finer points"“We recognize that this kind of shift in how integrators do business is significant. It changes the way they compensate their sales teams, the way they sell, the way they install and maintain systems – it really changes everything,” said Bozeman. “That’s why education is a key part of this program; it’s not just about having new products and services. It’s a fundamental change in how they do business and PSA is prepared to help integrators navigate those finer points.”
D-Tools, Inc., global provider of data-driven software for system integrators, and PSA Security Network, globally renowned systems integrator consortium, announced that D-Tools has been named as the official product catalog content provider for PSA Security Network and USAV. D-Tools will work with PSA and USAV vendor partners to collect, manage, publish, and update the detailed vendor product information that is delivered through the PSA webstore. D-Tools System Integrator Software Complete, accurate and up-to-date product information benefits PSA and USAV members by delivering the requisite product specifications that enable members to procure products from the PSA webstore, while at the same time providing a solid basis for estimating, designing, documenting and managing projects with D-Tools System Integrator software. D-Tools and PSA are working to streamline business processes and facilitate growth for PSA and USAV members In order to support its customers’ need to maintain a comprehensive product library of the products they sell, D-Tools has spent nearly 20 years perfecting the tools and methodologies for creating, collecting, reviewing, and publishing detailed product information for use by security and AV integrators through its award-winning System Integrator software. PSA Security Network’s decision to engage D-Tools’ data team, tools and techniques to improve its content management capabilities and results is a direct reflection of its commitment to its members. Together, D-Tools and PSA are working to streamline business processes and facilitate growth for PSA and USAV members, while improving the overall customer experience for their respective clients. Streamlining Operating Efficiencies “Finding ways to streamline operating efficiencies is in our DNA, so we are pleased to have the opportunity to leverage our expertise in providing accurate, detailed and up-to-date product specifications to the PSA Security Network and USAV to provide an enhanced procurement experience for their members,” says D-Tools CEO, Randy Stearns.“ Less than perfect product and pricing information can lead to a lack of confidence in the bidding process, design errors and oversights, and even margin decay.” “As PSA grows, we continue to look for tools and best practices to improve our internal processes and systems focused on benefiting our integrator and vendor communities,” says Bill Bozeman, CEO and president of PSA. “This partnership with D-Tools is allowing us to scale for our growing product catalog and provide richer content on our e-commerce site buyPSA.com. It also provides up-to-date specifications and prices for the products listed. We are very pleased with the service that this integration will provide our physical security integrators and Pro-AV dealers who purchase products from PSA. This strategic partnership is an ideal foundation to build upon for our future initiatives.”
The Security Industry Association (SIA), PSA Security Network and ISC Security Events have announced the keynote speakers for the upcoming Cyber:Secured Forum – an event centered on how to improve and maintain the cybersecurity of integrated solutions and physical security systems. At this inaugural event, June 4–6 in Denver, CO, Suneeta Hazra, chief of the criminal division of the Colorado U.S. Attorney’s Office, and Judy Smith, chief of the Colorado U.S. Attorney’s Office’s Cybercrime and National Security Section, will discuss the cyber threat landscape both nationally and locally, including lesser-known cyber threats that impact our daily routines. They will also share the motivation behind the creation of the office’s Cybercrime and National Security Section and provide insight into how the office can assist private and government partners. Cyber:Secured Forum, hosted by PSA Security Network, ISC Security Events and SIA, will explore the ramifications of cybercrime Cyber:Secured Forum Cyber:Secured Forum, hosted by PSA Security Network, ISC Security Events and SIA, will explore the ramifications of cybercrime, the strategies for cyber hardening and new technologies and tools designed to improve the security of solutions and systems and provide a framework for developing new business opportunities. “Cyber:Secured Forum is about practical advice that manufacturers, integrators and the security practitioner community can take back to their businesses and put into action right away,” said SIA CEO Don Erickson. Cybersecurity “Integrators who are going to be deploying products onto an end user’s network have a responsibility to be literate when it comes to cybersecurity,” said Bill Bozeman, president and CEO of PSA Security Network. “Cybersecurity challenges are not going away, and while they certainly present a liability, they also present opportunities for integrators who choose to be progressive and find new ways to support end users in the ongoing race to stay in front of cyber issues.” It’s going to be different from a lot of other cybersecurity events because a lot of the cyber events in the industry are focused more on cyber in a silo" Attendees of Cyber:Secured Forum – whether physical security and IT leaders, systems integrators or cyber professionals – will have the opportunity to interact with peers, share lessons and learn how to make their businesses more resilient, their systems more secure and their cyber practices standardized. Physical Security and IoT “It’s going to be different from a lot of other cybersecurity events because a lot of the cyber events in the industry are focused more on cyber in a silo,” said Will Wise, group vice president of the ISC Security Events. “What we’re really embracing here and uniquely bringing together through our partnership is the mixture of the physical security, IoT, integrators and manufacturers together with IT and cyber.” This event will highlight cyber-hardening of integrated security systems, how to improve your firm’s cyber posture, new cybersecurity tools and resources for integrators and the business of cyber from liabilities to opportunities.
Mercury Security, a global provider of OEM access control hardware and part of HID Global, will host a panel discussion on best practices for hardening an access control infrastructure for enhanced security at next week’s ISC West conference in Las Vegas. Mercury partners will also debut the new Authentic Mercury MR Series 3 SIO modules that feature enhanced cybersecurity and advanced integration capabilities in their respective booths. Integrating IT Security Best Practices Matt Barnette, President of Mercury Security, will moderate a panel discussion on creating a secure, end-to-end secure access control ecosystem that includes hardening the physical access infrastructure and integrating IT security best practices to close vulnerability gaps introduced by the cloud, web, networks and other systems. Title: How to Deploy a Cyber 'Hardened' Access Control System for Enhanced Security Date: Thursday, April 12th, 2018 Time: 2:30-3:30 PM Location: Sands 302, Level 1 Participants: Bill Bozeman, President and CEO of PSA Security Network, and Sal D'Agostino, Founder and CEO of IDmachines Partners Will Showcase Mercury Products At ISC West From April 11-12, 2018 Visit Mercury’s Platinum Premier, Platinum Elite and Platinum partners’ booths at ISC West to learn more about the new, bright red, MR Series 3 SIO modules that extend integration, enhance cyber security and provide seamless upgrades for existing Mercury-based deployments. Built on the Authentic Mercury open platform, the next-generation SIO modules provide OEMs, channel partners and end customers the flexibility to choose the controller configuration that best fits their needs.
HID Global, a global provider of trusted identity solutions, will showcase its portfolio of solutions that power trusted identities in HID booth #11063 at next week’s ISC West in Las Vegas. The company will also present in several Security Industry Association (SIA) educational sessions and local community events during the conference. HID Global Collaborates With Mission 500 HID is participating in a number of charitable events within the Las Vegas community in partnership with Mission 500, a non-profit organization that works closely with the security industry to provide aid to children and families living in poverty across the US. On Wednesday, April 11, HID will work with the organization to assemble 500 Hygiene Care Packs that will be donated to the Children’s Health Fund. HID is also an Event Sponsor for the Mission 500 Security 5K Run and 2K Walk taking place on Thursday morning, April 12. All proceeds generated by the race will be contributed to Mission 500. HID Presents On The Connected Workplace, Mobility And Secure Access Control Systems: Wednesday, April 11, from 9:45-10:45 AM: Ian Lowe, Director of Product Marketing, Enterprise Physical Access Control, will present ‘How Advanced IoT Technology Can Create the Connected Workplace of the Future’ in Sands 304, Level 1. Thursday, April 12, from 2:30-3:30 PM: Matt Barnette, President of Mercury Security, part of HID Global, will host a panel discussion, ‘How to Deploy a Cyber 'Hardened' Access Control System for Enhanced Security’ in Sands 302, Level 1. Panel participants include Bill Bozeman, President and CEO of PSA Security Network, and Sal D'Agostino, Founder and CEO of IDmachines. Thursday, April 12, 2018, from 11:00 AM-12:00 PM: Neil Fallon, Manager, Government Sales Identity & Access Management, will participate in the ‘Using a Mobile Device as a Multipurpose Credential’ panel discussion in Sands 307 Level 1. Live Demonstrations In HID Global booth Visit the HID Global booth #11063 at the Sans Expo and Convention Center for live demonstrations of the company’s solutions and services that address specific needs for issuing, authenticating, managing and monitoring trusted identities. HID will also feature partner solutions that represent a broad spectrum of applications and capabilities that are powered by HID technology.
PSA, the world’s largest electronic security cooperative, announced changes to its Board of Directors. The following PSA owners were elected to positions on the Board: Carey Boethel, President and CEO, Securadyne Systems Central Regional Director Skip Sampson, President, KST Security Midwest Regional Director Terry Rivet, President and CEO, Securitronics Northeast Regional Director Incumbents remaining on the Board are: Paul Thomas, President and COO, Northland Controls Chairman Dan Budinoff, President and CEO, Security Specialists Vice Chairman Christine Lanning, President, Integrated Security Technologies Western Regional Director Darryl Keeler, CEO, Tech Systems, Inc. Southern Regional Director Bill Bozeman, CPP, President and CEO, PSA Named Director as President and CEO of PSA “The deep industry knowledge and business acumen of the PSA Board of Directors is something we all hold in high esteem,” said Bill Bozeman, CPP, president and CEO of PSA. “We are pleased to announce the incoming directors who will help guide the future of PSA and continue to solidify PSA’s position in the industry.” Tom Hagen, chairman of the board for Pro-Tec Design, reached his term limit serving as the director for the Midwest region for the last six years. Boethel, Sampson, and Rivet were all elected to two-year terms in their respective positions. Lanning and Keeler have one year remaining in their current terms but are eligible for re-election next year.
Registration is open for Cyber:Secured Forum, a cybersecurity educational summit focusing on integrated systems, in Denver, Colorado, on June 4-6, 2018. The event is being produced in partnership by PSA Security Network, the world’s largest systems integrator cooperative, ISC Security Events (Reed Exhibitions, the world’s leading event organiser) and the Security Industry Association (SIA), a trade association for global security solution providers. Key Discussion Topics In addition, the organisations revealed the agenda for Cyber:Secured Forum, indicating conference discussions will center around topics including: We have tapped some of the nation’s top cybersecurity advisors, strategists, and technical experts to be part of Cyber:Secured Forum" Cyber-Physical Framework by U.S. National Institute of Standards and Technology Global Cybercrime Trends How to Make Your Business Cyber Resilient New Tools and Technologies for Better Cybersecurity of Physical Security Systems New Standards for Cybersecurity Assurance Right-Sizing Your Company’s Cyber Strategy Cutting-edge Strategies for Cyber-Hardening of Security Systems “The educational program at this event will be unlike anything else the industry has experienced so far regarding cybersecurity,” said Bill Bozeman, president and CEO of PSA Security Network. “We have tapped some of the nation’s top cybersecurity advisors, strategists, and technical experts to be part of Cyber:Secured Forum. They are poised to help physical security and IT professionals navigate the quickly changing cybersecurity environment and understand how best to work together in the face of new threats to evolve response tactics and build new business opportunities.” Confirmed Speakers To Date Include Bob Troyer, U.S. Attorney, United States Attorney’s Office, District of Colorado Judy Smith, Cybercrime and National Security Section Chief, United States Attorney’s Office, District of Colorado Patti Chrzan, Senior Director, Strategic Programs, Microsoft Chris Greer, Director, Cyber-Physical Systems, National Institute of Standards & Technology (NIST) Ed Griffor, Smart Grid Program Office, National Institute of Standards & Technology (NIST) Randall Frietzsche, Chief Information Security Officer, Denver Health Pamela Passman, President and CEO, Center for Responsible Enterprise and Trade (CREATe) John Savarese, Senior Cybersecurity Advisor, Underwriters Laboratories (UL) Terry Gold, Founder, D6 Research Ray Coulombe, Founder and Managing Director, SecuritySpecifiers Cyber:Secured Forum’s event format facilitates a learning and peer-to-peer connections environment" Risk Mitigation Strategies “The inaugural Cyber:Secured Forum will provide actionable information to all attendees that that can become part of their risk mitigation strategies immediately,” said SIA CEO Don Erickson. “Attendees will come away from this unique event with new insights and practical guidance that will help their clients and customers to adopt enhanced cyber-readiness programs.” “Technology convergence and the complexity of security threats and incidents are stimulating a mandate to create new norms for collaboration,” said Will Wise, Group Vice President, Reed Exhibitions Security Portfolio. “Integrators, enterprise and government physical and IT security decision makers, and security manufacturers all know the time is now to move from reaction mode to substantive cyber-physical action plans and the establishment of ecosystem best practices. Cyber:Secured Forum’s event format facilitates a learning and peer-to-peer connections environment that will start in Denver and continue via year-round SIA, PSA and ISC education and community-building initiatives.”
PSA has named Ric McCullough chief operating officer for the company as of February 1, 2018. McCullough has served as the vice president of sales and customer service for PSA since 2012 and was responsible for the daily sales and customer success operations for the company. With his appointment to COO, McCullough will expand his role to also oversee marketing, vendor relations and educational programs and services for the company. McCullough brings over 30 years of operations, sales and customer service leadership experience to the COO position. Prior to joining PSA, McCullough held a variety of senior level sales and customer service positions including Customer Service Manager for Amazon.com in 2010 and most notably as Director of Sales for IDenticard Systems for nearly seven years where he successfully helped to guide the privately-held company through three Fortune 500 acquisitions during a four-year time period. McCullough brings over 30 years of operations, sales and customer service leadership experience to the COO position Resourceful Leader “Ric is held in high esteem by his colleagues and others in the industry, and for good reason,” said Bill Bozeman, president and CEO of PSA. “He has proven himself to be a resourceful leader to the PSA team and has been instrumental in helping build PSA to where we are today in terms of sales as well as how PSA can bring value to the industry as whole. His unrelenting commitment to serving our customers and true passion for this industry is palpable. I can think of no better person than Ric to take on this role and grow PSA even further.” McCullough is a frequent industry expert panelist at ISC West and PSA TEC. His expertise further extends beyond the security industry to include operational excellence strategies such as lean management principles including Six Sigma methodologies and leadership and talent development using the Lominger Competency Framework. McCullough holds a Bachelor of Arts degree in Economics from Millersville University of Pennsylvania.
PSA has announced the addition of Zachary Stall as the Online Education Specialist. This new role will be responsible for building, updating, and managing all online education content at PSAEducation.com and supporting ongoing education programs from PSA. Stall comes to PSA with over ten years in the educational field with a varied background of classroom instruction, administrative, and coaching positions in elementary and middle schools. Most recently, Stall transitioned from his role as Principal to develop expertise in computer hardware and programming as part of the school district’s technology support team. In this role, he controlled student and staff databases within various applications and provided general technical support to all district properties.Zach comes to PSA with experience in leadership and multi-tasking that are a huge asset to this new role" Technology And Education Expertise “PSA continues to grow, and we saw the demand for educational content increasing at a high rate, opening up an opportunity for a qualified and motivated individual to join the company,” said Bill Bozeman, President of PSA. “Zach comes to PSA with experience in leadership and multi-tasking that are a huge asset to this new role. His extensive background in technology and education is an ideal fit for this position and adds to the prestigious background that makes up our education department.” “We’re extremely excited to have Zach join the PSA Education team,” said Anthony Berticelli, Director of Education of PSA. “His previous experience, focus, and interest in education and technology make him a perfect fit to enhance our online educational offerings for our integrators and partners.” Stall holds a Master of Arts in Administration and a Bachelor of Science in Mathematics from Colorado State University. He is also currently enrolled at Metropolitan State University of Denver pursing a Bachelor of Science degree in Computer Science. In his free time, Stall enjoys building computers, exploring local breweries, and spending time outdoors hiking and camping with his wife.
Cyber:Secured Forum, a cybersecurity summit focusing on integrated systems, will launch with an inaugural gathering in Denver, Colorado, on June 4-6, 2018, under a partnership formed by PSA Security Network, a systems integrator cooperative, ISC Security Events (Reed Exhibitions, the tradeshow company) and the Security Industry Association (SIA), the trade association for global security solution providers. The two-day event will provide leaders in the IT and physical security industries with opportunities to connect and share information on risks and liabilities, responding to cybersecurity threats, and establishing security control standards across IT systems, particularly when integrating physical security solutions and devices on IT networks. Concentrating On Best Practices Cyber:Secured Forum will feature in-depth content on cybersecurity trends and best practices as related to the delivery of physical security systems and other integrated systems. Content is being collaboratively developed by SIA and PSA Security Network’s education teams and will feature top cybersecurity leaders. Additionally, sponsor exhibits will help showcase solutions related to cybersecurity, integrated systems and physical security solutions. “Sophisticated cybervulnerabilities and threats are emerging every day, and it is critical for the physical security and systems integration industry to accelerate its delivery of compelling education to help all industry stakeholders mitigate the risk of cyberattacks to business continuity,” said SIA CEO Don Erickson. “To that end, SIA, PSA Security Network and Reed Exhibitions created the Cyber:Secured Forum to cover the waterfront when it comes to producing an impactful conference, that will provide thought-provoking insight into cybertrends and practical advice for new business practices that will raise the industry’s cyberposture.” Frontline Defense Against Cybersecurity Threats “At our recent ISC West and ISC East events, the educational sessions on cyber-physical integration and connected security have been in high-demand,” said Will Wise, Group Vice President of the Security Portfolio, Reed Exhibitions. “In-depth education, training and industry collaboration is essential to ensure safe and secure systems for the market. We’re enthusiastic about this partnership with PSA Security Network and SIA to address this important market need.” “Cybersecurity is no longer just a threat—it’s a real issue knocking on the doors of security and IT professionals on a daily basis,” said Bill Bozeman, President and CEO, PSA Security Network. “The time for just being in reaction mode is behind us now. As security leaders, we have a responsibility to step forward and be part of the frontline defense when it comes to cybersecurity, just as we have been part of the frontline defense when it comes to physical security issues for decades. The goal of this conference is to empower attendees with real tools and knowledge to do just that.”
On the Move Systems has announced that its wholly-owned subsidiary Robotic Assistance Devices (RAD) will make its S5 Security Guard Robot available to members of PSA Security Network, the world's largest systems integrator cooperative made up of the most progressive security and audio-visual integration firms in North America. Robotics: The Wave Of The Future PSA Security Network encompasses more than 400 branch locations, employing more than 7,500 industry professionals, with more than $4.5 billion annually in security, fire, life safety and pro audio-visual installations. By leveraging the power of the PSA Security Network, RAD will expand the geographic reach of the innovative S5 Security Guard Robot solution while allowing PSA members to gain access to the rapidly growing artificial intelligence market. “Robotics is the wave of the future, and PSA strives to be a leader in the delivery of cutting-edge technologies,” said Bill Bozeman, President and CEO, PSA. “RAD enables PSA integrators to deliver advanced solutions that streamline efficiency, are cost effective and strengthen overall security. We are excited to have the opportunity to add RAD to our rich portfolio of technology partners.” High-tech Robotic Guards RAD robotics redefines the security services market, allowing organizations to augment the value of traditional manned guarding services with high-tech robotics. Through the incorporation of advanced analytics and strategic technology integrations, the artificial intelligence solutions created by RAD accelerate deep learning, automate the security patrol process and build situational awareness for leaders and first responders in the event of an incident. "We're excited to offer our robotic solution through another channel as part of PSA's expansive integrator network, allowing us to expand our market reach and educate more end users on how these solutions can solve today's most complex security problems," said Steve Reinharz, President and CEO of RAD. "PSA members will now have the ability to not only offer a cutting-edge technology to their customers, but also add additional revenue to their business through our robots-as-a-service model." RAD currently has a sales pipeline of over 50 Fortune 500 companies and over 25 qualified dealers and distributors that have a combined customer base of more than 35,000 end-user corporations.
PSA announced the new roster of committee members as well as chair and vice chair appointments. Each PSA Committee is made up of representatives from PSA owner companies who have expertise within the committee’s specific functional areas. This year, all committees will welcome back returning members from the previous term as well as at least one new member to their groups. Overall, there are 18 PSA integrator companies represented including three first-year owner companies, Preferred Technologies, SGI Matrix, and Security Centres International Limited. “The PSA Committees play a critical role in helping develop resources to help other professional systems integrators improve their own activities in their business,” said Anthony Berticelli, director of education for PSA. “We are pleased to welcome all the new volunteers to this year’s term and are looking forward to sharing the wealth of knowledge that they all bring with the PSA network.” 2017/18 PSA Committee Members Cybersecurity Chair: Andrew Lanning, Co-Founder, Integrated Security TechnologiesVice Chair: Gary Hoffner, Vice President, PSLA SecurityMatt Boehm, Information Security Analyst, CM3 Building Solutions, Inc.Henry Hoyne, CTO, Northland ControlsPaul Schmick, VP Security Technology, Alliance SecurityScott Schmidt, VP Technology, Aronson Security Group Leadership Chair: Nigel Waterton, SVP Corporate Strategy & Development, Aronson Security GroupVice Chair: Shad McPheters, General Manager, Northland ControlsStuart Bostock, Group Chief Executive, Security Centres International LimitedBill Bozeman, President & CEO, PSAShaun Castillo, President, Preferred Technologies, LLCChristine Lanning, President, Integrated Security TechnologiesBruce Pontier, General Manager, SecuradyneScott Ranger, Vice President, Paladin Technologies Project Management Chair: Rex Allen, Operations Manager, SecuradyneVice Chair: Robert Flynn, SVP Operations, Aronson Security GroupBill Byington, PMO Deputy Director, Northland ControlsCatherine Tonne, PMO Director, Northland ControlsChris Salazar-Mangrum, Senior IT Project Manager, PSASpencer Rundell, Operations Manager, SSP Sales & Marketing Chair: Robbie Danko, Marketing Manager, LVC CompaniesVice Chair: Dieter Giblin, Security Consultant, Integrated Security TechnologiesSamantha Bresnen, Sales Account Executive, Integrated Protection ServicesSarah Ford, Account Executive, Alliance SecurityDenise Niles, Vice President – Key Accounts, AESGrady Jett, VP Sales, Preferred Technologies, LLC Technical Chair: Robert Birley, SVP of Design Engineering & Performance Management, Aronson Security GroupVice Chair: Jerry Cordasco, Client Development Manager, Tech Systems, Inc.Adam Deegan, Application Engineer, Northland ControlsMark Miller, Director of Professional Services, SGI MatrixTom Nealer, Support Services, Tech Systems, Inc.Jorge Ortiz, Sr. Systems Engineer, Bonneville Contracting & Technology GroupDennis Thiele, ISG Development & Technical Support, LVC CompaniesTim Will, Sales Engineer, Will Electronics Throughout the year, committee members will provide through blog posts, webinars, and sessions at PSA TEC.
PSA Security Network has announced Enterprise Performance Consulting (EPC) has joined the PSA Business Solutions Program. EPC offers business consulting and operations team training programs to PSA integrators. Consulting And Training Solutions EPC delivers customized, well-rounded consulting and training solutions designed to serve various functions within a business to help companies become more competitive and grow their businesses. EPC has established a quantifiable system that starts with gaining support from the CEOs and executive team and follows with training programs to the different job functions within the company to deliver desired results. “A company is guided by the executive team, and powered by everyone there. We educate and arm employees with the tools to excel at business, all being team players in the business structure,” says Nadim Sawaya, EPC Principal. “Our experience with these programs have proven to be successful with this approach.” Organizing Strategic Plans For Growth The consulting workshops are designed to assist the decision-makers in organizing a strategic plan for growth after conducting an overall company evaluation. The training options are customized for each client to match the needs of the management, operations, and sales teams and conclude with a follow-up plan to ensure the knowledge and tools established during the sessions are used and the strategic goal is the focus of every employee. “At PSA, we value all employees and recognize that they are the driving force of a business. EPC is has joined our Business Solution Providers because they share that vision and are equipped to help our integrators set their employees up for success,” said Bill Bozeman, President and CEO of PSA. “Achieving a common goal can only be completed if everyone is on the same page and armed with the correct tools. The workshops and trainings that are provided by EPC are extremely useful for companies to motivate and guide their employees down the right path to achievement.” The PSA Business Solutions program is a suite of value-added resources and services to help enhance integrators’ business models, reduce operating costs and keep them competitive in the marketplace.
PSA announced a partnership with Matterhorn Consulting to enable PSA members to hire their next generation talent from military veterans who have served our country. As part of PSA’s Business Solutions program, Matterhorn Consulting has provided PSA with experienced consulting, thought leadership and training content for the last 14 years. Military Veteran Employment Opportunities The Veteran Hiring Program, SalesMarines, is a new service from Matterhorn Consulting that helps veterans from the United States military find employment, matching up employers’ needs with veterans’ skill sets. The team is led by Paul Boucherle, a Marine Corps veteran who served during the Vietnam War. His first-hand experience with the military has motivated him to help veterans transition their military skills into the civilian workplace. “Implementing a Veteran Hiring Program (VHP) can be very challenging for many PSA owners and we wanted to demystify and simplify the risk and process,” said Paul Boucherle CPP CSC and founder of Matterhorn Consulting. “We are leveraging our 39 years of security industry experience and 6 years of military service (USMC) to help veterans and infuse integrators with strong, disciplined, and well-trained talent.” Training And Education SalesMarines dives deep into a veteran’s skill set to not just identify what they already qualify for, but the program also identifies and supports training and education to challenge the veterans to achieve their employment goals. The team also works closely with employers to establish productive relationships with the veterans that would fit within the company culture. They offer support to the employer on the specialized hiring process and benefits that are associated with this classification of employment. “Employing our United States veterans is a fundamental way to give back to those who have fought for our country.” said Bill Bozeman, president and CEO of PSA. “Paul and his team have demonstrated the devotion to helping veterans make the switch into civilian life and PSA is honored to provide this partnership to our integrators, opening the job pool up for these brave individuals.” The PSA Business Solutions program is a suite of value-added resources and services to help enhance integrators’ business models, reduce operating costs, and keep them competitive in the marketplace.
PSA Security Network has announced that is has expanded its suite of cybersecurity products and service offerings designed for physical security systems integrators PSA Security Network has announced that is has expanded its suite of cybersecurity products and service offerings designed for physical security systems integrators. New partnerships have been formed with IDmachines, Secure Global Solutions, and itSM Solutions which will give PSA integrators access to networked security solutions system diagnostics tools, system and network support solutions, and NIST Cybersecurity Framework training services to help them expand their own cybersecurity offerings and education. PSA Cybersecurity Program The PSA cybersecurity program has expanded since 2014 from an educational and awareness building initiative to a comprehensive program that supports physical security systems integrators in their efforts to become more cyber-savvy solutions providers in the industry. IDmachines, Secure Global Solutions, and itSM Solutions join BB&T Insurance, SecureXperts and Titan Info Security Group as part of the suite of cybersecurity products and services offered by PSA. “Over the last two years PSA has focused on educating the security integration community that now is the time to take cybersecurity seriously in our market,” said Bill Bozeman, president and CEO of PSA Security Network. “We are now working on securing the right partners for the next phase of PSA’s cybersecurity program. The cyber security companies we have partnered with have been carefully selected to help integrators not only become better providers to their customers, but to also give them the opportunity to augment their own cybersecurity programmes.” IDmachines "We are now working on securing the right partners for the next phase of PSA’s cybersecurity program" IDmachines is the provider of the EidolaTM physical security system integration platform, which helps deliver and manage the lifecycle of high assurance networked security solutions. Their solutions assist integrators in the development of a practice to manage and profit from the system lifecycle of design, configuration, integration, certification and maintenance. The Eidola platform provides configuration information, device and system diagnostics and reports for the integrator and can deliver these as a service to customers at the push of a button. With over 30 years of experience with end-users, system integrators and manufacturers including large-scale automation, identity, and security programs, IDmachines and Eidola™ together help integrators and their customers accelerate and benefit from the adoption of high assurance, IT ready physical security solution. Secure Global Solutions (SGS) Secure Global Solutions is the provider of Network Navigator, a patented solution to monitor and protect security networks. The easy to use, plug-n-play device provides remote site VPN, device monitoring, and a support gateway for third-party products. Network Navigator allows integrators to build upon IT best practices with high level security, anomaly notifications, and performance data collection. Quality services are now available for video management at chain stores, SMB locations or any site needing to protect against system failures. The automated service delivery generates recurring RMR by offering customers affordable solutions for managing network performance. itSM Solutions (NIST Cybersecurity Framework Training Services) Secure Global Solutions is the provider of Network Navigator, a patented solution to monitor and protect security networks NISTCSF.COM is a training solution developed in partnership with itSM Solutions LLC and UMass Lowell. The program is built around a controls factory methodology created by the university’s chief information security officer that teaches organizations how to build, test, maintain and continually improve a cybersecurity program based on the NIST Cybersecurity Framework (NCSF). The training program—which is available via instructors or online video—is based on the cybersecurity framework issued by the U.S. Department of Commerce’s National Institute of Standards and Technology (NIST) in response to a 2013 executive order issued by then-President Barack Obama to protect the nation’s most critically important technology infrastructure that, if incapacitated or destroyed, would have a debilitating effect on national security, the U.S. economy, public health and safety. In addition to the NCFS Foundation Certification Course and the NCFS Practitioner Certification Course, the training platform also offers access to the NCSF INFOSEC Certification Training Library. This resource, available via online video, prepares candidates to sit for the IT (CompTIA, Cisco etc.) and information security (ISC², ISACA, CompTIA etc.) certification exams aligned with the work and specialty roles outlined in the NIST Cybersecurity Workforce Framework (NCWF
Focus areas include cybersecurity, marketing, leadership, RMR, project management, and technical topics PSA Security Network, an electronic security cooperative, announced it will host an ISC West 2017 education track with sessions and a workshop during ISC West in Las Vegas, Nevada, April 4-5, 2017. Various PSA Committee members, staff, and other industry experts will lead the eight sessions that are included in the PSA Track. Focus areas include cybersecurity, marketing, leadership, RMR, project management, and technical topics including robotics. The sessions being offered will include: Cybersecurity And Security Installations: Hardening IP Connected Physical Security Equipment April 4, 2017, 8:30 AM – 10:00 AM Unlike previous security methods, a properly designed physical security platform unleashes the value of the Internet of Things by aggregating information from people process, data and things. This unleashing brings a cascade of data from IP-enabled devices, machines and business systems connected via unmodified Ethernet. This panel team will discuss commonly used tools to perform network enumeration, how to uncover potential weaknesses in your system, and best practices to better secure your devices. Presenters: Ray Coulombe, Security Specifiers; Andrew Lanning, Integrated Security Technologies; Chris Peckham, Kratos Public Safety & Security Solutions, Inc.; Wayne Smith, Tech Systems, Inc. Recurring monthly revenue structure is at the forefront of news in the security industry RMR Model In The Security Industry: How It Works And Why We Need It April 4, 2017, 10:10 AM – 11:15 AM Recurring monthly revenue structure is at the forefront of news in the security industry. Not only does it provide a critical infrastructure to increase business and company value, but it also allows customers an affordable way to implement a physical security system and to stay up to date with technology. The panel will discuss ways to implement an RMR model, and why it is the future of the security industry. Presenters: Bill Bozeman, PSA Security Network; Kim Tran, Northland Controls; Rob Simopoulos, Advance Technology; Patrick Berry, BluBØX. Cementing Customer Loyalty In Competitive Times April 4, 2017, 11:30 AM – 12:30 PM Do your customers really love you? Or, are you certain or are you guessing? Loyalty comes from building, developing, and maintaining a strong relationship with your customers. Determining both the right attitude and the right behaviours to keep the relationship solid is key in today’s tough market. In this panel discussion, learn to engage with clients and build an atmosphere of trust that will keep your business solid in the heavily competitive environment. Presenters: Paul Cronin, Atrion; Tim Brooks, PSA Security Network; Christine Lanning, Integrated Security Technologies; Sharon Shaw, Tech Systems, Inc.; Mark Krause, Target Corporation. Robotics: Upcoming Legislation And Government Regulations You Need To Know Now April 4, 2017, 1:30 PM – 2:30 PM Robotics are quickly evolving and adapting to many industries and new developments are occurring daily which will affect many industry verticals. While businesses and industries are becoming more aware of the potential impact of robotics technologies on society, they also have the unique ethical and legal challenges which emerge when intelligent machines and humans occupy the same environments. What efforts are being made to address current regulation and legislation? This panel discussion will address what impact these regulations will have on the security industry in the future. Presenters: Bill Bozeman, PSA Security Network; Michael Kobelin, Sharp Robotics Business Development; General William J. Marshall III, New Jersey Institute of Technology; Jack Wu, Nightingale Security. Industry leaders need to manage the risk associated with planned and unplanned departures in key positions Operational Workshop: Project Management In The Physical Security Space April 4, 2017, 1:30 PM – 3:00 PM This session will provide attendees with an understanding of the most efficient processes and procedures to effectively allocate resources to implement physical security programs. Additionally, content will provide security project managers with the application of management best practices to support budget-conscious allocation of physical security resources across an organization’s portfolio of facilities. Reviewing project life cycle best practices in a collaborative environment will provide best practices to take home and implement immediately. Presenter: Sharon Shaw, Tech Systems, Inc. Leading Through Industry Change: Succession Planning And Leadership In A Merger And Acquisition Market April 4, 2017, 2:45 PM – 3:45 PM Today’s business environment is characterized by near-constant change. It’s an environment where acquisitions and investments are picking up the pace and are modifying the configuration of existing organizations. Industry leaders need to manage the risk associated with planned and unplanned departures in key positions, as well as the prevention of loss of knowledge and relationships that reside with key employees. Managing the impact of demographic shifts in the workplace is a business imperative that executives can no longer afford to ignore. This session will discuss the impact of mergers and acquisitions on a business, as well as creating the right approach to helping their organizations sustain the necessary leadership to support business growth and a smooth succession plan. Presenters: Berry Epstein, Vertex Capital; Eric Yuang, Convergent Technologies; Brent Franklin, Unlimited Technologies; Jim Henry, Kratos Public Safety & Security Solutions, Inc. To protect your organization, you must take a proactive and comprehensive approach to this quickly increasing risk Increasing Your Brand Recognition Through Social Media April 4, 2017; 4:00 PM – 5:00 PM Tapping the vast audience of the social web is a low-cost way to catapult a business brand. This presentation will uncover how to effectively build a company’s brand using social media, which allows organizations to develop new relationships and strengthen existing relationships. This will help drive brand awareness, loyalty, and word-of-mouth marketing. Discover networks which support a company’s brand image, identify valuable content, and outline effective social media strategies. Presenter: David Morgan, Security Dealer Marketing. The 7 Questions They Cyber Criminals Don’t Want You to Ask! April 4, 2017; 2:45 PM – 3:45 PM/ April 5, 2017; 7:30 AM – 8:30 AM All leadership in business has a fiduciary responsibility to protect their company, its shareholders, employees, and customers. Part of this responsibility includes detecting cyber risks and mitigating those risks. To protect your organization, you must take a proactive and comprehensive approach to this quickly increasing risk. This panel discussion led by PSA’s Cybersecurity Committee will address the top seven questions end users and system integrators make sure they have addressed to reduce the risk of cyberattacks. Presenters: Paul Boucherle, Matterhorn Consulting LLC; Darnell Washington, SecureXperts; Sal D’Agostino, IDmachines; Andrew Lanning, Integrated Security Technologies.
SourceSecurity.com’s Expert Panel covered a lot of ground in 2016 about a variety of topics in our Roundtable discussions. The very most-clicked-on Roundtable discussion in 2016 was about how to choose between a cloud-based system and a server-based system. Other hot topics that made the Top-10 list of Roundtable discussions included edge-based video storage, the challenges of commoditization, and mistakes customers make when buying and installing security systems. Here is a listing of the Top 10 Expert Panel Roundtable discussions posted in 2016 at SourceSecurity.com, along with a “sound bite” from each discussion, and links back to the full articles. Thanks to everyone who contributed to Expert Panel Roundtable in 2016, including the quotable panelists named below! 1. What factors should a customer consider when choosing between a cloud-based system and a server-based security system? "Invariably the choices will be driven by security processes in place within the corporate environment and by ensuring the remote system is as impenetrable as the corporate network. Both options potentially leave the corporate network vulnerable to a determined cyber attacker, so the systems and access points to the network need to be sufficiently hardened to deter or prevent attacks.” [John Davies] 2. What is the most unusual application of surveillance cameras you have seen recently? "The most unusual application I’ve seen is the use of 360-degree fisheye cameras mounted on mobile poles for security along a marathon route. The poles were mounted on mobile units that contained power and communications infrastructure. Multiple mobile units were driven and placed along the route so that the entire route was constantly under surveillance. " [Jumbi Edulbehram] 3. What is the biggest mistake you see your customers make when it comes to buying or installing security or surveillance systems? "Too many businesses fail to take full advantage of the breadth of services available for maximizing tools like remote diagnostic services, for example, which allow customer service teams to regularly and proactively check equipment quality and make repairs remotely." [Joe Oliveri] A number of major security companies are offering cloud video surveillance solutions apart from the traditional server-based systems, but which is best for the customer? 4. How many megapixels are enough? At what point does additional resolution not matter, or not make economic sense? "The industry commonly holds that 20 pixels/foot is enough for general surveillance, 40 pixels/foot is the minimum for facial recognition and license plate identification, and 80 pixels/foot is used for higher detail like reading logos, names embroidered on a shirt, etc. " [Jason Spielfogel] 5. What is the value of edge-based storage and in what specific applications? "Recording at the edge frees up network bandwidth and PC processing power, allowing users to view and manage video feeds and store applicable images for later use or transfer to the network when necessary. " [Dave Poulin] 6. How can security integrators replace revenue in the age of commoditization? "The integrator community needs to learn to embrace what hundreds of other contractor businesses have. They need to improve their predictable cash flow and margin by offering contracted services. Call it what you like – RMR, managed services, monitoring – the description makes no difference. The integrator community simply needs to get off their butt and make it happen. " [Bill Bozeman] 7. How successful was ISC West 2016? Did it meet your expectations? "It was unanimous that 2016 ISC West was the best show we have participated in Arecont Vision history! Activity on the first two days was especially strong with Systems Integrators, Dealers, Distributors, End Users, and A&E/Consultants. These people all came to see our new product line and were especially interested to see the product performance improvements and ease of installation and setup." [Scott Schafer] More of us are depending on social media smart phone apps as a source of information, providing new levels of immediacy that dovetail well into security, specifically in areas of emergency notification 8. What are the physical security challenges of "safe cities" applications, and how is the market meeting those challenges? "One of the challenges is, of course, to make systems from different manufacturers work together. Interoperability is important not only from an operator’s point of view, but also in how cities and their internal divisions should respond to incidents reported by the security systems. " [Per Björkdahl] 9. How should integrators/installers differentiate themselves or make themselves stand out in today’s market? "In today's market, it's all about customer service. Almost every integrator has good product – and most of these products do a lot of the same things – but what sets integrators/installers apart is the level of value-added support they are providing to their accounts. Increased support through training, follow-up, open communication and keeping them informed on emerging technologies can really speak to the needs that end users have and why they will remain loyal.” [Mitchell Kane] 10. What role can social media play in the security marketplace and/or as a tool to promote better security in general? "Social media has weaved its way into our daily lives and is an integral part of our interaction with customers in the marketplace. Social media outlets bring the human element to interfacing with our communities and customers. This humanization allows us to address sensitive topics like the recent events in Orlando and how to take preventative measures in the future." [Melissa Stenger] See the full coverage of 2016/2017 Review and Forecast articles hereSave Save
The market expansion will allow PSA Security Network to expand its membership base PSA Security Network, the world’s largest electronic security cooperative, announced that it will be expanding its market footprint to include the professional audio-visual and communications market. The market expansion will offer qualified systems integrators in the professional audio-visual/communications and physical security industries access to more than 170 industry-leading product lines through PSA Security Network. “We are seeing more and more cross-over between the physical security and the audio-visual market on a daily basis,” said Bill Bozeman, president and CEO of PSA Security Network. “The decision for us to expand our product offerings and begin offering the same value-add programs and services to the A/V market that we have offered to the security market for over forty years was a natural evolution for our company.” Product Expansion The market expansion will allow PSA Security Network to expand its membership base and allow all members to be more competitive on A/V and security projects with discounted vendor pricing, the ability to streamline their order processes, and gain access to education and training resources to help integrators keep pace with industry trends. PSA also offers additional value-add programs for qualified members including 90 day terms, free ground shipping on most products, and access to the National Deployment Program. With new vendors being added daily, PSA Security Network today offers products to cover audio, audio and video conferencing, cabling, digital signage, displays, projectors, intercoms, mass notification and life safety, furniture and mounts, paging/public address, power needs, and other A/V accessories. Key vendors already part of PSA Security Network’s offerings include Aiphone, Alertus, AtlasIED, Biamp Systems, Bogen Communications, Bosch Communications Systems, Middle Atlantic, Minuteman UPS, Peerless-AV, Seneca, TOA Electronics, Windy City Wire and Winsted. Meeting Security Integrators’ Demands “We are excited to expand the scope of our partnership and product offering with PSA Security Network and its members,” says Tom Hansen, VP Sales, Key Accounts, Bosch Security Systems. “Under the Bosch Security Systems banner we offer both security and communications portfolios – products from a single source that can work together in large-scale A/V systems or as standalone solutions. On the communications side, our lines include Bosch conferencing and public address and Electro-Voice pro audio – strong brands offering the widest range of specialized products for the widest range of pro A/V markets, and with a focus on customer service, technical support and training. This aligns us perfectly with PSA’s move forward to meet the increasing security integrator demand for A/V products – we looking forward to continued success together supporting our customers’ business growth.” “We are delighted to be working with these key vendor partners,” said Bozeman. “We will add to this impressive roster on a continual basis to ensure we have the best in class audio-visual and communications products available to our integrators so that we can deliver on our mission the help them become the most successful integrators in the markets they serve.”
The age of robotics is fast approaching. To be successful, security systems integrators need to understand how these machines fit in the security of their clients, according to industry experts. “The integrators did not begin this trend,” says Bill Bozeman, President and CEO of the PSA Security Network, cooperative of security product suppliers and system integration companies. “They did not say, ‘Oh boy I can’t wait to introduce robotics into my portfolio'. This is driven by the end users. This is the norm. Like it or not, the integrator community is somewhat reactionary.” Robotics In Vertical Markets For those security integrators who serve industry verticals such as utilities, oil and gas, healthcare, higher education and even real estate owners with large campuses and buildings such as malls, knowledge of robotic security solutions is essential, he adds. Those serving large companiesand facilities will need tounderstand the capacities ofrobotics, the leading-edge manufacturers and the designers “You go into the meeting with your portfolio, and the security director comes in and says ‘Hey, tell me your thoughts on security robotics. Do you think it’s a fit for my organization and what do you think?’ If you say ‘I don’t know’, they’re going to think ‘This company is not keeping up.” For those professionals geared to providing security to small shops and stores or homes, robotics will not be a prime solution for many years to come. Those serving the great mass of large companies and facilities will need to understand the capacities of robotics, the leading-edge manufacturers and the designers. Educating Integrators On Robotics “PSA has a history of introducing the “next big thing” to their integrators before they eventually hardwire the topic to their training curriculum,” echoes Cliff Quiroga, Vice President and Deputy General Manager at Sharp and a leader in the new formed Robolliance. Bozeman’s organization has taken the lead in providing a wide variety of educational and networking programs that bring together integrators with manufacturers and industry experts on the topic of robotics. “For those who choose not to play, well they’ll be forced into the small segment of verticals where robotics doesn’t make a difference,” says Bozeman. “There won’t be many of those. Their pool of potential business will shrink.” Advances in technology will reduce the costs of deploying robots into facilities, making them more appealing to companies Future With Service Robots The deployment of robots into civilian security operations has been limited so far, but the number of product options is growing rapidly. Major companies such as Sharp have created robotic divisions and are readying products for testing and deployment to real-world customers. Guard companies are already looking at robots and how they can be incorporated into their offering to work alongside human officers. “The latest advancement in robotics, particularly in the area of drones and unmanned ground vehicles, is a game-changer,” observes Brian Higgins, founder and president of Group 77, a security and public safety consulting firm. “The robots of today will provide that catalyst, that direct connection between humans and technology creating the integration we are trying to accomplish.” Robots won’t replace security officers, but they will take over many of the mundane and boring tasks such as monitoring cameras and sensors that humans simply aren’t very good at doing, notes Higgins. "Robots will patrol, they will inspect, they will sense and they will perform actions that are pre-programmed by humans" “Robots will patrol, they will inspect, they will sense and they will perform actions that are pre-programmed by humans,” says Higgins. “The routine patrols performed by the robots will be done with cameras that are better in capturing images than the human eye. They will sense better than the human nose or ears. I think there is very little limitation on what robots can do and will do in the future.” Making Robotics Appealing Advances in technology will reduce the costs of deploying robots into facilities, making them more appealing to companies that are all too well aware of the limits of human attention. “The security industry is plagued with commoditization of their traditional technology,” says Quiroga. “Many products, especially video, are being mass-produced with very similar performance capabilities and made available through a variety of online outlets and distributors. The industry is choking on commoditization and channel conflicts with limited value being added by the integrator.” With robotics, security integrators will now have a unique technology to gather data for the client, provide the constant security presence, and insulate them from the future increase in minimum wage for their existing services, he adds. Being first requires an investment to build and train a staff committed to robotics Bumper Opportunities For Robotics Experts “Being an ‘expert’ in robotics will be a differentiator for the integrator, open more doors for them, and help them win over new clients because of the value they bring to the overall security solution,” says Quiroga. Experts agree that the integrator community needs to understand that robotics offers an unparalleled growth opportunity for those companies that commit early to the technology. Wall Street is already taking note of the industry and its potential. Earlier this year, iRobot, which makes robotic vacuum cleaners, spun off its military and police robot division into a separate company. Now known as Endeavor Robotics, the company was purchased for $45 million by Arlington Capital Partners. The company is the largest supplier of robots to the U.S. military. “Although the technology is still in final development, there is no other market segment related to electronic security that could provide the business opportunity that robotic technology will provide the early adopters,” says Quiroga. “Being first requires an investment to build and train a staff committed to robotics; successful integrators will not be those who only offer robotics as a solution on the occasional project. Robotics is coming; get ready now.” Catch up on our Robots in Security series here Save Save
Sharp's Robolliance forum aims to advance understanding of the Autonomous Robotics marketplace Sharp Electronics Corporation, founding sponsor of the Robolliance program, brought together fellow sponsors and onsite press covering PSA TEC 2016 to announce today the launch of an initiative focused on ground-based security robotics. Today’s announcement defined the Robolliance program as “a forum for technology partners and industry experts in robotics, surveillance and security to advance the understanding and awareness of the Autonomous Robotics marketplace”. Robotics Engineering As A New Business Area Sharp Electronics Corporation is a U.S. subsidiary of Osaka-based Sharp Corporation, a worldwide manufacturing company, who revealed nearly three years ago the inclusion of robotics engineering as a new business area. Since then, Sharp Corporation has introduced to non-U.S. markets such robotic technologies as the Cocorobo for cleaning and the Robohon for communication. Specific to the opportunity for robotics in the United States, there is Sharp Laboratories of America (SLA) and Sharp Robotics Business (SRBD). SLA has been working on autonomous vehicles as part of their business robotics R&D. SLA develops leading-edge B2B products that improve employee productivity, reduce costs, enhance collaboration, and meet rapidly changing business demands. Sharp Robotics Business (SRBD), a division of Sharp Electronics Corporation (SEC), whose Vice President & Deputy General Manager, Cliff Quiroga, led the press conference, targets growth industries primed for robotic technology. Security is one of those industries. Collaboration Between Technologists, Industry Specialists And Sales Channel Providers In his opening remarks, Cliff Quiroga shared a comment he had received in writing from US-based Sharp Electronics Corporation (SEC) Chairman and President, Toshiyuki Osawa. According to Mr. Osawa, “Sharp Electronics Corporation is proud to be a part of Robolliance. Robolliance gives all participating sponsors the ability to work together as an ecosystem of top-tier technologists, industry specialists and sales channel providers to bring forth vibrant, innovative products and services aptly suited to the changing demands of the security industry. The benefit of collaboration allows each sponsor, like us, to stay focused on their core competencies and collectively enlighten customers on solutions tailored to their needs.” "Robotics is a solution for organizations to liberate manpower to focus on themore demanding, intellectual aspects of security" “There is a growing understanding that “Business Robotics” will play an expanding role in the future of automation and how companies operate”, stated Cliff Quiroga. “The demands on the security industry, both from a manpower and technological standpoint, are growing exponentially. Robotics is a solution for organizations to expand their surveillance coverage in a safe, reliable way and liberate manpower to focus on the more demanding, intellectual aspects of security.” Robolliance sponsors all have a vested interest in advancing the segment and those in attendance echoed Cliff Quiroga’s precept that security is prime for robotics. Bill Bozeman, President and CEO of PSA Security Network and fellow Robolliance sponsor, said “In my 36 years in this space, I’ve seen two or three big game changers that really made an impact on the industry, really made an impact on the dealer’s P&L. I believe this (robotics) to be one.” PSA Security Network is the world’s largest electronic security cooperative and played host to the Robolliance press conference at the Westin Westminster in Westminster, Colorado. PSA also has a strong offering in security integration education and accreditation that is aligned to the purpose of the Robolliance program. Another Robolliance sponsor, BG (General) William J. Marshall III, has a perspective of autonomous robotics for security shaped by his former military experience and his current role as an Assistant Vice President for Government and Military Relations at New Jersey Institute of Technology (NJIT). General Marshall is actively seeking high tech solutions, inclusive of robotics, in his newest role within NJIT’s New Jersey Innovation Institute as Executive Director, Innovation Laboratory for Defense and Homeland Security. Stated General Marshall, “Corporate leadership needs to understand what it means to deploy technology, especially autonomous platforms. Robolliance will support their decision making and deployment. With robotics, we could arrive at a solution that is cheaper, better, faster and safer. The tragedy at the Fukushima Daiichi Nuclear plant provides an example of why “robotics” are so important to replace and otherwise augment other security considerations.” Three Tiers Of Expert Sponsors Three tiers of sponsors comprise the Robolliance. Sponsors can be technology companies working on or with robotic solutions, and some may actually offer robotic components, like Sharp has designed. Sponsors can also be sales channel companies; such as security guard services or security integration corporations as were in attendance at PSA TEC 2016. The powerhouse of the Robolliance are its expert sponsors, whose know-how drives the educational conversation around autonomous robotics in the security space. These professionals have expertise in cybersecurity, law enforcement, robotic standards and testing, technology sales and distribution, engineering, and more. "In the case of robotics for security and surveillance, the technology will be highly disruptive and we need to be ahead of the curve in building understanding" “There’s no doubt, technology is disruptive. Simplistically, every time I upgrade my smartphone there is a feature I must get comfortable using or a glitch I may have to work through”, says Alice DiSanto, Director of Marketing for SRBD. “In the case of robotics for security and surveillance, the technology will be highly disruptive and we as sponsors need to be ahead of the curve in building understanding to ease adoption, streamline implementation and help organizations in search of a security solution find answers. Robolliance can be their resource.” A multitude of excellent information sources exist that address robotics, security integration, surveillance, guarding, autonomy and other topics. Some have actually become Robolliance sponsors. The Robolliance program was created to bridge the chasm between end-users, sales channel technology providers, and the information necessary to make critical security solutions as they relate to emerging robotics technology.” Robolliance serves this niche. “As someone who has spoken and is speaking about security technology every day, Robolliance is just what I need”, shared Mike Kobelin, Director of Sales (SRBD) and former Board President for PSA. “Robotics is not the first high tech product in my tool kit for large companies looking to strengthen and modernize their security. However with Robolliance, robotics is the first security solution that has a dedicated website and network of professionals working with me to bring awareness to end-users. It’s an ecosystem built on thought leadership and early-adoption advocacy.” Robolliance will feature the Robolliance.com. It will also offer every sponsor offline networking and speaking engagement opportunities that further their interests in robotics, security and surveillance.