Nigel Waterton

Should security spending be a one-time capital expense or as an ongoing operating expense? At first glance, the question appears to be an accounting issue with little impact on the actual equipment or systems involved. However, as security professionals seek to cost-justify new systems, the question may be central to providing the “best security for the money” and a system that fits the company’s continuing needs. We asked this week’s Expert Panel Roundtable: Should security be a capital expense (CAPEX) or an operating expense (OPEX)? Is the trend shifting and what is the impact?

Artificial intelligence (AI) and machine learning have made a big splash in the physical security market, transforming video analytics to a new level of accuracy. In fact, the terms have become common buzzwords throughout the industry. However, the potential for AI and machine learning to impact the physical security industry goes far beyond their ability to improve video analytics. We asked this week’s Expert Panel Roundtable: Beyond better video analytics, how can artificial intelligence (AI) and/or machine learning benefit the physical security market? 

Traditionally, dealer-installers and/or integrators provide the front line of support to end user customers after a sale. Because integrators assemble and provide the “solution” – often using products from multiple manufacturers – they are most familiar with the total system and can troubleshoot any problems. However, manufacturers may be better equipped to deal with specific problems after a sale and also to provide a variety of resources to end-users. It’s a delicate balance, and the best approach may be dependent on the product or even the market. We asked this week’s Expert Panel Roundtable: What is the role of manufacturers in providing support to end user customers after the sale?

The general public gets much of its understanding of security industry technology from watching movies and TV. However, there is a gap between reality and the fantasy world. Understanding of security technologies may also be shaped by news coverage, including expression of extreme or even exaggerated concerns about privacy. The first step in addressing any challenge is greater awareness, so we asked this week’s Expert Panel Roundtable: Which security industry technology is most misunderstood by the general public and why?

Ten years is a long time, but it seems to pass in an instant in the world of security. In terms of technology, 2010 is ages ago. Changes in the market have been transformative during that decade, and we called on our Expert Panel Roundtable to highlight some of those changes. We asked this week’s panelists: What was the biggest change in the security industry in the 2010-2019 decade?  

The new year is several weeks old, so it is safe to say that many of our New Year resolutions have fallen by the wayside. Despite the limited success of our personal resolutions, the new year is a great time to take stock, look ahead, and plan to make 2020 the best year yet. Thinking about our industry as a whole, we asked this week’s Expert Panel Roundtable: What should be the security industry’s “New Year’s resolution?” 

The new year comes with new opportunities for the security industry, but what technologies will dominate our discussions in 2020? Topics such as artificial intelligence (AI) and HCI (hyperconverged infrastructure) became familiar in conversations during 2019, and they are likely to dominate our thoughts again in the new year. But other buzzwords are also gaining steam, such as “blockchain” and “frictionless access control.” Connectivity and the cloud will also be timely technology topics as the industry evolves. We asked this week’s Expert Panel Roundtable: What technology buzz will dominate the security industry in 2020?

Cloud applications are an everyday facet of business these days, exemplified by systems such as Office 365, Salesforce.com and Dropbox. The physical security market is also embracing the cloud after overcoming some initial concerns and thanks to improvements in cloud offerings. We asked this week’s Expert Panel Roundtable: Which security markets are likely to embrace the cloud?

When we popped the champagne to celebrate the start of a new year in January, not many could predict that less than three months later, we’d be facing a global pandemic and the economic challenges that a worldwide lockdown would bring. In conversations over the last several weeks, reports from integrators have vacillated between being flush with work or fearful that projects were drying up — without a whole lot in the middle. But in these conversations, a central theme has emerged: diversification.  My background was heavily rooted in security integration but in the last 10 years shifted to risk — both management and mitigation practices — and this emerged long before I began my career in security. It isn’t a new phenomenon for companies to be looking at the risk management strategies they had in place and rethinking their direction. This global pandemic, and the effects it has had on the workforce, has significantly altered what many organizations deem “normal” day-to-day operations, meaning that many organizations are asking one key question: “Can my business withstand this?” The challenge exists in ensuring asset security For many end users, the challenge exists in ensuring asset security in locations that are experiencing low occupancy as a result of work-from-home policies or in vacant facilities altogether. For integrators, there is a balance between continuing to install projects while keeping the health and well-being of technicians and employees top-of-mind. Considering these factors, business resiliency in times of crisis can be built by integrators implementing the following strategies: Diversify the portfolio As an industry, it’s safe to say that the winds of change are beginning to shift away from solely “per project” to more recurring monthly revenue (RMR) business models — and today’s crisis may be the catalyst for more of this change. Integrators that embraced this model in the early days, despite the hurdles that a transition like this brings, are seeing the benefits of this move. In economic downturns, RMR allows an organization to map out incoming revenue streams and ensures money will continue to come in despite restrictions on new products and investments from customers. Offer more service-based products Part of diversifying a portfolio involves engaging in a more service-based approach to business. Establishing a monitoring services department, integrating a cloud-based video and/or access control service into the mix, or bringing more system monitoring services in play can go a long way in offering more than hardware-driven sales. We’ve talked a lot in the last several years about so many organizations transitioning from large capital expenditures (CAPEX) to more operational expenditures (OPEX) and the opportunities this presents to integrators; now is the time for providers to harness this trend for the health of their business. Emphasize the management Through managed services, the value for the customer is that integrators take on the diagnostics, testing, remote monitoring and more — all via the cloud or hosted models, which means fewer “truck rolls” and costs associated. In the current environment, saving a visit to a site can help protect technicians. For new customers, the external management of a system can mean all the difference as there are a number of end users that don’t need a headache that legacy systems create as it relates to maintenance, updates and manpower oversight. Securing an integrator’s business can mean being able to serve customers by diagnosing and triaging issues quickly and highlighting the value provided in day-to-day management. Look at new vertical markets From a resilience perspective, critical infrastructure and government-related markets, such as water and energy, and local and municipal customers rarely see a reduction in spending amidst a downturn, which can make these markets a solid investment for integrators. While some of the regulatory requirements in place, such as adherence to the National Defense Authorization Act (NDAA) and GSA contract guidelines, may be daunting, the ability for firms to weather the storm by serving these markets can help integrators see continued success. Understand your books One of the first things that integrators must do before a crisis hits is to understand their balance sheet. So many integrator firms are built on the premise of being really exceptional at highly technical and complicated installations, which is why they are good at what they do. But the real challenge is the balance of this ability with the skills needed to grasp business continuity from a bookkeeping and planning perspective. Act as a consultant One of the biggest challenges for customers during a crisis is making quick decisions that can impact the rest of the organization both in the short- and long-term. In the security environment and the status of where the world is currently, the needs customers had a month ago are far different than now, so acting as a consultant and working with them to address their concerns through existing technology — or recommending new solutions — can mean all the difference in building a relationship with existing customers or in working with new ones. Offer services that leverage existing investments So many customers out there today have invested heavily in video surveillance equipment and hardware that they want to ensure will be around for the long haul. Investing in new equipment can be a real hindrance in normal circumstances, much less those we’re currently facing, so it’s critical that more open solutions are offered to customers. For example, cloud-based video offerings that leverage existing cameras and allow end users to configure them with the touch of a button are a value-added benefit that can favor integrators in the long run. Continue training your staff Right now, while many integrators see a slow down taking place, it’s critical that those with the means to do so offer more value to end users by incorporating continued education and training for technicians. This can go a long way in making the services offered more appealing to customers. Integrators who set aside resources to train staff and encourage certifications are building a foundation for success. There’s no way that integrators can address the demands placed on them without investing in the people within their organization. Integrators and security leaders are tasked now with the added complexity of navigating a worldwide crisis. While so many see the challenges ahead, there is opportunity within these challenges to take forward-thinking business practices and implement them on a broader scale. Doing so can have the potential to change the face of the industry as we know it.

Manufacturer rep firm LAR Group to provide sales, support, and resources to customers and partners across the region Arcules, the foremost provider of unified, intelligent security-as-a-service solutions, announced that the company will expand its reach into Latin America, engaging manufacturer’s representative firm LAR Group to promote the Arcules Unified Cloud Security Platform across the region. cloud-based video, access control, Analytics With offices in Mexico, Brazil, Venezuela, Columbia, Guatemala, and Argentina, LAR Group will provide the Arcules platform to distributors, integrators, A&Es, and end-users, along with a complete range of resources aimed at expanding the company’s cloud-based video, access control and analytics to customers. The partnership will help Arcules continue establishing its global presence, following its expansion into EMEA earlier this year. Expanding security capabilities “The markets we serve are ready for cloud-based physical security that allows the freedom and flexibility to use existing surveillance and camera infrastructure, with an intelligent platform that unifies video, access control, and analytics,” said Glenn Patrizio, CEO, LAR Group. “We’re excited to be able to offer this option to our customers and partners, allowing them to expand their security capabilities with a scalable and intuitive platform.” Representative company In the last 17 years, LAR Group has become the major representative company for electronic security manufacturers across Latin America, building a strong network of clients that encompasses not only distributors and integrators, but also architects, engineers, and end-users that look toward the company to provide cutting-edge security solutions to solve today’s biggest challenges. Building presence and business “Security is of paramount importance throughout Latin America, driving the growth of the industry and demand for solutions that are open, scalable, and flexible enough to withstand the constantly changing nature of physical security,” said Nigel Waterton, CRO, Arcules. “Arcules sees a lot of opportunity in Latin America to provide businesses with the kind of intelligence and oversight needed to protect assets and people, which is why engaging with a rep firm that truly understands the market will help Arcules build its presence and business in the region.”

Should security spending be a one-time capital expense or as an ongoing operating expense? At first glance, the question appears to be an accounting issue with little impact on the actual equipment or systems involved. However, as security professionals seek to cost-justify new systems, the question may be central to providing the “best security for the money” and a system that fits the company’s continuing needs. We asked this week’s Expert Panel Roundtable: Should security be a capital expense (CAPEX) or an operating expense (OPEX)? Is the trend shifting and what is the impact?

Arcules, globally renowned provider of unified, intelligent security-as-a-service solutions, has announced that its Arcules-XProtect Hybrid VMS solution has been selected as the winner in the service-based solutions category of the 2020 Benchmark Innovation Awards. Arcules-XProtect Hybrid VMS The program selected the hybrid cloud video management software (VMS) from both Arcules and Milestone Systems for its ability to enhance the technological capabilities of security and IT teams while empowering integrators to tap into the revenue benefits of cloud services. Benchmark, which provides insight into technical innovations and smart solutions, believes that it is vital that manufacturers and service providers deliver innovations that both enhance the technological capabilities of their products and allow those developments to be implemented in a way that delivers tangible benefits and added value. The Benchmark Innovations Award program highlights and rewards such advances and innovative thinking. Integrating cloud-based VSaas with XProtect VMS Arcules-XProtect integrates cloud-based VSaaS with Milestone XProtect on-premise VMS Arcules-XProtect integrates cloud-based VSaaS with Milestone XProtect on-premise video management software (VMS) to deliver a powerful solution for organizations looking to centralize their dispersed video surveillance operations. The solution is a flexible and feature-rich solution that allows Milestone XProtect customers to deploy remote sites quickly with the power of the Arcules cloud service, with minimal IT resources and downtime. Enhanced cloud infrastructure Additionally, Arcules’ intuitive platform provides sites and cameras connected to Arcules VSaaS, an underlying cloud infrastructure with features such as compatibility between sites, low video latency, data encryption, redundancy and streamlined maintenance with automatic updates, along with easy onboarding. “We built Arcules on the idea that we could create a unified solution that provides an on-demand, flexible deployment and high security in a cloud service model,” said Nigel Waterton, Chief Revenue Officer (CRO) at Arcules. He adds, “This award recognizes the resiliency, performance and cost efficiencies Arcules delivers to the market alongside our valued partners at Milestone Systems with the hybrid VMS solution, and highlights the significant progression in our technologies and innovation over the past year.”

Artificial intelligence (AI) and machine learning have made a big splash in the physical security market, transforming video analytics to a new level of accuracy. In fact, the terms have become common buzzwords throughout the industry. However, the potential for AI and machine learning to impact the physical security industry goes far beyond their ability to improve video analytics. We asked this week’s Expert Panel Roundtable: Beyond better video analytics, how can artificial intelligence (AI) and/or machine learning benefit the physical security market? 

Traditionally, dealer-installers and/or integrators provide the front line of support to end user customers after a sale. Because integrators assemble and provide the “solution” – often using products from multiple manufacturers – they are most familiar with the total system and can troubleshoot any problems. However, manufacturers may be better equipped to deal with specific problems after a sale and also to provide a variety of resources to end-users. It’s a delicate balance, and the best approach may be dependent on the product or even the market. We asked this week’s Expert Panel Roundtable: What is the role of manufacturers in providing support to end user customers after the sale?

Arcules, a globally renowned provider of integrated cloud-based security services, has announced that it has appointed Michael Hygild as Director of Sales, EMEA, effective from July 1, 2020. The addition of Hygild to the Arcules leadership team will help to accelerate the company’s current momentum and ignite its next phase of growth. In his new role, Hygild will be responsible for strategic sales initiatives, including channel programs, within Europe. Strategic sales expert Hygild joins Arcules from Hikvision where he managed the Hikvision Europe - Nordic business unit, focusing on rapidly expanding the company’s reach and growth strategies in its early stage. Previously, Hygild led strategic sales efforts within Hikvision within the Nordic region. During his tenure, Hygild drove the development and successful execution of sales and business development initiatives to significantly expand the reach and use of the company’s solutions. ‘Sales Excellence of the Year’ award nominee He was recently selected as one of four finalists for ‘Sales Excellence of the Year’ by Business Denmark and TACK International, awarded to sales leaders who have achieved high levels of sales expertise and execution across Denmark. “Michael Hygild brings a wealth of knowledge, energy and experience to Arcules, including first-hand insight into the complexities and challenges our customers face in building the next evolution of video surveillance and security infrastructures,” said Nigel Waterton, Chief Revenue Officer, Arcules. Nigel adds, “As we expand our sales organization, Michael’s ability to go deep into markets, navigate executive and committee sales, and create exponential growth will be essential for the next phase of our expansion. The success we are having in the market has allowed us to attract someone of Michael’s caliber who represents an ideal fit to help lead our sales initiatives.” IP cameras and video surveillance solutions promoter Hygild was also instrumental in developing a security department for a European IT distributor In his nearly 20 years of experience, Michael Hygild has managed sales teams and general business operations in the video surveillance market and played a pivotal role in expanding the adoption of IP cameras for a wide range of businesses. Hygild was also instrumental in developing a security department for a European IT distributor, offering significant experience driving business from all points in the supply chain. Delivery of cloud-based services As Director of Sales for EMEA region for Arcules, Michael Hygild will help expand and grow the company’s go-to-market strategy while identifying new revenue streams for the delivery of cloud-based services designed specifically for video surveillance and security use cases. “Arcules’ ability to deliver cloud services that are simple, scalable and secure are unlike anything else in the industry,” said Michael Hyglid, adding “As we continue to see more and more organizations embrace the cloud for its ease of usability and utmost reliability, I’m excited to be helping them experience the true potential of the cloud and address the changing needs of the modern business.”

The general public gets much of its understanding of security industry technology from watching movies and TV. However, there is a gap between reality and the fantasy world. Understanding of security technologies may also be shaped by news coverage, including expression of extreme or even exaggerated concerns about privacy. The first step in addressing any challenge is greater awareness, so we asked this week’s Expert Panel Roundtable: Which security industry technology is most misunderstood by the general public and why?

Arcules, innovators in integrated video and access control cloud services, has announced a strategic partnership with RAS Watch to deliver a fully managed and outsourced global security operations center (GSOC) solution. The jointly developed Rapid Deployment Kit incorporates the Arcules cloud video management system and Axis Communications IP cameras, as well as remote monitoring, alert verification and system health monitoring from RAS Watch. During the outbreak of COVID-19, businesses are looking for solutions that help them monitor and protect their physical assets against security threats as their employees leave their things behind and work from home for the unforeseeable future. With Arcules’ secure cloud-based video surveillance service and RAS Watch’s fully managed and outsourced GSOC, business and security leaders can quickly, efficiently and cost-effectively secure assets. Short-term contracts are available immediately to help organizations navigate through the COVID-19 crisis. Alarms systems via video camera technology “Over the past few weeks, we’ve seen a majority of jurisdictions issue stay-at-home orders. These directives are necessary to limit the spread of the virus, but they are leading to theft or other problems at recently vacant buildings,” said Ryan Schonfeld, CEO and Founder, RAS Watch. “We knew we needed to come up with a solution that is cost-effective and easy to deploy and offers businesses the kind of protection they need to ensure their facilities are safe.” The Arcules and RAS Watch partnership allows for rapid deployment of both video camera technology and remote setup through the intuitive, easy-to-use Arcules cloud video surveillance interface. The Arcules service enables users to remotely manage views across all of a company’s locations, organize user and group permissions, check the status of cameras, set up alarms and notifications, and view security and business analytics. RAS Watch’s managed GSOC empowers remote response and oversight, as well as system health monitoring for security infrastructure, including video surveillance cameras, access control readers, switches and other infrastructure necessary to ensure system functionality. With RAS Watch’s tools and proven analytic methods, security is transformed from a typically reactive environment into a proactive strategy that delivers the information and guidance necessary to mitigate risks before they happen. Security and safety with cost-effective solutions “Arcules is excited to partner with RAS Watch on this Rapid Deployment Kit that enables clients to quickly establish security and remote monitoring for their sites,” said Nigel Waterton, CRO, Arcules. “The time to provide clients with quick and cost-effective options to increase security and safety is now, and both Arcules and RAS Watch are dedicated to providing services that ease complexity, reduce additional infrastructure costs and minimize the requirements for smart, effective security monitoring.”

Arcules, innovators in integrated video and access control cloud services, announces the appointment of Bruce Nisbet as Senior Director of Sales. In this role, Nisbet will help guide the regional sales teams and develop strategic initiatives for expanding the reach of the company’s cloud-based services in key markets. With more than 30 years of security, video surveillance, sales and management experience, Nisbet has executed successful sales strategies and business development initiatives for solutions and services across the IP video surveillance, Internet of Things (IoT) and video management markets. Security and business optimization Bruce brings significant experience that will help expand the company’s channel program" Nisbet joins Arcules from Hanwha Techwin America, where he was instrumental in driving sales planning and management. His proven ability to manage diverse sales teams at 3VR, Schneider Electric and Pelco will be a valuable asset as Arcules expands the reach of cloud-based services across the industry. “Bruce brings significant experience that will help expand the company’s channel program and go-to-market strategy while leading our sales teams to create new opportunities for revenue,” said Nigel Waterton, Chief Revenue Officer, Arcules. “Arcules continues to focus efforts on the next phase of the company’s growth, and identifying the talent and vision needed for this endeavor is crucial to that goal. We look forward to the impact Bruce will have on Arcules’ ability to address evolving customer needs for security and business optimization.” Growing list of customers With significant growth in customer deployments around the world, such as the recent announcement of its work with WeWork, Arcules has also made several additions to its regional sales and product management teams, designed to expand engineering, sales and service capabilities to its growing list of customers and integrator partners. Before joining Arcules, Prakash held the roles of Vice President of Product and Director Morgan Prakash has been named Director of Product Management and is responsible for overseeing the company’s product development and coordinating the activities of the marketing, sales and customer support teams for product launches and updates. Before joining Arcules, Prakash held the roles of Vice President of Product and Director of Product Strategy for Raintree Systems and was Senior Product Manager for Kareo. Addition of strategic product management Arcules also boosted its sales team with the addition of four regional sales managers who have extensive experience in security and IT markets: Julie McGregor, Northwest; Tom Buettgen, Midwest; Emmett Rooney, Southeast; Breanne Menees, Southwest; and Nick Gega, New York City/Northeast. Additionally, Aaron Newman was promoted from sales engineer to regional sales manager, East. “As Arcules works to educate the market on the benefits that the cloud provides to enterprises and provide an alternative to costly on-premise-only solutions, the addition of strategic product management and sales team members helps us to achieve this goal,” said Andreas Pettersson, CEO, Arcules. “We are eager to have the opportunity to leverage the years of experience that our sales team brings to the organization as we look toward providing our cloud services to more global companies. Building a smarter, more secure world through the delivery of cloud services is our primary goal.”

Ten years is a long time, but it seems to pass in an instant in the world of security. In terms of technology, 2010 is ages ago. Changes in the market have been transformative during that decade, and we called on our Expert Panel Roundtable to highlight some of those changes. We asked this week’s panelists: What was the biggest change in the security industry in the 2010-2019 decade?  

The new year is several weeks old, so it is safe to say that many of our New Year resolutions have fallen by the wayside. Despite the limited success of our personal resolutions, the new year is a great time to take stock, look ahead, and plan to make 2020 the best year yet. Thinking about our industry as a whole, we asked this week’s Expert Panel Roundtable: What should be the security industry’s “New Year’s resolution?” 

Cloud applications are an everyday facet of business these days, exemplified by systems such as Office 365, Salesforce.com and Dropbox. The physical security market is also embracing the cloud after overcoming some initial concerns and thanks to improvements in cloud offerings. We asked this week’s Expert Panel Roundtable: Which security markets are likely to embrace the cloud?

Nigel Waterton recently joined cloud video company Arcules to lead the sales and marketing efforts as Chief Revenue Officer (CRO). He brings to the task the benefit of 22 years of experience building and managing large, high-growth technology organizations. Waterton joins Arcules from Aronson Security Group, an ADT Commercial Company, where he served as Senior Vice President of Corporate Strategy and Development. We caught up with the new CRO to discuss his position and to reflect on how industry changes are impacting integrators and manufacturers. Q: What fresh insights do you bring to Arcules from your previous positions? Waterton: Generally, most manufacturers don’t understand the business model of the integrator. And if they do, their programs don’t necessarily help achieve their goals. Since most manufacturers use integrators to get to the end user, they are often disconnected from truly understanding the customer, their organization’s business and its impact on the value of the security program. In my previous role, I spent most of my time bridging the gap between these two worlds. It gives me a great platform for understanding how to achieve that with Arcules. Q: How is ‘Chief Revenue Officer’ different from your previous jobs? I have the responsibility of driving innovation for the companyWaterton: While the title is different, the ultimate role I’m in isn’t too different from previous roles that I’ve held in my career. I have the responsibility of driving innovation and strategy for the company, as well as serving as a leader for the sales and marketing team and developing a sales and marketing strategy for the company. This position allows me to build on what I’ve learned throughout my career from an end-user and integrator partner perspective and brings that expertise into the fold of this young, fresh, innovative company that’s paving the way for cloud-based innovation in the marketplace. Q: Is there an industry-wide ‘culture clash’ between the IT-centric nature of cloud systems and the physical security market? How can it be managed? Waterton: Adopters from the IT and physical security worlds are a little at odds over the software-as-a-service (SaaS) offerings as a result of a disconnect with how the cloud is defined in both spaces. A lot of people and companies are creating their own notion of what cloud and SaaS mean. And without a common nomenclature in place, there is a lot of confusion among all users. Similarly, there is a clash among integrators around how to monetize the SaaS offering. This gap can be closed through increased awareness, education and the reiteration of how ubiquitous the cloud already is in our everyday lives. Q: From the integrator perspective, what is the impact of a transition to a cloud/SaaS model on how revenue is managed in the increasingly service-oriented security market? Waterton: Transitioning to a cloud/SaaS model shifts the mindset of the integrator significantly, as the focus changes from project-centric to more customer service-based impact. Becoming more service-minded creates a greater awareness of what the client’s needs are on a day-to-day basis and how that can be improved over time. When operating with a per-project focus, it can be difficult to create a more long-term impact on an organization. With a cloud-based, service-oriented model, integrators now have the ability to manage client expectations in real-time, which greatly increases their value proposition. Q: What about from the end user perspective? Waterton: There are so many benefits from the end user perspective, including the ability to remove the process of a large investment in capital expenditures (CapEx) and shift to a more manageable, predictable operational expenditure (OpEx). Not only does this allow organizations to adjust as needs change; it also prevents being locked into a long-term solution that might not be able to move with the speed of the company as it scales. That being said, the main benefit is the ability of SaaS/Cloud services to drive innovation and introduce new features as they’re introduced without additional investment from the end user. Q: What impact does the recurring monthly revenue (RMR) model have on the operations/management/cashflow of a supplier/manufacturer company? Waterton: Traditional manufacturers struggle with the introduction of a SaaS modelTraditional manufacturers struggle with the introduction of a SaaS model for many of the same reasons integrators struggle. They must sell the board and possibly their investors on a new valuation model as well as revenue recognition model. That is constraining their innovation in the market. Oddly enough RMR from a manufacturer’s perspective is very similar to the integrator model in that cash flow is more predictable in nature. An RMR model allows a company to grow strategically and innovate constantly, expanding and adjusting to cater to client needs on a daily basis while also providing the ability to look ahead and ensure we’re meeting the needs communicated to us in the market now and into the future. Q: What will be the biggest challenge of your new position at Arcules (and how will you meet the challenge)? Waterton: One of the biggest challenges we’re seeing — and one that will have a significant impact on my role — is the challenge of market adoption of SaaS/cloud services, as well as the awareness about why cloud is a significant part of the future of the industry. There’s also an opportunity to shift the conversation within Arcules from tech-focused outcomes to becoming practitioners of risk-based outcomes. We have to focus on the risk model for organizations, not technology. If we truly understand the risks to the organization, the tool will become apparent. Answering the questions: Why does a retailer lose product? Why does a facility experience vandalism? We have to understand the sociology of it because that’s how we can address what the service does in the marketplace. Q: Taking the various elements into consideration, what will the ‘physical security industry’ look like five years from now? Waterton: In sum, wildly different. It’s much different than what it was five or even 10 years ago, and with each leap, the industry has moved forward. Products are maturing, bandwidth is improving and the knowledge that we have is exponentially more advanced. There is increasing use of outside perspectives aimed at shaking up the ‘this is how it has always been done’ mentality that many organizations have suffered from. It’s going to look very different five years from now, and cloud-based initiatives will be the key to the success of many organizations.

Arcules, innovators in integrated video and access control cloud services, announces the addition of Nigel Waterton as Chief Revenue Officer. Waterton has led winning sales and operations teams for more than 22 years, building and managing large, high-growth technology organizations. Waterton is a 10-year veteran of Aronson Security Group (ASG), where he served as Senior Vice President of Corporate Strategy and Development. Identifying key areas of optimization During his tenure with ASG, Waterton led a cross-disciplinary team within the company as well as with ASG’s strategic partners to identify key areas of optimization and innovation needed to deliver value to clients. Over the course of his career, he has held a variety of senior-level sales and leadership roles with well-known brands, including Protection One and RFI Security. There is an incredible team, an exciting service and a massive market opportunity ahead “While Arcules is in the beginning stages of its growth trajectory, it has already built a leading platform for the delivery of secure video cloud services that provide significant value for customers,” said Waterton. “We have the potential to transform how companies manage their video surveillance networks and data — transitioning the process from complex and cost-prohibitive to simplified and cost-efficient. There is an incredible team, an exciting service and a massive market opportunity ahead, and I am enthusiastic to help lead the charge.” Cloud-Based video surveillance services Waterton is recognized as an industry pioneer, has been quoted in numerous print and online publications and has sat on multiple industry councils and advisory boards. “Nigel brings a solid track record of success in leading global sales initiatives and building deep customer relationships in almost every segment of the security and IT markets,” said Andreas Pettersson, CEO, Arcules. “He’s adept at developing sales strategies that scale and his depth of experience, leadership and operational drive will position Arcules to capture the large market opportunity for cloud-based video surveillance services.” Arcules invites to connect with Waterton and the Arcules team at ISC East at Booth #122, being held November 20-21, 2019.

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.

The PSA track at ISC West will cover best practices in systems integration, risk management, video analytics trends PSA Security Network®, the world’s largest electronic security cooperative, recently announced it will host an education track at ISC West 2016 and cybersecurity sessions at the Connected Security Expo @ ISC West in Las Vegas, NV. The PSA track at ISC West will feature a full day of training sessions on April 5, 2016 covering best practices in systems integration, risk management, video analytics trends, and the skills needed to migrate the convergence of IT in the physical security industry. The sessions being offered will include: Taking The Edge Off Of Systems Integration April 5, 2016 | 8:30 a.m. - 10 a.m. Presenters: Paul Boucherle, Principal, Matterhorn Consulting; Nigel Waterton, Sr. Vice President of Corporate Strategy & Development, Aronson Security Group; Chad Parris, President, Security Risk Management Consultants, LLC; Wayne Smith, President, Tech Systems Are We Secure? Business Know-How For The Risk Discussion April 5, 2016 | 8:30 a.m. - 10 a.m. Presenter: Paul Cronin, Senior Vice President, Partner, Atrion; David Willson, President/Chief Executive Officer, Titan Info Security Group; Fred Terry, System Integration Section Manager and Cyber Security Lead, Burns & McDonnell Engineering  Video Analytics: The Real Past And The Imagined Future April 5, 2016 | 10:15 a.m. - 11:15 a.m. Presenters: Bill Bozeman, President/Chief Executive Officer, PSA Security Network; Matthew Kushner, President and CEO, 3xLOGIC; AJ Frazier, Vice President, Sales for the Americas, Agent Vi; Mahesh Saptharishi, PhD, Chief Technology Officer, Senior Vice President, Avigilon The Hottest IT Skills In The Physical Security Space April 5, 2016 | 11:30 a.m. - 12:30 p.m. Presenters: Eric Yunag, President and CEO, Dakota Security Systems Inc.; Randy Gross, Chief Information Officer, CompTIA; Jerry Bowman, InfraGard National Board of Directors; David Sime, VP of Engineering and Delivery, Contava In addition, PSA Security Network will host four education sessions at the Connected Security Expo which will be co-located with ISC West. The Connected Security Expo @ ISC West is a conference led event where industry professionals will experience physical security from an IT security lens. IT security professionals will join physical security leaders from a wide range of industries to explore how physical security can help mitigate cyber threats and bridge the gap between security and IoT. The following sessions will be offered on April 6-7, 2016: Mitigating Cybersecurity Attacks On Physical Security Systems April 6, 2016 | 10:45 a.m. - 11:30 a.m. Presenter: Darnell Washington, President / Chief Executive Officer, SecureXperts Engaging The Board In Cyber Security April 6, 2016 | 3:30 p.m. – 4:15 p.m. Presenters: Bill Bozeman, President and CEO, PSA Security Network; Andrew Lanning, Co-Founder, Integrated Security Technologies; Wayne Smith, President, Tech Systems Inc.; Paul Cronin, Senior Vice President, Partner, Atrion How Effective Is Your Incident Response Plan? April 7, 2016 | 2:30 p.m. – 3:15 p.m. Presenter: David Willson, Attorney/Cyber Consultant, Titan Info Security Group Cybersecurity: Three Steps To Counter External Attacks On Physical Security Systems April 7, 2016 | 3:30 p.m. – 4:15 p.m. Presenter: Rodney Thayer, Smithee, Spelvin, Agnew & Plinge, Inc.