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PSA TEC wrap-up

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Wednesday, May 10, 2017

WESTMINSTER, Colo.—PSA TEC, PSA Security Network’s annual conference in support of its integrators, vendors and members—including ProAV professionals following PSA Security Network’s recent acquisition of USAV and CI Edge—provided some valuable education and networking, including some important takeaways for attendees.

In addition to training and certification opportunities from manufacturers as well as from SIA, ASIS and CompTIA, this year’s educational program touched on many of the top trends in the industry today, from the cloud, biometrics and IoT to robots, drones and data analytics.

One of the big themes for the show this year was cybersecurity, which the PSA Security Network has “taken a leading position on,” according to president and CEO Bill Bozeman, who pointed out that PSA has put a lot of time, effort and money into providing resources, education and support for members on this increasingly important topic. Bozeman noted that PSA Security Network’s cybersecurity committee has made “great strides in just this past year.”

This year’s keynote, Matthew Rosenquist, cybersecurity strategist for Intel Corporation, in his presentation “Cybersecurity Risks and Recommendations—Where Your Focus Needs to Be,” provided a nice launching point for many of the day’s cybersecurity sessions and discussions.

Rosenquist pointed out, “Ten years ago we weren’t having this discussion,” noting that today it is absolutely imperative that the security industry has these cyber discussions, as “physical security and cyber have converged.”

He told integrators in the audience that as much as there are risks as well as challenges in preventing and combatting cyber threats, there are also “opportunities here” to provide services to protect both physical security and cybersecurity. IT professionals, including CIOs and CTOs, he noted, now have great influence over security matters and decisions and have much more in terms of budget and funding, so getting IT at the table with security folks is key.

In the “State of the Industry” session, Bozeman told integrators, “We need to figure out how to sell cyber,” pointing out the goal is to provide—similar to what is available on the physical security side—“a set of services for cyber that integrators can sell.”

The State of the Industry session was moderated by Bozeman with a panel that included keynote speaker Rosenquist as well as Gunvir Baveja, CEO, eVigilant Security, David Sylvester, founder and president, 3SE, and Chuck Wilson, executive director, NSCA.

In addition to cybersecurity, the group looked at the impact of third party managed services businesses on the industry.

“This is a new problem for us,” Wilson said, adding that these companies often come in after the project is done to offer managed services. He noted it is important “to grab that service contract early on” in the project.

Baveja said that his company offers the first year free to ensure that they get the service contract, noting that he has found that by using that approach “95- to 98 percent will sign a monthly maintenance contract.”

“As the integrator on the project, you already have your foot in the door,” added Sylvester, providing integrators with an advantage over third party companies in regard to offering a service contract. “Even cyber, too,” he said.

Getting back to cybersecurity, and ways in which integrators can sell these services, Baveja, whose company has a division devoted to cybersecurity, confirmed what Rosenquist said during his keynote—that more and more security procurement decisions are being made by IT professionals, the CIOs, for example. “It is important to get the CSO and the CIO at the same table during a project,” he said.

This topic of “selling cyber” also came up during the session, “Providing Cyber Ready Solutions and Services for Successful Lifecycle Project Implementation,” which was presented by a PSA Security Network cross-committee panel that included PSA cybersecurity committee chair Andrew Lanning, co-founder, Integrated Security Technologies; PSA project management chair Robert Flynn, senior VP, operations, Aronson Security Group; PSA sales and marketing committee chair Sharon Shaw, client development manager, Tech Systems, Inc.; and PSA technical committee member Chris Peckham, SVP, CTO and special projects, Kratos Public Safety & Security Solutions, Inc.

Lanning pointed out that the committee has “come a long way in the past year” creating resources, improving processes, but he asked, “Where is the ROI? How can we monetize the value we can bring?”

He said that the “cross-pollination between committees” is helping to identify the value that integrators can bring to the cyber discussion, including providing guidance and services.

“Where do you want to play?” Lanning asked the packed room. “With the government and military, they require it [cybersecurity],” he noted, pointing out that in many cases, depending on what vertical a company works in, there are compliance standards that are regulated. “The demand is there and many clients are unknowledgeable but open to discuss,” he said, noting that he “bundles cyber with our other services.”

Peckham added, “Offer good, better, best; the value proposition is there—we just need to sell it.”

Peckham pointed out that an often-overlooked aspect in the cyber discussion is employee education and training, which can include mandatory online training courses, in-house discussions and memos, even signs around the office. “Preventive measures are key in the workplace,” he said.

Shaw added that she finds that people often need something they can relate to before it really sinks in. “Storytelling—giving examples and sharing occurrences—is very effective,” she said. “Educate clients on their risks, including offering penetration testing.”

The panel also agreed that the onus is partially on the manufacturers, which “aren’t hardening products the way they should,” said Flynn. He noted that many within the industry have their “head in the sand” on cybersecurity, which “needs to be addressed from sales to service.”

During the State of the Industry, the panel got into the need for insurance on the cybersecurity side of things. Many on the panel agreed that coverage varies greatly from company to company, with Baveja pointing out, “Insurance companies are just trying to figure things out right now.”

Rosenquist noted, “The insurance companies don’t have it figured out because actuary data is not available. There is no predictability as attacks change constantly.” He also said that coverage costs—as well as what is covered for the same project/job—can vary dramatically. “Even the application process varies wildly,” he said, from a one-page application to one that can be upwards of 100 pages.

Bottom line: Expect your customers to ask for it.

The State of the Industry panel also agreed that this is a good time to be in the industry, which will continue to see a 6- to 8 percent annual growth rate moving forward, aided greatly by a booming construction market that includes increased technology infrastructure building and growth in the U.S.

To ensure that integrators continue to stay profitable, PSA Security Network provided an informative panel presentation called “PSA Financial and Operational Metrics.” Nadim Sawaya, principal, EPC, has worked closely with PSA to help provide useful metrics that integrators can take home and start using right away. He went through some of the highlights and important aspects of a 70-page document that the PSA Security Network created as a resource for integrators.

All and all, PSA TEC was a great event, from the educational sessions, training and networking to the vendor awards, sponsor hospitality suites and trade show portion on Wednesday that featured more than 100 exhibitors in an intimate setting.

For those looking to next year, PSA TEC is changing its location and dates. PSA TEC 2018 will be at the Downtown Denver Sheraton from March 11-15.

Affiliated and Essence USA launch new PERS program

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Wednesday, May 10, 2017

UNION, N.J.—On Monday, connected living solutions provider Essence USA announced a new program, created in partnership with Affiliated Monitoring, to benefit dealers of Essence’s PERS products.

“The fully customizable program gives dealers a range of options about how to best run their PERS offerings, including order fulfillment - direct to the consumer or distributed to the dealer, customer service, invoicing and collections, equipment retrieval and refurbishment, and branding options,” the announcement read.

“PERS is a major focus at Affiliated,” Daniel Oppenheim, Affiliated’s vice president, said in a prepared statement. “We are excited to be able to provide this advanced system to our dealers who are interested in a turnkey PERS program.”

“We can customize a program for any dealer to make it easier to get into PERS,” Affiliated Managing Director Mike Zydor said in the announcement. “For the dealers already in the market, we can provide access to preprogrammed, leading-edge products at discounted rates.”

Essence’s Care@Home suite of PERS products benefits both dealers and end-users, Essence said in its announcement. The offering has a large radio communications range for devices, “allowing users maximum flexibility in moving around their home and property. They also offer a wide variety of safety and security sensors, giving dealers an attractive and scalable offering for their customer base,” the announcement said.

“Essence is on the forefront of in-home PERS technology and has a veteran management team behind it,” said Yaniv Amir, President, Essence USA, in the announcement. “Essence historically has only worked directly with larger players in the space, and we are excited to now bring our products to all Affiliated dealers.”

The program is scheduled to launch within the Affiliated dealer network at the end of May.

Convergint acquires Operational Security Systems

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Wednesday, May 3, 2017

At ISC West last month it was nice to meet and catch up with Convergint Technologies' executive chairman and founder Dan Moceri, and president and CEO Ken Lochiatto, who were both kind enough to participate in an ssnTVnews video interview on the Security Systems News' trade show floor stage.

The global systems integration company has been very busy recently—and since its inception in 2001—and just completed an acquisition this week of Operational Security Systems Inc. (OSS), an Atlanta, Ga.-based security integrator with an additional location in Orlando, Fla. Founded in 1972, Operational Security Systems is run by president Jim Coleman, who along with more than 50 colleagues from the company will be joining the Convergint team.

Moceri told SSN that he is excited to have Coleman and his entire team joining the Convergint Technologies family, as the company shares many of the same values as Convergint.

“We have a lot of respect for Jim and his company as he has created a strong culture and team that is very focused on the service side of the business, which is how we have grown our organization,” said Moceri. “In addition to being strong from a service perspective, Jim has developed a very strong engineering company and a solutions provider that brings additional capacity and capabilities to our team.”

“Operational Security Systems and Convergint Technologies share two common core values: looking after the needs of our customers and looking after our fellow colleagues,” Jim Coleman said in the announcement. “Joining the Operational Security Systems team with Convergint Technologies brings deeper resources to our clients and new and exciting opportunities for our colleagues. This acquisition will prove beneficial to all involved.”

Convergint Technologies has seen a steady track record of both organic growth and growth through acquisition since its founding in 2001.

“We continue to grow very aggressively organically, but you can only grow so fast organically, so when we have an opportunity like this to bring in good quality people all at one time, we certainly want to take advantage of that,” he said.

Will Convergint continue to stay active on the acquisition front? “Absolutely—stay tuned,” said Moceri. “As always, we’ve got a nice pipeline of acquisitions and we expect another exciting year on that front. We’ve started off very strong in the first quarter along with very strong organic growth over the last year and we continue to supplement that growth with acquisitions.”

In addition to this acquisition, the company just opened an office in Toronto, which is part of the company’s planned expansion in the greater Toronto area. The new office is strategically located in the Bell Trinity Square beside the Eaton Centre on the PATH system, which is mostly an underground walkway that links about 30 km of shopping, services, and entertainment in downtown Toronto, the company noted.

“This exciting new location enables us to be at the doorstep of the downtown Financial District and to support all of our existing and future clients in the area while delivering our Values & Beliefs to be our best customers’ best service provider,” Greg Taylor, vice president, Eastern Canada Operations for Convergint Technologies, said in the announcement.

Security and building automation technicians, as well as locksmith services, will also be added to this location to provide rapid response for clientele, and the new office will also serve as a satellite learning center. “We plan to host Lunch & Learns at the site with our technology partners to provide our clients with information about the latest trends and technologies in electronic security and building automation solutions,” Eric Heagle, business development manager for Convergint Technologies, said in the announcement.

SSN opens nominations for ‘20 under 40’ Class of 2017

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Wednesday, May 3, 2017

Security Systems News, for the 11th year in a row, is seeking the best and brightest young professionals in the security industry for its annual “20 under 40” awards.

"The award recognizes the next generation of leaders in our industry—the ones who are going to help push the security industry forward and drive the constant evolution in technology necessary to keep it strong and vibrant," said Paul Ragusa, editor of Security Systems News.

Nominations are now open. If an integrator, installer, monitoring center professional, dealer or end user stands out to you, feel free to submit their name here. Please specify which class your nomination is for—integrator, which encompasses roles within the industry, or end user. The deadline for nominations is Friday, June 30.

Employees from manufacturing or consulting companies are not eligible. However, they are encouraged to nominate an integrator or end user that is eligible. Nominees must be age 40 or younger—born in 1977 or later. You can nominate more than one person, and you can nominate yourself.

"Each year we look for security professionals who make everyone around them better through their dedication and hard work, and through their innovation and ambition to make a difference at their company or organization, and in the communities they work in," Ragusa said.

Profiles of each “20 under 40” award winner will appear at www.securitysystemsnews.com and in our print editions later this year.

All “20 under 40” award recipients will be honored at a special reception at SSN’s TechSec Solutions conference, held in Delray Beach, Fla., in February 2018. TechSec Solutions is the industry’s premier conference on new and emerging technologies, and “20 under 40” winners are often invited to speak at the conference.

Galaxy Control Systems embracing the cloud

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Wednesday, April 26, 2017

At ISC West 2017 earlier this month, Galaxy Control Systems solidified its commitment to cloud-based solutions with the announcement of its new Cloud Concierge, a cloud-based access control and monitoring solution. Galaxy also just released a new whitepaper this week entitled, “Understanding Cloud Services for Access Control,” further exemplifying the company’s commitment to its customers by providing education and awareness. 

“Galaxy Control Systems recognized early on that cloud services had the potential to deliver new flexibility and benefits for the security market,” Lukas Le, director of Cloud Services, Galaxy Control Systems, told Security Systems News. Le said that Galaxy has been working with cloud and hosted solutions for years to develop a high level of experience and expertise so the company could provide leadership and strong support for its customers.

“We have also been watching the market to gauge the increasing level of interest, knowledge and acceptance of this new approach,” he explained. “Today, we see that the current mature state of the necessary technologies will let us leverage the recent release of our mobile applications while delivering on a business model that is mutually beneficial for the integrator, end user and Galaxy alike.”

“Security professionals—both channel and end users—are recognizing the operational and cost benefits of a hosted collaborative access control solution,” Rick Caruthers, executive vice president, Galaxy Control Systems, said in the announcement. “With Cloud Concierge, we’ve reduced the complexity to allow resellers to comfortably sell a cost-effective solution to their base without having to assume responsibilities associated with system monitoring and management.”

He continued, “By joining the Cloud Concierge program, integrators who specialize and excel in their specific areas can focus on what they do best rather than trying to provide an end-to-end solution themselves. Best of all, by working with trusted partners to deploy, administer and maintain systems, end users can devote their time and energy to their
core business and operations.”

Unlike a traditional access control system, where door locks and controllers are connected to on-premise access control servers that store the system settings, enrollees and rules, and run the access control software application, with the new Galaxy Control Systems cloud-based access control solution, the access control servers are located remotely.

“Door locks and controllers communicate with the remote cloud servers through an encrypted Internet connection,” said Le. “This arrangement offers security and maintenance advantages, and lets system administrators and service staff access the system from anywhere they can reach the Internet using a standard browser, with no special software required on their devices.”

Le said that there is an up-front cost savings for customers who are installing new systems, and for customers with existing systems “the choice of timing might be dependent on the age of the on-premise hardware, availability of service and maintenance staff, and similar factors,” he noted. “Initially, we will focus our efforts on our current dealers, and we expect that continued education using webinars, workshops and similar hands-on methods will continue to increase adoption.” 

Although there are many customers who understand the cloud, cloud service adoption “is primarily about educating our customers about the benefits.” Le said. “For those already familiar with the benefits of cloud services, it’s an easy discussion—these customers can’t wait to move their access control into the cloud. For those that are less familiar or less comfortable with cloud services, they will need a bit more education to prepare them to make this move.”

A good example of Galaxy’s ongoing commitment to educate and inform is the publishing if its new whitepaper, which provides insights into the growing realm of cloud-based services and how they are changing the way access control systems can be deployed and used. In the paper, readers will find an overview of cloud technology and learn how and where access control cloud services can be applied for maximum economic and security benefits to the organization. The whitepaper also touches on decision factors to assess when considering a move to cloud services, each of which helps inform the decision-making process.

“We recognize that not everyone in the security industry has the time or resources to stay current with new technologies,” Caruthers said in the whitepaper’s release. “We developed our new whitepaper to provide information for our community, to help accelerate their understanding of the benefits of access control cloud services.”

To access the full whitepaper, click here.

TMA announces annual meeting details

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Wednesday, April 26, 2017

SCOTTSDALE, Ariz.—The Monitoring Association, formerly CSAA, announced details of its 2017 Annual Meeting—the first since the name change—which will be held at the Fairmont Scottsdale Princess in Scottsdale, Ariz., October 7-11. Jack Uldrich, a global futurist, speaker and author of 11 books, will deliver the conference's keynote on Oct. 9.

Uldrich is a frequent speaker on emerging technology, change management and leadership and has addressed hundreds of corporations, associations and not-for-profit organizations, TMA noted in its announcement. 

“In the near future, the greatest change will be the accelerating rate of change itself,” Uldrich said in a prepared statement. “I’ll outline the trends transforming the world of tomorrow, as well as identify concrete actions business leaders can take today to future-proof themselves and their companies against ‘the tides of tomorrow,’” he added. 

“Over the past several years, we have ‘reimagined’ our annual meeting to provide participants with the kind of value in both content and engagement that is unmatched at any other industry event,” TMA president Pam Petrow said in a prepared statement. “2017 will build on our past successes – we’ll present a program of the kind of top-level engagement and professional development that our members have come to expect from our Annual Meeting, while we celebrate our new name and our mission to advance the professional monitoring industry.”

Additional education sessions at the Annual Meeting, which will be held Oct. 9 to 11, will focus on helping leaders address critical issues and challenges facing the monitoring industry, such as best practices in operations, executive management, technology updates, and telecomm issues, TMA said in its announcement. The complete roster of speakers will be announced over the summer. TMA will hold Board of Directors and Committee meetings October 7-8.

To see the preliminary schedule, register, and reserve hotel rooms for the TMA Annual Meeting, visit tma.us/2017am. The Fairmont Scottsdale Princess is approximately a 30-minute drive from Phoenix Sky Harbor International Airport.

Smarter consumers, smarter homes

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Wednesday, April 19, 2017

LOWELL, Mass.—Consumers see more clearly how smart home devices can directly benefit their lives, and are planning to purchase more smart home devices in the future, according to a consumer survey commissioned by PlumChoice Inc., a provider of premium technical services for IoT and cloud brands, and the Z-Wave Alliance, an open consortium of leading global companies deploying Z-Wave.

According to this second annual consumer benchmark survey, titled, “2016: Year of the Smart Device,” 52 percent of all respondents plan to buy a smart device in the next two years, and of those who own smart devices, 84 percent said they may make another smart purchase in the next two years

“It’s clear from our data that not only has the smart home arrived, but the benefits of adding connectivity to the things in our home are finally being realized,” Mitchell Klein, executive director of the Z-Wave Alliance, said in the announcement. “It’s exciting to finally see consumers understanding the value of connecting multiple devices together and to see categories like smart security, thermostats and safety grow year over year.”

The report helps device makers and their partners understand current connected and smart home device ownership, interest in future purchases and perceived smart home device benefits. In addition, it outlines the services that brands can tie to these products to drive more revenue and consumer loyalty, and highlights the need for companies to provide consumers a user experience that allows their smart home devices to fit easily into their lives.

With the majority of consumers reporting owning a total of four to six smart home devices (61 percent having interconnected some of those devices), interoperability becomes a key factor as consumers add more connected devices, according to the report.
   
“The smart home industry is thriving, and many companies are recognizing that their success is dependent on a seamless consumer user experience,” Noelani McGadden, vice president of IoT at PlumChoice, said in the press release. “Last year was a pivotal year for the smart home industry, with the number of people who own a smart device increasing by a staggering 259 percent. As smart home device adoption continues to grow, brands must cater to consumers who are expecting support services as part of their purchase, and at the very least provide installation support.”

According to the report, smart appliances (smart refrigerator, washer/dryer, etc.) and smart smoke detectors are among the smart home products with the highest year-over-year growth, with 267 percent and 250 percent respectively
   
All types of services and support expected from brands increased since 2015, with installation support listed as a top need at 68 percent, the report found.

The survey also examined consumer behavior—including purchase drivers and rate of adoption—of homeowners compared to renters, along with comparisons between age, gender and current device owners.

To see the full report, click here.

On location and on camera at ISC West

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Wednesday, April 19, 2017

On the front page of this site, you’ll begin to see ssnTVnews video interviews posted each week from several members of the team, including myself, our editor Paul Ragusa, and SSN’s VP and group publisher Tim Purpura.

Each ISC West we talk on camera with a variety of companies—residential and commercial companies, monitoring centers, integrators, installers, research firms and manufacturers—to both hear about their latest initiatives as well as gain insight into the benefits of ISC West for companies that we speak with.

Up online now is my interview with Justin Bailey, COO of Avantguard, as well as Paul’s interview with PSA Security Network CEO Bill Bozeman.

In upcoming weeks, more videos will be released, featuring Dynamark, Security Partners, Convergint Technologies, Red Hawk Fire & Security and others.

One thing I’ve said about each industry event, including ISC West, is that it gives the editors a great chance to meet and talk face-to-face with companies; seeing as the Security Systems News office is based on the coast of Maine, most of our interviews are conducted over the phone.

Besides the opportunity to in person with professionals in the industry, it was great to be right on the show this year, able to see and feel the energy of this year’s attendance—which is up 3 percent from the previous year.

Additionally, early responses for our latest News Poll, asking readers about their experience with ISC West 2017, are also saying that traffic is up this year.

Awards all around

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Wednesday, April 12, 2017

Just starting to recover from ISC West 2017, which is a testament to how busy and well attended the show was this year. I am still waiting for final numbers from ISC but Sherida Sessa, industry vice president, ISC Events & Connected Security Expo, did say by email that both the number of attendees and exhibitors was up from last year.

There was also a sense of renewed optimism—and a healthy buzz on the show floor—about the security industry in general and where it is headed in this age of high tech products.

Speaking of new tech, there was an abundance of new products, and new companies at ISC this year, and the SIA New Product Showcase (NPS) award winners (see list below) exemplifies how tech-driven the industry has become and will continue to be moving forward. [See my and Spencer Ives’ daily blog coverage of ISC West for more].

This year’s Best New Product in the SIA New Product Showcase was CrucialTrak’s Biometric Access Control System (BACS), which according to the company is the “world’s first” multi-biometric authentication technology, providing the highest security measures by layering four different biometric authentications into one terminal. In each BACS module, up to four biometric identification technologies are considered: touchless fingerprint, iris patterns, vein patterns and facial recognition authentication.

“Many returning companies entered the SIA New Product Showcase this year, and many new entrants also competed in the showcase,” SIA CEO Don Erickson said in the announcement. “New and familiar faces did very well in the 2017 showcase. I congratulate CrucialTrak for distinguishing itself as Best New Product overall in a very competitive year.”

In addition, the prestigious Judges' Choice Award was presented to Thermal Imaging Radar for Hydra. The Thermal Radar Hydra provides wide area intrusion detection through continuous 360° thermal intrusion detection combined with 360° targeted surveillance from a 30X zoom laser IR starlight PTZ, said the company.

The SIA NPS had 120 entries from small, medium and large companies in the security industry, representing roughly a 20 percent increase over last year and set a record for entrants in recent years, according to SIA. The NPS judges presented awards in 29 product and service categories.

2017 SIA NPS Award Winners

Access Control, Devices and Peripherals
HES (1500/1600 Electric Strike Platform)

Access Control, Devices and Peripherals, Wireless
HID Global (Location Services)

Access Control, Software and Controllers
Tyco Security Products (Istar Ultra Video)

Anti-Terrorism/Force Protection
Patriot One Technologies (Nforce CMR 1)

Cloud Solutions
Feenics (KEEP)

Commercial Monitoring Solutions
Secure Global Solutions (Next Stage)

Convergence and Integrated Software and Solutions
RightCrowd (Software Essentials)

Emergency Communication/Mass Notification Systems
V5 Systems (Acoustic gunshot sensor)

Fire/Life Safety
Honeywell (5800 COMBO Smoke CO2 Detector)

Green/Sustainable Solutions Products
ASSA ABLOY Americas (IN220)

Hosted Solutions/Managed Services
SureID (Certified Edge)

Intrusion Detection and Prevention Solutions
Optex (Redscan RLS2030S)

Intrusion Detection and Prevention Solutions, Wireless
Bosch (Zigbee Multi-Sensor)

Law Enforcement/Guarding Systems
Sharp Electronics (Intellios Aug V)

Lock Systems and Secure Storage Containers
Securitech (Auto-Bolt Max)

Loss Prevention and Article Surveillance Solutions
March Networks (Search Lights)

Mobile Apps
STid (Mobile ID)

Network Support Solutions
KPC Networks Limited (Thru-Link)

Outdoor Perimeter Protection
Ontech (Wardium Perimeter)

Residential and Monitoring Solutions
NAPCO (Starlink Connect Z-Model)

Tools and Hardware
Axis Communications (Site Designer)

User Authentication, Identification, Credentialing and Management
FST Biometrics (iMiD Access 4.0)

Video Analytics
UMBO Computer Vision (UMBO Light)

Video Surveillance, Advanced Imaging Technologies
Thermal Imaging Radar (Hydra)

Video Surveillance, Cameras HD (Megapixel)
Wireless CCTV (Body Camera Connect)

Video Surveillance, Cameras IP
Axis Communications (Q6155E PTZ Dome)

Video Surveillance, Data Storage
Quantum Corp. (Quantum StorNext 5.4)

Video Surveillance, Hardware and Accessories
V5 Systems (Camera Agnostic Platform)

Video Surveillance, Management Systems
FLIR (United VMS)

Lasting impressions from ISC West 2017

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Wednesday, April 12, 2017

By many counts, this year’s ISC West was a fantastic show. Walking the show floor, the traffic seemed great. Beyond that, there seemed to be a good level of engagement at the booths.

The SSN team gathered this week to talk about what really stood out at the show. One thing my colleagues and I heard—and saw—was the importance of integrations and partnership in this industry.

In my first discussion on the show floor, EMERgency 24’s Deanna Blair, independent sales representative, and I talked about how integrations and partnerships are crucial, as well as the company's recent integration with Aiphone's IX series. 

At MONI Smart Security's booth, I enjoyed speaking with Jeffery Gardner, company president and CEO, and Peter Tonti, vice president of product development, about the company's approach to partnerships. Recently, the company partnered with AAA and AARP. Tonti said that the company looks for organizations where values overlap. 

On the show floor, I talked with I-View Now a bit about the company's latest partnerships such as with Bosch, Hikvision, and Honeywell cameras as well as end user communication devices like Bold's NotifyMe and Affiliated's AlertMessage. This week I spoke with the company more about its latest partnership with COPS Monitoring.

For a full wrap-up of my show floor meetings you can click here. You can also find an overview of SSN editor Paul Ragusa's travels at the show here. It will be intersting to see in the future how companies partner and work together.

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