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Skip Sampson

Integrators' new role

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Wednesday, December 5, 2012

Did you see the new report out from IMS called "The Changing Role of the Security Systems Integrator"? Here's the link to the abstract.

At the root of the role change, IMS's Paul Bremner said, is the move to have all systems on the network. Yup. It's meant more IT integrators entering the market, skinnier margins for security integrators, and the absolute necessity for integrators to be comfortable dealing with networks.

IMS says that integrators who adapt to the new reality will reap the rewards of a market that they say will grow [worldwide] at an average of 10 percent to 2016.
This is something we've been writing about for the seven years I've been here: Integrators need to have network knowledge in-house, and they need to adapt their business models to a more service-based model .

To make up for the shrinking margins, IMS says that "design and consultancy services are likely to become a larger part of the typical integrators revenues. Such services include risk analysis, vulnerability assessment and cient security policy analysis."

Yet, according to several integrators I've spoken to recently, these are services that many integrators have either not charged for or have not charged enough for in the past. Here's a story about Koorsen Security where Skip Sampson talks about this issue. Stay tuned for a story this week about VTI Security where Thomas Asp president and CEO of VTI talks about the same issues.

Might be time to assess whether or not your company is charging enough [or at all!] for these valuable services.
 

Integrators' new role

Did you see the new report out from IMS called "The Changing Role of the Security Systems Integrator"

Security-Net update with Jim Coleman

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Wednesday, September 25, 2013

Members of Security-Net, a group of 20 independent integrators that work together as a single national integrator, is having business meetings and doing some celebrating (its 20th anniversary bash is tonight) here in Chicago during the ASIS show.

On Monday, I spoke to Jim Coleman, president of Operational Security Systems, and newly elected president of Security-Net for 2014 and 2015. Other new officers include Skip Sampson, VP, Koorsen Security Technology, Steve Morefield, founder, Firstline Security, and Mike Painter of Alpha Corporation.

Coleman took some time out from training sessions that were taking place for the integrator’s SalesNet and TechNet groups. SalesNet and TechNet are networks of sales people and technicians from the different companies. The groups’ members communicate frequently and meet in person several times a year.

Coleman said the SalesNet group had a four-hour training session. “We brought in an expert to walk through the module and talk about sales leadership—how to be a sales leader in your organization,” he said. The TechNet group was in a meeting about “how you use technology internally in your organizations, how the same databases and networks that we use in the systems we install [should be used] to make your company more efficient and productive … to keep up with change in your company.”

Both groups were also spending time with Security-Net vendors working on product training. And speaking of manufacturers, Coleman said that Security-Net has negotiated an agreement with Honeywell, where “our members are going to become qualified to install and service Honeywell video and access control systems for national accounts that we would execute.” I asked him if the group would be attending Honeywell Connect, a conference in November that will for the first time bring together dealers from Honeywell’s three dealer groups, FAP, HIS and CSS. He said that Security-Net will have a large presence there. I’m going this year as well.

Asked what initiatives Security-Net is working on, Coleman said it plans to make further investment in its national accounts software platform that the group uses to share documents and other information among the different companies. Specifically, the group is working on some mobile apps for salespeople for when they do surveys, for installation people to report progress on what got accomplished, any issues in the field,” he said. The apps will be used by individual Security-Net companies internally and in concert with other companies when they work on the same national account, he said.

I’m off to the McCormick Center now for a day on the show floor. Looks like a beautiful day in Chicago from my hotel room. It took me all day to get here from Maine yesterday, but I did get to sneak in a run along the lake in the early evening. I'm looking forward to me meetings today, but I'm hoping to get out on that running path asap after the showfloor closes.

Koorsen on target for 23 percent growth

On margins, integrators need to charge for expertise provided, new president says
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11/05/2012

INDIANAPOLIS—Skip Sampson, newly named president of Koorsen Security Technology, a PSA Security owner, said this integration firm is having a very good year and is on target for 23 percent growth over last year.

Security-Net: Making national accounts work for everyone

Both the project and the labor are turnkey to preserve profits for all
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07/18/2012

EXTON, Pa.—In existence for nearly 20 years, Security-Net is a $388 million national integration company made up of 19 independent integrators. Nineteen independent companies working together makes for a formidable national accounts provider, executives from member companies tell Security Systems News.