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Security providers early winners in home automation/home security space

But telecoms and cable companies also are ‘in it to win’ and shouldn’t be discounted, an industry analyst says
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05/29/2012

DALLAS—Security providers have a “first mover” advantage in home automation/home security right now, but the big telecoms and cable companies entering the space are serious competitors who may be game-changers in the future, according to a market research company analyst.

No. 1 ADT dealer: Doing good is good for business

Philanthropy can improve the bottom line, says founder of Defender Direct
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05/11/2012

INDIANAPOLIS—David Lindsey, the founder of Defender Direct, the nation’s No. 1 ADT dealer, based here, recently stepped down as CEO to focus on philanthropic mission work and encourage other companies to do the same.

AT&T enters security market, but can it become a billion-dollar business?

One way to build scale would be to acquire the largest player
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05/09/2012

DALLAS—When AT&T announced on Monday that it will begin trials this summer of Digital Life, its home security/home automation service, here and in Atlanta, mainstream newspapers reported that the company was looking to potentially grow the service into a $1 billion business.

Court decision favors ADT—and other alarm companies

Industry attorney: It's 'a good decision for the alarm industry’
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05/02/2012

PASADENA, Calif.—ADT came out a winner in a recent court decision here, and the finding also is good news for others in the alarm industry, according to industry attorney Ken Kirschenbaum.

Defender has new CEO; predicts strong growth in 2012

The nation’s No. 1 ADT dealer says this year will be best ever
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04/18/2012

INDIANAPOLIS—Defender Direct, the country’s leading ADT dealer, announced this month that it has restructured its executive team and has a new CEO.

Technology pays off in hands of techs, sales reps

 - 
Wednesday, April 11, 2012

There’s a growing trend in the security industry of companies leveraging the latest technology by putting it in the hands of their frontline employees out in the field. A recent story I wrote about ADT putting iPads in the hands of its 4,000 sales reps to help boost sales is a good example.

Here’s another example, announced today by Vivint, the Provo, Utah-based home automation/home security giant. The company says it has developed a new app for field service technicians that makes them more productive.

Here’s more from Vivint’s April 11 news release:
 

The app was developed completely in-house, and was designed specifically to address the needs of Vivint service technicians, who are stationed throughout Vivint’s service area. By using the app, technicians can receive schedules, manage inventory and interact with the customer service center remotely – spending less time in planning and logistics and more time working with customers. Built using HTML5, the web-based application enables technicians to access the information they need to do their jobs quickly and efficiently from wherever they are on any internet-enabled mobile devices.

“What we’ve developed with this Vivint app has really increased the functionality of what we had been using before, and we couldn’t be happier with the results so far,” said Scott Taylor, director of field services. “This app will really help us give our customers the high level of service they have come to expect from Vivint. We’ve already seen response time increase by 20 percent.”

Since rolling out the new app, the first-time fix rate average for Vivint customers has increased to 95 percent. Other features that increase productivity and efficiency include a mapping option that provides the best route to get to a job and a tech-locating element that helps Vivint technicians connect with other technicians in the area.

 

UTC sells fire and security branches to Comvest Investment Partners

Former ADT President Mike Snyder and former GE Security President Dean Seavers to run new business, Red Hawk Fire & Security U.S.
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04/11/2012

FARMINGTON, Conn.—Comvest Investment Partners on April 10 acquired the security and fire branch operations of UTC Climate, Controls & Security.

ISCWest Day 2, some notes

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Friday, March 30, 2012

So much to write about Day 2 at ISC West 2012, but here are some notes from the day:

Stanley held a luncheon reception to introduce the new combined leadership of Stanley CSS and Niscayah. The combined company serves 460,000 customers from 80 North American locations. The team includes: Marty Guay, VP-national accounts and market solutions; Mike Bishop VP-field operations; Pete Straka, VP-human resources; Steve Walker, VP ProtectionNet customer service centers; Damon Kanzler, VP-opeartions support; Joe Richards, VP-infomation technology, Felix Gonzales, VP-Strategic Initiatives& business development; Jim Kopplin, VP-field sales & integration leader; Tony Byerly, president North America; Ina Staris, senior legal counsel; John Nemorofsky, VP market solutions; Raymond Radis, VP-national accounts.

--I did a number of video interviews including ones with Jamie Haenggi, chief marketing and customer experience officer for Protection 1, where we talked about Protection 1's focus on national accounts.

--Sharon Shaw, PSA Security director of education filled me in on what's new at PSA-TEC this year for integrators.

--Kristen Simmons, founder of LiveSmart Security, and a veteran marketing executive of several Fortune 500 companies. Kristen will be delivering the keynote address at ESX this year and talking about the customer experience as the "next battleground" for security companies.

--Jay Hauhn, CTO for the newly named Tyco Integrated Security,  talked about what Tyco International's priorities once it splits into three separately companies and Tyco International becomes a pure play security and fire group for the first time.

I did several booth visits, but one of the most interesting was speaking to Yohav Stern, CEO of DVTEL. Stern talked about the company's new "TruWitness" product which turns a smartphone into a camera on your surveillance network. Stern also talked about how DVTel has changed in the past year since he assumed leadership. The  R& D team now has some simple but firm guidelines. Products being innovative is not enough, he said, they need to be reliable, scalable,  end-to-end solutions that are also open.

Interface buys Westec and other stuff I learned at ISC West on Day 1

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Thursday, March 29, 2012

Big news from yesterday was the acquisition of Westec by Interface Security Systems. The story is on our front page or click here . You can also see my video interview with Jeff Frye of Interface Security Systems about the Westec deal on our front page or by clicking here.

Winning the procrastination award for latest to announce a press conference at ISCWest  2012 is BRS Labs. I got the announcement a little after midnight--8 hours notice!

It's not a strategy I'd recommend, but there was a good crowd in the press room at 9 a.m. today. John Frazzini, president of BRSLabs, showed several examples of how the software "learns" how a certain venue should look day and night and then goes into alert when there’s an anomaly. The first example was subway tunnel. The alert went off when a regular automobile tried to follow the subway into the subway tunnel.

BRS Labs, just received its umbrella patent, and some of its wins are part of the public record, including a $2 million deal with the San Francisco.

Frazzini believes the future is bright for behavioral analytics. He said that IMS predicts that behavioral analytics will be a $2.1  billion addressable market by 2015. On the other hand, traditional video analytics have been a $57 billion market through  2010,  and is expectd to grow to $108 million market by 2015. Frazzini called that growth "immaterial and irrelevant" and said a behavioral analytics is causing a “real disruption in the marketplace.”

INGRAM MICRO

In another unscheduled—at least in my book—press conference, I heard Ingram Micro’s Brian Wiser talking about that company's renewed push into the physical security business.

Wiser said the Ingram Micro physical security business has doubled in the past year.  He said Ingram Micro considers physical security a “strategic high growth focus [area, and said the company intents to]  dedicate disproportionate resources to this business unit.” Integrators should not be afraid of making the leap into IP systems, he said. “Ingram can help them make the leap—to enable them to do it themselves [or if they need help with a particular project] we can connect you with someone who can do that for you in a non-competitive fashion.”

Wiser said that Ingram Micro—which had 20,000 square feet of show floor space, 30 partner vendors and 450 VARS—intends to enter the industry in a big way—to "dive in and dive deeply," he said.

JOHNSON CONTROLS

I had a great meeting with Tammee Thompson who is the new VP and GM global fire and security for Johnson Controls. Her appointment was announced last week, but she’s been in place for about 5 months.  

This is the first time the global fire and security unit has been organized into a global PL. Thompson has spent the past four months traveling around visiting teams in the field, understanding the capabilities the groups have and need to grow the business. The goal, she said, is to the become the integrator of choice.

In North America, JC has 80 branch offices that offer security and fire as well as services and HVAC. “That will help us on a regional basis to offer entire portfolios to customers,” she said.
AT ISC West, Thompson's team is looking at technologies, not devices. JCI has an access control platform that integrates with 17 VMS providers. At this show Thompson's team is  nvestigating complimentary platforms such as PSIM and Identity Management.

WSC

At 12: 45 I moderated a Women’s Security Council meeting with three very cool and accomplished women: Kelly Bond, senior vice president of sales & marketing for Alarm Capital Alliance; Renae Leary, ADT Global Accounts Senior Director; and, Juliette Gustavsson, Milestone Systems Head of Corporate Marketing. Lots of tips, tactics and resources for career advancement. I’ll have a full story on this next week.

S2

I stopped by S2 and spoke to John Moss about what’s new there. He’s particularly excited about forensic capabilities of his new products enabled because of the tight integration between the access control and video.  More on this and other show floor stuff later.

I'm late getting to the show floor. The Security 5K was great this morning. Lots of people, great weather. Come to the reception on the show floor at 4:30 this afternoon.

Did you see the story about ADT commercial changing it's name that I posted on Tuesday? Gonna get some more info on that today from Jay Hauhn. Much more to report from Day 1 and Day 2 later today. Stay tuned.

 

Women in security and your business

 - 
Wednesday, March 21, 2012

I hope you’ll make room on your ISC West calendars to attend the second annual Women’s Security Council educational session focusing on networking and career advancement for women in the security industry, which will be moderated by yours truly.

The session will take place on the first day of the show, Wednesday, March 28, 2012, from 12:45pm-1:45pm in rooms 206-207.

What can your business do to hire and retain highly qualified women?

This is one of the topics the panelists will address. And we've got three awesome security industry executives on the panel: Kelly Bonds, Senior Vice President of Sales & Marketing, Alarm Capital Alliance, Media, Pa.; Renae Leary, Senior Director, ADT Global Accounts, Boca Raton, Fla.; and Juliette Gustavsson, Head of Corporate Marketing at Milestone Systems in Copenhagen.

Kelly is responsible for increasing sales through acquisitions and driving the overall marketing and business-to-business development strategy. Renae has more than 15 years of managerial experience in strategic sales and marketing, with eight years of global responsibility. Juliette oversees brand and marketing initiatives, and is responsible for the Milestone Systems website, video, graphics and collateral teams.

Panelists will share tips, tactics, and resources with the audience and participate in a question and answer session.

And speaking of the WSC, make sure to stop by the WSC cocktail reception at the Pinot Brasserie at the Venetian on Tuesday night, March 27, between 6 and 9. Winners of the first annual WSC Women of the Year awards will be announced.

Questions about the WSC? Email Rhianna Daniels at rdaniels@compasspublicrelations.com

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