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Steve Van Till

Security Systems News launches Cloud+

SSN introduces the security industry’s first conference dedicated to ‘all things cloud’
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06/22/2015

FOSTER CITY, Calif.—Security Systems News today announced it is launching the security industry’s first conference dedicated to all things cloud. Cloud+ will take place Dec. 7-8 in Silicon Valley at the Crowne Plaza Hotel in Foster City, Calif.

Drako-Brivo deal and ‘the new security dealer’

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Wednesday, June 10, 2015

There’s been a lot of talk about cloud services and managed services proliferating in the security industry, but “to a large degree it has been a head fake,” according to John Mack, EVP and co-head of investment banking at Imperial Capital.

Many of the so-called cloud products are not true cloud-based systems, and managed services is in it infancy as well, Mack said.
 
He believes that the news that Dean Drako, owner of cloud-based VMS provider Eagle Eye and founder of Barracuda Networks, has purchased Brivo, the original cloud-based access control system, may help propel the emergence of a new kind of security dealer.

“These guys will be the leader,” he said.

“My guess is that we will see the evolution of a new class of dealer focused on the managed services and cloud-based model” who will do high volumes of business with small- and medium-sized businesses, Mack told me.

The combination of Brivo and Eagle Eye products (the companies will offer an integrated version of their products beginning in July) would provide a “complete solution” for dealers to sell as a managed services offering to the SMB market and multi-site location businesses, Mack said.

This new managed services security dealer would have to be more like an alarm dealer who focuses on RMR as opposed to an integrator who focuses on install revenue. They would also have to be “sales oriented guys not tech-oriented guys,” Mack said.

But, they’ll have to have the technical sophistication to deal with SMB owners, he said.

This model involves high-volume work, which requires capital to subsidize the installation, larger dealers would likely have to secure a lines of credit from banks.
 
But the RMR would be much higher than the alarm model. It could be as much as a couple hundred dollars versus $40 for an alarm monitoring contract, Mack said. Importantly, the attrition rate for Brivo customers “is meaningfully lower than the 12 percent you hear about [in the residential market],” Mack said.

“It will be a great business model that can create a ton of value for dealers,” Mack said. With a lot of managed services RMR, that dealer would be an attractive acquisition target for ADT, Stanley, Protection 1, and Diebold that want to increase their presence in the SMB and multi-location business market.

Who knows, Mack surmised, the future may find a Monitronics-type business that runs a dealer program and buy accounts from security dealers who sell Eagle-Eye/Brivo-type products. “That would take bank capital- raising out of the equation.”

“A lot of positive things for dealers could spin out of this business model,” Mack said.

Imperial Capital advised Brivo in the deal.

 
 

Drako pays $50m cash for Brivo

Barracuda Networks and Eagle Eye Networks founder buys cloud-based access control company, said move to cloud-based systems is accelerating
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06/10/2015

AUSTIN, Texas–Dean Drako, founder of Barracuda Networks and Eagle Eye Networks, today announced his purchase of Brivo Systems for $50 million cash.

Cloudy distinctions with off-site and hosted access control

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12/30/2014

YARMOUTH, Maine—The question of whether cloud-based security systems are synonymous with Web-based access control or hosted systems is one that still hangs over the security industry—like a cloud. It’s not a dark cloud, but sometimes it gets in the way of clarity.

SIA to award distinguished members at upcoming meeting

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10/22/2013

SILVER SPRING, Md.—The Security Industry Association will honor its distinguished members during its annual meeting at the ISC East exposition, the association announced Oct. 22.

TechSec 2014 to feature security directors from salesforce.com, MIT, leading banks

New and emerging technology conference will also honor 40 young professionals
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10/15/2013

YARMOUTH, Maine—Organizers of TechSec Solutions 2014 announced the educational program for the conference, which will take place Jan. 28-29 at the Delray Beach Marriott in Delray Beach, Fla.

Brivo and SALTO Systems enter partnership

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11/30/2012

BETHESDA, Md.—Brivo Systems, a provider of cloud-based applications for security management, today announced it has formed a corporate partnership with SALTO Systems, an access control company whose U.S. branch is based in Atlanta, according to a company statement.

What's your advice for customers and BYOD?

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Tuesday, July 10, 2012

Hope you enjoyed the Fourth of July holiday. Here in Maine it was rainy and foggy, but it was still glorious. You see, I was off the grid with my husband and teenagers. We all BYODs, like we always do, but they didn’t work—and guess what? No complaints

So, I didn’t read this BYOD story until today. It’s from publication called PCAdvisor and it has some interesting statistics about people bringing their own devices to work and using them to access corporate resources.

The story does not address employees accessing corporate physical security systems specifically—but the statistics are still relevant. And it seems to me that integrators and end users need to be thinking about policy options for managing BYOD for physical security employees and physical security applications.

We did touch on this topic at TechSec in February. Steve Van Till moderated an excellent mobile apps panel, and Axis’ Fredrik Nilsson talked about this question specifically.

He suggested BYOD could save money and increase efficiency for the physical security operations because workers want to use their own devices (security guards for example), but there are many ifs (what if a device is lost? How do you know for sure who is using the device?) All panelists agreed that BYOD brings up many concerns.

This writer suggests that the move toward BYOD is “unstoppable.” I don’t know about that, but it’s certainly got momentum, and probably a good idea to assess BYOD workplace policies even if your customers aren't asking you about them.

I liked the following stats and this question: Will employees be bringing more than one device to work?

“Gartner predicted that 90 percent of businesses will support corporate applications on mobile devices by 2014. And Cisco survey data suggests that we can expect to see 3.47 devices per person in 2015 and a whopping 6.58 devices per person in 2020. This begs the question: How many devices per person will the enterprise ultimately need to manage?”

Brivo's got a new deal for dealers

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Wednesday, April 25, 2012

In a video I posted on our site today, an interview with Tyco Integrated Security CTO Jay Hauhn  from ISC West, one of the topics we talked about is  the security industy’s journey to the cloud.

We’re not there yet with hosted video, he said, but the one product area where the industry is most comfortable in the cloud is access control.

And, Brivo Systems is certainly one of the leaders in this arena. Brivo CEO Steve Van Till wrote a guest commentary for us about the cloud confusion he saw on display at ISCWest. Check that out here.

But more on Brivo, I spoke yesterday to Lee Odess, Brivo’s director of sales operations, about the company’s new dealer program that it launched at ISC West. The company has existing dealers, of course, (about 300) but this is Brivo’s first formal dealer program.  

“The main thing is that it’s a partnership. We’re not dictating or demanding,” Odess said. “We’ll reward dealers based on commitment … and there’s a real focus on market development,” he added.

For committed dealers, Brivo will help “from a monetary side, to execution and support … or in other strategic ways,” Odess said. For example, if a dealers “wants to go after the retrofit and remodel remarket, we’ll work with you to put a program together.”

It’s a three-level program: Silver, Gold and Brivo Blue. Brivo Blue dealers “are the most committed”, Silver dealers are likely new dealers, and Gold dealers “work with us but there are certain things they don’t do on the commitment side,” Odess said.

Odess listed eight benefits for Brivo Blue dealers:+
1.    Market Development Funds—which will be based on last year’s sales.
2.    Lead Sharing—“When we get contacted by end users, we’ll connect them with our most committed dealers.
3.    Dealer Council. “It’s a place for idea sharing and a forum for beta testing and showcasing our tools.” It’ll be a platform for feedback, positive and negative, he said
4.    Online web service, which is co-branded with the dealer’s name.
5.    A&E Specification include dealer training and certification levels.
6.    Search Engine Optimization—“We’ll help dealers position themselves better in the market.”
7.    Internal extranet “it’s like the forum, but it’s an online feature”
8.    Award program that’s based upon how closely the dealer works with Brivo instead of just “how much you purchase."

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