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Steve Van Till

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."

Will the Real Cloud Security Please Stand Up?

Steve Van Till, president and CEO of Brivo Systems, talks about what a cloud solution is – and isn't
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04/18/2012

Steve Van Till, president and CEO of Brivo Systems, a provider of software-as-a-service applications for security management, says it's clear that many people still don’t understand the difference between real cloud solutions and products that merely connect to the Internet. It’s equally clear that many vendors are not helping matters, and are in fact actively confusing the market, he says.

TechSec 2012 preliminary educational program announced

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09/22/2011

ORLANDO, Fla.—Details of the TechSec 2012 educational program were announced by conference organizers on Sept. 20, the second day of the ASIS show here.

Standards bodies making progress

News from SIA, PSIA and ONVIF speak of strides being made
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06/21/2011

YARMOUTH, Maine—The security industry bodies that have stepped forward to advocate for a standardized future for physical security have all made moves and issued press releases recently that tout progress being made. SIA, PSIA and ONVIF all say that in the short time since ISC West, more and more compliant products have been released and have been demonstrated to work seamlessly together.

Brivo's Van Till to head SIA's Standards Committee

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05/05/2011

BETHESDA, Md.—The Security Industry Association on April 28 announced that Steve Van Till, president and CEO of software as a service (SaaS) provider Brivo, has been appointed to the position of chair of SIA's Standards Committee.

Panasonic’s Taylor elected, Brivo’s Van Till re-elected to SIA board

SSN Staff  - 
12/14/2010

ALEXANDRIA, Va.—The Security Industry Association Board of Directors has seen some elections and re-elections lately. Panasonic System Networks Company of America announced Dec. 9 that its president, Bill Taylor, has been elected to the Board, while Brivo on Dec. 14 announced the re-election of its president and CEO Steve Van Till.

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