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By: Security Systems News

Leaders from ASIS, ESA, PSA and SIA to come together on one session

12/17/2018

Paul Ragusa

YARMOUTH, Maine—Security Systems News is excited to announce its TechSec Solutions conference, Feb. 25-26, 2019, in Delray Beach, Fla., will include a Security Industry Mega Panel featuring leaders from the industry’s top associations and organizations, who will come together to give their perspective on, and vision for the future of security.  
The session brings together Don Erickson, CEO, Security Industry Association, Merlin J. Guilbeau, CEO, Electronic Security Association Inc., Michael Gips, Chief Global Knowledge and Learning Officer, ASIS International, and Bill Bozeman, President and CEO, PSA Security, a global system integration collaborative, to look at the current state of the industry, new trends and technologies that are impacting, disrupting and shaping the industry, and what the more successful companies are doing to stay relevant and profitable.
Each of the panelists brings a wealth of experience, knowledge and industry perspective to the session, and each of them spoke about how excited they are to be able to get together on one session to provide a four-dimensional view, so to speak, of the industry.
“I’m looking forward to participating on the TechSec Mega Panel with my esteemed colleagues discussing the current disruptive state of the industry and how new trends and technologies will shape the industry moving forward,” Guilbeau told SSN.
Gips added, “We’ve seen many examples of successful technical convergence of physical and cyber security systems. But convergence of reporting lines, departments, personnel, policies, and procedures has lagged behind. What’s taking so long, and is complete convergence inevitable?”
In addition to taking on the big themes, trends and topics of the day, this mega panel will also answer questions from the audience during a devoted Q&A portion at the end of this extended session.
Bozeman is also presenting the day one keynote, an “Integrator State of the Union,” giving a unique glimpse at the key technology trends impacting integrators and the industry today, while looking at which ones have the greatest potential and present the greatest challenges moving forward.
He will also look at what the most successful integrators are doing today to navigate the ever-changing playing field within security, from increasing their company valuation, to moving to a more managed services, recurring revenue-based business model that is becoming more prevalent today.
For the complete program and to register for the conference, please click here. 


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By: Security Systems News

12/12/2018

SSN Staff

MILWAUKEE—Johnson Controls has announced that it has partnered with Civic Technologies, a global digital identity company. Johnson Controls will integrate the Civic Secure ID Platform (SIP) with C-CURE 9000 Security and Event Management Systems from Software House to provide visitor management with greater data privacy and protection, enabling building visitors to securely present their verifiable identity using the Civic App.
This partnership will enable properties secured by C-CURE 9000 a more convenient and secure solution for processing visitors at point of reception and ensure Johnson Controls remains a leader in secure access technology with innovative digital identity solutions.
“Lack of user-controlled identity information and decentralized verification using current methods is an ongoing challenge in the identity access management industry,” George Martinez, director of Cloud Services at Johnson Controls, said in the annoucement. “The ability to digitally verify the identity of people coming in and out of C-CURE 9000 secured buildings, without needing to collect and store excess personal information, offers incredible compliance and security benefits. We’re looking forward to integrating Civic as a part of our access management technology and to offering solutions that help our customers and the guests that use and visit their facilities.”
The Johnson Controls and Civic partnership will simplify and streamline the proof of identity process for managing visitors in building lobbies. Visitor identity verification with the Civic App will initially be deployed in three New York locations, with an expected volume of more than 20,000 visitors per month. Visitors typically have to sign in with the receptionist and provide information, usually a physical ID and contact information, to check in for their visit and receive temporary access to the building. By integrating Civic for authentication and Know Your Customer, when visitors walk into a building, they will be able to scan a QR code on the C-CURE 9000 check-in kiosk with their Civic App without needing to dig out a physical ID or enter personal information into a form.
Integrating the Civic App provides benefits beyond a simplified visitor management process. For visitors, the Civic integration provides data privacy with the benefits of blockchain-powered security. Using the Civic Secure ID platform, user information is always stored locally on a user’s mobile device and is protected by biometrics. This also means that properties secured by C-CURE 9000 are able to securely verify the identity of users without any requirements to store or manage sensitive personal data that attracts hackers.
“Today, we all carry various items to identify ourselves, from government-issued IDs to fobs that grant us building access. By integrating the Civic App, anyone who needs to visit a C-CURE 9000 secured building will have the opportunity to identify themselves with their Civic App,” Vinny Lingham, Civic co-founder & CEO, said in a prepared statement. “Civic enables guest and employees to prove who they are with a mobile device, rather than requiring them to show an ID document, sign a visitor logbook and stand in line to check in/out of a facility. We’re looking forward to working with Johnson Controls to bring blockchain-powered identity verification to enable secure access management for Johnson Controls customers’ sites and with their guests across the U.S.”
Johnson Controls pointed out, “In the future, it will not be necessary to carry and surrender a personal document to prove identity when this can all be seamlessly managed from a mobile app that offers the additional benefits of allowing users to control how their personal information is shared.” 


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By: Security Systems News

12/12/2018

SSN Staff

SILVER SPRING, Md.—Submissions are now open for the Security Industry Association’s (SIA’s) New Product Showcase (NPS) Awards at ISC West 2019.
NPS, established in 1979, is the security industry’s premier awards-based marketing program, recognizing innovative security products, services and solutions used to protect life and property in residential, commercial and institutional settings.
“Participating in the NPS—the leading awards program at the largest trade show for security products in the country—is a fantastic opportunity to highlight your company and security products,” Don Erickson, SIA’s CEO, said in the announcement. “Each year, the NPS judges select the honorees from a pool of top-quality entries, signaling the best new and refreshed products on the market to the 30,000+ industry professionals attending ISC West and the security industry overall.”
The 2019 NPS award categories, nearly 40 in total, are extensive and include everything from access control and video surveillance to mobile apps and network solutions,Additionally, the NPS judges will present the Best New Product Award and the Judges’ Choice Award.
“The array of NPS award categories and definitions reflect the advancements and evolution of new security technologies and tools,” Chris Grniet, SIA NPS committee chair, said in the press release. “We look forward to reviewing the 2019 award entries, representing the best of the best in the industry.”
The 2019 NPS will take place April 10 during ISC West, which will be held April 9-11, 2019, at the Sands Expo Center in Las Vegas. Entrants in the 2019 NPS will make face-to-face presentations of their products to the NPS judges and deliver them to the showcase area, where they can be viewed by ISC West attendees.
To be considered in the NPS, submit an application by Feb. 15, 2019. SIA membership provides a significant discount on New Product Showcase entry fees. Learn more about entering NPS by clicking here and/or contacting Bob McFarland, vice president of sales at ISC Events, at rmcfarland@reedexpo.com or 203-840-5568. For inquiries related to judging, schedules and general information, please contact SIA director of information technology Frank McDonough at fmcdonough@securityindustry.org or 301-804-4715. 


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By: Security Systems News

12/12/2018

Chris Peterson

Chris_Peterson.jpg

About 20 years ago, my boss pulled me into his office and asked a favor. We were entering June and all indications were pointing to a slow second quarter. The company needed sales. He needed sales. His request was direct: “I need you to pull in every dollar possible this month. I’ll approve whatever you need—just bring in the sales.” I rode in the field every day that month, staying in front of decision-makers and creatively convincing them to place their Q3 orders early. My region finished almost 300% of our quota, and we saved our company’s reporting that quarter. 
Guess what? We had a contest the next quarter and the director of the winning region won a Rolex. Really? I just pulled all my Q3 business into Q2 to bail out the other regions, and now one of them is going to get a Rolex… my Rolex. I haven’t liked sales contests since then, and have bitterly pointed out their shortcomings every chance I get.  However, along this journey of criticizing these types of competitions, I’ve also developed some best practices to getting the most of out of sales contests. Below are six ideas that will help sales leaders develop, promote and execute successful sales contests.
1.    Keep sales contests unpredictable. If your sales team knows that there will be an end-of-year sales contest every December, you’re probably going to have a lot of slow Novembers. By keeping sales contests unpredictable, you’ll avoid rewarding the sandbaggers, and you’ll keep everyone on their toes. When a contest pops up out of the blue, it’ll be more exciting and will reward those who are doing their jobs consistently.
2.    Make an emotional impact. Giving away a dinner for two to the highest grossing sales person is not a contest—it’s a wasted $200. To inspire behavior, a contest needs to make an emotional impact. If the prize isn’t significant enough to spark some excitement, then it would be better not to have one. Spend some money. You won’t regret it.
3.    Have multiple ways to win. If a contest rewards only first prize, then you’ll lose many of the competitors once someone jumps out to an early lead. The best contests reward the winner, but also reward everyone that breaks a certain milestone. For example, the sales person who sells the most hosted access control this quarter wins a five-day trip for two.  Everyone else that sells 125% of their quarterly quota of hosted access control wins a $500 Amazon gift card.     
4.    Involve spouses in the prize. Assuming the desired behavior caused by a contest will require extra work, you need to have the spouses on your side. Instead of creating a contest that simply rewards the winning sales people, include their spouses in the prize.  For example, send the winners on a three-day weekend for two. 
5.    Constantly keep score. I’ve seen most sales contests fail because the leaders don’t keep score or promote activity. Position scoreboards around the office and nnounce the scores at every sales meeting. Send mass emails when the scores are updated. Don’t give up if the activity isn’t immediate. Stay on track and keep score every step of the way.
6.    Reward the whole company. If the sales team reaches a milestone, reward the whole company. For example, if the team reaches their quota on service agreement sales for the month, shut down the office on a Friday afternoon and bring everyone bowling or to play Topgolf. Including the whole company helps bond the sales team with the rest of the company … a very common challenge for most companies.
Chris Peterson is president of the Vector Firm, a leader in helping security companies improve their sales and digital marketing performance. 


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Haniel Lynn speaks with SSN about his plans for continued growth of company

12/05/2018

Paul Ragusa

FALLS CHURCH, Va.—Kastle Systems International, an integration company that specializes in managed security solutions and services based here, recently announced the appointment of Haniel Lynn as chief executive officer, effective immediately.
Lynn will assume the new role of CEO across KSI’s family of five security companies, including Kastle Systems, Mutual Security, Stat Land Security, Urban Alarm and CheckVideo. Former CEO Piyush Sodha will continue to be actively involved in the business, serving as co-chairman and co-owner, alongside chairman and majority owner, Mark Ein.
“I can think of no one better than Haniel to lead Kastle in our next stage of growth and advancement,” Ein said in the announcement. “We’ve selected a very strong leader at a time when Kastle is in a very strong position. Today’s pace of change is exponential and Kastle’s role in the transformation of the security industry has never been more important. Haniel is unique in his ability to translate vision and strategy into world-class execution, bringing together teams and partners to drive results while inspiring a culture of teamwork. His extensive experience combined with his strong core values makes him the perfect choice to lead Kastle as we embark on this important next phase of our journey.”
Sodha added, “Beyond his experience serving as a global operating executive at one of the world’s most respected B2B companies, Haniel embodies a set of values that aligns with our culture of innovation, service, and teamwork. Mark and I are excited to work with Haniel as we continue to make significant investments to grow the business and deliver the highest quality security services to the market.”
Lynn, a 16-year veteran of CEB, now Gartner, has more than 25 years of global operating and executive management experience growing and scaling enterprises from startup to $1 billion. He most recently served as group president of CEB, now Gartner’s Best Practices & Decision Support business, and as member of the company’s executive leadership team and has previously held roles at GE Information Services, McKinsey & Company, and LYTE, a technology startup. Lynn graduated from the University of Pennsylvania and holds an MBA from the Wharton School.
Lynn told Security Systems News that he is excited to be joining Kastle at an important time in the company’s history, and during a time when the industry is evolving so rapidly.
“The opportunity to lead this business at just an interesting juncture, with such a strong foundation, was really exciting to me and just such a privilege,” Lynn told SSN, noting that he was attracted to Kastle for three key reasons. “I was attracted to the record of innovation and market leading products that the company has. Second, I loved the way the company talks about and focuses on the customer and serving the customer. Finally, I was drawn to the culture and the emphasis on people inside the company. On this last one especially, I believe with great people and great culture, you can do amazing things.”
He continued, “From a business perspective against that backdrop, I think security is an industry going through enormous change, be it in the development or evolution of technology or the shifting needs and expectations of the market, or in how customers are looking to buy and engage with partners in the space. In and through all that change is huge opportunity to me.”
Looking to 2019 and beyond, Lynn said, “I’d love to understand opportunities for us to accelerate growth, whether that be continuing to build in geographies, or product capabilities, or end markets. We have plans already underway to expand into Miami, Atlanta, and Denver in the near-term and that will be a great way to support a bigger base of clients in those markets. We’ve also recently made inroads into the K-12 market, and I’d explore how we could accelerate that or other end markets.”
Lynn pointed out that with the market facing an explosion of new technology, from cloud, to video, to analytics, to mobile, to Internet of Things, “that will really enable a different level of service and support for clients than was ever conceived of before,” he said. “And with all of these technologies arriving on the scene and coming together, I believe systems integrators are really instrumental to help their clients keep abreast of these technology changes and to help put them together to achieve their goals.”


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By: Security Systems News

12/05/2018

SSN Staff

SILVER SPRING, Md.—The Security Industry Association recently announced that next year’s Securing New Ground conference will be held Oct. 29 to 30, 2019, at the Grand Hyatt New York in New York City.
“SNG is a top-tier executive networking program where security industry luminaries gather to dive deep into the business of security,” Don Erickson, SIA’s CEO, said in a prepared statement. “We look forward to continuing to inspire leaders at SNG 2019 as we explore current and future trends, the potential of the industry and how the business is changing.”
The 2018 conference covered topics including adapting to changes in buyer preference, technology adoption in smart cities, the value of diversity in business, and cloud solutions, among others. SNG 2018 also featured keynote presentations from Jerome Pickett, senior vice president and chief security officer at the National Basketball Association, and Valerie Thomas, cybersecurity expert and executive consultant at Securicon.
SNG, founded in 1996, gathers more than 250 senior-level industry leaders and financial partners each year and “highlights major trends like artificial intelligence, cybersecurity and mobile connectivity and business focuses like funding and investment, strategic acquisitions and purchasing trends,” the announcement said.


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Climate, Controls and Security business will be renamed Carrier

11/29/2018

SSN Staff

FARMINGTON, Conn.—UTC this week announced that it will be separating its business into three different companies: United Technologies, which will be comprised of the company’s aerospace business; Carrier, which will be the new name for the Climate, Controls and Security business; and Otis Elevator Company.
“Our decision to separate United Technologies is a pivotal moment in our history and will best position each independent company to drive sustained growth, lead its industry in innovation and customer focus, and maximize value creation,” United Technologies chairman and CEO Gregory Hayes said in the announcement. “Our products make modern life possible for billions of people. I’m confident that each company will continue our proud history of performance, excellence and innovation while building an even brighter future. As standalone companies, United Technologies, Otis and Carrier will be ready to solve our customers’ biggest challenges, provide rewarding career opportunities, and contribute positively to communities around the world.”
According to the announcement, Otis and Carrier are expected to spin-off of UTC, both being subject to the satisfaction of customary conditions, “including final approval by UTC’s Board of Directors, receipt of a tax opinion from counsel, the filing and effectiveness of a Form 10 registration statement with the U.S. Securities and Exchange Commission and satisfactory completion of financing.”
Hayes will oversee the transition and will continue in his current role as UTC Chairman and CEO following the separation. UTC expects the separation to be completed in 2020, with separation activities occurring within the next 18 to 24 months. “There can be no assurances regarding the ultimate timing of the separation or that the separation will be completed,” the announcement noted.
Carrier provides “HVAC, refrigeration, fire, security and building automation technologies with 2017 sales of $17.8 billion,” according to the recent announcement. The company’s portfolio will include the Carrier, Kidde, Edwards, LenelS2 and Automated Logic brands.
Following this move, UTC will primarily consist of Pratt & Whitney and Collins Aerospace. “Combined sales of the two businesses totaled $39.0 billion in 2017 on a pro forma basis,” the company said in its announcement.  Collins Aerospace was formed through the combination of UTC Aerospace Systems and Rockwell Collins; UTC announced the completed acquisition of Rockwell Collins on Nov. 26.
Otis, which manufactures elevators, escalators and moving walkways, experienced $12.3 billion in sales in 2017


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This year features women from JCI, Resideo, CMS and others

11/27/2018

Spencer Ives

YARMOUTH, Maine—For the tenth consecutive year, Security Systems News has the honor of featuring several outstanding Women in Security, each of whom has stood out in her company and within the industry. This year’s profiles include women from different areas of the business, including commercial integrators, manufacturers and monitoring centers.
“Security Systems News’ Women in Security features in our recent December issue are devoted to highlighting the achievements of leading women in security today,” said Paul Ragusa, editor of SSN. “In an industry that has been male dominated, SSN feels it is vitally important to shine a light on women in security who are making a difference in the industry through their work and through efforts to advance the role of women in security through awareness, mentoring and role modeling.”
He continued, “This year we had the good fortune to profile some incredibly strong women who are not only leaders within their respective companies, but who are also leaders within the industry, giving their time and effort to mentor other rising young leaders while reaching out to others to champion the benefits and opportunities available in this quickly evolving industry.”

WomenInSecurity.jpg

Two of this year’s Women in Security come from areas of defense. Susan Hunter, managing partner at Security 101 in Hampton Roads, Va., served as a data analyst in the Air Force, working with “precision-guided weapons, tactics, some of the auto-routing software,” she said. Alice DeBiasio, vice president and general manager of Resideo’s global pro security business, formerly worked as a design engineer for Northrop Grumman Corporation, specifically focusing on unmanned aircraft and “large scale, complex commercial and military programs,” she said. 
DeBiasio said that she is seeing more women in the industry, including on different levels of management. “I’m sitting across the table from very powerful women most of the time—customers of mine, suppliers of mine,” she said.
There is a range of experience among this year’s Women in Security; some have about five years in the business while others recognized this year have nearly 25.
Each of this year’s Women in Security had a unique take on how to get more women involved in the industry. Jessica Burton, the global surveillance product marketing manager at Seagate Technology, said that “it really starts with raising girls not feeling that they are stereotyped for certain roles or careers for their future.”
She continued, “It really means getting girls involved in STEM [Science, Technology, Engineering and Math] activities at an early age and encouraging learning and experimentation.”
Hunter said that the industry could benefit from more outreach to schools. “As a security industry, we’ve got a lot we could do to work with colleges, tech schools—letting them know the skills that we want, whether that is on the guard side, on the project management side, on the install side, or as a security administrator in corporate America, for example. We need to start reaching out to and working with students early on and make security an attractive career opportunity for them.”
Rose Sabourin, operations support manager for CMS, said that higher awareness is key to bringing more women into the industry, along with the message that “security is a business out there that women should not be afraid to be involved in.”
According to DeBiasio, it’s the strong mission of the security industry that will bring in new talent. “What attracted me was that vision, a purpose behind an organization and what our products do for people. I think that’s the story that needs to be told,” she said. “Talking about that story will attract talent, whether that be women, men, or any individuals from globally diverse cultures.”
To learn more about the women that SSN is featuring this year, feel free to click on their full profiles below:
 
Jessica Burton, global surveillance product marketing manager, Seagate Technology
Alice DeBiasio, VP/GM, Resideo
Susan Hunter, managing partner, Security 101 Hampton Roads
Lisa Roy, VP of commercial sales, JCI
Rose Sabourin, operations support manager, CMS
Angie Wong, president, Ojo Technology Inc.


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60 percent of respondents see end users budgeting more for cyber

11/20/2018

Spencer Ives

YARMOUTH, Maine—The Security Industry Association recently released a benchmarking study that outlined potential cyber risks and the emerging technologies that could help protect systems. Security Systems News’ readers shared some of their opinions on end user attitudes and rising threats that were outlined in the report.
Sixty percent of poll respondents said that they are seeing end users budgeting more for cyber risks and cybersecurity. Ten percent said that they are seeing a small increase, while 30 percent said that end users are not yet budgeting.
When it comes to risks, 80 percent predict that attacks through partners, customers and vendors will be a main concern in the future. An additional 20 percent are keeping their eyes on the supply chain.
“With more and more IOT items people are paving more ways into their network. Some of the biggest concerns are when vendors have ways into a client system but the client has no control over how the vendor manages their network; software; etc.,” one respondent wrote.
Behavioral analytics stand to help reduce cyber risks in the future, according to half of all respondents. Thirty percent pointed to smart grid technologies, while the remaining 20 percent said that deception technologies are most likely to help.
“The industry is suffering a skills gap and one wherein those experts we need are ill-informed about how IT must take a lead role in defining key objectives. Also, we are not looking into the future to see how assumptions can be made (e.g. identity management),” one reader said.


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By: Security Systems News

11/20/2018

Spencer Ives

MySystemKevinLink.jpg

As Per Mar Security Services’ senior manager of technical services, Kevin Link oversees the company’s tech services and centralized service dispatch departments. Link has been with Per Mar for 22 years. In late October, he talked with Security Systems News about the security panel he has at home.
What kind of system do you have?
I have a [Honeywell] VISTA-21iP, with tuxedo keypads and utilizing the home automation with it with door locks, thermostats, light switches, garage door control.
Why this particular system?
We’ve been a Honeywell dealer for quite a few years—that’s what led me to Honeywell. But, getting into the 21iP: so it could be monitored easily over IP with cellular back-up, and also because the tuxedo keypads have the Z-Wave controller built into them … making it easy then to incorporate Z-wave devices into the security system.
What is one aspect of your security system that you wouldn’t want to live without?
It would probably be the … life safety devices; the smoke detectors, the carbon monoxide detectors—the things that can monitor my premise whether I’m at home and get us out if need be, or get the authorities out there if something goes wrong and we’re not at home.
Where do you see security going next? What are some big trends?
I think going to voice commands to a device in your house that will arm your system, run scenes for you—kind of like they’re doing with the Amazon Alexa today, in some scenarios, some of the integration—I see that [increasing].


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