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By: Security Systems News

10/11/2019

SSN Staff

SILVER SPRING, Md.—Top c-level executives and security directors will headline at Security New Ground (SNG) 2019, October 29-30 in New York City at the Grand Hyatt New York in Manhattan, with topics ranging from the humanity of security to consumer trends to managing corporate risk, and more. 
“Each year, SNG gathers the brightest minds in the security industry and offers a carefully curated program that inspires these leaders about the potential of the global security industry,” SIA CEO Don Erickson said in the announcement. “We are thrilled that these top security luminaries from some of the nation’s leading companies will be joining us at SNG 2019 and look forward to diving deep into the most critical industry trends.” 
Here’s a look at speakers and topics: 
“The Human Side of Security,” opening keynote
Dr. Steven T. Hunt, chief expert for work and technology, SAP 
Hunt will explore the impact of integrating security methods into workforce management systems. The session will examine the interaction between security risks, employee psychology, workforce management and information technology, and illustrate how physical and information security risks can be mitigated through the use of innovative workforce management methods and technologies. 
Keynote-style Executive Interview
Featuring George Oliver, chairman and CEO, Johnson Controls and hosted by SIA Chairman Scott Schafer
This conversation will highlight major industry trends and market drivers, and share insights into how one of the world’s largest security solutions firms — delivering both security technology products and security integration services — is navigating evolutions in technology, business models and customer needs. 
“Consumer Trends Destined to Shape the World,” presentation
Gary Shapiro, president and CEO, Consumer Technology Association (CTA) 
Shapiro will showcase what trends in innovation and consumer preferences are poised to shape the globe and your business. 
“No Off Season: Managing Corporate Risk in an Era of Uncertainty,” interview-style session
Steve Jones, CEO, Allied Universal
Jones, who in addition to his role at Allied Universal, authored the book, No Off Season, will share insights into what corporate leaders are seeking from security teams and now he has applied leadership lessons to grown his firm while remaining focused on the ultimate goal: managing his clients’ risk and protecting their reputations. 
“Defining the Future of Security,” session
Brian Tuskan, senior director and chief security officer (CSO), Microsoft Global Security
Tuskan will share his vision on technology, strategy and where the security industry is headed. He has a view of security that serves not only a vision, but also a great example of how strategy and technology can work together. Tuskan will also discuss the importance of having a strong relationship with the chief information security officer in providing end-to-end enterprise security. 
“Expecting the Unexpected: Security Leaders Speak!,” panel discussion
Panelists include: 
Karen Frank, director of global security, Pratt & Whitney
Brad Hegrat, security principal director, Accenture
Andrea Schultz, director of strategic security programs and policy, National Football League
Trisha Stein, director of administrative operations, Detroit Police Department
Pierre Trapanese, CEO, Northland Controls will moderate. 
These CSOs and senior security executives from major industries and public safety will share perspectives on significant security risks and threats in their sectors and how they’re mitigating those concerns while keeping an eye on future risks.
Other SNG 2019 highlights include discussions on the future of consumer and small business security; what politics and policy mean for security businesses; investment insights for the security industry and managing corporate risk; topic-focused thought leadership roundtables; and a networking reception.


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Top consultants to converge on New Mexico for technical security symposium

10/10/2019

Paul Ragusa

SANTA ANA PUEBLO, N.M.—Approximately 76 consultants, representing 59 companies, as well as representatives from 27 manufacturers, and select integrators and guest speakers, are set to converge here, Oct. 19-22, for CONSULT 2019. Will Wilkins, executive director, Global Security Operations, Valero Energy Corp., will keynote.
“SecuritySpecfiers, along with 27 sponsoring manufacturers, is pleased to be welcoming next week many of the security industry’s best and brightest consultants to the CONSULT 2019 Technical Security Symposium,” Ray Coulombe, Managing Director, SecuritySpecifiers, told Security Systems News.
Coulombe noted that CONSULT, initiated by SecuritySpecifiers in 2017, has become the “premier venue for broad-based education and interaction among specifying professionals and manufacturers and other industry professionals who work with them.”
With its technical program pre-approved by both ASIS and BICSI, he said that attendees will delve into topics of particular interest to the security design and engineering community, including cyber, risk, security technology and special topics.
“With the mountains of New Mexico setting a perfect background, CONSULT provides 3 days of straight talk, important information and valuable networking,” Coulombe explained. “I am happy that we could put together an event that is unique in its concept and focus on the needs of technical security consultants, many of whom have been featured in SSN’s Specifically Speaking column.”


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By: Security Systems News

10/09/2019

SSN Staff

COPENHAGEN, Denmark—Milestone Systems has introduced centralized Search to its XProtect Smart Client, allowing users to be able to perform investigations faster and more intelligently than ever before.
In the latest product update of Milestone XProtect 2019 R3 video management software, Milestone Systems introduces several new features and capabilities. These include centralized Search, a new Driver Framework, adaptive streaming, and enhanced Device Password Management. With this product update, Milestone Systems continues to pursue higher performing software to fulfill the market’s rising demands for cost-effective video technology solutions. 
“Search is another testament to the power of our community,” Chief Technology Officer Bjørn Skou Eilertsen, Milestone Systems, said in the announcement. “The new filtering options demonstrate how combining our partners’ analytics capabilities with XProtect’s native UI, provides a consistent user experience with multiple partner integrations at the same time.”
One of the main features of the 2019 R3 release is Search, a new centralized search platform in XProtect Smart Client, making it possible for users to search for everything in one place. Previously, users performed several standalone searches, depending on what data they were searching for. Now, with the new Search tool users are able to search for motion, alarms, events, bookmarks and other types of data, in one single place enabling rapid and efficient video investigations. Moreover, the new Search platform also smoothly embeds partner integrations and their powerful analytic capabilities via dedicated filtering options. Through specific plug-ins and devices, search criteria such as line-crossing and object-in-field will be enabled directly in Search Tab, saving time and increasing efficiency.
As the number of devices and device types grow, Milestone Systems takes pride in providing customers with support of more than 8,000 cameras and devices, the widest device support in the industry, according to the company. In order to allow XProtect device support to grow exponentially with the number of devices in the market, Milestone Systems introduces Milestone’s Driver Framework, a framework within the Milestone Integration Platform Software Development Kit (SDK) that allows devices manufacturers, big or small, to develop their own drivers and provide faster device compatibility and deeper integration.
“In R3 we really put the spotlight on our partners,” said Vice President, Products Jesper Just Jensen, Milestone Systems. “The Driver Framework is a fast way for existing partners to keep their customers in touch with the latest technologies and for new partners to introduce new types of devices such as IoT with capabilities that go beyond ONVIF and with shorter time-to-market.”
This new feature will enable users to receive lower resolution streams from the recording server when a high resolution one is not required, for example when displaying video on the smart client or smart wall in window sizes smaller than a full screen. This will give users smoother viewing and a better user experience, a lower total cost-of-ownership (TCO) due to less hardware needed to decode unnecessary high-resolution video and better use of bandwidth that can then be utilized for other needs in the organization.New Device Password Management
The new Device Password Management is a continuation of a similar feature introduced in the XProtect 2019 R2 update. This feature makes it possible for system administrators to manage all devices’ passwords directly from the XProtect Management Client for selected device manufacturers. In the 2019 R3 update we doubled the number of supported device manufacturers and added the option to schedule future password changes according to the cadence in their organizations and their password policy, making device password management fully automatic.


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10/08/2019

SSN Staff

SILVER SPRING, Md.—The Security Industry Association (SIA) selected Steve Van Till, co-founder, president and CEO of Brivo, as the 2019 recipient of the George R. Lippert Memorial Award. This honor is presented annually to a distinguished individual for long-term, selfless service to the security industry and to SIA. Van Till will receive the award during SIA Honors Night on Wednesday, November 20, in New York City. 
Van Till, a former SIA Board of Directors and SIA Executive Committee member, currently serves as chairman of the SIA Standards Committee, which develops, promotes and advocates security industry standards in a coordinated effort with other standards and specification writing bodies. In this role, Van Till has been instrumental in the road map for the SIA standards program as the industry has undergone digital transformation, including identifying and introducing the Open Supervised Device Protocol (OSDP) access control communications standard to SIA Standards. 
A prominent thought leader and speaker, Van Till has also regularly contributed to SIA Technology Insights and the SIA blog; participated as a Securing New Group and SIA Education@ISC conference speaker; served as an advisor for SIA’s annual Security Megatrends report; supported SIA’s RISE community for young security professionals and served as a liaison between SIA and the International Security Management Association.
“The security industry today is in many ways unrecognizable from when I entered it 20 years ago as an entrepreneur; as a microcosm of the technology universe, we can find in our own backyard all the great changes of the past two decades: the impact of the internet and broadband communications, the many ramifications of Moore’s Law, the rise of the as-a-service business model, the broadening and wide acceptance of enabling technical standards and the consumerization of the tools available to accomplish our mission,” Van Till said in the announcement. “I am honored and humbled to be selected from among all the people whose contributions brought about these many improvements in our ability to serve our customers and the public at large.” 
Prior to his career at Brivo, Van Till served as direct of internet consulting for Sapient Corporation and held leadership roles with HCIA, COMSAT and Geostar. He also authored the book, The Five Technological Forces Transforming Physical Security.” 
“SIA is pleased to honor Steve Van Till with the 2019 Lippert Award for his extraordinary leadership, dedication and service to SIA and the security industry,” SIA CEO Don Erickson said. “Steve is a security luminary with deep knowledge of the industry who had been instrumental in cultivating and professionalizing standards, forging partnerships and fostering innovation, and his active SIA involvement as chairman of the SIA Standards Committee has helped use be a catalyst for success within the global security industry.” 
The Lippert Award is named in honor of George R. Lippert, who dedicated more than 20 years of his life to SIA and the security industry. When evaluating candidates for this award, SIA’s committee considers nominees’ long-term service to SIA and the security industry; the impact of their efforts on behalf of SIA and the industry; and the integrity, leadership and diplomacy displayed in their industry dealings.


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Market gaps and strengths, and a future look into physical access control

10/02/2019

Ginger Hill

Editor’s Note: State of the access control market, part I revealed the top five, current trends in the market as explained by industry-leading physical access control-minded security professionals of security- and physical access control-focused companies producing and offering first-class technologies and services.
YARMOUTH, Maine—Security brands and companies offer varying technologies, products and services within the physical access control (PAC) market today; therefore, all security companies and professionals must work extra hard to stay relevant. To stay close and deliver extra value to all customers, take time to look through the customer’s eyes to understand their reality, and then ask yourself how relevant you are to current and potential customers. 
In addition to analyzing the customer’s point of view, recognizing market gaps and strengths will also help identify available opportunities to serve customers not currently using PAC products and services as well as identify where the market is currently meeting or exceeding customer need. Use gaps in the market to expand customer base by increasing awareness and creating targeted offers and advertising campaigns to reach untapped customers to help increase market penetration. Market strengths help identify companies that are on target and offering the most sought-after products and services. 
The same industry professionals from part I joined SSN again, identifying the access control market’s strengths:
Customer-focused. When speaking of strengths, President of Brivo, Steve Van Till’s mind is immediately customer focused. “When I think about strengths, my mind immediately goes to, ‘what do customers perceive as strengths?’ Here there is a bit of a ‘Revenge of the Nerds’ story, if you will, involving ascendancy of the API economy within our industry,” he explained. “More and more customers are putting robust API capability on their list of ‘must haves’ when they are shopping for then next generation of access control.” 
Home access and automation. Nick English, national sales manager, Kwikset, reiterates Van Till’s comment in being customer focused. “The first thing people think of is comfort and remote access,” he said, in relation to access and automation. 
It’s becoming standard that homeowners are able to view their homes remotely, but just being able to see doesn’t necessarily allow homeowners to remotely interact with or do anything with it. For example, homeowners may be able to use an app on their smart device to see that their child is locked out of the home after school or that their home is flooding. “Connecting locks to a security system literally controls access to your home,” English said.
In connection with lock integration is the smart home ecosystem. Historically, the concept of a smart home was sold as a luxury, but “smart home drivers should be necessity for security and safety, and easy living,” Art Sesnovich, principal, Bulldog Communications. Besides, upselling smart home safety additions can offer recurring monthly revenue (RMR).
Cloud. An innovative engine has been created through the emergence of cloud-based solutions, according to Stephen Carney, vice president of product marketing for physical access control at HID Global. “We are entering an era with more opportunities than ever for organizations to create transformative user experiences, and look at workplace design and building services in new and exciting ways,” he explained.
Steady market growth. There is a strong demand in both new construction and in retrofit opportunities. “Mechanical and electronic products are not a luxury item; they are a must in any facility,” Robert Lydic, VP of PAC’s OEM Business at Allegion, said. “They enable true security of protecting people where they live, work, learn and play.” 
Talk of mechanical and electronic products rings true for English as well. “A lock is key to a home security system; it’s the guts of the system,” he said, identifying locks as a specific market strength. 
“Strengths in the market are wireless locks, cloud-based access control and video management solutions, and mobile-centric control and flexibility of locking systems,” Grillo said, in summation. 
A positive look at market gaps
Looking on the positive side, according to Lydic, there aren’t any massive gaps as the industry is well-served by “a lot of intelligent and well-intentioned manufacturers and service providers,” mentioning that the access control industry can be a bit slow to adopt new technologies. Countering that comment, he said: “it is a very conservative industry with a high capital cost to produce and implement new products.” 
Speaking of adopting new technologies, English identified battery technology as a gap. “Battery manufacturers say users are able to get six to 12 months out of a battery, but, in reality, they are changing it every four months.” Creating batteries that live up to the claims for access control products such as door locks could serve as a game-changer for the industry. 
Grillo goes straight to the heart of technological development in identifying market gaps. Typically, with any new or newer technologies, the barrier to use can be a costly investment for businesses. The widespread adoption of biometrics is “really only readily available to large-scale enterprises and government customers,” Grillo said, adding that he believes there’s also work to be done in intelligent access control and locking systems. “Data gathered from card readers and ingress/egress points can be analyzed using machine learning and artificial intelligence (AI) to make facilities more efficient and help alert security operators to potential anomalies.” 
Looking toward the future
With any market there is always room for improvement; however, taking into consideration access control trends along with market gaps and strengths, overall, the market is doing quite well and “will continue to be one of the most exciting parts of the industry,” Van Till said. This is due to several outside drivers. Van Till explained: 
“The first is the shift of commerce from physical stores to e-commerce, with the attendant need for delivery companies to gain entry to locked structures of all kinds. The second is growth in the need for reusable, secure identity solutions that allow people to have the same identity whether they are talking to a POS terminal, their car or their office door. Consider this the physical analog of the password problem. Finally, as an enabling technology for all of the above, various forms of AI/ML will be needed to tame the complexities of massive many-to-many permissions problems in our IoT world.” 
Carney also views ML as a needed technology. “Machine learning analytics will become increasingly important for generating valuable insights from today’s access control solutions as many of these insights will be used to improve security.” Taking this data and applying it to “data mined from IoT devices and applications, access control systems, digital certificates and location services solutions connected to the cloud and incorporating it into an access control system enables organizations to improve security, personalize the user experience and make better business decisions.” 
There has been a natural progression toward continued consolidation across the industry. “Large companies are looking for ways to build their portfolios by acquiring companies that add value to the overall brand,” Grillo said. “The access control sector of the security industry specifically is highly fragmented, making it one area where M&A activity is poised to make a dent in the overall landscape and drive consolidation forward.” 
So, with commerce shifting, the need for the same identity in various use cases, AI/ML and consolidations, what can the security industry expect in the next five years in the access control market? 
Smart devices and mobile technologies. “With 5G, much of the hardware currently used for access control will be designed to integrate with other systems for remote control and monitoring,” Steve Spatig, general manager, electronic access solutions, Southco, said. This will increase the IoE (Internet of Everything) trend, resulting in the need for more data centers to support increased data production, collection and analyzation, ultimately, requiring a higher degree of physical security, according to Spatig.
Analytics and data insights for commercial security users. They “will begin to expect the same level of analytics and data insights from the security products they already enjoy,” Van Till said, especially in CRM, fintech, and nearly every other operational domain in their organization. 
Mobile credential, wireless locks and cloud. The mobile credential will be delivered in NFC and Bluetooth, said Lydic, and “will become the foundation for enhancements in other business processes and further product development of locksets and software systems.” More wireless locks will be seen in the interior of facilities, perhaps due to further proliferation of cloud software solutions. 
Change in channel structures and digitization. Systems are becoming more simplified, and “many intermediary channels will be eliminated, which will lead to lowered installation costs,” Spatig said.
Digitation will also continue. “Every piece of equipment that incorporates a computer will also have an electronic lock that is connected to that computer and its connected network to provide remote monitoring and access control,” predicted Spatig.
Industry standards. As the industry continues to move in a positive direction, Carney advises organizations to support industry standards. “These standards are critical if an organization’s infrastructure is to continue evolving to address emerging threats, identify vulnerabilities and update security protocols,” he said. “They are also critical for meeting integration needs by ensuring there is interoperability amount access control and security products.”
The concept of access control no longer applies only to simply gaining access to a particular space; it literally means controlling access to anything and everything. For continued success in the access control market, knowing and understanding market gaps and strengths, as well as what is likely to come, enables customers to be served to the fullest extent possible, now and into the future. After all, it all boils down to the customer; without them, the access control market, and every other market, for that matter, would be nonexistent. 


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Sale expected to result in a stronger ADT with improved capital efficiency

10/01/2019

SSN Staff

BOCA RATON, Fla.—ADT Inc., a smart home security provider serving residential and business customers, today announced that it has entered into a definitive agreement to sell ADT Security Services Canada, Inc. to TELUS Corporation for approximately CA$700 million in cash, subject to certain adjustments. The transaction comprises all of ADT Canada’s operations and assets, and is expected to close in the fourth quarter of 2019, contingent on customary closing conditions and other business requirements, including approval of the transaction by the Canadian Competition Bureau. 
RBC Captial Markets and Barclays are serving as financial advisors to ADT and Osler, Hoskin & Harcourt, LLP is serving as legal advisor. 
“Opportunities continue to develop for ADT in the areas of smart home integration, the expansion of the home security business into new demographics and ADT’s growth in commercial security,” Jim DeVries, president and CEO, ADT, said in the announcement. “The sale of our more capital-intensive Canadian operations enables us to sharpen our focus on the exciting growth and higher margin opportunities in the U.S., where we can more efficiently invest our time and resources. Importantly, these emerging opportunities are ideal for leveraging the trusted ADT brand as we continue generating strong free cash flow to drive shareholder value over the long term.” 
ADT Board of Directors also announced that it authorized a one-time special dividend of up to US$550 million, with plans to set the dividend at US$0.70 per share. The special dividend is conditioned upon the closing of the transaction and is subject to subsequent corporate action, and therefore may not be in that amount, or occur at all. Details about the special dividend, including record date for shareholders’ eligibility to receive it and the payment date, will be provided in conjunction with the closing of the transaction. 
ADT expects to incur a non-cash charge in the third quarter in connection with the transaction, which may be material to ADT’s earnings. ADT plans to continue to execute on its previously disclosed capital allocation framework, which balances organic investments in the business, opportunistic bold-on M&A opportunities, returning capital to shareholders and delivering over time. 
For the fiscal year ended December 31, 2018, ADT Canada generated revenue of US$229 million. 


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09/27/2019

Ginger Hill

YARMOUTH, Maine—As ink was flying and signatures made on Monday, September 23, on the Joint Statement on Advancing Responsible State Behavior in Cyberspace, representing the 27 countries committed to upholding this international rules-based order, an evolving framework that guides responsible state behavior in cyberspace, memories resurfaced of my dad and grandmother, both of whom never got to see, much less interact with, the Web. My dad was a “hunt-and-peck” type of man, and as a school principal, would literally use single fingers to hammer the keys on his work desktop – an Apple 2e. (The “e” stands for “enhanced,” and I guess it was pretty spiffy back then with BASIC programming and The Oregon Trail.) My grandmother was more of a Nintendo-gal, who would stay up all hours of the night playing games like the first-ever Mario Bros. and Solomon’s Key. That was as close either got to experiencing “our” Internet. 
Makes me wonder what they, and others whom never experienced the Internet, would think about today’s cyber realm and countries coming together to create a safe cyberspace in which everyone can benefit? After all, we are living in a world that is predicted to produce 175 zettabytes (ZB) of digital content by 2025, according to IDS; has clouds that “rain” data instead of water; have an attack surface of 6 billion people by 2022 and cybercrime damages that is predicted to cost the world $6 trillion annually by 2021, according to Cybersecurity Ventures. None of this was even fathomable 40 plus years ago! 
The joint statement affirms applicability of international law to state-on-state behavior; adherence to voluntary norms of responsible state behavior in peacetime; and the development and implementation of practical confidence-building measures to help reduce risk of conflict stemming from cyber incidents. It was signed by the following countries: Australia, Belgium, Canada, Colombia, the Czech Republic, Denmark, Estonia, Finland, France, Germany, Hungary, Iceland, Italy, Japan, Latvia, Lithuania, the Netherlands, New Zealand, Norway, Poland, the Republic of Korea, Romania, Slovakia, Spain, Sweden, the United Kingdom and the United States.
These responsible countries recognize their role in safeguarding a free, open and secure cyberspace, working on a voluntary basis to:
Encourage adherence to the joint statement;
Implement and further develop the framework;
Ensure all states have the ability to implement this framework; 
Recognize that human rights apply and must be respected/protected on- and offline; and 
Hold accountable those with bad behavior in cyberspace via measures that are transparent and abide by international law.


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09/25/2019

Chris Peterson

Chris_Peterson2.jpg

There are several reasons that can explain a low success rate in hiring salespeople; however, one reason that often gets overlooked is that companies get fooled during the interview process. Think about it – the job of a salesperson is to impact a company to buy something. During an interview process, they’re selling themselves. Even bad salespeople usually perform well in front of an audience; they typically fail for other reasons.
So, how can companies increase their probability of hiring the right salespeople? By implementing a proper due diligence program. Many companies trust their gut after an interview process and move forward with a candidate without any due diligence. Sure, some will conduct reference calls, but these calls typically act as a rubber stamp instead of digging for validation. 
Below is a list of actions that every business leader should take before making the final decision of hiring a new salesperson. Although this process takes time, it’s a lot less laborious than trying to replace salespeople every year.Create a due diligence checklist. Sales leaders are extremely busy and when the pressure is high, they’ll trust their interviewing instincts and move forward without conducting proper due diligence.
Conduct a background check. I’ve heard good things about Good Hire and Hire Right, but a quick online search will provide many options.Position your reference calls properly. Most references are listed because they’ll have a positive opinion of the candidate, and the phone call is usually made to be too easy.Preface the conversation. For example, “we like Jennifer, but I want to make sure that she is a fit for the position and that we’re a fit for her. The last thing I want to do is hire Jennifer and find out later that it wasn’t a good fit – that’s not good for either of us.” This helps the conversation to be consultative and the reference will feel more compelled to be transparent. 
Ask thought-provoking questions. Don’t just ask the close-ended or leading questions that will validate a positive decision and make this process brief. Ask questions that will reveal the character of the candidate. A few examples and ideas are:•    Tell me about Jennifer. •    What type of salesperson is she? Do not indicate the type of sales role you have. You’ll get a ton of info on this question – especially if you ask for examples.•    If you were asked to use two or three adjectives to describe Jennifer, what would those be?•    Is there a story that sticks out about Jennifer?•    Ask questions that confirm stories shared during the interview process. Don’t be overly critical of differences in details of stories – memories and perspectives can give varying stories. However, if there is a blatant lack of consistency (e.g. Jennifer didn’t work the Citibank account), then there is an issue.
Conduct a social media review. Check Facebook, LinkedIn, Twitter, YouTube, Instagram and other social media sites to detect any indicators of behavior inconsistent with the values of your company or the candidate’s poor judgment. Calibrate your expectations. Be aware that your reference calls will not be as glossy or as positive as you’re used to because of your new techniques. Do not judge these calls against your previous experience or you might become overly critical of strong candidates. You want to ensure that your favorable opinion can be justified, not confirm that your candidate is superhuman.
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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Equips readers with tools, knowledge to close more sales, enhance customer relationships

09/24/2019

SSN Staff

COLUMBUS, Ohio—Security industry veteran Daniel Schmelzer has brought to market an easy-to-read guide book, “Securing Trust: A Guide for Security Technology Sales Professionals Written from the Customer’s Perspective,” written to equip today’s security integrators with the tools and knowledge they need to close more sales and enhance their customer relationships. 
The book’s pages are pack with useful sales tips, based on real-life security selling techniques that have helped senior leaders understand the value of investing in sophisticated security technology. Key topics found within the twelve chapters include: 
Meeting preparation;
Understanding the fundamental role of security in an organization;
How to help customers identify risk;
How to discover sales opportunities by supporting customer’s business continuity;
Emergency preparedness plans;
How to sell the benefits of system integration, cross functionality and convergence;
The value of system design standards;
How to help the customer sell your solution internally;
Understanding the buying cycle; and
Overcoming objection. 
Schmelzer holds a Master of Arts in Security management form the American Military University, has six years of experience as a security sales professional and seven years as a security technology director at a Fortune 20, global company. His work portfolio and expertise include designing, implement and management of a $30 million, IP-centric, enterprise security platform that spans five continents. He has also designed and implemented over 1,700 integrated security installation.
Schmelzer wrote “Securing Trust” to empower other security technology professionals to grow their businesses by taking an informed approach to selling the value of security to an organization. The book is available on Amazon and on Schmelzer’s website: www.pegasussecuritycoaching.com. 
 
 


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09/23/2019

Ginger Hill

Interlogix, part of UTC Climate, Controls & Security, a unit of United Technologies Corp., announced it will “wind down” its businesses in the United States and Canada by the end of this year to focus on their other fire and security businesses, with a company spokesperson specifically naming Lenel S2. 
“After a thorough portfolio review of our security business, we have communicated our plans to wind down our Interlogix U.S. and Canada businesses,” Interlogix company spokesperson said. “This decision will allow us to focus on the significant growth opportunities for our other fire and security businesses, including LenelS2.” 
According to Interlogix’ landing page, “running a company is always an adventure,” and while the decision to close a company is never particularly easy, this “adventure” will be halted at the end of 2019, when product manufacturing and order fulfillment will cease. 
“Our products will be manufactured and orders fulfilled through 2019, and will be available for purchase from our distributors and dealers during a well-coordinated transition period,” said the company’s spokesperson. However, dealers should be reassured that support will be available into 2020 and beyond. 
“We will continue to provide customer support related to product technical services, timely fulfillment and comprehensive product warranty into 2020 and beyond,” company spokesperson explained. “Dealers can continue to purchase, install, register and service Interlogix products with complete confidence.”
This announcement comes on the heels of Interlogix relaunching their Security Pro dealer program in April of this year, offering multiple award levels to dealers with benefits increasing with each level. Benefits could include co-op marketing funds, new product samples, extended product warranties and preferential tech support. 
Additionally, Interlogix just launched TruProtect in June of this year, a commercial platform enabling users to scale from a few doors to large, multi-site operations that require custom integrations and in July, paired their technology with UltraSync smart hub and app that notifies home and business owners of water leaks and offers an automatic water shut-off.


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