Sessions

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MON | MAY 8


Ron VanTassel, Market Development Manager, Digital Security and Surveillance, Seneca Data

Maximize Project Opportunities – Expand with Security and Pro A/V

This session will provide customers with the insight needed to develop more sales opportunities with visual media Pro A/V (signage, video wall), security (video surveillance) and managed services (monitoring) through current customers. The class will provide an introduction to Visual Media 101 and outline opportunities for PSA members to find more business through Pro A/V and Security projects with current customers.

Learning Objectives
  • Discover the required components to provide a solution to your customers for signage and video wall applications
  • Explore how can you provide solutions that create a value proposition to your customers and more recurring revenue
  • Examine how the sales approach is different between visual media and security
Course Level: Beginner

60 min

Audio-Visual

Ron VanTassel, Market Development Manager, Digital Security and Surveillance, Seneca Data

Ron VanTassel is the Market Development Manager at Seneca since 2012. Ron provides industry insight and strategic direction for the security market at Seneca. His security industry tenure includes many years of experience in IP based video surveillance technology, as well as being a Milestone Advanced Certified Trainer, an Axis Academy certified and Sony certified professional. Ron is considered a valuable resource and highly competent with his expertise and knowledge within the market.

Panel Presentation

Partner Alliance for Safer Schools: Helping School Districts with Security Questions

School security is at the forefront of conversations in administrator conferences, and at school board meetings. School budgets are tight, and funding is difficult to pull together to address potential security threats and hazards that school districts can experience. The challenges are daunting for a school district to overcome and make the correct decisions. Out of this concern the Partner Alliance for Safer Schools (PASS) was created to help school districts. When a school system is ready to make an investment in security, PASS can help them make sure their money is spent on the right solutions. In the aftermath of a school shooting in 2013, Guy Grace with the Littleton Public Schools immediately began to look at ways to improve his school districts security systems. The process of researching security technology can be daunting for an educational organization. In the summer of 2014, Guy was introduced to the PASS group and was very impressed by the material and expertise the group brought to the table. Guy obtained ideas and direction on how to improve his district's security systems in areas such as duress, mass notification and visitor management guidance. These systems are now in the process of being installed/implemented in his district. PASS can provide valuable information to school officials helping them to make sound/informed decisions on the technologies they may need now or in the future.

Learning Objectives
  • Explain what PASS is and the tools it can provide to school districts that desire to invest in scalable security solutions
  • Identify how the PASS guidelines are organized and the areas in which school districts are advised
Course Level: Beginner

60 min

Audio-Visual

Panel Presentation

Guy Grace Jr., Director of Security and Emergency Planning, Littleton Public Schools | Scott Lord, Executive Officer, All Systems

TUE | MAY 9


James Ure, Manager of Business Development for Communications and Audio, Bosch

Demystifying Commercial Audio Projects

This course is designed to address all aspects of the Sales and Business Development efforts for Commercial Audio and Paging projects. Participants will be identifying new audio opportunities within their existing customer base as well as new business. Integration opportunities between audio and security products to provide greater security solutions for all customers. Attendees will learn the differences between 70 Volt and 8 ohm speakers along with the appropriate applications for each speaker type. Participants will learn to set up a basic background music and paging system and how to properly select speaker and amplifier types along with appropriate power ratings to accomplish the desired system outcome. We will go through the process of designing the Bill of Materials for a simple sound system and the components needed to obtain customer objectives. Finally we will discuss how to appropriately determine installation costs based on current staff ability.

Learning Objectives
  • Discover the value proposition of commercial audio and PA systems and how to convert that into new revenue opportunities
  • Explore how to capture more of every project and diversify their existing customer base
Course Level: Beginner

3.5 hours

Audio-Visual

James Ure, Manager of Business Development for Communications and Audio, Bosch

James Ure is a Seasoned Commercial Audio professional and currently the Manager of Business Development for Communications and Audio with Electro Voice and Bosch. Jim has been in the Audio industry for 25+ years and has owned his own music label along with several recording studios. While working as an integrator he was essential in every aspect of the sales cycle from negotiation to install for several large and national commercial audio projects. He has a unique skill set that lets him identify audio projects and simplify the entire process from sales to install.

William Nattress, Director of Channel Strategy - Paging, Biamp

A Decentralized Approach for Paging and Voice Evacuations

Within the latest edition of the NFPA 72 a number of changes have been adopted that affect the solutions that can be placed within the built environment. The use of a “Class N” Ethernet infrastructure for alarm and signaling systems has now been created, as well as a focus on informing the building occupants of the nature of the crisis and the actions they are to take. The objective of this session is to understand how the communications industry now has a significant role in messaging and distribution of Emergency Communications Systems with monitored, distributed, integrated, and high quality audio solutions.

Learning Objectives
  • Participants will learn the application and use of the Class N infrastructure to support emergency communication needs
  • Participants will be able to define the use and key components of campus wide deployments of voice communication paging solutions
  • Participants will be able to define and apply the layers of the emergency communications system into the built environment, and have an awareness of the needs of integration of systems into the emergency communications system to support the crisis intervention plan of the built environment
Course Level: Intermediate

60 min

Audio-Visual

William Nattress, Director of Channel Strategy - Paging, Biamp

Jerry Cordasco, Client Development Manager, Tech Systems, Inc.

Using AV Technology, Situational Awareness Platforms and Physical Design to Optimize SOC Effectiveness

With new emerging threats and the resultant changing needs within corporate security departments coupled with the reality of budget constraints, the role, design and operation of the Security Operation Center is getting more and more attention. Companies are taking a hard look at their existing SOC or GSOC (Global Security Operation Center) to see how they can be improved and become more effective. Companies that do not have an SOC or GSOC are now considering building one. Among the decisions they will have to make are the physical structure and layout or the room, the technology that will best serve their needs and the staffing requirements. One of the cornerstones of an efficient Security Operation Center is the use of A/V. How can they take the underutilized but every present "video wall" and turn it into a real tool rather than just a showpiece. What role will AV play in providing and managing situational awareness? How can VOIP be used within the SOC and throughout their remote facilities? What role does the actual operator desk or work-space play in efficiency and employee retention? What functions of the SOC should be internal versus outsourced? How does that change the facility design? Many companies recognize the need for an SOC but don't understand how to get the answers to these and many other questions. They will look to their integration partners for help. Are you prepared to provide the answers?

Learning Objectives
  • Illustrate what an SOC/GSOC is and what role it plays in corporate security. It will help them to better understand the requirements particularly as it relates to the use of AV, Communication, work-space ergonomics
  • Explore how integrators and dealers can provide valuable insight to their customers regarding command centers and security operation centers and use that to deepen their relationship with their customers
Course Level: Intermediate/Advanced

60 min

Audio-Visual

Jerry Cordasco, Client Development Manager, Tech Systems, Inc.

Jerry Cordasco has his ASIS CPP. Jerry has been in the security industry for over 40 years holding a variety of positions including: Field Technician/installer, Lab Technician (Dictograph) , Application Engineer, Director of Technical Support, Product Manager (Siemens), VP of Business Development (Infographic Systems), General Manager and CEO (Compass Technologies), VP of Global Product Management (AMAG), VP of Operations and CTO (G4S) has worked for and held high level management positions for international companies such as Siemens and G4S. Mr. Cordasco designed, built and operated G4S's UL Listed, CSAA 5 Diamond Security Operations center outside of Boston. Jerry has assisted in the design and operation of a number of corporate SOCs and GSOCs including FOX Networks SOC in California, Simon Properties Command Center and Tech Systems new "Fusion Center" in Georgia. He was the Vice-Chair of SIA's Access Control Industry Committee. Jerry was a principal representative for NFPA of there Fire/Life Safety Standard 72 and helped draft their security standards NFPA 730 and 731. Mr. Cordasco worked closely with UL as an adviser for their new video monitoring standard. He assisted with the design and installation of the fire/life safety systems and command center for the World Trade Center complex in NYC after the first bombing in 1993. Jerry assisted the design of the Fire Life Safety systems and command center for the Petronas Towers in Kuala Lumpur Malaysia. He was the first live drummer for the Blues Brothers and the first drummer to play at Giants Stadium in NJ.

Panel Presentation

The Executive Scorecard for IP Intercom and Critical Communications

More than ever, organizations are realizing that communication is critical in business and in security. Security is uniquely dependent on the need to communicate across the campus and enterprise at the time of need. Seconds matter. This course seeks to identify the risk, the threat and the business needs around critical communications and seek to provide insights into the unique people, process and technology practices that help address them. This will include several case studies including the evaluation criteria used in the benchmarking process.

Learning Objectives
  • Describe the risks and problems that lead to a critical communication focus for security and the business
  • Identify the approach to creating a critical communication solution including the use of a scorecard. What are the architectural elements around the solution?
  • Explore case studies that act as proof points
Course Level: Intermediate

60 min

Audio-Visual

Panel Presentation

Robert Birley, Vice President of Engineering, Aronson Security Group | Dan Rothrock, Senior VP Global Strategic Alliances, Zenitel | Jeffrey A. Slotnick, Chief Security Officer, ASIS International

Amanda Sassano, Channel Sales Manager, Alertus Technologies

Utilizing Existing Infrastructure for Emergency Mass Notification in a Net-Centric Environment

How can organizations ensure everyone's safety in the event of an emergency? Notification coverage and timeliness are crucial when it comes to getting an emergency alert out to individuals, and it is important for organizations to consider a comprehensive emergency notification system that can reach all personnel both quickly and easily. Achieving this goal requires integrating and leveraging a variety of alerting methods, including already existing infrastructure, to provide both visual and audible notification. Finally, organizations should be mindful of important mass notification codes and mandates when selecting an emergency notification system, including the Americans with Disabilities Act, National Fire Alarm Signaling Code, Section 508 of the Rehabilitation Act, and Unified Facilities Criteria.

Learning Objectives
  • Distinguish the challenges and solutions facing organizations that seek a comprehensive emergency notification system
  • Identify and leverage existing alerting modalities in their facilities. Participants will learn how they can unify all available assets under a single platform to quickly activate a comprehensive emergency alert in an emergency scenario
  • Recognize important mass notification codes and mandates that should be considered when selecting an emergency notification system, including the ADA, NFPA 72, Section 508 of the Rehabilitation Act, and UFC
Course Level: Beginner/Intermediate

60 min

Audio-Visual

Amanda Sassano, Channel Sales Manager, Alertus Technologies

Amanda Sassano is the Channel Sales Manager with Alertus Technologies. In this role, she oversees all facets of the channel sales division including sales training and support and developing channel strategy. Ms. Sassano is responsible for the successful development and growth of the company through channel partners. Ms. Sassano is an engaging? and knowledgeable speaker, with extensive experience presenting on the latest in emergency mass notification technologies and best practices.

WED | MAY 10


Panel Presentation

The Importance of Intelligibility with Emergency Communication Systems

Recent code changes are having a sizable impact on the intelligibility requirements of emergency communication systems. Designed for security, fire/life safety integrators, this session will provide further information on what code changes have been made and how they are having an impact on how emergency communication systems are designed and installed. Attendees of this session will hear from Scott Lord, Executive Officer with All Systems, an integration company already installing MNEC systems and Chuck Wilson, NSCA Executive Director about why you must plan now to compete in this new market and steps you should take to get started.

Learning Objectives
  • Identify specific codes and requirements impacting the design and installation of mass notification systems
  • Cite opportunities security integrators have to increase business in this space
Course Level: Intermediate

90 min

Audio-Visual

Panel Presentation

Scott Lord, Executive Officer, All Systems | Chuck Wilson, Executive Director, NSCA

THU | MAY 11


Tom Jones, Technical Consultant for Digital Signage, Ingram Micro

Capitalize on the Convergence Opportunity Digital Signage and Physical Security Presents

Digital Signage is one of the most exciting and fastest growing segments of the commercial audio visual, IT, and traditional signage industries. The problem we face with this market is that digital signage appears quite simple on the surface, but can quickly become a tangled web of interconnected and complex technologies if you do not have a guide to help you navigate the waters. Please join Digital Signage Certified Instructor, Tom Jones, as he explains how the convergence of Digital Signage ad Physical Security presents a unique opportunity you should capitalize on.

Learning Objectives
  • Discover the seven key elements in a digital signage solution
  • Identify where the market and opportunity are heading
  • Obtain valuable sales and industry information to help in the sales process
Course Level: Intermediate

90mins

Audio-Visual

Tom Jones, Technical Consultant for Digital Signage, Ingram Micro

Tom is the Technical Consultant for Digital Signage at Ingram Micro, the world's largest IT Logistics and Distribution Company. His goal is to provide expert industry insight to the SMB, VAR and Enterprise customer space and help them successfully bridge their existing business competencies to holistically incorporate Digital Signage into their practice.

SUN | MAY 7


Tim Salata, Lenel Product Training Specialist, Lenel

Lenel Core Certification*

This five-day course is designed to familiarize students with access control hardware, basic system wiring, software installation, and basic system programming. The purpose of this course is to guide students through the step-by-step process required to ensure basic functionality of a Lenel access control system. You must be a current authorized VAR for Lenel in order to register for this session.

Learning Objectives
  • Identify different hardware components of a basic electronic security system and select suitable components for various different system topologies
  • Install and configure OnGuard Software (including the AccessControl database)
  • Describe best-practices in deploying and maintaining a basic access control system
Course Level: Advanced

NOTE: This session will be held at the Marriott Westminster. Attendees of this course may want to consider making hotel reservations at the Marriott Westminster rather than the Westin Westminster. Please visit the Hotel & Travel page for complete hotel information.

5 days

2100

Certification

Tim Salata, Lenel Product Training Specialist, Lenel

Tim Salata has worked in the Quality Assurance field since 1998. Tim has been working with Lenel since 2009 in Quality Assurance and the Technical Services Group. Late in 2016, Tim transferred to the Global Education Department as a Product Training Specialist.

Pete Marr, Technical Training Specialist, AMAG Technology

AMAG Symmetry Essentials Certification Training*

The class will consist of the following topics – Symmetry hardware overview, Symmetry software installation and programming, systems communication, basic card administration and configuration of basic access, system settings and configuration, as well as User Roles and accounts, System & Client Preference options, database management & disaster recovery. The students that successfully complete the practical and written exams will receive their certificates and certification numbers after the exam is graded.  You must be a current authorized VAR for AMAG in order to register for this session.

Learning Objectives
  • Installation and programming of Symmetry software
  • Demonstrate competency in the installation and configuration of The Symmetry Access Control System by practical exam, and successfully completing a written exam
Course Level: Beginner

NOTE: This session will be held at the Marriott Westminster. Attendees of this course may want to consider making hotel reservations at the Marriott Westminster rather than the Westin Westminster. Please visit the Hotel & Travel page for complete hotel information.

5 days

625

Certification

Pete Marr, Technical Training Specialist, AMAG Technology

Patrick “Pete” Marr has been in the low voltage/security industry since 1987, serving in numerous capacities, working with Nurse Call, Commercial Sound, Intrusion, Access and Intrusion systems. As a technician working for integrators and resellers, he filled the roles of installation and service technician, achieving the position of Service Supervisor. Pete left the field in 1999 to join the Product Management group at Detection Systems, Inc. as a Video Product Specialist. With the acquisition by Bosch Security Systems and their later acquisition of the former Philips CSI, Pete joined the Training and Projects group, focusing on Video and Intrusion Technology training. Pete filled the role of Training Supervisor at Bosch before leaving to join the Training Department at AMAG Technology in 2012. Pete’s duties include training development as well as training delivery. Prior to entering the security industry, Pete served for 8 years in the U.S. Navy as an Interior Communications Electrician, specializing in shipboard telephone, intercom, alarm, and synchro/servo systems. In many of his duty assignments, Pete served as the Division’s Training Petty Officer. Before leaving the Navy Pete achieved the rank of Petty Officer First Class."

Dave Davis, Training Manager, Software House / American Dynamics, Tyco/JCI

C•CURE 9000 System Installer/Maintainer – AC9001*

This is an intensive program designed to cover topics relating to system installation, configuration, operation, maintenance and troubleshooting of the C•CURE 9000 System. All aspects of system administration, monitoring, and C•CURE ID badging are covered. There is also comprehensive hardware coverage including the iSTAR controllers, iSecure Controllers (ISC), and associated readers, inputs and outputs. All methods of connecting hardware including network interfaces are covered. This course is heavily focused on hands-on hardware and software labs requiring the student to actually install, configure and troubleshoot the various components. You must be a current authorized VAR for Software House in order to register for this session.

Learning Objectives
  • Install, configure and troubleshoot the various components of the C•CURE 9000 System
  • Hands-on hardware and software labs requiring the student to actually install, configure and troubleshoot the various components of the iSTAR controllers, and associated readers, inputs and outputs
Course Level: Intermediate

NOTE: This session will be held at the Marriott Westminster. Attendees of this course may want to consider making hotel reservations at the Marriott Westminster rather than the Westin Westminster. Please visit the Hotel & Travel page for complete hotel information.

5 days

1620

Certification

Dave Davis, Training Manager, Software House / American Dynamics, Tyco/JCI

16 years of technical experience in the Access Control, Technical Training and Network Administration industries. * MCSE certified, expert in network design and troubleshooting. * Proficient and Certified in the Installation, Professional Services and Technical Training of the following: * C-CURE 800, 9000 * Intellex * VideoEdgeTM Network Video System * EMC AAM Server * Audits * Stratus everRun * CCure 9000 Enterprise * Business Intelligence Reporting Suite (BIRS) * Migrations from 800 to 9000

Michael Zackoff, Lenel Product Training Specialist, Lenel

Lenel Database Certification*

This course is intended for technicians seeking to expand their knowledge, skills, and abilities in identifying and working with Crystal Reports in order to create custom reports for use in OnGuard. It is designed for individuals who are seeking the Lenel Certified Expert: Database. You must be a current authorized VAR for Lenel in order to register for this session.

Learning Objectives
  • Complete 1 day courses in database fundamentals and custom reports
  • Complete 1 day courses in Data Exchange and Data ConduIT
Course Level: Advanced

NOTE: This session will be held at the Marriott Westminster. Attendees of this course may want to consider making hotel reservations at the Marriott Westminster rather than the Westin Westminster. Please visit the Hotel & Travel page for complete hotel information.

5 days

1700

Certification

Michael Zackoff, Lenel Product Training Specialist, Lenel

Michael started out in the security industry over 10 years ago as an end user that deployed a 10 region Lenel OnGuard Enterprise system. After running the enterprise for a couple of years he became a senior engineer for a Lenel VAR. While working with clients he realized I enjoyed the training aspect. He has now been a trainer with Lenel for over 3 years and he brings his experience to every class he teaches so he can better prepare the students for the field.

MON | MAY 8


Pete Marr, Technical Training Specialist, AMAG Technology

AMAG Symmetry Essentials Certification Training*

The class will consist of the following topics – Symmetry hardware overview, Symmetry software installation and programming, systems communication, basic card administration and configuration of basic access, system settings and configuration, as well as User Roles and accounts, System & Client Preference options, database management & disaster recovery. The students that successfully complete the practical and written exams will receive their certificates and certification numbers after the exam is graded.  You must be a current authorized VAR for AMAG in order to register for this session.

Learning Objectives
  • Installation and programming of Symmetry software
  • Demonstrate competency in the installation and configuration of The Symmetry Access Control System by practical exam, and successfully completing a written exam
Course Level: Beginner

NOTE: This session will be held at the Marriott Westminster. Attendees of this course may want to consider making hotel reservations at the Marriott Westminster rather than the Westin Westminster. Please visit the Hotel & Travel page for complete hotel information.

5 days

625

Certification

Pete Marr, Technical Training Specialist, AMAG Technology

Patrick “Pete” Marr has been in the low voltage/security industry since 1987, serving in numerous capacities, working with Nurse Call, Commercial Sound, Intrusion, Access and Intrusion systems. As a technician working for integrators and resellers, he filled the roles of installation and service technician, achieving the position of Service Supervisor. Pete left the field in 1999 to join the Product Management group at Detection Systems, Inc. as a Video Product Specialist. With the acquisition by Bosch Security Systems and their later acquisition of the former Philips CSI, Pete joined the Training and Projects group, focusing on Video and Intrusion Technology training. Pete filled the role of Training Supervisor at Bosch before leaving to join the Training Department at AMAG Technology in 2012. Pete’s duties include training development as well as training delivery. Prior to entering the security industry, Pete served for 8 years in the U.S. Navy as an Interior Communications Electrician, specializing in shipboard telephone, intercom, alarm, and synchro/servo systems. In many of his duty assignments, Pete served as the Division’s Training Petty Officer. Before leaving the Navy Pete achieved the rank of Petty Officer First Class."

ASIS Training Professionals

ASIS Physical Security Professional (PSP) Review Course*

The Physical Security Professional (PSP) credential provides demonstrated knowledge and experience in threat assessment and risk analysis; integrated physical security systems; and the appropriate identification, implementation, and ongoing evaluation of security measures. Those who earn the PSP are ASIS board certified in physical security. Students will identify areas of strength and weakness in order to better focus on their areas of study. Attendees will also network and learn from peers, as well as benefit from face time with board certified instructors.

Learning Objectives
  • Increase comprehension of key physical security concepts and practices to improve exam performance
  • Test levels of understanding with a practice exam and pinpoint future study needs
  • Gain insights on using preparation time more effectively, prioritizing study goals, and learn proven test-taking strategies
Course Level: Advanced

NOTE: This session will be held at the Marriott Westminster. Attendees of this course may want to consider making hotel reservations at the Marriott Westminster rather than the Westin Westminster. Please visit the Hotel & Travel page for complete hotel information.

2 days

625

Certification

ASIS Training Professionals

H. Lee Neutzling, PSP, Corporate Security & LP Manager, Diebold Nixdorf Incorporated

Joe Lamontagne, Bosch

Bosch Technical Certification for the New G-Series of Panels (B8512G – B9512G)*

This course will introduce you to the B-Series Intrusion Panel features and capabilities, give you hands-on experience with connecting and configuring additional control panel modules as a part of an end-to-end Bosch security system. You will learn the basics of RPS programming functions. In addition, you will learn to connect and configure the Bosch B Series system, the similarities and differences between the GV4 and B Series panels, and the appropriate applications for each. Prerequisite: Successful completion of the Introduction to B Series/GV4 Series Control Panels Online course.

Learning Objectives
  • Recognize how to save time and money by allowing your technicians to receive technical certification to install, program and commission Bosch B8512G and B9512G intrusion panels
  • Direct IP video integration of Bosch cameras to the B-Series panels allows the camera to "be the sensor" and create alarm events based on motion and/or video analytic rules
  • Perform the configuration of alarm communications in a network and cellular environment to include encrypted options
Course Level: Intermediate

NOTE: This session will be held at the Marriott Westminster. Attendees of this course may want to consider making hotel reservations at the Marriott Westminster rather than the Westin Westminster. Please visit the Hotel & Travel page for complete hotel information.

4 days

Certification

Joe Lamontagne, Bosch

Joe has conducted technical training for Radionics / Bosch since January, 1989 and, yes, he does remember training your grandfather. A veteran of 11½ years of government service and 46 years in the electronic security industry, he holds a Bachelor’s degree from UCLA and Master’s degrees from both UCLA and Cal State Northridge University, as well as a California Secondary Schools Teaching credential.

Dave Davis, Training Manager, Software House / American Dynamics, Tyco/JCI

C•CURE 9000 System Installer/Maintainer – AC9001*

This is an intensive program designed to cover topics relating to system installation, configuration, operation, maintenance and troubleshooting of the C•CURE 9000 System. All aspects of system administration, monitoring, and C•CURE ID badging are covered. There is also comprehensive hardware coverage including the iSTAR controllers, iSecure Controllers (ISC), and associated readers, inputs and outputs. All methods of connecting hardware including network interfaces are covered. This course is heavily focused on hands-on hardware and software labs requiring the student to actually install, configure and troubleshoot the various components. You must be a current authorized VAR for Software House in order to register for this session.

Learning Objectives
  • Install, configure and troubleshoot the various components of the C•CURE 9000 System
  • Hands-on hardware and software labs requiring the student to actually install, configure and troubleshoot the various components of the iSTAR controllers, and associated readers, inputs and outputs
Course Level: Intermediate

NOTE: This session will be held at the Marriott Westminster. Attendees of this course may want to consider making hotel reservations at the Marriott Westminster rather than the Westin Westminster. Please visit the Hotel & Travel page for complete hotel information.

5 days

1620

Certification

Dave Davis, Training Manager, Software House / American Dynamics, Tyco/JCI

16 years of technical experience in the Access Control, Technical Training and Network Administration industries. * MCSE certified, expert in network design and troubleshooting. * Proficient and Certified in the Installation, Professional Services and Technical Training of the following: * C-CURE 800, 9000 * Intellex * VideoEdgeTM Network Video System * EMC AAM Server * Audits * Stratus everRun * CCure 9000 Enterprise * Business Intelligence Reporting Suite (BIRS) * Migrations from 800 to 9000

Ray Coulombe, Founder & Managing Director, Security Specifiers

Electronic Technicians Association (ETA) Electronic Security Networking Technician (ESNT)*

Electronic Security Networking is a 2 day “nuts and bolts” program teaching the basics of IP network fundamentals applied to physical security. While many IT certifications deal with in-depth elements of networking, the ESNT is a first-level program specifically for physical security technicians, sales personnel, and other security professionals requiring a strong grounding in IT basics. The program emphasizes hands-on, practical physical security-related applications. The program has been BICSI-approved for 15 Continuing Education Credits (CEC's). Further, the program provides the training necessary to allow students to test for the Electronic Technicians Association (ETA) Electronic Security Networking Technician (ESNT) certification. With this training, students are well positioned to take full advantage of vendor product training on IP-enabled devices or to continue pursuing IT industry certifications. This year's ESNT session will mirror last year's successful session, updated for new ESNT test questions and cybersecurity issues.

Learning Objectives
  • Obtain a strong foundation in the basics of IT, including: Introduction to Networking, Network Cabling Infrastructure (Layer 1), Local Area Networks (Layer 2), IP Addressing (Layer 3), Communicating Between Networks (Layer 4), Network Devices, Network Services, Network Security, Testing & Troubleshooting (Layer 5)
  • Identify how IT principles directly apply to common security devices through hands on practice and equipment demonstration
  • Appreciate the growing threat of cyber security, the ways in which cyber threats manifest themselves, and appropriate security actions and responses
Course Level: Intermediate

2.5 days

1695

Certification

Ray Coulombe, Founder & Managing Director, Security Specifiers

Ray Coulombe is the founder and Managing Director of SecuritySpecifiers. Formerly, Ray was COO and co-founder of SyPixx Networks, acquired in 2006 by Cisco, and he has played a significant role in the development of several other early-stage companies in the industry. He founded and serves as Chairman of SIA’s CSI MasterFormat Division 28 update committee. For his efforts, Ray was awarded the Jay Hauhn Excellence in Partnerships Award by SIA in November 2015 and The Construction Specifier magazine Article of the Year in September, 2016. He also founded and served as chairman of SIA’s Standards sub-committee on SNMP, and he served as a member of the Body of Knowledge committee for SIA’s Certified Security Project Manager (CSPM) program. He sits on the PSA Security Network Education Advisory Board, and he writes and presents extensively in the industry, including the Tech Trends column for Security Technology Executive (STE) and Security Dealer & Integrator magazines. Early in his career, Ray served as a Captain in the United States Air Force, where he was involved in the development and production of TV, laser, and infra-red guided missiles. He holds a BSEE from Cornell University; Masters degrees in Management from MIT and Information Technology from Rensselaer Polytechnic Institute; and numerous professional certifications. He belongs to ASIS, IEEE, CSI, and the Tau Beta Pi Engineering Honor Society. Ray is currently enrolled in the Cyber Security graduate program at the University of Rhode Island.

Tim Salata, Lenel Product Training Specialist, Lenel

Lenel Core Certification*

This five-day course is designed to familiarize students with access control hardware, basic system wiring, software installation, and basic system programming. The purpose of this course is to guide students through the step-by-step process required to ensure basic functionality of a Lenel access control system. You must be a current authorized VAR for Lenel in order to register for this session.

Learning Objectives
  • Identify different hardware components of a basic electronic security system and select suitable components for various different system topologies
  • Install and configure OnGuard Software (including the AccessControl database)
  • Describe best-practices in deploying and maintaining a basic access control system
Course Level: Advanced

NOTE: This session will be held at the Marriott Westminster. Attendees of this course may want to consider making hotel reservations at the Marriott Westminster rather than the Westin Westminster. Please visit the Hotel & Travel page for complete hotel information.

5 days

2100

Certification

Tim Salata, Lenel Product Training Specialist, Lenel

Tim Salata has worked in the Quality Assurance field since 1998. Tim has been working with Lenel since 2009 in Quality Assurance and the Technical Services Group. Late in 2016, Tim transferred to the Global Education Department as a Product Training Specialist.

Michael Zackoff, Lenel Product Training Specialist, Lenel

Lenel Database Certification*

This course is intended for technicians seeking to expand their knowledge, skills, and abilities in identifying and working with Crystal Reports in order to create custom reports for use in OnGuard. It is designed for individuals who are seeking the Lenel Certified Expert: Database. You must be a current authorized VAR for Lenel in order to register for this session.

Learning Objectives
  • Complete 1 day courses in database fundamentals and custom reports
  • Complete 1 day courses in Data Exchange and Data ConduIT
Course Level: Advanced

NOTE: This session will be held at the Marriott Westminster. Attendees of this course may want to consider making hotel reservations at the Marriott Westminster rather than the Westin Westminster. Please visit the Hotel & Travel page for complete hotel information.

5 days

2100

Certification

Michael Zackoff, Lenel Product Training Specialist, Lenel

Michael started out in the security industry over 10 years ago as an end user that deployed a 10 region Lenel OnGuard Enterprise system. After running the enterprise for a couple of years he became a senior engineer for a Lenel VAR. While working with clients he realized I enjoyed the training aspect. He has now been a trainer with Lenel for over 3 years and he brings his experience to every class he teaches so he can better prepare the students for the field.

TUE | MAY 9


Pete Marr, Technical Training Specialist, AMAG Technology

AMAG Symmetry Essentials Certification Training*

The class will consist of the following topics – Symmetry hardware overview, Symmetry software installation and programming, systems communication, basic card administration and configuration of basic access, system settings and configuration, as well as User Roles and accounts, System & Client Preference options, database management & disaster recovery. The students that successfully complete the practical and written exams will receive their certificates and certification numbers after the exam is graded.  You must be a current authorized VAR for AMAG in order to register for this session.

Learning Objectives
  • Installation and programming of Symmetry software
  • Demonstrate competency in the installation and configuration of The Symmetry Access Control System by practical exam, and successfully completing a written exam
Course Level: Beginner

NOTE: This session will be held at the Marriott Westminster. Attendees of this course may want to consider making hotel reservations at the Marriott Westminster rather than the Westin Westminster. Please visit the Hotel & Travel page for complete hotel information.

5 days

625

Certification

Pete Marr, Technical Training Specialist, AMAG Technology

Patrick “Pete” Marr has been in the low voltage/security industry since 1987, serving in numerous capacities, working with Nurse Call, Commercial Sound, Intrusion, Access and Intrusion systems. As a technician working for integrators and resellers, he filled the roles of installation and service technician, achieving the position of Service Supervisor. Pete left the field in 1999 to join the Product Management group at Detection Systems, Inc. as a Video Product Specialist. With the acquisition by Bosch Security Systems and their later acquisition of the former Philips CSI, Pete joined the Training and Projects group, focusing on Video and Intrusion Technology training. Pete filled the role of Training Supervisor at Bosch before leaving to join the Training Department at AMAG Technology in 2012. Pete’s duties include training development as well as training delivery. Prior to entering the security industry, Pete served for 8 years in the U.S. Navy as an Interior Communications Electrician, specializing in shipboard telephone, intercom, alarm, and synchro/servo systems. In many of his duty assignments, Pete served as the Division’s Training Petty Officer. Before leaving the Navy Pete achieved the rank of Petty Officer First Class."

ASIS Training Professionals

ASIS Physical Security Professional (PSP) Review Course*

The Physical Security Professional (PSP) credential provides demonstrated knowledge and experience in threat assessment and risk analysis; integrated physical security systems; and the appropriate identification, implementation, and ongoing evaluation of security measures. Those who earn the PSP are ASIS board certified in physical security. Students will identify areas of strength and weakness in order to better focus on their areas of study. Attendees will also network and learn from peers, as well as benefit from face time with board certified instructors.

Learning Objectives
  • Increase comprehension of key physical security concepts and practices to improve exam performance
  • Test levels of understanding with a practice exam and pinpoint future study needs
  • Gain insights on using preparation time more effectively, prioritizing study goals, and learn proven test-taking strategies
Course Level: Advanced

NOTE: This session will be held at the Marriott Westminster. Attendees of this course may want to consider making hotel reservations at the Marriott Westminster rather than the Westin Westminster. Please visit the Hotel & Travel page for complete hotel information.

2 days

625

Certification

ASIS Training Professionals

H. Lee Neutzling, PSP, Corporate Security & LP Manager, Diebold Nixdorf Incorporated

Joe Lamontagne, Bosch

Bosch Technical Certification for the New G-Series of Panels (B8512G – B9512G)*

This course will introduce you to the B-Series Intrusion Panel features and capabilities, give you hands-on experience with connecting and configuring additional control panel modules as a part of an end-to-end Bosch security system. You will learn the basics of RPS programming functions. In addition, you will learn to connect and configure the Bosch B Series system, the similarities and differences between the GV4 and B Series panels, and the appropriate applications for each. Prerequisite: Successful completion of the Introduction to B Series/GV4 Series Control Panels Online course.

Learning Objectives
  • Recognize how to save time and money by allowing your technicians to receive technical certification to install, program and commission Bosch B8512G and B9512G intrusion panels
  • Direct IP video integration of Bosch cameras to the B-Series panels allows the camera to "be the sensor" and create alarm events based on motion and/or video analytic rules
  • Perform the configuration of alarm communications in a network and cellular environment to include encrypted options
Course Level: Intermediate

NOTE: This session will be held at the Marriott Westminster. Attendees of this course may want to consider making hotel reservations at the Marriott Westminster rather than the Westin Westminster. Please visit the Hotel & Travel page for complete hotel information.

4 days

Certification

Joe Lamontagne, Bosch

Joe has conducted technical training for Radionics / Bosch since January, 1989 and, yes, he does remember training your grandfather. A veteran of 11½ years of government service and 46 years in the electronic security industry, he holds a Bachelor’s degree from UCLA and Master’s degrees from both UCLA and Cal State Northridge University, as well as a California Secondary Schools Teaching credential.

Dave Davis, Training Manager, Software House / American Dynamics, Tyco/JCI

C•CURE 9000 System Installer/Maintainer – AC9001*

This is an intensive program designed to cover topics relating to system installation, configuration, operation, maintenance and troubleshooting of the C•CURE 9000 System. All aspects of system administration, monitoring, and C•CURE ID badging are covered. There is also comprehensive hardware coverage including the iSTAR controllers, iSecure Controllers (ISC), and associated readers, inputs and outputs. All methods of connecting hardware including network interfaces are covered. This course is heavily focused on hands-on hardware and software labs requiring the student to actually install, configure and troubleshoot the various components. You must be a current authorized VAR for Software House in order to register for this session.

Learning Objectives
  • Install, configure and troubleshoot the various components of the C•CURE 9000 System
  • Hands-on hardware and software labs requiring the student to actually install, configure and troubleshoot the various components of the iSTAR controllers, and associated readers, inputs and outputs
Course Level: Intermediate

NOTE: This session will be held at the Marriott Westminster. Attendees of this course may want to consider making hotel reservations at the Marriott Westminster rather than the Westin Westminster. Please visit the Hotel & Travel page for complete hotel information.

5 days

1620

Certification

Dave Davis, Training Manager, Software House / American Dynamics, Tyco/JCI

16 years of technical experience in the Access Control, Technical Training and Network Administration industries. * MCSE certified, expert in network design and troubleshooting. * Proficient and Certified in the Installation, Professional Services and Technical Training of the following: * C-CURE 800, 9000 * Intellex * VideoEdgeTM Network Video System * EMC AAM Server * Audits * Stratus everRun * CCure 9000 Enterprise * Business Intelligence Reporting Suite (BIRS) * Migrations from 800 to 9000

Ray Coulombe, Founder & Managing Director, Security Specifiers

Electronic Technicians Association (ETA) Electronic Security Networking Technician (ESNT)*

Electronic Security Networking is a 2 day “nuts and bolts” program teaching the basics of IP network fundamentals applied to physical security. While many IT certifications deal with in-depth elements of networking, the ESNT is a first-level program specifically for physical security technicians, sales personnel, and other security professionals requiring a strong grounding in IT basics. The program emphasizes hands-on, practical physical security-related applications. The program has been BICSI-approved for 15 Continuing Education Credits (CEC's). Further, the program provides the training necessary to allow students to test for the Electronic Technicians Association (ETA) Electronic Security Networking Technician (ESNT) certification. With this training, students are well positioned to take full advantage of vendor product training on IP-enabled devices or to continue pursuing IT industry certifications. This year's ESNT session will mirror last year's successful session, updated for new ESNT test questions and cybersecurity issues.

Learning Objectives
  • Obtain a strong foundation in the basics of IT, including: Introduction to Networking, Network Cabling Infrastructure (Layer 1), Local Area Networks (Layer 2), IP Addressing (Layer 3), Communicating Between Networks (Layer 4), Network Devices, Network Services, Network Security, Testing & Troubleshooting (Layer 5)
  • Identify how IT principles directly apply to common security devices through hands on practice and equipment demonstration
  • Appreciate the growing threat of cyber security, the ways in which cyber threats manifest themselves, and appropriate security actions and responses
Course Level: Intermediate

2.5 days

1695

Certification

Ray Coulombe, Founder & Managing Director, Security Specifiers

Ray Coulombe is the founder and Managing Director of SecuritySpecifiers. Formerly, Ray was COO and co-founder of SyPixx Networks, acquired in 2006 by Cisco, and he has played a significant role in the development of several other early-stage companies in the industry. He founded and serves as Chairman of SIA’s CSI MasterFormat Division 28 update committee. For his efforts, Ray was awarded the Jay Hauhn Excellence in Partnerships Award by SIA in November 2015 and The Construction Specifier magazine Article of the Year in September, 2016. He also founded and served as chairman of SIA’s Standards sub-committee on SNMP, and he served as a member of the Body of Knowledge committee for SIA’s Certified Security Project Manager (CSPM) program. He sits on the PSA Security Network Education Advisory Board, and he writes and presents extensively in the industry, including the Tech Trends column for Security Technology Executive (STE) and Security Dealer & Integrator magazines. Early in his career, Ray served as a Captain in the United States Air Force, where he was involved in the development and production of TV, laser, and infra-red guided missiles. He holds a BSEE from Cornell University; Masters degrees in Management from MIT and Information Technology from Rensselaer Polytechnic Institute; and numerous professional certifications. He belongs to ASIS, IEEE, CSI, and the Tau Beta Pi Engineering Honor Society. Ray is currently enrolled in the Cyber Security graduate program at the University of Rhode Island.

Tim Salata, Lenel Product Training Specialist, Lenel

Lenel Core Certification*

This five-day course is designed to familiarize students with access control hardware, basic system wiring, software installation, and basic system programming. The purpose of this course is to guide students through the step-by-step process required to ensure basic functionality of a Lenel access control system. You must be a current authorized VAR for Lenel in order to register for this session.

Learning Objectives
  • Identify different hardware components of a basic electronic security system and select suitable components for various different system topologies
  • Install and configure OnGuard Software (including the AccessControl database)
  • Describe best-practices in deploying and maintaining a basic access control system
Course Level: Advanced

NOTE: This session will be held at the Marriott Westminster. Attendees of this course may want to consider making hotel reservations at the Marriott Westminster rather than the Westin Westminster. Please visit the Hotel & Travel page for complete hotel information.

5 days

2100

Certification

Tim Salata, Lenel Product Training Specialist, Lenel

Tim Salata has worked in the Quality Assurance field since 1998. Tim has been working with Lenel since 2009 in Quality Assurance and the Technical Services Group. Late in 2016, Tim transferred to the Global Education Department as a Product Training Specialist.

Michael Zackoff, Lenel Product Training Specialist, Lenel

Lenel Database Certification*

This course is intended for technicians seeking to expand their knowledge, skills, and abilities in identifying and working with Crystal Reports in order to create custom reports for use in OnGuard. It is designed for individuals who are seeking the Lenel Certified Expert: Database. You must be a current authorized VAR for Lenel in order to register for this session.

Learning Objectives
  • Complete 1 day courses in database fundamentals and custom reports
  • Complete 1 day courses in Data Exchange and Data ConduIT
Course Level: Advanced

NOTE: This session will be held at the Marriott Westminster. Attendees of this course may want to consider making hotel reservations at the Marriott Westminster rather than the Westin Westminster. Please visit the Hotel & Travel page for complete hotel information.

5 days

2100

Certification

Michael Zackoff, Lenel Product Training Specialist, Lenel

Michael started out in the security industry over 10 years ago as an end user that deployed a 10 region Lenel OnGuard Enterprise system. After running the enterprise for a couple of years he became a senior engineer for a Lenel VAR. While working with clients he realized I enjoyed the training aspect. He has now been a trainer with Lenel for over 3 years and he brings his experience to every class he teaches so he can better prepare the students for the field.

WED | MAY 10


Pete Marr, Technical Training Specialist, AMAG Technology

AMAG Symmetry Essentials Certification Training*

The class will consist of the following topics – Symmetry hardware overview, Symmetry software installation and programming, systems communication, basic card administration and configuration of basic access, system settings and configuration, as well as User Roles and accounts, System & Client Preference options, database management & disaster recovery. The students that successfully complete the practical and written exams will receive their certificates and certification numbers after the exam is graded.  You must be a current authorized VAR for AMAG in order to register for this session.

Learning Objectives
  • Installation and programming of Symmetry software
  • Demonstrate competency in the installation and configuration of The Symmetry Access Control System by practical exam, and successfully completing a written exam
Course Level: Beginner

NOTE: This session will be held at the Marriott Westminster. Attendees of this course may want to consider making hotel reservations at the Marriott Westminster rather than the Westin Westminster. Please visit the Hotel & Travel page for complete hotel information.

5 days

625

Certification

Pete Marr, Technical Training Specialist, AMAG Technology

Patrick “Pete” Marr has been in the low voltage/security industry since 1987, serving in numerous capacities, working with Nurse Call, Commercial Sound, Intrusion, Access and Intrusion systems. As a technician working for integrators and resellers, he filled the roles of installation and service technician, achieving the position of Service Supervisor. Pete left the field in 1999 to join the Product Management group at Detection Systems, Inc. as a Video Product Specialist. With the acquisition by Bosch Security Systems and their later acquisition of the former Philips CSI, Pete joined the Training and Projects group, focusing on Video and Intrusion Technology training. Pete filled the role of Training Supervisor at Bosch before leaving to join the Training Department at AMAG Technology in 2012. Pete’s duties include training development as well as training delivery. Prior to entering the security industry, Pete served for 8 years in the U.S. Navy as an Interior Communications Electrician, specializing in shipboard telephone, intercom, alarm, and synchro/servo systems. In many of his duty assignments, Pete served as the Division’s Training Petty Officer. Before leaving the Navy Pete achieved the rank of Petty Officer First Class."

Joe Lamontagne, Bosch

Bosch Technical Certification for the New G-Series of Panels (B8512G – B9512G)*

This course will introduce you to the B-Series Intrusion Panel features and capabilities, give you hands-on experience with connecting and configuring additional control panel modules as a part of an end-to-end Bosch security system. You will learn the basics of RPS programming functions. In addition, you will learn to connect and configure the Bosch B Series system, the similarities and differences between the GV4 and B Series panels, and the appropriate applications for each. Prerequisite: Successful completion of the Introduction to B Series/GV4 Series Control Panels Online course.

Learning Objectives
  • Recognize how to save time and money by allowing your technicians to receive technical certification to install, program and commission Bosch B8512G and B9512G intrusion panels
  • Direct IP video integration of Bosch cameras to the B-Series panels allows the camera to "be the sensor" and create alarm events based on motion and/or video analytic rules
  • Perform the configuration of alarm communications in a network and cellular environment to include encrypted options
Course Level: Intermediate

NOTE: This session will be held at the Marriott Westminster. Attendees of this course may want to consider making hotel reservations at the Marriott Westminster rather than the Westin Westminster. Please visit the Hotel & Travel page for complete hotel information.

4 days

Certification

Joe Lamontagne, Bosch

Joe has conducted technical training for Radionics / Bosch since January, 1989 and, yes, he does remember training your grandfather. A veteran of 11½ years of government service and 46 years in the electronic security industry, he holds a Bachelor’s degree from UCLA and Master’s degrees from both UCLA and Cal State Northridge University, as well as a California Secondary Schools Teaching credential.

Dave Davis, Training Manager, Software House / American Dynamics, Tyco/JCI

C•CURE 9000 System Installer/Maintainer – AC9001*

This is an intensive program designed to cover topics relating to system installation, configuration, operation, maintenance and troubleshooting of the C•CURE 9000 System. All aspects of system administration, monitoring, and C•CURE ID badging are covered. There is also comprehensive hardware coverage including the iSTAR controllers, iSecure Controllers (ISC), and associated readers, inputs and outputs. All methods of connecting hardware including network interfaces are covered. This course is heavily focused on hands-on hardware and software labs requiring the student to actually install, configure and troubleshoot the various components. You must be a current authorized VAR for Software House in order to register for this session.

Learning Objectives
  • Install, configure and troubleshoot the various components of the C•CURE 9000 System
  • Hands-on hardware and software labs requiring the student to actually install, configure and troubleshoot the various components of the iSTAR controllers, and associated readers, inputs and outputs
Course Level: Intermediate

NOTE: This session will be held at the Marriott Westminster. Attendees of this course may want to consider making hotel reservations at the Marriott Westminster rather than the Westin Westminster. Please visit the Hotel & Travel page for complete hotel information.

5 days

1620

Certification

Dave Davis, Training Manager, Software House / American Dynamics, Tyco/JCI

16 years of technical experience in the Access Control, Technical Training and Network Administration industries. * MCSE certified, expert in network design and troubleshooting. * Proficient and Certified in the Installation, Professional Services and Technical Training of the following: * C-CURE 800, 9000 * Intellex * VideoEdgeTM Network Video System * EMC AAM Server * Audits * Stratus everRun * CCure 9000 Enterprise * Business Intelligence Reporting Suite (BIRS) * Migrations from 800 to 9000

Ray Coulombe, Founder & Managing Director, Security Specifiers

Electronic Technicians Association (ETA) Electronic Security Networking Technician (ESNT)*

Electronic Security Networking is a 2 day “nuts and bolts” program teaching the basics of IP network fundamentals applied to physical security. While many IT certifications deal with in-depth elements of networking, the ESNT is a first-level program specifically for physical security technicians, sales personnel, and other security professionals requiring a strong grounding in IT basics. The program emphasizes hands-on, practical physical security-related applications. The program has been BICSI-approved for 15 Continuing Education Credits (CEC's). Further, the program provides the training necessary to allow students to test for the Electronic Technicians Association (ETA) Electronic Security Networking Technician (ESNT) certification. With this training, students are well positioned to take full advantage of vendor product training on IP-enabled devices or to continue pursuing IT industry certifications. This year's ESNT session will mirror last year's successful session, updated for new ESNT test questions and cybersecurity issues.

Learning Objectives
  • Obtain a strong foundation in the basics of IT, including: Introduction to Networking, Network Cabling Infrastructure (Layer 1), Local Area Networks (Layer 2), IP Addressing (Layer 3), Communicating Between Networks (Layer 4), Network Devices, Network Services, Network Security, Testing & Troubleshooting (Layer 5)
  • Identify how IT principles directly apply to common security devices through hands on practice and equipment demonstration
  • Appreciate the growing threat of cyber security, the ways in which cyber threats manifest themselves, and appropriate security actions and responses
Course Level: Intermediate

2.5 days

1695

Certification

Ray Coulombe, Founder & Managing Director, Security Specifiers

Ray Coulombe is the founder and Managing Director of SecuritySpecifiers. Formerly, Ray was COO and co-founder of SyPixx Networks, acquired in 2006 by Cisco, and he has played a significant role in the development of several other early-stage companies in the industry. He founded and serves as Chairman of SIA’s CSI MasterFormat Division 28 update committee. For his efforts, Ray was awarded the Jay Hauhn Excellence in Partnerships Award by SIA in November 2015 and The Construction Specifier magazine Article of the Year in September, 2016. He also founded and served as chairman of SIA’s Standards sub-committee on SNMP, and he served as a member of the Body of Knowledge committee for SIA’s Certified Security Project Manager (CSPM) program. He sits on the PSA Security Network Education Advisory Board, and he writes and presents extensively in the industry, including the Tech Trends column for Security Technology Executive (STE) and Security Dealer & Integrator magazines. Early in his career, Ray served as a Captain in the United States Air Force, where he was involved in the development and production of TV, laser, and infra-red guided missiles. He holds a BSEE from Cornell University; Masters degrees in Management from MIT and Information Technology from Rensselaer Polytechnic Institute; and numerous professional certifications. He belongs to ASIS, IEEE, CSI, and the Tau Beta Pi Engineering Honor Society. Ray is currently enrolled in the Cyber Security graduate program at the University of Rhode Island.

Tim Salata, Lenel Product Training Specialist, Lenel

Lenel Core Certification*

This five-day course is designed to familiarize students with access control hardware, basic system wiring, software installation, and basic system programming. The purpose of this course is to guide students through the step-by-step process required to ensure basic functionality of a Lenel access control system. You must be a current authorized VAR for Lenel in order to register for this session.

Learning Objectives
  • Identify different hardware components of a basic electronic security system and select suitable components for various different system topologies
  • Install and configure OnGuard Software (including the AccessControl database)
  • Describe best-practices in deploying and maintaining a basic access control system
Course Level: Advanced

NOTE: This session will be held at the Marriott Westminster. Attendees of this course may want to consider making hotel reservations at the Marriott Westminster rather than the Westin Westminster. Please visit the Hotel & Travel page for complete hotel information.

5 days

2100

Certification

Tim Salata, Lenel Product Training Specialist, Lenel

Tim Salata has worked in the Quality Assurance field since 1998. Tim has been working with Lenel since 2009 in Quality Assurance and the Technical Services Group. Late in 2016, Tim transferred to the Global Education Department as a Product Training Specialist.

Michael Zackoff, Lenel Product Training Specialist, Lenel

Lenel Database Certification*

This course is intended for technicians seeking to expand their knowledge, skills, and abilities in identifying and working with Crystal Reports in order to create custom reports for use in OnGuard. It is designed for individuals who are seeking the Lenel Certified Expert: Database. You must be a current authorized VAR for Lenel in order to register for this session.

Learning Objectives
  • Complete 1 day courses in database fundamentals and custom reports
  • Complete 1 day courses in Data Exchange and Data ConduIT
Course Level: Advanced

NOTE: This session will be held at the Marriott Westminster. Attendees of this course may want to consider making hotel reservations at the Marriott Westminster rather than the Westin Westminster. Please visit the Hotel & Travel page for complete hotel information.

5 days

2100

Certification

Michael Zackoff, Lenel Product Training Specialist, Lenel

Michael started out in the security industry over 10 years ago as an end user that deployed a 10 region Lenel OnGuard Enterprise system. After running the enterprise for a couple of years he became a senior engineer for a Lenel VAR. While working with clients he realized I enjoyed the training aspect. He has now been a trainer with Lenel for over 3 years and he brings his experience to every class he teaches so he can better prepare the students for the field.

Joe Holland, VP of Engineering, LifeSafety Power

LifeSafety Power System Certification

This LifeSafety Power BICSI certified course provides in-depth training on the LifeSafety Power approach to power management design and installation. Material covered includes the configuration and use of all LifeSafety Power equipment that comprises the FlexPower system including: power supplies, distribution boards, network communication and control modules, battery management techniques and system interconnection. All aspects of the award winning Netlink monitoring system will be covered, from basic setup to the new cybersecurity features. Learn how to use this forward looking technology to reduce service cost, add to the bottom line, and generate new services for the customer. Review the new Unified Power Systems that combine AMAG. Mercury, Software House, Vertex, and other access control modules for a complete solution. This course would be suitable for techs, project engineers, configuration specialists, national account managers or anyone that is involved in the sales, planning, or implementation of a LifeSafety Power system.

Learning Objectives
  • Discover the elements within the FlexPower system so as to be able to install and work with the system at a technician level
  • Obtain the planning skills necessary to select and fit the proper equipment to the project
Course Level: Beginner/Intermediate

NOTE: This session will be held at the Marriott Westminster. Attendees of this course may want to consider making hotel reservations at the Marriott Westminster rather than the Westin Westminster. Please visit the Hotel & Travel page for complete hotel information.

3.5 hours

Certification

Joe Holland, VP of Engineering, LifeSafety Power

Joseph M. Holland Vice President of Engineering LifeSafety Power® Inc. Joe Holland has more than 40 years of engineering, marketing and management experience in the life safety industry. As Chief Engineer of Fire Control Instruments, he was responsible for the product-line development of all the FC-72 products. Holland co-founded AlarmSaf, Inc., and served as Vice President of Engineering where he oversaw all product development and manufacturing. During his distinguished career at AlarmSaf, he was responsible for many industry-leading innovations (first NAC module, rack mount power supply equipment, industry conversion to offline switching power supplies and the buss-based power management system). Joe Holland is a long-time member of both the NFPA and IEEE associations and has been a contributing instructor of CEU accredited coursework in the area of life safety power for over 35 years. Holland is the chief architect of all of LifeSafety Power® products including the FlexPower® Power Management System, which incorporates many industry-leading innovations germane to the access, fire, security, CCTV and mass notification industries.

SIA Training Professional

SIA CSPM Exam

Applications must be approved by SIA in order to sit for the exam. Contact Kimberly Roberts at kroberts@securityindustry.org for more information. Participants must bring own computer for the exam. Fees paid directly to SIA. 


NOTE: This session will be held at the Marriott Westminster. Attendees of this course may want to consider making hotel reservations at the Marriott Westminster rather than the Westin Westminster. Please visit the Hotel & Travel page for complete hotel information.

2 hours

Application fee: $275 | Exam fee: $125

Certification

SIA Training Professional

THU | MAY 11


Pete Marr, Technical Training Specialist, AMAG Technology

AMAG Symmetry Essentials Certification Training*

The class will consist of the following topics – Symmetry hardware overview, Symmetry software installation and programming, systems communication, basic card administration and configuration of basic access, system settings and configuration, as well as User Roles and accounts, System & Client Preference options, database management & disaster recovery. The students that successfully complete the practical and written exams will receive their certificates and certification numbers after the exam is graded.  You must be a current authorized VAR for AMAG in order to register for this session.

Learning Objectives
  • Installation and programming of Symmetry software
  • Demonstrate competency in the installation and configuration of The Symmetry Access Control System by practical exam, and successfully completing a written exam
Course Level: Beginner

NOTE: This session will be held at the Marriott Westminster. Attendees of this course may want to consider making hotel reservations at the Marriott Westminster rather than the Westin Westminster. Please visit the Hotel & Travel page for complete hotel information.

5 days

625

Certification

Pete Marr, Technical Training Specialist, AMAG Technology

Patrick “Pete” Marr has been in the low voltage/security industry since 1987, serving in numerous capacities, working with Nurse Call, Commercial Sound, Intrusion, Access and Intrusion systems. As a technician working for integrators and resellers, he filled the roles of installation and service technician, achieving the position of Service Supervisor. Pete left the field in 1999 to join the Product Management group at Detection Systems, Inc. as a Video Product Specialist. With the acquisition by Bosch Security Systems and their later acquisition of the former Philips CSI, Pete joined the Training and Projects group, focusing on Video and Intrusion Technology training. Pete filled the role of Training Supervisor at Bosch before leaving to join the Training Department at AMAG Technology in 2012. Pete’s duties include training development as well as training delivery. Prior to entering the security industry, Pete served for 8 years in the U.S. Navy as an Interior Communications Electrician, specializing in shipboard telephone, intercom, alarm, and synchro/servo systems. In many of his duty assignments, Pete served as the Division’s Training Petty Officer. Before leaving the Navy Pete achieved the rank of Petty Officer First Class."

Joe Lamontagne, Bosch

Bosch Technical Certification for the New G-Series of Panels (B8512G – B9512G)*

This course will introduce you to the B-Series Intrusion Panel features and capabilities, give you hands-on experience with connecting and configuring additional control panel modules as a part of an end-to-end Bosch security system. You will learn the basics of RPS programming functions. In addition, you will learn to connect and configure the Bosch B Series system, the similarities and differences between the GV4 and B Series panels, and the appropriate applications for each. Prerequisite: Successful completion of the Introduction to B Series/GV4 Series Control Panels Online course.

Learning Objectives
  • Recognize how to save time and money by allowing your technicians to receive technical certification to install, program and commission Bosch B8512G and B9512G intrusion panels
  • Direct IP video integration of Bosch cameras to the B-Series panels allows the camera to "be the sensor" and create alarm events based on motion and/or video analytic rules
  • Perform the configuration of alarm communications in a network and cellular environment to include encrypted options
Course Level: Intermediate

NOTE: This session will be held at the Marriott Westminster. Attendees of this course may want to consider making hotel reservations at the Marriott Westminster rather than the Westin Westminster. Please visit the Hotel & Travel page for complete hotel information.

4 days

Certification

Joe Lamontagne, Bosch

Joe has conducted technical training for Radionics / Bosch since January, 1989 and, yes, he does remember training your grandfather. A veteran of 11½ years of government service and 46 years in the electronic security industry, he holds a Bachelor’s degree from UCLA and Master’s degrees from both UCLA and Cal State Northridge University, as well as a California Secondary Schools Teaching credential.

Dave Davis, Training Manager, Software House / American Dynamics, Tyco/JCI

C•CURE 9000 System Installer/Maintainer – AC9001*

This is an intensive program designed to cover topics relating to system installation, configuration, operation, maintenance and troubleshooting of the C•CURE 9000 System. All aspects of system administration, monitoring, and C•CURE ID badging are covered. There is also comprehensive hardware coverage including the iSTAR controllers, iSecure Controllers (ISC), and associated readers, inputs and outputs. All methods of connecting hardware including network interfaces are covered. This course is heavily focused on hands-on hardware and software labs requiring the student to actually install, configure and troubleshoot the various components. You must be a current authorized VAR for Software House in order to register for this session.

Learning Objectives
  • Install, configure and troubleshoot the various components of the C•CURE 9000 System
  • Hands-on hardware and software labs requiring the student to actually install, configure and troubleshoot the various components of the iSTAR controllers, and associated readers, inputs and outputs
Course Level: Intermediate

NOTE: This session will be held at the Marriott Westminster. Attendees of this course may want to consider making hotel reservations at the Marriott Westminster rather than the Westin Westminster. Please visit the Hotel & Travel page for complete hotel information.

5 days

1620

Certification

Dave Davis, Training Manager, Software House / American Dynamics, Tyco/JCI

16 years of technical experience in the Access Control, Technical Training and Network Administration industries. * MCSE certified, expert in network design and troubleshooting. * Proficient and Certified in the Installation, Professional Services and Technical Training of the following: * C-CURE 800, 9000 * Intellex * VideoEdgeTM Network Video System * EMC AAM Server * Audits * Stratus everRun * CCure 9000 Enterprise * Business Intelligence Reporting Suite (BIRS) * Migrations from 800 to 9000

Tim Salata, Lenel Product Training Specialist, Lenel

Lenel Core Certification*

This five-day course is designed to familiarize students with access control hardware, basic system wiring, software installation, and basic system programming. The purpose of this course is to guide students through the step-by-step process required to ensure basic functionality of a Lenel access control system. You must be a current authorized VAR for Lenel in order to register for this session.

Learning Objectives
  • Identify different hardware components of a basic electronic security system and select suitable components for various different system topologies
  • Install and configure OnGuard Software (including the AccessControl database)
  • Describe best-practices in deploying and maintaining a basic access control system
Course Level: Advanced

NOTE: This session will be held at the Marriott Westminster. Attendees of this course may want to consider making hotel reservations at the Marriott Westminster rather than the Westin Westminster. Please visit the Hotel & Travel page for complete hotel information.

5 days

2100

Certification

Tim Salata, Lenel Product Training Specialist, Lenel

Tim Salata has worked in the Quality Assurance field since 1998. Tim has been working with Lenel since 2009 in Quality Assurance and the Technical Services Group. Late in 2016, Tim transferred to the Global Education Department as a Product Training Specialist.

Michael Zackoff, Lenel Product Training Specialist, Lenel

Lenel Database Certification*

This course is intended for technicians seeking to expand their knowledge, skills, and abilities in identifying and working with Crystal Reports in order to create custom reports for use in OnGuard. It is designed for individuals who are seeking the Lenel Certified Expert: Database. You must be a current authorized VAR for Lenel in order to register for this session.

Learning Objectives
  • Complete 1 day courses in database fundamentals and custom reports
  • Complete 1 day courses in Data Exchange and Data ConduIT
Course Level: Advanced

NOTE: This session will be held at the Marriott Westminster. Attendees of this course may want to consider making hotel reservations at the Marriott Westminster rather than the Westin Westminster. Please visit the Hotel & Travel page for complete hotel information.

5 days

2100

Certification

Michael Zackoff, Lenel Product Training Specialist, Lenel

Michael started out in the security industry over 10 years ago as an end user that deployed a 10 region Lenel OnGuard Enterprise system. After running the enterprise for a couple of years he became a senior engineer for a Lenel VAR. While working with clients he realized I enjoyed the training aspect. He has now been a trainer with Lenel for over 3 years and he brings his experience to every class he teaches so he can better prepare the students for the field.

Brian Clark, Technical Trainer, Exacq Technologies

exacqVision Technical Training

The exacqVision Technical Reseller Training course is an accredited single day course that covers all aspects of installing, configuring and using the exacqVision video management system (VMS) software and recorders. Upon completion, attendees should have the skills to complete an entire system installation and use the exacqVision VMS software on a daily basis. The exacqVision Technical Reseller Training course is regularly offered throughout North America by Exacq Technologies and worldwide through Tyco Security Products. While no prior training or course work is necessary to attend the exacqVision Technical Reseller Training class, attendees can learn a great deal of information about the exacqVision VMS by utilizing the Online User Training videos available on exacq.com. Attendees must bring a laptop computer to the class. All other networking equipment necessary will be provided. Attendees can earn continuing education credits upon completion of the exacqVision class. The exacqVision training class is certified by Bicsi and the Electronic Security Association.

Learning Objectives
  • Install, configure and use the exacqVision video management system (VMS) software and recorder
  • Demonstrate to your customer how to use the exacqVision client to monitor and review recorded video
Course Level: Beginner

NOTE: This session will be held at the Marriott Westminster. Attendees of this course may want to consider making hotel reservations at the Marriott Westminster rather than the Westin Westminster. Please visit the Hotel & Travel page for complete hotel information.

3.5 hours

Certification

Brian Clark, Technical Trainer, Exacq Technologies

Brian has worked in the physical security industry for over 15 years. His roles in Support and as Technical Trainer allow him to share his technical knowledge with integrators and installers all over the world. Brian lives in Indianapolis.

John Dalrymple, National Accounts Manager, Allegion

Schlage NDE Integrator Training

This is an in-depth product training going over the configuration, design, commissioning and servicing Schlage Engage products including cylindrical NDE and the new mortise LE locksets. These devices have been integrated into more than 12 different OEM access control systems and allow you to secure more doors for your customer. The training will be hands on with sample units and wireless gateways so that the student comes away with a better understanding on how to design and install the product line.

Learning Objectives
  • Analyze the different components that make up the wireless solution
  • Design and install the NDE and LE wireless lock with Gateway
  • Commission and service the NDE and LE wireless locks with Gateway
Course Level: Intermediate

NOTE: This session will be held at the Marriott Westminster. Attendees of this course may want to consider making hotel reservations at the Marriott Westminster rather than the Westin Westminster. Please visit the Hotel & Travel page for complete hotel information.

1 day

Certification

John Dalrymple, National Accounts Manager, Allegion

John Dalrymple, Electronics Training Manager for Allegion, spends his days delivering classes to integrators, locksmiths, and anyone else who wants to know more about Schlage electronic locks, Schlage and Von Duprin electrified hardware, and other associated hot topics. John’s background includes extensive experience in access control and commercial door hardware. He was first with our Allegion brands as the Von Duprin National Sales Manager, leading the selling efforts for an integrated, attendant-required, access control panel. In addition, John was an owner/partner in Architectural Access Integration, a distribution business serving the non-residential market in Boise, Idaho. More recently, John served as Branch Manager for Architectural Building Supply in Meridian, Idaho. John’s range of expertise makes him uniquely qualified to be in a classroom.

MON | MAY 8


Salvatore D’Agostino, Founder & CEO, IDmachines LLC

Privacy as a Key to Achieve Cybersecurity and Grow Customer Trust

As cybersecurity continues to grab headlines an increasing emphasis is being placed on making sure that security systems deliver the protection and countermeasures advertised.  This results in the need to not only make sure that systems are configured and installed properly but also that they embrace security by design.  In doing so it is important to recognize the roles of interoperability, usability and privacy in achieving security goals.  For example systems need to leverage standards to achieve interoperability, they need to be easy to use when they are hardened against cyber attacks and they need to meet an increasing set of global requirements to assure users and organizations that privacy and personal information with be safeguarded.  More and more security requirements are morphing into security and privacy requirements.  This workshop will look at privacy requirements and ways to build privacy enhancing features into security solutions.  Being able to do so and represent the value this provides gives a competitive advantage to system integrators and their underlying system providers.”

Learning Objectives
  • Explore how to design systems that combine the concepts of privacy by design with security by design
  • Discover the increasing set of privacy requirements and how they impact you and your customers
  • Examine how to make privacy by design a competitive advantage, grow revenue by accessing privacy budgets in customer organizations, and increase customer confidence and trust in you and the services and products you deliver
Course Level: Intermediate

60 min

Cybersecurity

Salvatore D’Agostino, Founder & CEO, IDmachines LLC

"Salvatore (Sal) D’Agostino is the founder and CEO of IDmachines, LLC, a provider of technical automation product and services including the Eidola platform and tools for security professionals. During the last 30 years, Sal’s customer and project experience includes EZPass and other electronic toll collection systems and numerous industrial supervisory control and data acquisition (SCADA) and automation applications. Sal helped develop and deploy the US Capitol and Pentagon physical security systems and the Personal Identity Verification (PIV) credential infrastructure for the federal government. Sal and IDmachines have in the past and in an ongoing basis provide identity, credential, access control and intelligent critical infrastructure and application s for global enterprises and governments. IDmachines’ customers include end-users, system integrators and equipment and software suppliers. Sal is active in industry and is currently the Chairman of the Board and President of the IDESG, Inc. the public private organization responsible for implementing the National Strategy for Trusted Identities in Cyberspace (NSTIC). Sal is active in the Kantara Initiative, which provides trust services, including certifications for the US Federal Identity Credentialing and Access Management initiatives, and connected life innovation. Sal chairs both its Leadership Council and its Identity Relationship Management Working Group and is a member of the Board of Trustees; his is also a member of its User Managed Access Working Group. He also holds a number of leadership positions in other industry trade organizations and standards activities involving identity, credentialing, access control, the internet of things and physical security standards, including the OIX, the Smart Card Alliance, the Security Industry Association and ASIS International."

Panel Presentation

Buying the Right Cyber and Error and Omissions Policy

What is offered on a Cyber policy? Do you have the right coverage and the right CYBER carrier. DO YOU HAVE A DATA RESPONSE PLAN IN PLACE? BB & T Insurance and our CYBER partners can help you develop the right one. According to new data, a SINGLE CYBER event can cost a small to mid-sized business an average of $86,000 and for larger businesses up to $861,000. These are claims examples and will go through real life System Integrator claims and the process. Who in you're company completes a CYBER application? A carrier can deny a claim if the insured provides Material Misrepresentation while completing a CYBER and E & O application.

Learning Objectives
  • Determine what is offered on a Cyber policy, is it the right coverage with the right carrier, and how much it costs
  • Discover what the difference is between a property crime policy and a cyber policy to cover extortion
  • Develop data response plans
Course Level: Advanced

60 min

Cybersecurity

Panel Presentation

Sylvia B. Menetre, Vice President, BB&T Insurance Services | Wayne Dean, Commercial Risk Advisor, BB&T Insurance Services | Christiaan Durdaller, National Director of Sales, INSUREtrust

PSA Cybersecurity Committee

Managing Cybersecurity Assurance for Physical Security Implementations

This technical presentation will demonstrate the implementation and lifecycle management of cybersecurity for a physical security system implementation from bench testing and delivery, through periodic warranty and maintenance service. In this presentation we will review the different methods used to scan for and close all unnecessary equipment network service ports. We will review methods for determining security equipment configuration web browser cryptographic protocols (SSL & TLS) and evaluate the strength of their associated encryption. We will review a method for generating and applying an upgraded encryption key to a device when supported. We will review the steps necessary to enable, capture and assess device Management Information Base (MIB) values via Simple Network Management Protocol (SNMP) to assess and document device conformance standards.

Learning Objectives
  • Discover different methods used to scan for and close all unnecessary equipment network service ports
  • Review methods for determining security equipment configuration web browser cryptographic protocols (SSL & TLS) and evaluate the strength of their associated encryption
Course Level: Intermediate

60 min

Cybersecurity

PSA Cybersecurity Committee

TUE | MAY 9


Ajay Menendez, Intructor, SecureSet

Cybersecurity Primer for Physical Security

In this introductory intensive course, students will explore common network and system cybersecurity threat vectors in the context of physical security infrastructure applications.

Learning Objectives
  • Discuss network security, network hijacking, and wireless hacking
  • Discover system security and wireless camera hacking/ IoT Systems and threats to physical security systems
Course Level: Beginner

3.5 hours

Cybersecurity

Ajay Menendez, Intructor, SecureSet

As an Infosec Professional, Instructor and Security Evangelist, Ajay has been using his 30 years of experience in information technology designing and implementing: the first MDU smart building in the US, multiple telemedicine programs including a DARPA project and indirectly saved tens of thousands of lives by deploying and supporting tech for a field hospital in the wake of the catastrophic Haitian earthquake. Using his behavioral psych degree, humor and insight he relates to students on how to be successful in today’s security climate. He currently works as a Senior SIEM Engineer for Optiv Security.

Panel Presentation

Your Cyber Liability is High: How Can You Reduce It and Protect Your Company

Despite the news of major data breaches every week, many companies still have not implemented a solid cyber security plan and prepared for the inevitable data breach. Many companies pay lip-service to the need for cyber security and throw a lot of money at it. However, adding more technology is only one piece of the puzzle. Many companies also fail to do the hard work of developing and implementing a strong cyber security program. Lack of planning and preparedness is one of the major reasons companies fail to quickly and easily address and recover from a major data breach, and why their liability in many of the class action suits filed against these companies is extremely high. This session will help you understand what is needed to develop and implement a solid plan and how to protect your company and customers.

Learning Objectives
  • Discover how to lower the risk of a data breach and prepare to quickly recognize a breach, quickly address the breach, protect your reputation, quickly recover, and potentially avoid costly lawsuits
  • Recognize the steps necessary to develop a solid cyber security program and implement it. Learn how to instill in your customers and business partners confidence that you have taken the steps necessary to protect sensitive or personal information
  • Illustrate the steps necessary to assess the risk to the company, develop a solid cyber security plan, develop a solid incident response plan, and prepare for the inevitable breach
Course Level: Intermediate

90 min

Cybersecurity

Panel Presentation

Wayne Dean, Commercial Risk Advisor, BB&T Insurance Services | Christiaan Durdaller, National Director of Sales, INSUREtrust | Andrew Lanning, Co-Founder, Integrated Security Technologies | Scott Takaoka, VP Business Development, VerSprite | David Willson, Attorney/Security Consultant, Titan Info Security Group, Inc.

Darnell Washington, President / CEO, SecureXperts

Cyber Threats They Don’t Tell You About

Just as good magicians never tells their secrets, hackers use a number of methods and processes to gain entry into a network using a number of tools that may appear to be sophisticated but under the surface is pretty basic. This presentation will focus not only on the unknown hacker from outside the organization, but the process hackers exploit and co-opt internal employees to exploit cyber vulnerabilities from an insider threat perspective.

Learning Objectives
  • Acquire the basic terminology used in the content of this presentation, and how these terms are applied during the presentation
  • Discover real world examples of insider threats and how cyber threats with catastrophic impact (especially to small business) can be detected and averted
Course Level: Beginner

90 min

Cybersecurity

Darnell Washington, President / CEO, SecureXperts

Mr. Washington is an industry recognized expert with over 25 years experience in the implementation of commercial security solutions for monitoring, identifying, and reporting on unauthorized activities in high risk enterprise computing environments. As a seasoned professional, he has been involved in numerous high-level incidents involving Federal, State, financial and local law enforcement agencies, and regularly advises the security community at large on secure infrastructure design and PKI architecture, insider threat management, and information security assessment, where he is commonly referred to as a subject matter expert.

Tom Galvin, Founder & CEO, Razberi

Security of the Security: Cybersecurity Best Practices and Automation for Video Surveillance Systems

The stakes for video surveillance systems are growing in myriad ways. According to research firm IHS Markit, the installed base of security cameras in North America is expected to grow from just 33 million in 2012 to nearly 62 million cameras by the end of 2016. That’s the equivalent of one camera for every six people. In 2012, network cameras accounted for only 17 percent of the total installed base. However, IHS predicts that they will account for 34 percent of the market by the end of this year. As the number of cameras connected to enterprise networks grows, so do the vulnerabilities, security incidents, and the difficulties of securing those cameras. The threats to cameras via physical sabotage, vandalism, and tampering are well known. Wired Magazine called the vulnerability of CCTV cameras to hacking one of the biggest security threats of 2016. Denial of Service (DDoS) attacks launched from CCTV cameras are becoming more commonplace. The average cost of a cyber attack to a company is up to $7.7 million, according to the Ponemon Institute. Unfortunately for most installers, addressing this issue often requires a detailed understanding of network operations and a labor-intensive process to fully secure the system. Indeed, the AXIS Communications Hardening Guide, an industry standard, has 24 pages of best practices for organizations large and small. However, the truth is that lack of know-how as well as a constant waterfall of urgent items on both the physical security and IT sides of the house often cause these sorts of preventative measures to fall off the to-do list. Even initially well-protected and isolated "camera only" networks can suffer security weaknesses brought about by unintended connections that bridge to the main corporate network. The majority of surveillance video breaches are due to human error such as negligence and misconfigurations. In this session, Tom Galvin will detail some of these security vulnerabilities and best practices for how to handle them. In addition, Galvin will also discuss the need for more automated camera hardening solutions. Physical security professionals should not have to be Certified Cisco Network Associates (CCNA) to install video systems. Automation will mitigate security vulnerabilities by ensuring that hardening best practices are done correctly and at scale. This will also prevent installers from spending hours manually performing hundreds of security tasks that may not be in their area of expertise.

Learning Objectives
  • Discover the various types of security vulnerabilities often caused by human error including: weak passwords, poor deployment, no clear roles or ownership, the need for multi-departmental cooperation, software bugs, physical installation problems, poor maintenance, flaws and weaknesses in standard network protocols, failure to align hardware or software on the network with IT policy
  • Explore best practices for securing cameras, whether they are a small business, a mid-size company, or an enterprise with a large network infrastructure
  • Describe some of the ways that automated camera hardening solutions - both current and future - could make their lives easier
Course Level: Intermediate

60 min

Cybersecurity

Tom Galvin, Founder & CEO, Razberi

Tom Galvin is the founder and CEO at Razberi Technologies. As an industry expert in the development of video management software used for the electronic security and surveillance industry, Galvin has more than 25 years of experience and is the inventor of five patents on voice over IP systems, including the Razberi™ ServerSwitch™. Previously, Galvin served as the executive leader of product management and product development at GVI Security. Prior to GVI, he was the president and founder of NetVideo Consulting where he provided strategic product consulting to manufacturers and software vendors for video surveillance products. Galvin was a product leader responsible for product management and development at General Electric Security and served as vice president of product development at Verint. Galvin started his telecommunications career at MCI Telecom, which is now Verizon, where he was responsible for developing network-based intelligent services. He was also a contributing author for Security Dealer Magazine with a monthly column on network video topics. Galvin has a Bachelor of Science in Electrical Engineering from Iowa State University and a MBA from the University of Iowa.

David Willson, Attorney/Security Consultant, Titan Info Security Group, Inc.

You Have Suffered a Data Breach: Now What?

Most companies you see in the news who have suffered a major data breach appear to flounder. As they stumble to address in the media the number of compromised files grows significantly as times passes. In fact, we recently saw the Yahoo breach of 500 million users, that actually occurred two years ago in 2014. Why do these companies appear to fail in their reaction to major data breaches? Preparedness is the key.

Learning Objectives
  • Examine how many companies have failed in the past once they discovered a data breach
  • Recognize what is needed to prepare for the next inevitable data breach
  • Utilize the steps for building a solid and comprehensive data breach and incident response plan
Course Level: Beginner

60 min

Cybersecurity

David Willson, Attorney/Security Consultant, Titan Info Security Group, Inc.

David is an expert risk/liability and cyber-security attorney/consultant, licensed in NY, CT, and CO. He holds the CISSP (Certification for Information System Security Professional) certification. He assists and represents companies with risk, liability, information security, incident response, data breach, and reputation protection issues. He provides risk assessments, policy review and development, data breach and incident response investigation management, and other cyber and legal issues. David is a retired Army JAG officer during which time he provided legal advice in computer network operations, information security and international law to the DoD and NSA and was the legal advisor for what is now CYBERCOM. He has published many articles, spoken at many conferences and conducted numerous classes and training in risk management.

Gunvir Baveja, CEO, eVigilant Security

How Do You Build a Managed Cyber Practice?

If you provide government or commercial contracts, you need to attend this session. We will discuss the importance of Cyber monitoring of servers, field devices, and IP devices on electronic security systems that you install. The DYN Denial of Service Attack crippled the internet from sites like Twitter, WSJ, HBO, CNN etc. All of these attacks came from internet of things IP cameras, printers, residential gates, etc. Security integrators will be informed of the appropriate steps to take to ensure cyber hardening and continuous monitoring improves throughout the physical security industry.

Learning Objectives
  • Explore the options to begin managed cyber practice
  • Discover how to build a pricing model for managed cybersecurity
Course Level: Beginner

60 min

Cybersecurity

Gunvir Baveja, CEO, eVigilant Security

Mr. Gunvir S. Baveja is the President and Chief Executive Officer of eVigilant, Inc. His primary focus is on leading the strategic growth and direction of the firm, while ensuring the highest stakeholder satisfaction fostered through a passion for service and quality. Mr. Baveja, along with his experienced executive team, shares a common drive for excellence, and works closely with clients and industry partners to deliver on eVigilant’s mantra of service, innovation, performance and high value integrated security solutions for both the Government and commercial clients. Mr. Baveja is a principal security engineer by profession and provides both executive and technical leadership at eVigilant. Mr. Baveja has over 17 years of experience in the industry and has worked in firms such as MCI, LCC, Lucent, and Sprint. He has brought in senior management to help fulfill eVigilant’s goal of providing its valued clients with high-value, comprehensive security solutions suite. Mr. Baveja’s goal is to make eVigilant into one of the nation’s top security companies to help clients with their cyber security and physical security needs, making eVigilant unique in offering its client a one-stop-shop for all of their integrated security needs. Together with his management team, he is working hard on continually keeping up with industry trends, and providing the best qualified team of professionals to provide high-value security services and offerings to eVigilant’s clients and helping them implement cost-effective ways to minimize their overall risk posture. Mr. Baveja has a proven track record of helping clients align their business objectives with their technology plans and has served as a trusted security advisor to many executives in the DC metro area. He also has an excellent track record of implementing integrated security solutions to help minimize risks and optimize the overall security posture for clients. Mr. Baveja holds a Bachelor of Science (BS) degree in Electrical Engineering from Polytechnic University.

WED | MAY 10


Larry Wilson, Chief Information Security Officer, UMass President's Office

Designing and Building a Cybersecurity Program Based on the NIST Cybersecurity Framework

Three things are certain in today’s business world: first, digital services are now at the center of all businesses; second, business is a moving target and third businesses are under attack from those trying to steal the critical information companies rely on for daily business operations and revenue generation. The demand for a proactive, collaborative and balanced approach for managing and securing enterprise digital assets and services across stakeholders, supply chains, functions, markets, and geographies has never been greater. To achieve the potential benefits of the innovation economy, an enterprise must ensure that it can build and maintain a reliable, resilient, secure and trusted digital infrastructure. To do this an organization must be able to identify its assets so it can understand its attack surface and the threats and vulnerabilities associated with that attack surface. With the growth of the Internet of Things (mobile devices, security cameras, video recorders, electrical boxes etc.) the attack surface along with its threats and vulnerabilities is constantly changing. To deal with this, organizations must build and maintain a continual service improvement program that delivers the right set of security controls to mitigate the latest cyber threats, remediate the critical vulnerabilities and protect the high value assets. Cybersecurity is all about managing risk. But, before you can manage risk, you need to understand risk. The main idea is that if organizations have a solid understanding of the risk components, including the threats, the vulnerabilities, the assets (and their relative value), and the controls, they will be in a better position to safeguard their most valuable information resources. An effective cybersecurity program involves a thorough understanding, assessment, and handling of these key risk components. This course focuses on best practices for designing and building a comprehensive Cybersecurity Program based on the NIST Framework for Improving Critical Infrastructure Cybersecurity (“The NIST Cybersecurity Framework”). The Framework was issued on February 12, 2014, as directed by President Obama in Executive Order 13636. The Framework provides guidance for reducing cybersecurity risk for organizations. The NIST Cybersecurity Framework has been adopted by many organizations as the foundation for their Cybersecurity Programs. At the completion of this course, students will have a solid understanding of the principles and practices of cybersecurity controls and the NIST Framework. They will be familiar with basic threat tactics, the attack chain, critical security controls, ISO 27002 controls, a working knowledge of technologies, operations, testing, assurance, program management and risk management principles.

Learning Objectives
  • Discover the elements of risk: threats, vulnerabilities, assets / identities and controls. Explore how these elements are defined and organized as engineering requirements in a controls factory model
  • Identify the NIST Cybersecurity Framework and mapping to 20 Critical Controls (technical controls) and ISO 27002 code of practice (business controls). Discover how these elements are defined and organized as technical requirements and business requirements in a controls factory model
  • Describe the three key areas of a successful cybersecurity program which include technical solutions, business solutions, and executive solutions
Course Level: Intermediate

3 hours

Cybersecurity

Larry Wilson, Chief Information Security Officer, UMass President's Office

Larry is responsible for planning, designing, operating, maintaining, communicating and reporting implementation and compliance status for the University of Massachusetts Written Information Security Program (WISP). The University of Massachusetts Information Security Program is based on the NIST (National Institute of Science and Technology) Cybersecurity Framework (CSF), the CIS (Center for Internet Security) 20 Critical Security Controls (Technology Focus), and the ISO 27002 Code of Practice for Information Security Management (Business Focus). Larry is currently the Chief Information Security Officer (CISO) for University of Massachusetts President’s Office. His primary responsibility is to develop a University-wide Information Security Policy and Written Information Security Program (WISP). In addition, he manages the UMASS Cybersecurity Consulting Practice that focuses on the assessment, design, gap analysis, summary of results, program scorecard, and implementation roadmap for UMASS customers. He was the recipient of the 2013 SANS Person Who Made a Difference Award in Cybersecurity, the 2013 Information Security Executive (ISE) finalist for North America, the 2016 ISACA New England John Beveridge Achievement Award, and the 2016 Information Security Magazine Most Influential People in Security. The UMass Security Program (which Larry is credited for designing and building) has been awarded an Information Security Executive (ISE) program award in 2013 and was a finalist for the 2016 ISE Award.

THU | MAY 11


Panel Presentation presented by the PSA Cybersecurity Committee

Practice Makes Perfect – Increasing Organizational Awareness Through a Proactive Approach to Cyber

Technical security is extremely important. Identifying and closing vulnerabilities is extremely important. Monitoring networks is extremely important. But, most of the major breaches seen in the news over the last couple of years appear to have originated with human error via the clicking of a link or opening of an attachment in an email. It seems like every day there is a new report of a data breach involving a retailer, financial institution, college or university, healthcare entity or even security alarm companies.   The end-user is the weakest link in the cyber security chain. Therefore, users, all users, must be trained and trained effectively. In this comprehensive presentation, you will learn about some of the recent high profile breaches, state data security laws, and best practices to protect and secure data and create a culture of compliance within your organization.  We also will provide an overview of the law in data breach cases, and a brief discussion of cyber liability insurance. We will close by giving participants an opportunity to work through the twists and turns of hypothetical data security incidents.

Learning Objectives
  • Explore current cyber threats and environment as well as obtain a basic understanding of the laws and regulations that apply to data security
  • Discuss best practices and how to effectively manage cyber risk
  • Apply skills obtained in session to work through mock breach scenarios
Course Level: Beginner

90 min

Cybersecurity

Panel Presentation presented by the PSA Cybersecurity Committee

Panelists: Andrew Lanning, Co-Founder, Integrated Security Technologies | Matt Meade, Co-Chair Cybersecurity and Data Protection Group, Buchanan Ingersoll & Rooney | Darnell Washington, President / CEO, SecureXperts | David Willson, Attorney/Security Consultant, Titan Info Security Group, Inc. | Larry Wilson, Chief Information Security Officer, UMass President's Office

Panel Presentation

UL Series 2900 – Building Standards for Cybersecurity

The rise in interconnected technologies has ushered in increased vulnerabilities, leading to cyber-attacks and the increased need for independent cybersecurity validation. Each device connected to the cloud or internet becomes a new attack point for cybercriminals. Cyber-attacks have become more sophisticated, harder to protect against and more costly than ever - security precautions have become critical to consumers and businesses alike. A system is only as strong as its weakest link. UL's Cybersecurity Assurance Program (UL CAP) aims to minimize cybersecurity risks by assessing software vulnerabilities and weaknesses, minimizing exploitation, addressing known malware, reviewing security controls and increasing security awareness. UL CAP is for vendors looking for trusted support in assessing security risks while they continue to focus on product innovation to help build safer more secure products, as well as for purchasers of products who want to mitigate risks by sourcing products validated by a trusted third party.

Learning Objectives
  • Discuss UL's Cybersecurity Assurance Program (UL CAP)- its goals, resources, and application
  • Describe how UL CAP can help to evaluate your security posture
Course Level: Intermediate

90 min

Cybersecurity

Panel Presentation

PSA Cybersecurity Committee | Neil Lakomiak, Director of Business Development & Innovation, Building & Life Safety Technologies, UL

Moses Ramos, Senior Trainer/A&E Liaison, ComNet-Communication Network

Understanding Cyber Security Concerns for Outdoor Environments

This course will discuss how outdoor/harsh environment network equipment has special needs for cyber security and why it needs to be protected.

Learning Objectives
  • Identify cybersecurity and how vlunerabilities of equipment changes when outside the normal confines of a building
  • Discover how a secure network is obtainable with proper procedures and the right equipment
Course Level: Beginner

90 min

Cybersecurity

Moses Ramos, Senior Trainer/A&E Liaison, ComNet-Communication Network

22+ years in security industry, 17 years Field training for leading manufactures of video security and networking equipment. BA in Business Information Technology.

Aaron Saks, Technical Manager - Business Development, Hanwha Techwin America

Securing Video Surveillance Devices to Close Network Vulnerabilities

We live in an increasingly connected world, where more and more devices and systems are being networked and sharing data with other systems. Convenience is a main driver behind this trend, as people have come to expect the ability to connect to and even control devices and systems from anywhere at any time. However, there is a downside to the unprecedented level of convenience provided by the growing number of networked devices, namely increased security risk. Because each device is an endpoint for networks, they introduce the potential to become entry points for hackers. Security devices must be safeguarded to protect video evidence, end devices, and networks to mitigate network risks. A review of the state of the industry and recent headlines will start the discussion. Security best practices and approaches will be discussed. The methods discussed will include how to batch update devices to streamline deployment and maintain systems efficiently.

Learning Objectives
  • Apply best practices to keep your Samsung and similar IP cameras, encoders, NVRs, and DVRs safe and secure, including password policies
  • Discover security features and settings that can and should be utilized such as network security mechanisms
  • Collect resources for keeping your Samsung products up to date
Course Level: Intermediate

60 min

Cybersecurity

Aaron Saks, Technical Manager - Business Development, Hanwha Techwin America

Mr. Saks is the Business Development Technical Manager at Hanwha Techwin America. His key responsibilities include developing vertical solutions with ecosystem technical partners. When new hardware and software partners are introduced, he serves as a technical resource and provides training to ensure products are fully understood and optimized for best performance. Working with the entire Business Development team, he is a resource to define solutions, identify partner products, solve customer issues, and assist in pilot project opportunities in a vertically focused approach. Over the past 10 years, he has served as a video surveillance subject matter expert, presented at many technology events such as security conventions, seminars, and road shows, as well as teaching Samsung’s acclaimed Samsung IP Institute (SIPI) certification courses. Previously, Mr. Saks was the primary instructor and curriculum developer of Samsung’s SIPI, which trains Samsung Techwin Ecosystem Partners (STEP) in a variety of topics, such as product selection, camera basics, IP addressing schemes, analytics, and more. This specialized SIPI training includes webcasts, classroom training, video-based training, and self-paced training modules. Many of these training sessions are manufacturer agnostic, discussing the latest industry technology trends and solutions. In addition to his experience with Hanwha, Mr. Saks has spent more than 15 years providing technical support services for a variety of computer and network based systems, from small Local Area Networks (LAN’s) to large Enterprise Wide Area Networks (WAN’s). Mr. Saks holds a BS in Computer Cartography and Geography from the University of Maryland, College Park and a MS in Information Technology from the University of Maryland, University College. About Hanwha Techwin America Hanwha Techwin America, the U.S. subsidiary of Hanwha Techwin, is a leading supplier of advanced video surveillance solutions for IP-video, analog and hybrid systems. Building on the company’s history of innovation, Hanwha Techwin America is dedicated to providing solutions with the highest levels of performance, reliability and cost-efficiency for professional security applications, such as continuing development in advanced edge devices and video analytics. For more information, visit HanwhaSecurity.com.

Jeff Barkley, Product Manager, Cybersecurity Initiatives, Tyco Security Products

How to Turn IT Security Policies Into System Configuration Inputs

Today many physical security products are installed on a company’s IT network. The IT departments typically have a set or network and security policies defining how a set of conditions, constraints, and settings about how to connect to the and how to protect the network assets. This session will provide an overview about how to take the information contained in network and security policies and use it to define the configuration inputs for a physical security system that will be installed on the network.

Learning Objectives
  • Describe what information is typically included in a network and security policies
  • Explain how to take the policies and turn it into the configuration input parameters for a physical security system
  • Discuss how to identify and ask for information you may need that is not in the policies
Course Level: Intermediate

60 min

Cybersecurity

Jeff Barkley, Product Manager, Cybersecurity Initiatives, Tyco Security Products

Jeff Barkley is the Product Manager for cybersecurity initiatives for Tyco Security Products’ Access Control and Video Surveillance businesses. The Cyber Protection Program is a comprehensive approach to cybersecurity including product security assessments, training, developing product roadmaps and requirements and government approvals including FISMA, NERC, and CPNI. With over 20 years of product management and marketing experience in a variety of industries, Mr. Barkley has a Bachelor Science in Electrical Engineering from Syracuse University, a Master’s of Science in Applied Management from Lesley University and a CompTIA Security+ Certification. He has served on technical committees for numerous engineering, standards and safety organizations including IEEE and NFPA. He has authored a number of technical papers in automatic test equipment, electronic design automation, and fire protection.

Nik Gagvani , Ph.D, President, CheckVideo

Is Your Physical Security System a Hacker’s Playground?

As security systems transition to IP, they are increasingly being used as launching pads for cyber-attacks. In recent days, the largest cyber-attack in history used IP cameras and NVRs as launching pads to attack other websites, and this problem continues to grow. This session will cover why hackers target video cameras and recorders, and how they launch attacks. We will cover how to assess the cyber-security of an IP installation, steps to take to prevent and thwart hacking attempts and conclude with best practices to ensure a secure network installation.

Learning Objectives
  • Explore the basics of network security and common vulnerabilities
  • Describe common mechanisms used by hackers to launch attacks using physical security assets
  • Discover ways to detect vulnerabilities in an installation and a way to mitigate and close those vulnerabilities
Course Level: Intermediate

60 min

Cybersecurity

Nik Gagvani , Ph.D, President, CheckVideo

Nik Gagvani, Ph.D. is President of CheckVideo. CheckVideo provides intelligent cloud VMS solutions for the security market. Nik has launched and grown intelligent video businesses for the past 15 years. He has played founding or leadership roles with integrators and manufacturers including SRI, Pyramid Vision, Cernium and Park Assist. He conceived and launched the first Cloud-connected smart camera in 2009 and his work has been recognized with awards from the Wall Street Journal, the Consumer Electronics Show, the Electronic Security Association and the Security Industry Association.

MON | MAY 8


Dan Cremins, Global Leader of Product Management, March Networks

Time to Get Your Head in the “Cloud”

Cloud based solutions are rapidly being deployed in many industries and customers are turning to their systems integrators to help them understand what the technology is all about and if it fits with their security and business requirements. Attend this presentation to learn more about the different implementations of cloud applications for video surveillance – software as a service (SaaS) for video management and business analytics - as well as hybrid video software as a service (VSaaS) offerings. Each option comes with its own set of key considerations, including bandwidth requirements, video management and integration capabilities, storage and accessibility, redundancy and cost models.

Learning Objectives
  • Learn more about the different video-based cloud solutions available in the market
  • Identify the pros and cons of each video-based cloud offering and the type of customer they best support
  • Leave with a check list of key considerations to help clarify and guide discussions with customers about cloud-based video solutions
Course Level: Intermediate

60 min

Management

Dan Cremins, Global Leader of Product Management, March Networks

Dan Cremins brings more than 22 years of security industry experience to his current role as Global Leader of Product Management with March Networks. Prior to joining the company, he worked at Tyco/American Dynamics where he held management positions in application engineering, product management and business development. Dan has spoken at leading security events, including ASIS International, and is a frequent contributor on security topics to publications including Security Dealer & Integrator, LP Magazine, Security Today, SP&T News, Innovative Retail Technologies and SDM.

Mitch Reitman, Principal, Reitman Consulting Group, Inc.

Valuation of a Systems Integration Company

What is your integration company worth? The RMR multiple valuation model doesn't necessarily fit for integrators. Mitch Reitman will discuss valuation methodologies and valuation approaches including the Income Approach, Market Approach, and the Asset Approach. We will discuss methodologies including Capitalization of Earnings, Discounted Earnings, Guideline Company, and Merger and Acquisition. Although RMR may be a component of the value of an integrator, it is just one of many. Mitch will discuss blended approaches and simplify the technical issues to help you improve the value of your company. He has performed hundreds of valuations of Security, Alarm, and Systems Integrations companies, many of which have been used in litigation and tax disputes. The class will be interactive and questions are encouraged. This class is a must for owners and upper management.

Learning Objectives
  • Discover the fundamentals of business valuation and how they apply to systems integrators as opposed to alarm companies
  • Utilize methodologies to maximize and increase the value of a systems integration company
Course Level: Intermediate/Advanced

60 min

Management

Mitch Reitman, Principal, Reitman Consulting Group, Inc.

Managing Principal – Reitman Consulting Group, Inc. (formerly S.I.C. Consulting, Inc.). Reitman Consulting Group provides financial consulting to security alarm companies in nine states. Experience Twenty-three years as a Certified Public Accountant, with Twenty- one years in the Security Alarm industry. Prior to forming S.I.C., Consulting, Mr. Reitman was Vice President of Acquisitions for Select Security, and Director of Acquisitions and Business Development for Protection One Alarm Monitoring, where he participated in more than $375 million of alarm account transactions. He began his career at Coopers and Lybrand, Certified Public Accountants, where he was an Audit Manager. Education University of Texas at Austin – Bachelor of Business Administration – Accounting University of North Texas – Master of Science in Accounting Mr. Reitman is a frequent lecturer to Alarm Industry trade groups and associations. Either he or Reitman Consulting Group, Inc. are members of the Central Station Alarm Association (consulting member), National Burglar and Fire Alarm Association, Texas Alarm Association, Texas Burglar and Fire Alarm Association, Arizona Burglar and Fire Alarm Association, Southern Texas Alarm Association, and a member of the American Institute of Certified Public Accountants Forensic Valation Section. He serves on the Board of Directors of several industry organizations including Alarm Industry Research and Education Foundation (AIREF), and is on the Editorial Review Board of Security Sales and Systems Integration Magazine.

Panel Presentation

SalesMarines – Tech Marines – Innovating in Sourcing, Hiring, and Training

In this panel discussion, we will explore some new innovative ideas of how to improve sourcing, hiring, training and drawing on a new pool of disciplined and trained talent, U.S. military veterans reentering the work force. They bring commitment, loyalty, team work, leadership, great training and a "can do" attitude to their new mission of protecting people, property and assets in a civilian world. PSA members are looking for new ways to hire the Next Generation of talent to fuel their growth. We will also share the three critical steps we will use in our process of helping PSA members identify, qualify and hire their next generation of professional sales and technical teams

Learning Objectives
  • Discover the program to hire veteran talent
  • Explore the training program for veteran talent
Course Level: Intermediate

60 min

Management

Panel Presentation

Paul Boucherle, Principal, Matterhorn Consulting | Leila Blauner, Founder & Team Growth Strategist, Scalability Solutions | Brian Boucherle, Communications Manager, Matterhorn Consulting | Leon Cerna, President, The HR Advantage Group | Shaun Castillo, President, Pref-Tech

Barry Epstein, President, Vertex Capital

The Changing Acquisition World and What It Means to the Life Safety Industry

It used to be that the majority of the acquisitions were large life safety companies buying smaller life safety companies. Now private equity players come from the outside, search funds appear out of nowhere and foreign buyers with deep pockets are buying into the marketplace. What does this mean for your company and for your industry? Join Barry Epstein of Vertex Capital as he takes you through the different players that are in today and others that may be in tomorrow. Find out what it means for you and what it implies for the future!

Learning Objectives
  • Discover what private equity is and how it functions
  • Explore private equity's role in the life safety industry. The attendee will know who the players are, how they act, and what their goals are
  • Examine the impact of private industry on the attendee's business and industry. The goal is to know how to compete and win more business, how to acquire when competing against a private equity player, and how to plan for the future
Course Level: Intermediate/Advanced

60 min

Management

Barry Epstein, President, Vertex Capital

Barry Epstein, President of Vertex Capital, represents buyers and sellers throughout the Life Safety sector. With over 20 years of industry experience, he has completed numerous acquisitions in areas that include integration, fire, monitoring, guard and medical alert. He is a frequent industry speaker on growth through acquisitions, exit strategies and the current state of the acquisition marketplace. Vertex represents buyers ranging from public companies and private equity to super regionals and local buyers. The company represents sellers of all sizes, from SDM 100 companies to local dealers. Prior to founding Vertex Capital, he served as Senior Vice President at SLP Capital, a specialty finance company which provided capital to the Life Safety sector. He also served as a lender at FSS, a specialty lender to the alarm industry. Barry holds an MBA and a BBA from the University of Texas McCombs School of Business.

PSA Leadership Committee

Leadership Lessons Learned – Where Did They Come From?

Many of us have encountered natural leaders.  These are people who instinctively do the right thing and effortlessly turn others from good to exceptional.  For many of us, leadership is something we have to work on.  Join PSA’s Leadership Committee as they share some of their top lessons learned during their careers as leaders in the physical security industry.

Learning Objectives
  • Discover what industry leaders have learned through their own experiences
  • Explore different leadership techniques used by industry leaders
Course Level: Advanced

60 min

Management

PSA Leadership Committee

By coming together as a network to share ideas and tackle industry challenges head-on, PSA’s specialty committees deliver value to ALL integrators, regardless of size or markets served. The Leadership Committee is a taskforce of volunteers that facilitate leadership development by creating tools to help foster communication, collaboration, and connection.

Ron Davis, President, Davis Mergers & Acquisitions Group

Using the RMR Model to Increase the Value of Your Company

Traditional electronic security companies long have recognized the value of Recurring Monthly Revenue (RMR). Today, integrators also acknowledge the significance of RMR, especially as it relates to service. The combination of RMR and a multiple of EBITDA significantly increases the value of an electronic security company, especially integrators. Ron Davis explains the process of evaluating a company as part of an exit strategy. He details the steps necessary to achieve individual and corporate goals. At the conclusion of his presentation, he gives each attendee a copy of his most recent book, "The Start of the Deal," which is a handbook for anyone interested in either buying or selling a company. This session is intended exclusively for owners.

Learning Objectives
  • Discover how to value a company, using an RMR model
  • Explore a proven pattern for achieving personal and corporate goals
  • Develop a practical and meaningful exit strategy
Course Level: Advanced

60 min

Management

Ron Davis, President, Davis Mergers & Acquisitions Group

Ron Davis is well known and readily recognizable as one of the most knowledgeable people in the security industry. He is president of Davis Mergers & Acquisitions Group, the industry's longest running "broker" or "finder", exclusively representing the sellers of electronic security companies. He has spoken at over 1,000 industry meetings and conventions, and was among the first group inducted into SSI's Hall of Fame. He was the creator of the phrase "recurring monthly revenue." He is one of the most prolific authors in the industry. Ron has written numerous articles, columns and newsletters. He recently published the best-selling book "Greatest Ideas of the Alarm Industry's Greatest Thinkers" which is based on his columns and interviews included in the publication SSI over the past few years. His second book, "The Start of the Deal," has been widely recognized as the most complete primer on the Mergers & Acquisitions process. He also is recognized for writing and narrating the cassette program "The Success System for Selling Security." He is the founder and first chairman of Security Alliance Corporation, the founder and first chairman of Security Associates International and the founder of Security Industry Education Group. Ron is a founding member of the National Speakers Association, and is one of the first to receive the designation of Certified Speaking Professional (CPS). Ron was the originator and founder of the security industry's first educational symposium, conducted over 20 years, mostly in Las Vegas. Today, his company, Davis Mergers & Acquisitions Group, focuses exclusively on acquisitions and mergers, always representing sellers, thus assuring the exit strategy will be as rewarding as possible. He is the man who is going to help us understand how we get from here to there, and once we get there, what to do about it!

TUE | MAY 9


Matthew Rosenquist, Cyber Security Strategist, Intel Corporation

Keynote | Cybersecurity Risks and Recommendations – Where Your Focus Needs To Be

Cybersecurity continues to be at the forefront of the physical security industry. Government, manufacturers, integrators, enterprises, and end-users are all at risk, and are in a race to be a part of the solution instead of the problem. Matthew Rosenquist, renowned Cyber Strategist and Evangelist for Intel Corporation, will discuss the top cyber risks to your business and share recommendations on how YOU can be part the solution and not a victim.

Learning Objectives
  • Learn about the top three cybersecurity risks from one of the most well respected experts in the industry
  • Get recommendations for how you can not only avoid cyber risks, but also become a critical solution to the problem for your customers and your own business

60 min

Management

Matthew Rosenquist, Cyber Security Strategist, Intel Corporation

Matthew Rosenquist is a Cybersecurity Strategist for Intel Corp and benefits from 25 years in the field of security. He specializes in strategy, measuring value, and developing cost effective capabilities and organizations which deliver optimal levels of security. Matthew helped with the formation of the Intel Security Group, an industry leading organization bringing together security across hardware, firmware, software and services. An outspoken advocate of cybersecurity, he strives to advance the industry and his guidance can be heard at conferences, and found in whitepapers, articles, and blogs.

Robert J Zarlengo, President, Robert J. Zarlengo Inc.

How to Transition Ownership to an Insider

The presentation is designed to provide the closely held business owner with an overview which will help plan, develop and execute a transition of ownership to an insider or group of insiders. It will review the six primary methods in which such a transfer can be made covering the pros and cons of each method. The presentation will include discussion on how to minimize both income and estate taxes and keeping the retiring owner in control until the financial part of the transaction is complete.

Learning Objectives
  • Discover the objectives of an owner to leave their business: Minimize income and estate taxes at every turn and avoid hidden double taxation when transitioning to an insider. Transition their business for the most money possible. Control the circumstances around their exit
  • Review six different methods including the pros and cons to transition ownership to an insider: 1. Bequest 2. Gift 3. Sale 4. Bonus 5. Popeye Plan 6. Oldco/Newco strategy
  • Leave your business on your terms not someone else's
Course Level: Beginner/Intermediate

90 min

Management

Robert J Zarlengo, President, Robert J. Zarlengo Inc.

Exit Strategist Robert (Bob) Zarlengo CPA/ABV, CVA, CExP, has more than four decades of experience in public accounting and is passionate about helping business owners achieve their exit strategy objectives. Robert J. Zarlengo, Inc. is a transition planning practice that helps business owners develop and implement a solid exit strategy that allows them to transition or sell their businesses to meet their personal and financial objectives. Exit Planning is not an event; it is a natural phase of the life of a business that should be expected and planned for to maximize the benefit to the owner. In working with over 60 business owners in the last five years, Bob has found three absolutes: No entrepreneur wants to pay any more taxes than necessary, every business owner will leave his/her business someday, and those who try to do it on their own will inevitably leave money on the table. Bob helps business owners navigate through these questions and more, providing resources to help analyze what the business is worth today and what it must be worth for the owner to exit in the way they’d like. His expertise in financial reporting, income and estate planning, and tax compliance makes him a valued and trusted advisor to the clients he serves. In addition, Bob’s experience includes almost forty years of ownership of a small professional services firm. He has worked with numerous entrepreneurs, business owners, and retirees in the areas of financial reporting, income and estate tax planning, tax compliance, business consulting, and transition planning. Bob has worked with closely held businesses in many different industries, from manufacturing to healthcare to construction. Bob holds a Bachelor of Science in business administration from Regis University. He is a Certified Public Accountant in Colorado and Arizona, Certified Valuation Analyst, Certified Exit Planner, and holds the Accredited in Business Valuation credential from the American Institute of CPAs. Bob is also a licensed real estate broker in the state of Colorado. He is a member of the American Institute of CPAs and the Colorado Society of CPAs. Bob was born and raised in Denver, Colorado, and raised his own family here as well. He and his wife have three grown children and six grandchildren. In his free time, Bob is very active in the Catholic church.

Panel Presentation

State of the Industry

A diverse selection of security industry experts take the stage in this can't-miss presentation. Regardless of your company's size or sales volume, you'll benefit from this discussion of what's happening in the marketplace and the challenges and opportunities for the systems integrator, manufacturer and security professionals.

Learning Objectives
  • Explore which trends will have the greatest impact on the physical security industry
  • Identify challenges and opportunities for the systems integrator, manufacturer and security professionals
  • Visualize what the next five years might bring with advances in technology, shifts in strategy and impacts on operations
Course Level: Intermediate

90 min

Management

Panel Presentation

Bill Bozeman, President & CEO, PSA Security Network | Gunvir Baveja, CEO, eVigilant Security | Matthew Rosenquist, Cyber Security Strategist, Intel Corporation | David Sylvester, Founder & President, 3SE | Chuck Wilson, Executive Director, NSCA

Mark Melendes, Managing Director and Group Head, ThePrivateBank

How to Attract RMR Financing

Having a strong track record of financial reporting is important before you make an acquisition or embark upon a program of strong organic growth. This course includes a thorough review of the financial reporting and due diligence required by RMR security lenders. Including recommendations and steps your company should make to attract the financing necessary to grow your business. Attendees will received detailed information on financial reporting, systems, resources and procedures that banks and other finance companies look for. Other benefits also include better information to run your business, and better valuation upon exit.

Learning Objectives
  • Observe a detailed review of financial reporting required by RMR lenders
  • Explore other important due diligence required by lenders or buyers
  • Discover steps your company can make to improve financial reporting over time
Course Level: Advanced

90 min

Management

Mark Melendes, Managing Director and Group Head, ThePrivateBank

Mark Melendes joined The PrivateBank in 2008, and leads a team of seven professionals that focus on providing financial services to companies in the security and medical alert industries. Mark is one of the security industry’s most experienced lenders, providing credit solutions for nearly 70 security companies, including growth capital, acquisition, recapitalization and ESOP financing. Mark joined The PrivateBank having played a critical role in the growth of LaSalle Bank’s Security Lending Group, where he spent seven years handling all facets of client relationships and business development. Mark began his banking career at Bank of America where he specialized in middle market and asset-based finance. Mark has a finance degree from the DePaul University Driehaus College of Business and earned his MBA from University of Chicago’s Booth School of Business. Mark is a member of the DePaul University Finance Advisory Board.

Leila Blauner, Founder & Team Growth Strategist, Scalability Solutions

Looking Beyond the Resume

If you've ever had a fantastic interview with a candidate who had an impeccable resume, and then been surprised upon hire when they were not quite what you expected, this interactive workshop is for you. Learn the secrets to identifying with total confidence the candidates who truly will be the right fit in every way, including vetting skillsets.

Learning Objectives
  • Discover how to narrow down the pool of candidates using an efficient and effective process with candidate tracking systems, online screening questions, and phone screens. Includes process overview, what to look for, common mistakes, and Q&A with audience
  • Explore effective interviewing techniques
  • Examine skills and apply to try out the role
Course Level: Intermediate

90 min

Management

Leila Blauner, Founder & Team Growth Strategist, Scalability Solutions

Leila Blauner spent fifteen years successfully building and leading her own teams in tech and project management, with clients across a broad range of industries. As Founder & Team Growth Strategist at Scalability Solutions®, she now leverages the proven methods that resulted in high retention of her own team members, to transform the way her clients build and lead their teams. Leila holds a master's degree in Project Management from Boston University, a BS degree in Business Administration / Marketing from the University of Colorado at Boulder, and is certified in business coaching (CPC and ELI-MP) and project management (PMP, CSM, and ACP). Her passion is creating a world where people are happy, fulfilled, and empowered at work.

Chuong M. Le, Attorney, 3i Law

Joint Venture & Teaming Agreement Basics


PSA Owners and Members Only
As a way to grow business, PSA National Deployment Program members are entering into partnerships not only to be competitive during the bidding process but to be able to integrate their services. As part of this relationship, it is necessary that all parties understand basic terms of a joint venture or a teaming arrangement and how to share costs and losses over the course of the project. Brought to you by the PSA National Deployment Program, this special presentation will provide an overview of the fundamental concepts for the development and engagement of these agreements.
Learning Objectives
  • Differentiate the differences between a joint venture agreement and a teaming agreement
  • Identify necessary terms that should be included in each arrangement
  • Obtain best practices for managing these agreements and relationships
Course Level: Advanced

60 min

Management

Chuong M. Le, Attorney, 3i Law

Chuong M. Le is an attorney and shareholder with 3i Law. We are problem solvers that focus on providing individuals and business owners with fully integrated solutions to complex legal issues in an innovative manner and with integrity. Chuong represents clients in the areas of corporate law, tax law and wealth strategies. Chuong has represented businesses and companies during startup and formation, joint ventures, corporate acquisitions and sales, and provided counsel during loan restructures, succession planning, and contract negotiations. He has also represented individuals and families on wealth strategies and preservation, including structuring disposition of assets, gift and tax planning, and charitable giving. At the core of Chuong’s practice is commitment to personal attention and professionalism to each of his clients. For business clients, he understands the challenges a business face on a daily basis and works closely with the client to achieve their short-term and long-term goals. When representing individuals and families, Chuong is sensitive to their issues, personal goals, and family dynamics. Through his experience, knowledge, and background, Chuong advises clients with appropriate solutions that best meet their business and legal needs.

Kurt Takahashi, President, AMAG Technology

“Operationalize Security” – What Does That Mean and Why is It Important?

Beyond access control, what are the challenges businesses face on a daily basis? How can organizations leverage existing security infrastructure to overcome those challenges? How can you, as the integrator, help your customers identify and solve their challenges? Companies struggle with manual processes and small teams, managing multiple systems and data with decreased budgets, and tracking data to meet compliance requirements and reduce threats. Companies make decisions based on three driving factors: cost, risk and compliance. In this session, integrators will learn how to discover their customer’s vulnerabilities and deliver innovative solutions to help businesses operationalize security. By learning how to help businesses operationalize their security, the integrator will become a trusted advisor as they streamline their customer’s business to help them save money, reduce risk, and meet audit and compliance requirements.

Learning Objectives
  • Identify current security infrastructures to reduce cost, mitigate risk and meet compliance
  • Determine where labor intensive manual processes can be streamlined to reduce errors and create more automated processes to save money
  • Create processes to meet government regulations, enforce security policies and maintain an audit trail
Course Level: Intermediate

60 min

Management

Kurt Takahashi, President, AMAG Technology

Kurt Takahashi is the President of AMAG Technology. Kurt leads the sales force to implement new strategies to drive growth and extend exceptional customer service. Kurt began his security career in 1995 at Sensormatic Corporation before moving to ADT Security Services where he worked his way up for 15 years to Group Director, Integrated Solutions Sales. Kurt built an advanced services team to lead sales and business development for the Proximex acquisition (Physical Security Information Management software) across all vertical markets of ADT. At ADT, he built a track record of success in sales and sales management, managing revenue and growing revenue year over year. As Vice President of Global Sales and Marketing at Quantum Secure (Physical Identity And Access Management software), Kurt reorganized Sales, Business Development and Marketing teams which helped increased global pipeline, sales and year over year revenue growth. He is an expert in PSIM/PIAM enterprise software and IP based security solutions such as access control, video and intrusion. He thrives on improving processes and strategizing sales and marketing initiatives to achieve results by understanding the customer and how solutions and services can benefit their organization.

Sonny Grover, Executive Vice President, alliantgroup

Tax Incentives for the Security Integrators and Solutions Providers

alliantgroup's mission is one of education and awareness – we exist to help industry organizations, U.S. businesses, and the CPA firms that advise them, take full advantage of all federal and state tax credits, incentives, and deductions available to them. Our government has legislated these powerful incentive programs to help businesses grow and successfully compete both in the U.S. and abroad. As part of our recent, exclusive partnership with PSA Security Network, we work with integrators to identify these incentives to help them reinvest in their company, hire more technically skilled labor, and ultimately remain competitive on a global scale. We are proud to have helped over 20,000 businesses claim more than $5 billion in tax incentives! alliantgroup’s headquarters is in Houston, Texas, with offices in cities across the country including New York, Boston, Chicago, Orange County, Sacramento, Orlando, Indianapolis and Washington, DC.

Learning Objectives
  • Discuss the R&D Tax Credit
  • Discover how the security industry qualifies for the R&D Tax Credit
  • Explore how you claim the R&D Tax Credit
Course Level: Intermediate

60 min

Management

Sonny Grover, Executive Vice President, alliantgroup

Sonny Grover is a Senior Managing Director/Executive Vice President based out of alliantgroup’s New York and Washington DC offices. Mr. Grover is a Certified Public Accountant with more than 25 years of experience providing tax, mergers & acquisitions, structuring and operational consulting to corporations, partnerships and individual business owners throughout the world. As alliantgroup’s leading tax advisor, he currently specializes in identifying tax credits, incentives and deductions for system integration business owners, executives and solutions providers across the country.

Paul Cronin, Senior Vice President, Atrion

Building Boards for Success

This session will explore the steps needed to build client advisory and corporate boards to enable your business and provide guiding insight to accelerate your business.

Learning Objectives
  • Discuss and describe the value of boards
  • Discover how to build client advisory boards to grow your business
Course Level: Intermediate

60 min

Management

Paul Cronin, Senior Vice President, Atrion

Mr. Cronin is a 32-year security industry veteran. In his role as partner at Atrion Networking, his focus is on business and partner relationship development across converging industries and technologies (including security, AV, voice, networking, storage, applications, and managed services). Paul shares his industry insight as a director on the CompTIA, NSCA, IT Careers Foundation boards, and PSA Educational Advisory Council. Paul shares his experiences as a columnist for SDM and contributor to other industry periodicals. He is a frequent presenter at TEC and is a Leadership Challenge Workshop Master facilitator. He brings together client executives, staff, vendors, and industry professionals for an incredible experimental learning
experience that enables them to lead in the most difficult of times.

Paul Boucherle, Principal, Matterhorn Consulting

The Execution of Change

There are no limit to the new ideas, business optimization trends, technologies and leadership initiatives that fight for bandwidth in our companies. Selecting the right ones to pursue at the right time with limited resources is a real challenge we all deal with every year. The ultimate challenge is the tactical execution of change within our organizations. Executing change at the tactical and practical, boots on the ground level takes discipline, skills, tools and experience. We will explore each of these areas and provide some practical methods and tools that we know work in the real world.

Learning Objectives
  • Recognize the true nature of and the resistance to "change" as a human behavioral response
  • Establish the crucial 5 steps to get change right and deliver on the business results you expect
  • Identify the 5 biggest mistakes people make when attempting implement change
Course Level: Intermediate/Advanced

60 min

Management

Paul Boucherle, Principal, Matterhorn Consulting

Paul C. Boucherle CPP- Certified Protection Professional and CSC - Certified Sherpa Coach has more than thirty-nine years of diverse security and safety industry experience in operations, sales and management. Corporate experience lasted 21 years at a Fortune 100 company managing an $85m business unit before the entrepreneurial spirit emerged and he founded two successful companies since 1997. Matterhorn Consulting works with the entire low voltage system integration industry Eco-system including manufacturers, distributors, system integrator's, security dealers and end users. His broader perspective provides unique insights that guide his clients to greater success. As a corporate consultant and executive coach, Paul has an exceptional track record of business improvement is based on his philosophy of total enterprise engagement in change. He is able to identify and diagnose sales and growth impediments that go far beyond marketing, working with companies to refine their organizational vision, structure, product lines, sourcing, sales channels, and market position, as well as the soft skills of organizational development. Paul serves on the SIA ISC West education advisory board, the PSA Security educational advisory board, ASIS technology judge and educational adviser and contributor to ESA membership. Paul served as a United States Marine from 1970-1976 which included one tour in Vietnam. Paul writes the monthly column “Business Fitness” for Security Sales & Integration magazine.

WED | MAY 10


PSA Board of Directors and Management

PSA Security Network Stockholder’s Meeting


PSA Owners Only
This session allows attendees to focus on their areas of interest, and provides tools and experience that can bring immediate value to the organization.
Learning Objectives
  • Discover how to maximize your equity share
  • Review important and exclusive benefits available to you as a PSA stockholder
 

90 min

Management

PSA Board of Directors and Management

Panel Presentation

PSA Financial and Operational Metrics


PSA Owners Only
Understanding financial and operational dynamics are of the utmost importance to leading decision makers in any industry. With over 65 years of combined experience specific to security integration, Bill Bozeman and Nadim Sawaya will present financial metrics in detail and answer any questions attendees may have. During this interactive session, Bill and Nadim will cover financial information based on decades of “in the trenches” experience with small, mid-sized and large security systems integrators covering all of the major verticals .
Learning Objectives
  • Collect real-time business advice that will help you improve financial operations, cash-flow and build long-term value for your business
  • Using the numbers from a real company, discover how to conduct a net present value calculation and sensitivity analysis
 

90 min

Management

Panel Presentation

Bill Bozeman, President & CEO, PSA Security Network | Nadim Sawaya, Principal, EPC

Jennifer Phillips, NDP Program Manager, PSA Security Network

NDP Testimonial Studio


PSA National Deployment Program Members Only
Lights, camera, action! PSA Security Network is turning the spotlight on the members of the National Deployment Program (NDP) whose participation has grown the program into PSA's second largest customer with over $7.2 million in projects, 150+ locations, 2500+ technicians, 560+ sales professionals, and 500+ operations professionals. NDP members are encouraged to stop by the NDP Testimonial Studio and record a short testimonial about their experience, partnerships, and projects. All testimonials will count towards the NDP Rewards Program membership credit and registrants will be contacted to reserve a specific time slot. Step into the spotlight and register early!

1 day

NDP Members Only

Management

Jennifer Phillips, NDP Program Manager, PSA Security Network

Jennifer Phillips is the National Deployment Program Manager for PSA Security Network.

THU | MAY 11


Paul Cronin, Senior Vice President, Atrion

Leadership Challenge Workshop

Delivery of a one day, highly interactive leadership workshop to 20 people. Last year’s rating was 4.6 of a 5 rating. This one day workshop is consolidated from a two-day workshop with a retail value of $2200. A leadership training series designed for everyone who wants to be a leader, from front-line managers and executives, to those who wish to attain more from their jobs. Properly trained leaders not only perform better on the job, they also make those around them more productive, responsible, loyal, and motivated. Topics to be covered: (1) Model the Way: Leaders establish the principles concerning the way people (constituents, peers, and customers alike) should be treated and the way goals should be pursued. They create standards of excellence and then set an example for others to follow. (2) Inspire a Shared Vision: Leaders passionately believe they can make a difference. They envision the future, creating an ideal and unique image of what the organization can become. They breathe life into their visions and get people to see exciting possibilities for the future. (3) Challenge the Process: Leaders search for opportunities to change the status quo. They look for innovative ways to improve the organization. In doing so, they experiment and take risks. Because leaders know that risk taking involves mistakes and failures, they accept the inevitable disappointments as learning opportunities. * Workshop Certification and Diploma.

Learning Objectives
  • Explore your leadership strengths and weaknesses
  • Identify your fundamental values and beliefs. Understand the ways to build a shared vision
  • Discover ways to lead in life, family, work and community
Course Level: Intermediate

1 day

Management

Paul Cronin, Senior Vice President, Atrion

Mr. Cronin is a 32-year security industry veteran. In his role as partner at Atrion Networking, his focus is on business and partner relationship development across converging industries and technologies (including security, AV, voice, networking, storage, applications, and managed services). Paul shares his industry insight as a director on the CompTIA, NSCA, IT Careers Foundation boards, and PSA Educational Advisory Council. Paul shares his experiences as a columnist for SDM and contributor to other industry periodicals. He is a frequent presenter at TEC and is a Leadership Challenge Workshop Master facilitator. He brings together client executives, staff, vendors, and industry professionals for an incredible experimental learning experience that enables them to lead in the most difficult of times.

Panel Presentation

The Roadmap of Making RMR a Reality

This presentation is applicable to the security integration executive, and the content will describe how recurring revenue is the best way to build enterprise value. Following the lead of the IT industry, many security integrators have concluded that product and installation revenues alone are not sufficient to support a healthy organization in the long run. These progressive physical security integrators are moving away from installation to service-focused business models. Services offer several distinct advantages over revenue from one-time installations, including higher gross margins, more impact on company value and increased opportunities for repeat business. During this presentation, executives will explore the advantages of shifting from an installation-focus to an "as a Service" focused business model. They will also receive specific and actionable steps needed to build a service-focused business plan and increase recurring monthly revenue.

Learning Objectives
  • Discover how the physical security industry is shifting to "as a service" and managed services as it catches up to IT cloud market share
  • Explore how moving clients to cloud technology with Software as a Service (SaaS) along with other valuable professional services provides a predictable, profitable revenue stream for security integrators
  • Examine how recurring revenue is the best way to build enterprise value, and how to take steps toward making this shift
Course Level: Intermediate

90 min

Management

Panel Presentation

Sandra Jones, Founder & Principal, Sandra Jones & Company | Gunvir Baveja, CEO, eVigilant Security | Charles Durant, Senior Business Advisor, Sandra Jones & Company | Steve Van Till, President & CEO, Brivo

PSA Leadership Committee

Create a Shared Purpose

It’s no secret that generations in the workplace are very different. They are motivated differently, they communicate differently, and they make decisions differently. Conscious capitalism--where companies focus on delivering long-term value through purpose, passion and shared ideals--is the long-game strategy to attracting today’s top talent. Where are you leading people?  We study, read articles, and discuss how to be a leader regularly.  We seldom discuss where your leadership is taking those you are leading.  The purpose of leadership is to inspire people to achieve something.  Is that something inspirational?  Does it have meaning? Join PSA’s Leadership Committee in a dialog regarding how to motivate different generations in the workplace.

Learning Objectives
  • Identify the differences between generations and their motivations, communication tactics, and decision making
  • Evaluate different methods used in overseeing multiple generations in the workplace
Course Level: Intermediate

60 min

Management

PSA Leadership Committee

By coming together as a network to share ideas and tackle industry challenges head-on, PSA’s specialty committees deliver value to ALL integrators, regardless of size or markets served. The Leadership Committee is a taskforce of volunteers that facilitate leadership development by creating tools to help foster communication, collaboration, and connection.

Nadim Sawaya, Principal, EPC

Industry Business Intelligence: Performance Metrics

This Report and follow-up Workshop provides you with industry specific metrics to help you right-size your operation and manage your employees’ productivity in a proactive way. It helps you to establish dashboard indicators to monitor and control your company’s vital signs.

Learning Objectives
  • Understanding the key performance and financial metrics for your company
  • Benchmark your company's financial and operational performance to "highly profitable" companies
  • Establish goals and KPIs to ensure your company's success and profitable growth
Course Level: Intermediate

2 hours

Management

Nadim Sawaya, Principal, EPC

Nadim has over 35 years of Executive and Project Management experience with General and Specialty Contractors. Prior to EPC, Nadim founded and managed Integrated Security Network (ISN), a division of Honeywell. At ISN, he designed and delivered specialized training and support programs to Security and Systems Integrators with exceptional results. Nadim held Key Executive positions with Convergint Technologies, Stanley Security, Syserco, Siemens Building Technologies, Pinkerton Systems Integration, JWP, Landis & Gyr Powers and Pauling- Rapco JV. Nadim holds a MS Degree in Construction Management and a BS Degree in Civil Engineering from San Jose State University. He also holds a General Electrical Contracting License in the State of California, California Alarm Company Qualified Manager License and ASIS’s Certified Protection Professional (CPP). He is also a Certified Trainer for CEDIA.

MON | MAY 8


Rex Allen, Operations Manager, Securadyne

SIA Security Project Management Training Seminar*

The SIA Security Project Management Training Seminar gives security project managers the tools to execute projects efficiently and mitigate the risks for your clients and company. This 2.5-day course offers newer and seasoned PMs clear perspective on the importance of their role to project stakeholders and identifies risks that could hinder project success. Attendees receive the SIA Security Project Manager's Essential Guidebook, a compendium of resources, checklists, templates and other materials to help prepare for success on future projects. This training seminar is not a CSPM® Certification review course. Review of the CSPM® domains within the training seminar is intended to help you identify areas of strength and weakness so that you may focus future self-directed study efforts.

Learning Objectives
  • Increase profit margin through the more effective estimation, management and execution of security projects
  • Increase the percentage of projects delivered on time and within budget
  • Enhance customer satisfaction and increase return business
Course Level: Intermediate

NOTE: This session will be held at the Marriott Westminster. Attendees of this course may want to consider making hotel reservations at the Marriott Westminster rather than the Westin Westminster. Please visit the Hotel & Travel page for complete hotel information.

2.5 days

995

Operations

Rex Allen, Operations Manager, Securadyne

Rex has over 20 years of security project management experience in government and private sector contracts. He has performed as a Project Manager and as a Director of Operations for national security contractors specializing in the design, installation, and service of integrated security solutions for the Federal Government and Institutional Sectors. He has worked as a Senior Project Manager and Program Manager for Intelligent Access Systems and as an Operations Manager for Securadyne Systems, specializing in the design and implementation of integrated security systems for clients in the transportation and energy critical infrastructure sectors. He is a member of the PSA Committee on Project Management and an instructor for the SIA Security Project Management Course.

Nadim Sawaya, Principal, EPC

Advanced Project Management*

Advanced Project Management is designed for practicing Project Managers who are involved in managing Security Projects. It will also provide a practical guide to introduce the whole organization to the principles and concepts of effective Project Management. Operations Managers and Sales Managers will also benefit from taking this course.

Learning Objectives
  • Overview of Project Management Principles and Best Practices: managing the complete project flow cycle, planning and scheduling project activities, controlling the scope creep, manage the project closeout process
  • How to Accurately Estimate Security Projects: typical security project cost breakdown, security systems estimating and design, pricing and negotiate change orders
  • Business Side of Project Management: project financials, project contracts and construction law, risk management and mitigation
Course Level: Advanced

2 days

549

Operations

Nadim Sawaya, Principal, EPC

Nadim has over 35 years of Executive and Project Management experience with General and Specialty Contractors. Prior to EPC, Nadim founded and managed Integrated Security Network (ISN), a division of Honeywell. At ISN, he designed and delivered specialized training and support programs to Security and Systems Integrators with exceptional results. Nadim held Key Executive positions with Convergint Technologies, Stanley Security, Syserco, Siemens Building Technologies, Pinkerton Systems Integration, JWP, Landis & Gyr Powers and Pauling- Rapco JV. Nadim holds a MS Degree in Construction Management and a BS Degree in Civil Engineering from San Jose State University. He also holds a General Electrical Contracting License in the State of California, California Alarm Company Qualified Manager License and ASIS’s Certified Protection Professional (CPP). He is also a Certified Trainer for CEDIA.

Jeff Barkley, Product Manager, Cybersecurity Initiatives, Tyco Security Products

OpSec, Meet InfoSec

Your customer loves your proposal and they are ready to sign, but there is just one more hurdle to cross: approval from the IT security team. It’s not uncommon for most integrators to be anxious in this moment. The questions are more technical, their requirements seem non-negotiable, and you never know if the system will get their approval. This presentation should help alleviate that anxiety with some practical steps and guidelines to follow to garner the IT buy-in.

Learning Objectives
  • Discover what motivates the IT security team and be ready to answer their questions before your meeting
  • Identify the considerations during the design phase to ensure IT security acceptance
  • Explore how manufacturers could be helping integrators to ease IT security acceptance
Course Level: Beginner

60 min

Operations

Jeff Barkley, Product Manager, Cybersecurity Initiatives, Tyco Security Products

Jeff Barkley is the Product Manager for cybersecurity initiatives for Tyco Security Products’ Access Control and Video Surveillance businesses. The Cyber Protection Program is a comprehensive approach to cybersecurity including product security assessments, training, developing product roadmaps and requirements and government approvals including FISMA, NERC, and CPNI. With over 20 years of product management and marketing experience in a variety of industries, Mr. Barkley has a Bachelor Science in Electrical Engineering from Syracuse University, a Master’s of Science in Applied Management from Lesley University and a CompTIA Security+ Certification. He has served on technical committees for numerous engineering, standards and safety organizations including IEEE and NFPA. He has authored a number of technical papers in automatic test equipment, electronic design automation, and fire protection.

TUE | MAY 9


Rex Allen, Operations Manager, Securadyne

SIA Security Project Management Training Seminar*

The SIA Security Project Management Training Seminar gives security project managers the tools to execute projects efficiently and mitigate the risks for your clients and company. This 2.5-day course offers newer and seasoned PMs clear perspective on the importance of their role to project stakeholders and identifies risks that could hinder project success. Attendees receive the SIA Security Project Manager's Essential Guidebook, a compendium of resources, checklists, templates and other materials to help prepare for success on future projects. This training seminar is not a CSPM® Certification review course. Review of the CSPM® domains within the training seminar is intended to help you identify areas of strength and weakness so that you may focus future self-directed study efforts.

Learning Objectives
  • Increase profit margin through the more effective estimation, management and execution of security projects
  • Increase the percentage of projects delivered on time and within budget
  • Enhance customer satisfaction and increase return business
Course Level: Intermediate

NOTE: This session will be held at the Marriott Westminster. Attendees of this course may want to consider making hotel reservations at the Marriott Westminster rather than the Westin Westminster. Please visit the Hotel & Travel page for complete hotel information.

2.5 days

995

Operations

Rex Allen, Operations Manager, Securadyne

Rex has over 20 years of security project management experience in government and private sector contracts. He has performed as a Project Manager and as a Director of Operations for national security contractors specializing in the design, installation, and service of integrated security solutions for the Federal Government and Institutional Sectors. He has worked as a Senior Project Manager and Program Manager for Intelligent Access Systems and as an Operations Manager for Securadyne Systems, specializing in the design and implementation of integrated security systems for clients in the transportation and energy critical infrastructure sectors. He is a member of the PSA Committee on Project Management and an instructor for the SIA Security Project Management Course.

Nadim Sawaya, Principal, EPC

Advanced Project Management*

Advanced Project Management is designed for practicing Project Managers who are involved in managing Security Projects. It will also provide a practical guide to introduce the whole organization to the principles and concepts of effective Project Management. Operations Managers and Sales Managers will also benefit from taking this course.

Learning Objectives
  • Overview of Project Management Principles and Best Practices: managing the complete project flow cycle, planning and scheduling project activities, controlling the scope creep, manage the project closeout process
  • How to Accurately Estimate Security Projects: typical security project cost breakdown, security systems estimating and design, pricing and negotiate change orders
  • Business Side of Project Management: project financials, project contracts and construction law, risk management and mitigation
Course Level: Advanced

2 days

549

Operations

Nadim Sawaya, Principal, EPC

Nadim has over 35 years of Executive and Project Management experience with General and Specialty Contractors. Prior to EPC, Nadim founded and managed Integrated Security Network (ISN), a division of Honeywell. At ISN, he designed and delivered specialized training and support programs to Security and Systems Integrators with exceptional results. Nadim held Key Executive positions with Convergint Technologies, Stanley Security, Syserco, Siemens Building Technologies, Pinkerton Systems Integration, JWP, Landis & Gyr Powers and Pauling- Rapco JV. Nadim holds a MS Degree in Construction Management and a BS Degree in Civil Engineering from San Jose State University. He also holds a General Electrical Contracting License in the State of California, California Alarm Company Qualified Manager License and ASIS’s Certified Protection Professional (CPP). He is also a Certified Trainer for CEDIA.

PSA Committees Presentation

Providing Cyber Ready Solutions and Services for Successful Lifecycle Project Implementation

The physical security industry provides solutions that help companies protect people, assets, facilities, and information.  Security integrators need to be equipped to handle the increasing importance of cyber security risks when implementing projects.  Unfortunately, many security products out there today have vulnerabilities and were never built with cyber security in mind.  Today many clients are investing in cyber groups and building teams to address and mitigate their cyber risks.  Integrators need to be engaged with these groups and provide solutions and support their needs.   End users expect security providers to be responsible for failures and vulnerabilities that are found in, or caused, by the devices installed.  In this panel discussion, PSA’s committees will discuss a comprehensive approach to addressing the impact of cyber security on the physical security industry.

Learning Objectives
  • Identify cybersecurity risk when implementing projects
  • Discuss a comprehensive approach to addressing the impact of cybersecurity on the physical security industry
Course Level: Intermediate

60 min

Operations

PSA Committees Presentation

By coming together as a network to share ideas and tackle industry challenges head-on, PSA’s specialty committees deliver value to ALL integrators, regardless of size or markets served.

WED | MAY 10


Rex Allen, Operations Manager, Securadyne

SIA Security Project Management Training Seminar*

The SIA Security Project Management Training Seminar gives security project managers the tools to execute projects efficiently and mitigate the risks for your clients and company. This 2.5-day course offers newer and seasoned PMs clear perspective on the importance of their role to project stakeholders and identifies risks that could hinder project success. Attendees receive the SIA Security Project Manager's Essential Guidebook, a compendium of resources, checklists, templates and other materials to help prepare for success on future projects. This training seminar is not a CSPM® Certification review course. Review of the CSPM® domains within the training seminar is intended to help you identify areas of strength and weakness so that you may focus future self-directed study efforts.

Learning Objectives
  • Increase profit margin through the more effective estimation, management and execution of security projects
  • Increase the percentage of projects delivered on time and within budget
  • Enhance customer satisfaction and increase return business
Course Level: Intermediate

NOTE: This session will be held at the Marriott Westminster. Attendees of this course may want to consider making hotel reservations at the Marriott Westminster rather than the Westin Westminster. Please visit the Hotel & Travel page for complete hotel information.

2.5 days

995

Operations

Rex Allen, Operations Manager, Securadyne

Rex has over 20 years of security project management experience in government and private sector contracts. He has performed as a Project Manager and as a Director of Operations for national security contractors specializing in the design, installation, and service of integrated security solutions for the Federal Government and Institutional Sectors. He has worked as a Senior Project Manager and Program Manager for Intelligent Access Systems and as an Operations Manager for Securadyne Systems, specializing in the design and implementation of integrated security systems for clients in the transportation and energy critical infrastructure sectors. He is a member of the PSA Committee on Project Management and an instructor for the SIA Security Project Management Course.

Rick Sheppard, President & CEO, OpenEye

Developing and Implementing a Hosted Video Program

This session is designed for senior sales and operational leaders with an interest in developing a new or improving an existing hosted video program. The session will be focused on developing a product offering, go to market strategy and marketing program. The common pitfalls in sales and operational implementation will also be addressed. Participants will take home a number of resources in editable format designed to jump start their program development efforts.

Learning Objectives
  • Identify the benefits of developing a hosted video program
  • Develop a product offering and go-to market strategy
  • Formulate the corresponding sales and marketing programs
Course Level: Intermediate

90 min

Operations

Rick Sheppard, President & CEO, OpenEye

Rick Sheppard President, CEO at OpenEye Rick Sheppard founded OpenEye in 1999 while studying computer science and accounting at Gonzaga University. Rick went on to graduate with a degree in accounting in 2000 and passed the uniform CPA exam in 2001. Over the last 17 years, Rick has overseen the growth of OpenEye as its Chief Executive Officer. The company has outgrown three facilities and continued to expand its workforce regularly. “I’m very proud of what we have accomplished without external investment and especially of the people that have made it happen. It’s exciting to dream of what we can accomplish over the next 15 years with the resources we have available today,” says Sheppard.

Shawn Reilly, Professional Services, Tech Systems, Inc.

Door Security – What Can Possibly Go Wrong?

All too often industry security professionals invest greatly in access control systems only to have these controls thwarted by poor installation, maintenance issues, or employees who are seeking convenience over security. Years of risk assessments at hospitals, manufacturing plants, and data centers reveal they all succumb to the truth that once a system is in place, it starts to deteriorate. How do you execute a top of the line access control project and in a year from now have it be that same great system? It takes coordinated effort between quality installers, security forces, proactive maintenance, and engaged employees. This presentation will bring to light case studies of the most common access control failures and how to avoid or correct them.

Learning Objectives
  • Identify how access control is both a valuable part of the physical protection system and a vulnerability at the same time
  • Discover how to address issues with access control that go beyond the hardware and software
  • Explore the types and level of support integrators should be prepared to offer
Course Level: Intermediate

90 min

Operations

Shawn Reilly, Professional Services, Tech Systems, Inc.

Shawn I. Reilly, CPP, PSP, CHPA, CPD Shawn came on board with Tech Systems in July of 2013. He brings with him a wealth of knowledge and experience in risk assessments and security training. For almost nine years, he held the position of the Chief of Police and Director of Security for the Greenville Health System (GHS). Shawn is a retired Air Force Security Forces officer with 29 years experience in law enforcement, security, and antiterrorism. Upon his retirement, he went to work for the ANSER Corporation in the asymmetrical threat division as a senior analyst conducting risk assessments and antiterrorism training to personnel at military installations. He holds both the Certified Protection Professional (CPP) and a Physical Security Professional (PSP) certifications through the American Society of Industrial Security. He served on the ASIS technical committee for creating an ISO Risk Assessment Standard. He held the position as ASIS Chapter Chairman for the Western South Carolina Chapter for eight years. He is now the Assistant Region VP responsible for chapters across South Carolina. He is the SC State Chapter Chairman for the International Association of Hospital Security and Safety (IAHSS), and is a Certified Healthcare Protection Administrator (CHPA). He holds further certifications in Crime Prevention Through Environmental Design (CPD). He is a certified ALICE instructor and has taught hundreds of our clients in surviving an active shooter event. He is a graduate of the US Air Force’s vulnerability assessment course and the Defense Industrial Security Risk Assessment Training. Shawn has taught the risk assessment processes at security conferences and to facility security leaders. In addition to his vast experience in risk assessments, Shawn has a lifelong passion for teaching and training programs. With experience as a college instructor and certified trainer in law enforcement and security, along with having held the position of Professor of Aerospace Studies. Shawn has the experience and talent to transform security training programs. Shawn has a BS Degree in Education from Southern Illinois University and MS in Administration from Central Michigan University

THU | MAY 11


Panel Presentation

Lock and Door Hardware Codes

This session will be a review of building and fire codes which provide guidelines/standards for the installation of electronic locking hardware on access control doors across the country. The review will include standards from 2012 ICC/2013 NFPA Codes which are the predominate codes currently adopted and 2015/2016 code series which are currently under review by many jurisdictions for adoption. The presentation will also include simple trick and tips for correcting NFPA violations including door closer operation and how to shim a door.

Learning Objectives
  • Review the standards as presented in Chapter 10/Means of Egress of the ICC IBC and IFC codes concerning access control for magnetic lock installation, secured elevator lobby, stairwell entrance standards
  • Discuss standards for the design, permitting and installation of delayed egress and controlled egress applications which are commonly found in retail, institutional, elderly care, and drug and alcohol rehab facilities
  • Describe the standards for Fire Rated Assemlies per NFPA 80. What is a Fire Rated Assembly and the standards for installation
Course Level: Intermediate

3.5 hours

Operations

Panel Presentation

Russell Corriveau, Training Development Manager, ASSA ABLOY | Rodger Schmidt, Trainer, ASSA ABLOY

Jerry Wilkins, President, Wilkins Investigative Group, Inc.

Utilizing Electronic Counter Measure as Part of Risk Mitigation Strategy

This session provides an overview of the Emergency Operation Planning (EOP) and the Incident Action Plan (IAP FEMA 201) as it relates to planning, training and preparing for a Active Shooter Incident. Participants in the training will learn the terminology/methodology that is used by Emergency Operations Planners and Security Directors to meet the recent mandates and best practices defined in the Interagency Security Committees (FOUO lifted 11/2015) mandates and best practices. Training will include a discussion of OSHA's General Duty Clause and the Liability Risk Mitigation associated with proper planning and the utilization of Electronic Counter Measures (CCTV, IDS, ACS, and Mass Notification) as part of Critical Incident Response.

Learning Objectives
  • Introduce participants to critical incident response. Leverage electronic counter measures, resource typing and risk mitigation when working with key stakeholders of the end user desired to serve
  • Develop a meaningful conversation with key stakeholders about how technology can play an important role in mitigating liability and providing a safer work environment
  • Utilize information provided to improve understanding of our role in making facilities safer
Course Level: Beginner

90 min

Operations

Jerry Wilkins, President, Wilkins Investigative Group, Inc.

Gerald G. Wilkins, PSP® is a graduate of Salisbury University, an ATI certified ALICE instructor andSolo Engagement Operator, an active member of the USCG AUX, and a licensed Private Investigator. He is President and CEO of Wilkins Investigative Group, Inc., Security Products Marketing, Inc. (SPM) and Active Risk Survival, Inc. (ARS). Mr. Wilkins is an ASIS Board Certified Physical Security Professional, a graduate of the FBI Citizens Academy, an NRA Certified Firearms Instructor, a Refuse To Be A Victim Instructor®, an NRA Range Safety Officer, a licensed Firearms Instructor for the State of Maryland, and a USCG AUX Certified Instructor. He also holds numerous Security Manufacturer Technical Certifications. He served as a sworn deputy with the both the Wicomico County and the Worcester County Sheriffs’ offices and subsequently founded and served as President of a local branch of Crime Solvers in addition to providing assistance, equipment and technical advice to area police and sheriffs’ departments and to branches of the ATF and DEA. Mr. Wilkins is currently engaged as a consultant and presenter for his All Hazards / Active Risk Response training program.

TUE | MAY 9


PSA Security Network (TBA)

Purchasing Best Practices- A Roundtable Discussion

This facilitated discussion will be an opportunity to network, share ideas and best practices around purchasing, and brainstorm new solutions in partnership with other PSA owner companies and the PSA team. 

Learning Objectives
  • Network with other PSA purchasing specialists and share best practices
  • Develop ideas for improvement of the purchasing process as a group of experts
Course Level: Beginner

90 min

Procurement

PSA Security Network (TBA)

Joshua Freeman, VP, Global Quality and Process Excellence, HID Global

OEM Supply Chain- From Raw Materials to Product Shipment

Recognize the path that a product takes to get to your doorstep. Hear straight from the vendors: What are their processes? How do they forecast? What barriers and challenges do they face? Discover how YOU can share ideas and solutions for a smoother process.

Learning Objectives
  • Gain insight into the vendor process from obtaining raw materials to shipping a final product
  • Learn about the pain points vendors face and discuss solutions to assist in overcoming them
Course Level: Intermediate

90 min

Procurement

Joshua Freeman, VP, Global Quality and Process Excellence, HID Global

Joshua Freeman is the Vice President and Quality and Process Excellence at HID Global. One of his priorities is the development, deployment and integration of Sales and Operational Planning aimed at improving overall enterprise performance. Josh has been serving HID since May of 2014 as the leader of process excellence and recently increased his responsibility to lead the Global Quality organization.
Prior to joining HID, he held various leadership roles during his 10-year tenure at Dell in the areas of Operations Management, Supply Chain Management, and Business Process Transformation. During his time at Dell, Josh was part of the teams that enable radical innovations in operations and supply chain management. Prior to Dell, Josh was a product development engineer at Ford Motor Company in engine systems. He also served as an Infantry officer in the United States Army upon graduating from University. Josh has a BS from the United States Military Academy at West Point and a MBA from the University of Texas at Austin.

TBA

E-Commerce at PSA

Take a deep dive into the PSA webstore! Learn how to maximize utilization, find reports, order history, order/shipping status, export pricing, and more.  Of course, provide your valuable insight and feedback into how we can continue to make the webstore better for our users.

Learning Objectives
  • Learn about the PSA webstore functionality and get a guided tour of its capabilities and recent changes
  • Provide feedback for ongoing improvements, ideas, and capabilities to the PSA webstore
Course Level: Intermediate

60 min

Procurement

TBA

PSA Security Network CSR Team

Experience PSA


Procurement Specialists Only
This course is designed and intended for those focusing on Purchasing/Procurement with PSA Security Network. Join the PSA Customer Service Representatives and the Sales Team at the PSA office for a meet and greet, office tour, and casual chat session about the purchasing process with PSA.
Learning Objectives
  • Put a face with a name! Meet the PSA CSR team and see the PSA office
  • Chat with the PSA staff about your experiences purchasing with the PSA team
Course Level: Beginner

2 hours

Procurement

PSA Security Network CSR Team

WED | MAY 10


PSA Security Network (TBA)

Vendor and Integrator Roundtable

This session is an open dialogue and discussion between PSA staff, key vendors, and Integrators focusing on customer needs in the purchasing process- from order placement to the final shipment.

Learning Objectives
  • Discuss order placement and processes
  • Share your thoughts on what is going well and opportunities for improvement
  • Share ideas and ways to improve communication and responsiveness to help vendors & PSA better communicate critical information
Course Level: Beginner

90 min

Procurement

PSA Security Network (TBA)

PSA Security Network

Building a Better Understanding of the SSA Process

Software Service Agreements are a great source of ongoing revenue and a necessity in providing up-to-date support to your customers.  Keeping up with expiration dates and specific requirements for each vendor can be very challenging. These sessions with specific vendors are designed for you to be able to ask the questions you need answered to make your SSA process more efficient.

Learning Objectives
  • Discuss the importance of Software Service Agreements for your customers.
  • Discover specific vendors SSA process and how you can make your experience more efficient.
Course Level: Advanced

1 day

Procurement

PSA Security Network

MON | MAY 8


Tracy Larson, President & Partner, WeSuite

Balancing Risk & Reward: Designing Sales Commission Plans for High Paying Results

Commission plans are meant to reward successful sales behaviors and results. Why is it then that so many plans fall short or miss the mark altogether? Join us for an interactive discussion surrounding creation of sales commission plans that drive and reward top shelf business objectives, while motivating sales team members to earn to their fullest selling potential. We will explore essential components of goal oriented commission plans designed to re-enforce key sales behaviors and reward star performers with higher earnings. The goal: designing "win-win" commission plans for all.

Learning Objectives
  • Develop commission plans to help achieve top shelf business goals
  • Identify one key performance indicator you can use to increase profitability and reward sales success
  • Formulate a sales commission plan to drive and reward key objectives
Course Level: Intermediate

60 min

Sales & Marketing

Tracy Larson, President & Partner, WeSuite

Tracy Larson, President and Partner at WeSuite, LLC, producer of innovative sales management software for systems integrators, is focused on sales process improvement through the use of technology. Her career highlights include tenure as Vice President of Real Estate and Facility Management at Computer Associates worldwide; President of ITG Larson, Inc. a commercial spatial design and project management firm; Chief Operating Officer at Antar-Com, Inc. a leading technology systems integrator and Vice President Enterprise Security Systems at Diebold. Tracy is a recognized subject matter expert, actively involved with SIA and at industry events and conferences.

PSA Sales and Marketing Committee

New to Security? 10 Things Every Sales Professional Should Know Before Making Sales Calls

Where does security fit into a prospective customer’s budget? Who makes the final decision over technology? What makes your company the best fit for that project and how do you convince your prospect? If you are working on your selling strategy, this session is for you. This class provides attendees with a fundamental understanding of how commercial security is sold. Whether you are new to sales, or new to the industry, this class will be worth your while. Attendees will walk away with recommended resources for continued growth, sales tools and a designated PSA Mentor.

Learning Objectives
  • Discover how commercial security is sold
  • Obtain resources for continued growth, sales tools and a designated PSA Mentor
Course Level: Beginner

60 min

Sales & Marketing

PSA Sales and Marketing Committee

By coming together as a network to share ideas and tackle industry challenges head-on, PSA’s specialty committees deliver value to ALL integrators, regardless of size or markets served. The Sales and Marketing Committee is a taskforce of volunteers driven to empower PSA integrators in becoming even more successful and profitable by sharing knowledge, developing resources, and establishing industry best practices.

Paul DiPeso, Executive Vice President, Feenics, Inc.

Specifying the Cloud – The Consultant Conversation

This presentation was inspired by a conversation with a prominent security consultant who exclaimed, "I don't know the first thing about specifying a cloud access control product." This session will begin with basic consultant concerns, such as: Will this company and product that I'm risking my reputation on, survive? So, the message to the sales person at the VAR is to know the company and know specifics. What sort of things build on convincing the consultant he/she is making a safe bet? Things like open hardware and data accessibility. Can code be held in escrow as an extra precaution? In a recent delivery of this presentation, consultants from different countries had concerns about where the data is physically stored, who owns it and what are the retention policies which are all valid and topical questions that both the manufacturer and dealer should be able to answer. Once satisfied with the staying power of the company, ownership of information, consultants must balance a tradeoff in cost and quality. A discussion about how macro-economic terms like economies of scale apply to SaaS/cloud base products and allow customers to have a best of breed product at an affordable and predictable price. Most importantly to integrators, and an especially pertinent topic within PSA, is cybersecurity. Cloud products often were designed to be cyber secure from inception, rather than as an afterthought. It takes more convincing and facts to illustrate this point. So, alleviate the consultant of those concerns upfront. Lastly, is there a channel in place to provide service and multiple competitive bids to the consultant’s customer. Can cloud products help integrators provide a better quality of service to the end customer.

Learning Objectives
  • Discover how to have an effective conversation and educate a consultant on why they should specify a cloud product
  • Explore the benefits of cloud products over legacy server based systems
  • Acquire enough information to have the basic cyber security conversation
Course Level: Intermediate

60 min

Sales & Marketing

Paul DiPeso, Executive Vice President, Feenics, Inc.

With more than 25 years in the life safety industry, DiPeso has successfully lead some of the largest, growth-oriented sales organizations in the business. He held various roles in sales with ADEMCO/Honeywell, before being promoted to Sales Director and eventually, Vice President of Sales for the Systems Group in North America. He was named North America VP of Sales for Lenel in 2010, where he lead the efforts of integrating the sales organizations of GE and Lenel. In 2014, seeing the advancement of enterprise cloud solutions in the industry, DiPeso joined Feenics as its Executive Vice President, leading the commercial launch to the market with Keep, the scalable ACaaS solution.

Lynn de Séve, President, GSA Schedules, Inc.

GSA Schedule Contracting for the Security Industry

The GSA Multiple Award Schedule Contract program offers a streamlined procurement vehicle for security integrators to market and sell their products and services to the Federal Government, the largest buyer in the world. GSA Schedule 84 and 70 uniquely include as eligible users state and Local government agencies and educational institutions. Whether a rookie or a seasoned veteran learn the who, how, what and when for the submission and maintenance of this valuable contracting program as well as the most recent technical and regulatory changes impacting the industry.

Learning Objectives
  • Discover the benefits, timeline, administrative requirements and other qualifications necessary to submit a GSA Schedule Contact offer for security: Schedule 84 and Schedule 70
  • Determine the best products and services to offer and pricing consideration for the government including researching the competition using GSA eTools and other helpful GSA websites
  • Examine regulatory changes, innovations and best practices for success and compliance as a GSA Schedule Contractor
Course Level: Beginner/Intermediate

60 min

Sales & Marketing

Lynn de Séve, President, GSA Schedules, Inc.

Lynn de Séve is Founder and President of GSA Schedules, Inc., a small woman owned business. providing support services for to GSA Schedule Contractors for over 30 years. Lynn’s experience and expertise is in the submission, negotiation, implementation, marketing, contract administration and compliance of GSA Multiple Award Schedule Contracts, with a strong focus in the security industry. As a member of Security Industry Association, Lynn serves on the Government Relations Committee, chairs the Government Procurement Policy Working Group and is a member of the SIA Board of Directors. Lynn was awarded the Security Industry Association 2006 Statesman Award for her leadership related to public policy challenges impacting the electronic physical security industry. She was recently the recipient of the Security Industry Association 2015 Chairman’s Award for her efforts in procurement policy and support for the industry. Lynn is a frequent contributing writer for security industry publications. Lynn served for over 10 years as the Industry Chair for the GSA Alliance for Quality Business Solutions at the GSA Greater Southwest Acquisition Center. In this capacity, she was an advocate for the program and a co-presenter in GSA Industry Days Training events for GSA contractors.

TUE | MAY 9


Patrick Barry, CEO, BluBØX

Cloud vs Client Server: A Competition Case Study

Moving from a traditional security system to a cloud-based security system often requires overcoming hurdles. We will present a case-study of a corporate end user who decided to go with a cloud-based system in their facility even though three systems integrators advised going with a traditional system. In this session, we will discuss the viewpoints of the end user, manufacturer, and consultant towards cloud adoption and the benefits of doing so. In addition, you will learn about the high margin recurring revenue being generated by a cloud-based solution.

Learning Objectives
  • Discover why a reseller should consider selling a cloud-based security solution and what the difference is between a cloud-based security system and an on premise security system
  • Explore a High Margin Recurring Revenue Model, how to sell it, and the benefits generated from a High Margin Recurring Revenue Model
Course Level: Intermediate

90 min

Sales & Marketing

Patrick Barry, CEO, BluBØX

Patrick Barry is the CEO and Co-Founder of BluBØX Security Inc. and serves on its Board of Directors. Patrick oversees the corporate direction and strategic vision of BluBØX. His passion is developing innovative products and marketing them through the channel. Before starting BluBØX, Patrick served as President of G4S Technology Software Solutions, LLC for 3 years (formerly Touchcom). Prior to that, he spent 15 years as Co-Owner and Senior Vice President of Sales & Engineering for Touchcom, a leading supplier of innovative security systems to commercial real estate, corporate facilities, and financial institutions. There, Patrick built, launched and managed the first cloud-based security platform for the physical security marketplace. He held a variety of management, operations, engineering, sales, and marketing roles that led to a successful sale of the company to G4S Technology in 2008. Patrick studied Electrical Engineering at Stony Brook University and Union College in New York.

Chris Peterson, Founder & President, Vector Firm

Finding and Winning New Business

Security integration companies seem to gain most of their business from repeat customers. Although the repeat business is typically profitable and less expensive to acquire, consistent growth relies on hunting for and winning new customers. In this session, we'll deliver specific methods that will enable security integration companies to find and win new business, and new customers. It's not about hiring a rainmaker ... it's all about the week to week activity of your sales people and the approach they take to the market place. We'll illustrate the type of activities, the unique ways to bring to the market, and the best strategies for leadership that will help grow your business and win new customers. Finally, we'll deliver all of the ideas with a key philosophy that is relevant - even necessary - in 2017. You'll be able to bring plenty of practical ideas and this key philosophy back to your office and begin to see results right away.

Learning Objectives
  • Recognize the key philosophy in winning new business in 2017 and beyond, and be able to implement this philosophy in everything you do in your marketing, business development, and sales efforts
  • Implement a personal branding effort that will begin to bring business to you, reducing or eliminating the traditional and ineffective methods of trying to schedule appointments with new customers and prospects
  • Discover the most effective strategy in getting your prospects fully engaged in your meetings from the very beginning
Course Level: Intermediate/Advanced

90 min

Sales & Marketing

Chris Peterson, Founder & President, Vector Firm

Chris Peterson has over 20 years of experience in sales leadership, with a focus on security integrators, security manufacturers, and managed service providers. Chris started Vector Firm in 2010 as a provider of outsourced sales leadership. However, he quickly learned that the value of his services were in the strategies, processes, and tools that he created. Within a year, he shifted the focus to one of sales and sales management consulting, training, and professional speaking. Vector Firm has worked over 70 clients since 2010, on projects ranging from two-day strategic sales planning sessions to multi-year retained engagements. Before starting Vector Firm, Chris spent seven years as a vice president of sales and marketing on a national and global scale. It was during these years that he tailored and refined his sales leadership strategies into real processes and tools that resonated with sales professionals. In the last few years, Chris has become well known throughout the security industry and has been part of the successful growth of dozens of the industry’s top performing companies. Chris is a graduate from the University of Florida, with a Bachelor’s of Science degree in Mechanical Engineering. He lives in Downtown Orlando with his wife Shannon and daughter Manhattan. Chris is a season ticket holder of the Orlando Magic basketball and the Florida Gators football teams. He enjoys working out, playing golf, and spending time in his backyard with his family and friends. He and Shannon have a passion for travel, with recent trips to South Africa, Southern California, and Ireland.

Scott Dennison, Business Leader, Commercial Electronic Locks and Software, Allegion

How Wireless Locks Help You Make Money

We all know that only 20% of all the doors at a customer site are secured with a security credential. It is to expensive to secure more doors and the time it takes to install is a burden that has caused the customer to compromise their security. The OEM systems are able to manage and support more openings at a customer site, but with the cost being so high, the customer decides to settle. With todays technologies of smaller and easier to install products the end user can secure more openings. This change in technologies has allowed for better security to the end-user and more revenue to the Integrator. It also allows the Integrator to create RMR offerings that can help create a sticky customer. During this educational session we will discuss: 1) Electronic locks simplify the installation 2) Electronic locks simplify the management 3) Decisions are still made at the system level 4) Wireless is secure and protected 5) Allows for RMR with general maintenance of batteries 6) Allows for additional doors being added with ease

Learning Objectives
  • Identify and appreciate new technologies that will help secure more doors for the customer
  • Develop a RMR model that will allow for better service and relationship with the customer
Course Level: Beginner

60 min

Sales & Marketing

Scott Dennison, Business Leader, Commercial Electronic Locks and Software, Allegion

Scott is the Business Leader for Commercial Electronic Locks and Software. Scott graduated from Indiana University with his MBA and a BS in Electrical Engineering from Purdue University. Scott has worked in the security industry for 20 years in both the Integrator and OEM manufacturing areas of the industry.

PSA Sales and Marketing Committee

From Sales Rockstar to Superstar

You’re good at customer relationships. You’re good at sharing your company’s value proposition. How can you up your sales game? This session will provide attendees with ideas for improving closing ratios, shortening sales cycles, increasing sales with existing customers, and generating referrals. No matter how awesome you already are, there are always things you can do to win more business. Attending this class is one… Don’t settle for “good enough”. Superstars don’t settle.

Learning Objectives
  • Explore ideas for improving closing ratios, shortening sales cycles, increasing sales with existing customers, and generating referrals
  • Obtain sales best practices in the physical security industry
Course Level: Intermediate

60 min

Sales & Marketing

PSA Sales and Marketing Committee

By coming together as a network to share ideas and tackle industry challenges head-on, PSA’s specialty committees deliver value to ALL integrators, regardless of size or markets served. The Sales and Marketing Committee is a taskforce of volunteers driven to empower PSA integrators in becoming even more successful and profitable by sharing knowledge, developing resources, and establishing industry best practices.

Tracy Larson, President & Partner, WeSuite

Sales Drivers: Getting Metrics Right – 5 Sales KPIs that Breathe New Life into Your Business

For many companies, 75-85% of sales revenue is from sales to existing accounts. Losing one account may require 5 or more new sales to overcome the loss of annual revenue. That's a high risk situation! If you among those looking to drive down that dependency and improve the new account ration, join us. This session will highlight essential selling behaviors, identify 5 key performance indicators employed by highly successful sales people to drive new business and help you to create your plan for breathing new life into your account portfolio.

Learning Objectives
  • Identify 3 essential behaviors that drive new account sales
  • Utilize key performance indicators to monitor the effectiveness of behaviors among your selling team
  • Create a 3-step plan for driving new account business with your selling team
Course Level: Intermediate

60 min

Sales & Marketing

Tracy Larson, President & Partner, WeSuite

Tracy Larson, President and Partner at WeSuite, LLC, creator of innovative sales management software, from contact to contract, for systems integrators. Tracy and WeSuite are focused on improving sales and the sales process through the use of technology. Her career highlights include tenure as Vice President of Real Estate and Facility Management at Computer Associates worldwide; President of ITG Larson, Inc. a commercial spatial design and project management firm; Chief Operating Officer at Antar-Com, Inc., a leading technology systems integrator and Vice President of Enterprise Security Systems at Diebold. Tracy is a recognized subject matter expert and actively involved with the Security Industry Association and at industry events and conferences.

Dan Cremins, Global Leader of Product Management, March Networks

Demystifying Multi-Site Enterprise Video Applications

Enterprise-class. It's a term you see every time you open a security publication, do video software research online or speak to a physical security vendor. What's important to remember is that "enterprise-class" means different things to different organizations. A Video Surveillance solution that works for a large airport or stadium may not have the key features required by an equally large - but widely distributed - school district, national bank, retail chain or healthcare campus. Attend this education-focused presentation to identify in detail the key video management requirements of large, multi-site organizations. Get tips on selling into these behemoth opportunities and how to guide customers to the right solution for their specific applications.

Learning Objectives
  • Apply methods to help sell video surveillance successfully into large, multi-site organizations
  • Identify and describe the video management software requirements considered most critical in distributed footprint installations
  • Discover the enterprise-class capabilities that can help "seal the deal" and lead to new business through real-world case study examples
Course Level: Intermediate

60 min

Sales & Marketing

Dan Cremins, Global Leader of Product Management, March Networks

Dan Cremins brings more than 22 years of security industry experience to his current role as Global Leader of Product Management with March Networks. Prior to joining the company, he worked at Tyco/American Dynamics where he held management positions in application engineering, product management and business development. Dan has spoken at leading security events, including ASIS International, and is a frequent contributor on security topics to publications including Security Dealer & Integrator, LP Magazine, Security Today, SP&T News, Innovative Retail Technologies and SDM.

WED | MAY 10


Mike Kobelin, National Sales Director of Robotics, Sharp Robotics

Robots Are Coming: How to Sell, Finance and Service This Technology

Security robots are here and it is time to understand the business opportunity around this technology. Sharp Electronics Corporation, a global technology manufacturer, is a provider of the Sharp INTELLOS Automated Unmanned Ground Vehicle (A-UGV) for outdoor security as well as founding sponsor of Robolliance - a forum for technology partners and industry experts in robotics, surveillance and security to advance the understanding and awareness of the Autonomous Robotics marketplace.

Sharp will be moderating a panel of experts in finance, banking and guarding. This panel will educate you on how to sell, finance, and service security robots. They will help you identify key stakeholders within your organization as well as right-fit, prospective customers. Robots are a "high ticket item". Learn the strategy and process behind marketing this technology to gain coveted Recurring Monthly Revenue (RMR). Know the importance of selecting the appropriate robotics supplier to not only engineer, but also service units in operation for sustained loyalty and repeat sales.

Learning Objectives
  • Pinpoint staff within your company best suited to sell robotic technology and approach prospective customers with an integrated, robotic security solution
  • Describe the sales and marketing strategy to not only land the first sale, but service units in operation
Course Level: Beginner

90 min

Sales & Marketing

Mike Kobelin, National Sales Director of Robotics, Sharp Robotics

A nationally recognized veteran & leader in the security industry, Mike Kobelin has over 30 years of frontline experience.  Mike has successfully developed and maintained relationships, while providing electronic security solutions, with Fortune 1000 clients.  In 2015, Mike joined Sharp Electronics Corporation as the National Sales Director for their robotics division, offering the Sharp INTELLOS A-UGV to the security industry.  Mike is responsible for building and managing a team of technology partners, security system integrators, and guard services companies to deploy emerging robotic products and services from Sharp.    

David Kunz, Director of Product Management, Brivo

Mobile Applications and the Customer Experience

This presentation will explore how mobile technologies in the physical security space are transforming the customer experience much faster and deeper than in any previous era. These concepts will be examined with real life examples, and a roadmap will be provided to show how mobile applications will continue to impact the physical environment as a whole in future years. The presenter will provide guidance on how to create standard initiatives for mobile technologies, and will illustrate ways to avoid getting stuck with technological obsolescence that impact customer experiences.

Learning Objectives
  • Identify new entrants in the field and its implications on the customer experience
  • Utilize new technologies to deliver better solutions to your customers and maximize the value of your business
  • Outline the impact of mobile technologies on the current and future state of the physical security industry
Course Level: Beginner

90 min

Sales & Marketing

David Kunz, Director of Product Management, Brivo

David joined Brivo in 2014 as a Product Manager. He has over eight years tenure in product management across various industries, including time spent with Liquidity Services, Inc, McDonald’s Corporation, and the University of Illinois Library. David holds a Masters in Library and Information Science from University of Illinois at Urbana-Champaign and a Bachelors of Science in English and International Studies from Loyola University Chicago.

THU | MAY 11


Panel Presentation

The Security Integrator’s Digital Marketing Action Plan

A common challenge among security integrators is a lack of marketing resources and knowledge. Although most companies understand the value of a marketing strategy, they can't justify a full time resource and don't have the background to implement a marketing strategy - especially in this age of digital marketing. In this session, we will lay out the framework that a security integrator can successfully implement. We don't go too deep on any one area, but provide the structure for you to be able to go back to your offices and implement a digital marketing plan that works for you. Specifically, we break down the Security Integrator's Digital Marketing Action Plan into three parts: 1. Goals and Key Performance Indicators. What do you want to do, and more important - what can you realistically expect to do? We'll illustrate a method for you to establish the right marketing goals for your organization, regardless of size or resources. 2. Strategy & Framework. What do you do to meet your goals? We'll demonstrate the main pillars of a digital marketing plan. 3. Tools and Technology to Attract, Capture and Convert. How do we generate leads? What's all this technology about? What should we use? Should we use freeware or the paid version? How do we convert awareness into interest? How can we use digital marketing to move an opportunity further down in the funnel? In conclusion, you'll receive the knowledge and tools to implement a successful digital marketing program. Whether on your own or with help from a marketing provider, you'll be in control with the intelligence you'll gain from this session.

Learning Objectives
  • Design the right expectations for your digital marketing plan
  • Obtain the framework necessary to take control of the marketing direction of your company, regardless of size - enabling you to actually implement a digital marketing plan
  • Discover the technology tools that are available today, and will be able to utilize the right tools for your program
Course Level: Beginner/Intermediate

90 min

Sales & Marketing

Panel Presentation

Chris Peterson, Founder & President, Vector Firm | Jamie Gosweiler, Marketing Manager, Vector Firm

Panel Presentation

Advanced Biometric Access Control

The Advanced Biometric Access Control course informs students upon the 40-year history and evolution of the Electronic Access Control (EAC) industry. The course drills down on the specific components of an EAC system (i.e. readers, controllers, door hardware, software, networking, wiring, etc.). After a thorough understanding of current EAC systems, the student then learns about the advantages, inner workings and implementation considerations (both positive and negative) when installing Biometric security systems.

Learning Objectives
  • Discover how to further differentiate your company and gain a competitive advantage by effectively leveraging today's biometric technology
  • Explore how to increase profit margins by introducing higher margin biometric technology to your clients
  • Obtain a thorough understanding of how to correctly position each type of biometric technology to ensure the likelihood of a successful implementation and satisfied client
Course Level: Intermediate

90 min

Sales & Marketing

Panel Presentation

Larry Reed, CEO, ZKAccess | Manish Dalal, Product Manager and COO, ZKAccess

Panel Presentation

Marketing Content Development – A Workshop for Security Professionals

Join the PSA Sales & Marketing Committee for this interactive workshop. Learn to develop content that is social-media ready. Create templates for customer-facing documentation and presentation materials. Produce a 60-second video that can be uploaded to YouTube and get your message across in a clear and concise manner.

Learning Objectives
  • Develop content that is social media ready
  • Create templates for customer-facing documentation and presentation materials
  • Produce a 60-second video that can be uploaded to YouTube and get your message across in a clear and concise manner
Course Level: Intermediate

90 min

Sales & Marketing

Panel Presentation

PSA Sales and Marketing Committee

Andy Farmer, Director, International Sales and Strategic Partners, Salient Systems Corp

Video Security Solutions – Past, Present, Future

The question is no longer about whether you should upgrade your existing analog video solution or conduct a complete IP uplift, but how to integrate multiple technologies while preparing and providing your Client the best solution for their future growth that also provides ease of serviceability. We will review and discuss the competitive advantages of different video transmission methods utilized within the video surveillance industry. Presentation will include discussions around available transmission methods, mega-pixel cameras, FPS settings, proper camera selection and deployment practices, as well as the current recording and archiving methods that are available today. In addition, new technologies will be discussed providing a look into what the future holds as well as how social media is now a daily part of a total video surveillance solution.

Learning Objectives
  • Compare and contrast on the available video transmissions methods that are in use today within the VMS market
  • Describe how social media is effecting and influencing the VMS market
Course Level: Beginner

90 min

Sales & Marketing

Andy Farmer, Director, International Sales and Strategic Partners, Salient Systems Corp

Mr. Farmer is an accomplished sales professional with a 25+ year career of outstanding success in the electronic security industry. He has proven himself to be instrumental in establishing strategic partnerships and international business relationships to increase channel revenue and drive new business. In addition, Mr. Farmers experience encompasses global and strategic development at Avigilon Corporation as Senior Director of Business Development, many successful years as Director of Distribution and Major Accounts with S2 Security and Director of Global Business Development at Tech Systems, Inc. Mr. Farmer brings invaluable experience to both video management solutions, access control deployments, as well as global standardization on products and service. In his role at Salient Systems, Farmer is part of the corporate team that presents and arranges large, complex security management systems sales in strategic accounts, including global deployment standards while maintaining a single point of contact for both the systems integrator partner and project rollout. Mr. Farmer is a highly respected professional within the industry. He understands the dynamics and driving forces for strategic growth and success while also understanding the importance of outstanding customer service before, during and after the sale. About Salient Salient Systems offers comprehensive, enterprise video surveillance systems designed for the full range of surveillance technology needs from analog to IP to Cloud. Based on open architecture, CompleteView VMS scales from entry level to enterprise and provides everything needed to manage a multi-server, multi-site video surveillance installation from a desktop, laptop or mobile device.

Christopher Hugman, CEO, System Surveyor

Ramping Up New Sales Reps – What Works?

According to market research firm MarketsandMarkets, the video surveillance market continues to surge and is projected to be valued at USD 71.28 Billion by 2022, at an estimated CAGR of 16.56%1. As a system integrator, to capitalize on the opportunity for growth requires the ability to hire ramp-up new sales and account managers to reach productivity as quickly as possible. To fill this need, integrators are increasingly recruiting and hiring sales people from outside of the electronic security industry. Finding someone with the necessary interpersonal and business skills is hard enough. Then, once they are on-board, getting these folks up to speed with even technology basics can take 6 months or more, especially with the broad array of rapidly evolving technology. The participants of this session will learn from the experience of three different system integrators on the methods and practices used to ramp sales people quickly. When hiring sales staff, system integrators report a variety of challenges, including: Integrators are increasingly recruiting sales talent from outside of the security industry. The typical new non-technical sales person can take up to 6-12 months to become productive in the security industry. Costs for proposal development can be 30% to 50% higher for inexperienced sales reps than for reps with 3 years or more of security sales. Over the last 5 years, customers are demonstrating an greater level of understanding of security system technologies, requiring great levels of technical and sales competency.

Learning Objectives
  • Discover the preferred approach for hiring sales people: Some integrators prefer to move technical people into sales roles, while others prefer to hire a sales person and teach them the technology. Which is most effective?
  • Examine techniques or methods used to either teach technical people sales skills or to teach sales people technical skills
  • Research reasonable sales goals based upon a salesperson's background, motivation, and productivity
Course Level: Intermediate

60 min

Sales & Marketing

Christopher Hugman, CEO, System Surveyor

Christopher Hugman, PE brings over 25 years of experience as a corporate executive in the telecommunications and electronic security industries. Following a successful career in telecommunications with corporate giants as well as start-up firms, Hugman followed the adaption of network technologies into the security industry in 2001. In 2003, Hugman founded the security integration company Safe Sight in Austin TX focused on delivering advanced network based systems to corporate and government client. He grew the company into a multi-million dollar entity with a prestigious customer list in both the private and public sectors. In April 2009, Safe Sight merged with Knight Security Systems to leverage of the natural synergies between the two companies and engage in larger commercial and government projects across the State of Texas. During his tenure with Knight Security Systems, Hugman served as VP / General Manager of Central & South Texas region and then as VP of Service Innovation. The company grew revenue at an average of 30% annually, and Hugman was responsible for the development and implementation of the company's patented system health monitoring platform. Recently, Hugman was appointed as Chief Executive Officer of System Surveyor, an innovative and award winning software platform for gathering customer's requirements, development of system design and long term maintenance of a variety of electronic systems. This software has been adopted by a wide variety of system integrators where it has helped companies reduce system design time, improve project profit margins and enhance customer service. A two-time graduate of Southern Methodist University with a BS in Electrical Engineering and an MBA, Hugman is a Registered Professional Engineer, and resides in Austin, TX.

David Morgan, Co-Founder, Security Dealer Marketing

Social Selling with LinkedIn – A Force Multiplier to Generate Leads

What do we as sales people in our industry all have in common? There’s not enough time in the day and we could all use more leads. If used correctly, social selling via LinkedIn can be a force multiplier in reducing your cold calling, increasing your personal brand and generating more inbound leads. This session will walk you though best practices to ensure you aren’t invisible to your best prospects, open the flood gates with prospects and position yourself as the security expert in your market.

Learning Objectives
  • Discover what social selling on LinkedIn is and how it can help to augment my present lead generation tactics
  • Recognize how to optimize your LinkedIn profile to attract the right kind of prospect
  • Utilize your best customers to fill your sales pipeline
Course Level: Intermediate

60 min

Sales & Marketing

David Morgan, Co-Founder, Security Dealer Marketing

Mr. Morgan brings a wealth of knowledge and expertise as the Co-Founder of Security Dealer Marketing. With a highly diverse background in marketing over the last 18 years he has managed marketing for some of the nation’s largest brands including: Experian’s FreeCreditReport.com®, United Online’s NetZero®, Adidas®, Proflowers® and Guthy-Renker®. Over the last 5½ years his efforts have focused on implementing proven marketing strategies exclusively for the security industry working with over 150 dealers, integrators, manufacturers and industry solutions providers nationwide. Mr. Morgan enjoys spending weekends outdoors with his wife, son and daughter staying physically fit playing in basketball and volleyball leagues. Mr. Morgan is the Co-Author of SDM Magazine’s Marketing Madmen and has been featured in other industry publications. He has been a featured presenter at ISC West, ESX, Honeywell’s Connect, PSA-TEC, Ken Kirschenbaum webinar series and many local alarm associations nationwide.

Paul Boucherle, Principal, Matterhorn Consulting

Something Old, Something New, Something Borrowed, Something Blue!

You will need this this traditional good luck saying when you hire sales talent these days that deliver sustainable results faster. So many often cling to the "old" traditional methods of hiring experienced sales people only to get the same unsatisfactory results. Einstein had a quote about that. Some find "new" ways to hire sales talent that include social media, new on-boarding processes. Some even borrow the best of new and old approaches to evolve their sales hiring process. Finally those that do not recognize change and do not adapt will most certainly be or turn "blue" . This session will explore each of these areas with tales from the trenches and interaction with participants of sharing their experiences with the other participants. We will dig deeper into the choices, risks and reward between hiring experienced sales people or developing entry level sales people from a time, money and company cultural perspective. No right or wrong answer only choices. Finally we will explore the impact of sales lions that will be retiring in a few years how will you fill the gap?

Learning Objectives
  • Identify, recognize, and share "lessons learned" when hiring sales talent today in an interactive workshop
  • Examine what still works, what doesn't work, what could work in a practical and tactical sales hiring process
  • Utilize the tool box checklist to help guide your next sales hiring decision tomorrow
Course Level: Intermediate

60 min

Sales & Marketing

Paul Boucherle, Principal, Matterhorn Consulting

Paul C. Boucherle CPP- Certified Protection Professional and CSC - Certified Sherpa Coach has more than thirty-nine years of diverse security and safety industry experience in operations, sales and management. Corporate experience lasted 21 years at a Fortune 100 company managing an $85m business unit before the entrepreneurial spirit emerged and he founded two successful companies since 1997. Matterhorn Consulting works with the entire low voltage system integration industry Eco-system including manufacturers, distributors, system integrator's, security dealers and end users. His broader perspective provides unique insights that guide his clients to greater success. As a corporate consultant and executive coach, Paul has an exceptional track record of business improvement is based on his philosophy of total enterprise engagement in change. He is able to identify and diagnose sales and growth impediments that go far beyond marketing, working with companies to refine their organizational vision, structure, product lines, sourcing, sales channels, and market position, as well as the soft skills of organizational development. Paul serves on the SIA ISC West education advisory board, the PSA Security educational advisory board, ASIS technology judge and educational adviser and contributor to ESA membership. Paul served as a United States Marine from 1970-1976 which included one tour in Vietnam. Paul writes the monthly column “Business Fitness” for Security Sales & Integration magazine.

MON | MAY 8


Rodger Schmidt, Trainer, ASSA ABLOY

Electric Strike Applications and Installation Hands-On

This program is designed to provide an understanding of electric strike applications based codes, the correction applications for electric strikes based on the frame, types of frames, types of electric strikes and the fit with existing door hardware. (Instructional) The hands-on portion will include a supervised demonstration of cutting a frame and the opportunity for each attendee to cut a frame for installation of an electric strike. 2 free strike cutting templates will be given to each attendee.

Learning Objectives
  • Distinguish codes as they apply to electric strikes for standard and Fire Rated Doors according to NFPA 80 - Standards for Fire Rated Doors
  • Apply the proper electric strikes based on existing hardware, frames and existing conditions around the door to include a healthy door
  • Utilize hands-on cutting experience to remove fear of tools and first time jitters
Course Level: Beginner/Intermediate

3.5 hours

Technical

Rodger Schmidt, Trainer, ASSA ABLOY

Rodger has spent over 22 years on the industry side of access control, security and fire services, working his way up from his first position as a service coordinator for Sonitrol of Arizona, to customer service, sales, trainer for the largest fire alarm contractor in AZ to Service Repair Manager for Sun Devil Fire and Security prior to it being sold to Cintas. Over the last 8 years he has been an active member of the AZ Fire Marshals Association and was selected to be a presenter at the AZ Fire School in the fall of 2013. He has been a returning instructor at the semi-annual AZ Building Code Officials conference for over 6 years. He currently works for ASSA ABLOY in their Phoenix, AZ facility for HES/Securitron/Adams Rite and Alarm Controls and a national trainer. He conducts over 200 classes a year on access system design, applications and installation. He continues to provide educational programs for code officials across the country covering the standards from ICC and NFPA codes for the installation of electronic locking hardware.

Trey West, Vice President, North Texas, Knight Security Systems

Why System Health Monitoring for Your Security Installation Matters

An undetected problem with a single component can compromise your security coverage. Unfortunately, many people discover a problem with the security system only after an incident has occurred. In this presentation, we look at ways to avoid downtime on your electronic physical security system, including: What does System Health Monitoring mean? How does it work? Why System Health Monitoring + SecurePlan matters.

Learning Objectives
  • Discover what System Health Monitoring entails for your security installation
  • Investigate potential challenges & solutions, the best setups for a basic system, and how the System Health Monitoring approach works
  • Recognize why System Health Monitoring + SecurePlan matters, and will have long-term benefits for your system uptime
Course Level: Intermediate

60 min

Technical

Trey West, Vice President, North Texas, Knight Security Systems

Trey West has extensive experience as a senior manager and entrepreneur in the Electronic Building Systems industry. Prior to Knight, Trey operated as the VP Operations for Siemens Security Systems, where he led the effort to build Siemens’ World Class Monitoring Center in the DFW area. He has also held the position of Regional Director for Siemens Fire Safety’s Southern Region, as well as a General Manager for Chubb Security’s North Texas operation. Trey, partnering with Martin Krohn, has previous entrepreneurial experience with Makrowest, Inc. a start-up fire and security business; which sold to Chubb Security in 1989. Trey holds an Electrical Engineering degree from the University of Texas.

Richard Kasslack, VP of Strategic Accounts, NVT Phybridge

Incorporating Long Reach Ethernet with PoE Into Your Network Design

As we discuss The Internet of Things and explore the possibilities and benefits, we must also consider the challenges and risks where everything flows through the local area network and internet. Businesses who embrace the IoT movement will have a competitive advantage delivering a better user experience while maximizing operational efficiency. The biggest challenge is connecting all the new IP end points and devices through the local area network in a manner that doesn’t risk the business or complicate network management. How do we connect these devices in remote locations? How do we ensure the data is secure, especially privacy data?
In this session, we will explore different ways to securely and cost effectively connect IP based devices. Richard Kasslack, Vice President from NVT Phybridge will walk you through some of the technology options and discuss design considerations to connect devices in areas that are outside the 300 foot distance limitation of standard Ethernet, such as cameras, access controls, access points, etc.

Learning Objectives
  • Identify the potential risks before you start having everything connected and what the various options are to address physical limitations to deploying IP connected devices in various scenarios
  • Explore the underlying technologies, limitations, features and benefits of incorporating Long Reach Ethernet with PoE Technologies, from Extenders to Enterprise grade Layer 2 switching options
  • Use cases for incorporating Long Reach Ethernet Technologies into your designs and deployments
Course Level: Intermediate

60 min

Technical

Richard Kasslack, VP of Strategic Accounts, NVT Phybridge

Mr. Kasslack has over three decades of presence in Application and Systems Architecture, Network Administration and Design, Call Center and Telecommunications Operations. His impressive appointments have included senior technology leadership roles in the Publishing, Financial Services and Manufacturing Sectors. Mr. Kasslack has also founded several Internet start-ups, been a board member of a number of private companies and charitable organizations and is a contributing member to various industry groups, committees and publications. Mr. Kasslack has been a speaker at various industry events in the higher education and government sectors as well as a contributing writer to numerous industry publications.

TUE | MAY 9


Richard Kennedy, Field Application Engineer, Arecont Vision

Advanced Megapixel Design

Advanced Megapixel Design - From concept to reality; step-by-step building and layout of an IP camera surveillance solution. In this session, we will teach you about pixel density (How it is defined and how to obtain specific pixels on target), how to combine resolution with optics to obtain specific pixels on target, and pixel density (How the numbers match up to the picture quality). Also, we will discuss making the best use of Multi-Sensor technology in the design process.

Learning Objectives
  • Discuss and define the four most requested applications (i.e. General Observation, License Plate Capture, Facial Recognition, and Situational Awareness+) - Combining resolution with optics to obtain desired pixel density
  • Observe step-by-step designing an IP camera surveillance solution using the correct cameras and lenses to achieve the correct pixel density (how the numbers match up to the picture quality)
Course Level: Advanced

90 min

Technical

Richard Kennedy, Field Application Engineer, Arecont Vision

Richard Kennedy has been in the security industry for over 30 years. This includes 10 years management in Installation and Service, 3 years as an instructor at Lincoln Technical Institute in Chicago, and 7 years as a Security Specialist in Distribution. Richard is currently a Field Application Engineer for Arecont Vision and his responsibilities include, but are not limited to the Technical Support, Design and Engineering of Arecont Vision Surveillance Systems. Richard supports our North America Sales Team Central Region through technical training courses, troubleshooting and system integration as part of our value added services to our integration partners.

Craig Dever, VP of Sales, Inovonics

Advantages of Wireless for Commercial Security

This course is designed to introduce wireless commercial security opportunities to security dealers and integrators interested in expanding their portfolios. The class will begin with an overview of the state of wireless technology for commercial security, why it makes good business sense and the various applications within the industry. Attendees will learn how to quote, specify and integrate a wireless installation from start to finish and how to use a survey kit to confirm/measure their wireless system decisions.

Learning Objectives
  • Observe the state of wireless technology as it applies to commercial security
  • Recognize the benefits of offering wireless within a portfolio
  • Discover the applications of wireless in a commercial security space
Course Level: Beginner

90 min

Technical

Craig Dever, VP of Sales, Inovonics

Craig Dever is the Vice President of Sales for Inovonics where he oversees domestic and international Sales as well as Technical Support and Customer Service. Dever has been with Inovonics since 2003 and brings more than 15 years of sales and sales management experience. Prior to joining Inovonics, Dever held positions in product management and national account sales at Exabyte Corporation, a manufacturer of tape storage devices, and was a Regional Vice President of channel sales at Computer Associates, a provider of network and system management software applications. Dever holds a B.A. in Chemistry from the University of Colorado.

Jeremy Brummels, National Business Development Manager, HySecurity

How to Design a Secure Vehicular Access Control Point

This session trains architects, engineers, and installers on the key standards and practices that when followed, result in a compliant and safer automated vehicular gate system.  Access Control Points (ACP) are notorious for not meeting one of the requirements below.  Participants should obtain an understanding how each of these objectives impact others.  Site considerations can pose significant challenges to successful installation and effective ACP user experience.  Some of the considerations include things like underground utilities, road/landscape slope, RF interference, space limitations and many more must be considered at ACP design stage, and result in dramatically different ACP system design.  We will also discuss user safety: the safety of authorized personnel in their vehicles, ACP guards, facility maintenance personnel and pedestrians in proximity to an automated vehicular gate must be included in ACP design.

Learning Objectives
  • Explore ACP design success factors and critical components
  • Discover how security, throughput, site limitations, aesthetics and safety impact ACP design
  • Discover how to design a safer vehicular gate system compliant with the safety standards set by the two U.S. standards setting organizations: Underwriter Laboratories (UL) and the American Society for Testing & Materials (ASTM)
Course Level: Intermediate
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90 min

Technical

Jeremy Brummels, National Business Development Manager, HySecurity

After college, Jeremy got involved in low voltage electronics in several different forms. He has been in the gate operator industry for better than a decade, and with HySecurity for the last 6 years of that. Mr. Brummels started in the industry as a service tech, and worked his way to a management position with the company. Jeremy went on to another company where he did project management, design, sales and then to a distributor doing more of the same until answering the call from HySecurity. Mr. Brummels has a certification in gate system design. His current role is supporting our efforts in access and revenue control through the Integrator and OEM channels.

Keith Sowa, Director Product Development/Manager, CBC America

IoT, Drones, Wireless Video and Their Impact on the Surveillance Market

This presentation will give the audience an overview of the latest technologies in the IoT, drone, and wireless video industries. We will examine the progress that these industries have made and recommend a path for the UAV security solutions industry to follow. In addition, we will discuss cloud and drone technology and their integration with video management systems.

Learning Objectives
  • Examine new and emerging technologies in the unmanned security technology market and assess ideal applications, maximizing the technology's efficiency and the future trends facing both standards development and the industry itself
  • Acquire a deeper understanding of the use of wireless video devices, IoT, and drones and what impact they can have on future trends in security and surveillance
Course Level: Intermediate

90 min

Technical

Keith Sowa, Director Product Development/Manager, CBC America

Product management for all CBCA (GANZ) surveillance products with over 20 years in various roles. Mr. Sowa managed the Technical Service Department for 10 years and then moved to Product Management for the past 6 years. He is one of the key contributors and presenters for the GANZ Technology Roadshows and responsible for the growth and expansion of Ganz products and technology.

David Gaw, CEO, Sensera Systems

Delivering Real-Time Surveillance and Intrusion Detection to Hard-to-Reach Sites

WiFi options are more powerful than ever, but truly remote sites typically do not have internet backhaul available. Cellular/WiFi routers must be powered, managed, and housed. Not having power at the site adds additional challenges. In many cases these sites go uncovered, reducing overall security and disappointing users and customers. The power consumption of microelectronics continues to drop. A new wave of options now exist for addressing these challenging remote sites in a cost effective manner. This session will review the key requirements of remote site monitoring and survey alternatives off-the-shelf solutions, and analyze strengths and weaknesses of each.

Learning Objectives
  • Recognize the requirements for remote site monitoring applications
  • Discover recent alternative solutions and building blocks for addressing remote site surveillance
Course Level: Intermediate

60 min

Technical

David Gaw, CEO, Sensera Systems

David Gaw is CEO and Founder of Sensera Systems, a leading manufacturer of next-generation low-cost, solar/wireless site cameras for construction, security, and industrial automation. He is a serial entrepreneur having founded companies and introduced new product categories in multiple markets. Prior to Sensera Systems he held a VP position at FLIR Systems. David has B.S. and M.S. degrees in Computer Science and over 25 years of experience creating technology-based products in a wide range of automation markets. Contact David or Sensera Systems at www.SenseraSystems.com

Aaron Saks, Technical Manager - Business Development, Hanwha Techwin America

Leveraging H.265 Technology for Video Surveillance Systems

The IP video security industry is on the brink of the next generation in video compression - H.265. Learn about the evolution of video compression and how H.265 builds on the efficiency of current standards. Various tools and elements of H.265 will be explained for a better understanding of the benefits over H.264. See how to reduce bandwidth and storage needs by up to 75% by utilizing H.265 and Smart Codecs as part of total solution design. In this session, you will: Identify key advantages of H.265 including efficient macro block sizing, understand bandwidth savings from dynamic Smart Codecs, determine key benefits and drawbacks of H.265 coding, and efficiently configure Samsung cameras for optimum bitrate settings. Live demonstrations and video clips will be used throughout.

Learning Objectives
  • Identify key advantages of H.265 including efficient macro block sizing
  • Explore bandwidth savings from dynamic Smart Codecs
  • Determine key benefits and drawbacks of H.265 coding
Course Level: Intermediate

60 min

Technical

Aaron Saks, Technical Manager - Business Development, Hanwha Techwin America

Mr. Saks is the Business Development Technical Manager at Hanwha Techwin America. His key responsibilities include developing vertical solutions with ecosystem technical partners. When new hardware and software partners are introduced, he serves as a technical resource and provides training to ensure products are fully understood and optimized for best performance. Working with the entire Business Development team, he is a resource to define solutions, identify partner products, solve customer issues, and assist in pilot project opportunities in a vertically focused approach. Over the past 10 years, he has served as a video surveillance subject matter expert, presented at many technology events such as security conventions, seminars, and road shows, as well as teaching Samsung’s acclaimed Samsung IP Institute (SIPI) certification courses. Previously, Mr. Saks was the primary instructor and curriculum developer of Samsung’s SIPI, which trains Samsung Techwin Ecosystem Partners (STEP) in a variety of topics, such as product selection, camera basics, IP addressing schemes, analytics, and more. This specialized SIPI training includes webcasts, classroom training, video-based training, and self-paced training modules. Many of these training sessions are manufacturer agnostic, discussing the latest industry technology trends and solutions. In addition to his experience with Hanwha, Mr. Saks has spent more than 15 years providing technical support services for a variety of computer and network based systems, from small Local Area Networks (LAN’s) to large Enterprise Wide Area Networks (WAN’s). Mr. Saks holds a BS in Computer Cartography and Geography from the University of Maryland, College Park and a MS in Information Technology from the University of Maryland, University College. About Hanwha Techwin America Hanwha Techwin America, the U.S. subsidiary of Hanwha Techwin, is a leading supplier of advanced video surveillance solutions for IP-video, analog and hybrid systems. Building on the company’s history of innovation, Hanwha Techwin America is dedicated to providing solutions with the highest levels of performance, reliability and cost-efficiency for professional security applications, such as continuing development in advanced edge devices and video analytics. For more information, visit HanwhaSecurity.com.

PSA Technical Committee

Discovering Technologies Driving the Industry – A PSA Technical Committee Roundtable

This roundtable discussion is designed to provide insight on multiple types of media analytics, wireless/Bluetooth - credentials to reader, and robotics driving the industry today and the potential impact these technologies will have on physical security in the future.  Attendees will participate in a facilitated discussion and will evaluate the current capabilities of these technologies and the future potential value or limitations of these technologies.  With an increased understanding of where current and future products provide value, integrators can better invest in the appropriate competencies and have more valuable interactions with their customers.  Attendees will contribute findings, be engaged in interactive dialogue among industry peers and rate the perceived value of the technologies based on current use and intended future use.

Learning Objectives
  • Evaluate the current capabilities of three technologies and the future potential value or limitations of these technologies
  • Explore the appropriate competencies and have more valuable interactions with your customers
  • Contribute findings, be engaged in interactive dialogue among industry peers and rate the perceived value of the technologies based on current use and intended future use
Course Level: Intermediate

60 min

Technical

PSA Technical Committee

By coming together as a network to share ideas and tackle industry challenges head-on, PSA’s specialty committees deliver value to ALL integrators, regardless of size or markets served. The Technical Committee is a taskforce of volunteers driven to empower integrators when it comes to competitive intelligence, evaluating emerging technologies and trends, and creating alternative product solutions.

THU | MAY 11


James Ure, Manager of Business Development for Communications and Audio, Bosch

Demystifying Commercial Audio Installation

In this course, we will be exploring the complete audio system and all of its components through a hands-on approach. You will discover the differences between 70 Volt and 8 Ohm Speakers along with the appropriate applications for each speaker type. You will learn to set up a basic background music and paging system and how to properly select speaker and amplifier types along with appropriate power ratings to accomplish the desired system outcome. Attendees will then connect the individual components to produce an operational sound system. We will be considering input sources, amplification, paging and speaker types.

Learning Objectives
  • Identify and articulate the different installation methods from speaker zoning, cabling, speaker power requirements and density, 70 volt+ vs. 8 ohm and where applicable
  • Troubleshoot and identify the proper electronics needed to meet the various styles for commercial audio and paging projects
Course Level: Beginner

3.5 hours

Technical

James Ure, Manager of Business Development for Communications and Audio, Bosch

James Ure is a Seasoned Commercial Audio professional and currently the Manager of Business Development for Communications and Audio with Electro Voice and Bosch. Jim has been in the Audio industry for 25+ years and has owned his own music label along with several recording studios. While working as an integrator he was essential in every aspect of the sales cycle from negotiation to install for several large and national commercial audio projects. He has a unique skill set that lets him identify audio projects and simplify the entire process from sales to install.

Steven Rea, Director of Business Development, Dahua

Multi-Sensors: The Latest Trend in Panoramic Cameras

Once a specialty camera, multi-sensors are the latest trend in panoramic cameras and are gaining mainstream popularity as an all-in-one solution to replace multiple fixed cameras. Arising out of need for more advanced panoramic offerings, multi-sensor cameras offer freedom from focal length restrictions found in fisheye cameras to capture a seamless panoramic view with superior image quality. This session will explore the evolution of multi-sensors and how they fit into today’s market, and provide specific details about how these multi-functional cameras can help reduce costs, installation time and maintenance. Attend Dahua’s Multi-Sensor educational session during PSA Tec and you can win a $50 gift card!

Learning Objectives
  • Discover the history of panoramic cameras and how they work
  • Descibe camera reduction and why less is more
  • Choose the right multi-sensor for your application
Course Level: Intermediate

90 min

Technical

Steven Rea, Director of Business Development, Dahua

Steven Rea is the Director of Business Development, North America at Dahua Technology USA, a high-value, total security solution provider. As an industry veteran who has worked primarily in the IP video surveillance niche, Rea has been involved in complex and innovative security projects. With seven years involvement in PSA, he is pleased to bring his expertise to PSA TEC and share his know-how with its members.

Rodger Schmidt, Trainer, ASSA ABLOY

Circuits, Wiring Diagrams and Power Supplies

This session is a focused on the design of a access control circuit, the understanding of voltage, amperage and spare power. The layout of a wiring diagram to include hands-on practice of laying out the circuit by drawing different circuits. The final portion is the hands-on exercise of a major project to include man-traps, biased contacts and basic troubleshooting using multi-meters.

Learning Objectives
  • Design a circuit with an understanding of 12 vs 24 volts, spare power requirements, and the selection of a power supply, choosing between Linear and Switching power
  • Discover types of switching necessary for a circuit, opens and closes, types of switches and how to create a wiring diagram, to include hands-on drawing of a circuit for exercises
  • Complete a multi-door wiring diagram and putting the system together using basic troubleshooting skills to resolve any issues
Course Level: Beginner/Intermediate

3.5 hours

Technical

Rodger Schmidt, Trainer, ASSA ABLOY

Rodger has spent over 22 years on the industry side of access control, security and fire services, working his way up from his first position as a service coordinator for Sonitrol of Arizona, to customer service, sales, trainer for the largest fire alarm contractor in AZ to Service Repair Manager for Sun Devil Fire and Security prior to it being sold to Cintas. Over the last 8 years he has been an active member of the AZ Fire Marshals Association and was selected to be a presenter at the AZ Fire School in the fall of 2013. He has been a returning instructor at the semi-annual AZ Building Code Officials conference for over 6 years. He currently works for ASSA ABLOY in their Phoenix, AZ facility for HES/Securitron/Adams Rite and Alarm Controls and a national trainer. He conducts over 200 classes a year on access system design, applications and installation. He continues to provide educational programs for code officials across the country covering the standards from ICC and NFPA codes for the installation of electronic locking hardware.

*course length spans multiple days