Sessions

Browsing sessions by:

Joe Lamontagne, Technical Trainer, Bosch Security Systems

Bosch G Series Control Panels Master Certification (B9512G/B8512G)

This Bosch Intrusion course provides an in-depth look at our new G Series Panels, highlighting the functions and abilities of the products. Students will receive hands-on experience with the B9512G Control Panel as well as extensive exposure to the Remote Programming Software (RPS), used to program and configure panel functionality. This course is 3 days long. All students must take and pass all online prerequisites for the G Series/B Series Expert Certification (US) and G Series Master Certification (US) the online Introduction to G Series Panels (B9512G/B8512G) (Online) prior to attending this classroom course.

Learning Objectives
  • Recognize overall function and capabilities of the G-series
  • Differentiate the various system topologies and where to use them
  • Perform full programming of a Bosch G-series panel

3 days

Certification

Joe Lamontagne, Technical Trainer, Bosch Security Systems

Joe has conducted technical training for Radionics / Bosch since January, 1989 and, yes, he does remember training your grandfather. A veteran of 11ᄑ years of government service and 46 years in the electronic security industry, he holds a Bachelorメs degree from UCLA and Masterメs degrees from both UCLA and Cal State Northridge University, as well as a California Secondary Schools Teaching credential.

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
  • Manage Security Projects effectively from start to completion
  • Investigate how to play the construction game
  • Prepare and negotiate change orders and control scope creep

2 days

$550

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 ASISs Certified Protection Professional (CPP). He is also a Certified Trainer for CEDIA.

Ray Coulombe, Founder & Managing Director, Security Specifiers

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.

Learning Objectives
  • Obtain the basic fundamentals of networking through an electronic security perspective
  • Develop skills and confidence to interact with IT personnel
  • Acquire a solid base for further study in networking and cyber security

3 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.

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

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
  • Install, configure and troubleshoot the various components of the iSTAR controllers, and associated readers, inputs and outputs

5 days

$1900

Certification

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

*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
* C•Cure 9000 Enterprise
* Business Intelligence Reporting Suite (BIRS)
* Migrations from 800 to 9000

Daniel Butler, Training Manager, HySecurity and Jeremy Brummels, National Business Development Manager, HySecurity

HySecurity CRASH Authorized Integrator Training

Become a HySecurity Crash Authorized Integrator. The hands-on class presents unique aspects of the StrongArm M30/M50 and HydraWedge SM50 and covers site planning, initial programming, site use, maintenance and troubleshooting. The class identifies critical site and product installation, integration and operation steps, increases your competence and efficiency at designing hardened access control points, and trains you to exploit unique and powerful HySecurity CRASH product benefits.

Learning Objectives
  • Obtain critical site planning techniques, accurate foundation layout/alignment, and proper operation
  • Implement functional site-specific operation through programming, maintenance, & troubleshooting
  • Examine powerful gate sequencing and site security integration techniques

1 day

Technical

Daniel Butler, Training Manager, HySecurity and Jeremy Brummels, National Business Development Manager, HySecurity

TBA, Lenel

Lenel OnGuard Hardware & Software Fundamentals

This five-day, instructor-led 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. The fundamentals course is the first course in the technical certification curriculum that supports the basic knowledge required for all Professional, Expert, and Design Architect certification tracks.

Learning Objectives
  • Identify different hardware components of a basic electronic security system and select suitable components for various system topologies
  • Install and configure OnGuard Software (including the Access Control database)
  • Program basic system/cardholder options to support the ID credentialing process

5 days

$2100

Technical

TBA, Lenel

Rex Allen, Operations Manager, SIA/Securadyne

SIA Security Project Management Training Seminar (SPM)

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 project managers 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 SPM® Certification review course. Review of the SPM® 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 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

2 days

$995

Operations

Rex Allen, Operations Manager, SIA/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.

Donny Schaffer, Director of Support Services, 3xLOGIC

3xLOGIC infinias Certification Training

Join 3xLOGIC expert, Donny Shaffer for a deep dive into the infinias Cloud Access Control application. This hands-on certification course will offer technical training on the infinias ESSENTIALS, PROFESSIONAL and CORPRATE offerings. Explore the world's smallest and most scalable access control solution. Learn how easy it is to install and deploy while scaling your business. Upon completion of the course, techs will receive a 3xLOGIC Certified Technician Certificate and Certified Partner Polo.

Learning Objectives
  • Evaluate the scope of access control and value of world's most scalable access control solution
  • Install and deploy fully functional system
  • Investigate the logic and learn terms and concepts unique to the infinias software platform

1 day

Certification

Donny Schaffer, Director of Support Services, 3xLOGIC

Donny Shaffer is an expert in the industry. With 10+ years of experience in access control world from a technical and sales side, he is the man that delivers the most solid training in the business. Shaffer develops and implements training for the 3xLOGIC product lines and is the Director of Customer Support Services. Join him for a hands on certification of the 3xLOGIC infinias access control products.

Pete Marr, Technical Training Specialist, AMAG Technology, Inc.

AMAG Symmetry Essentials Certification Training

This certification program provides in-depth training on the basics of the Symmetry Security Management System for a single site. This course is designed to teach the fundamental skills required to design, install, program and maintain the Symmetry Access Control Security Management System. This class is designed to be both informative and hands-on. As a student you will be required to conduct exercises that provide real world scenarios for programming an access control system. Each student is encouraged to fully participate and to ask questions.

Learning Objectives
  • Install the software and perform configuration of a basic Symmetry Access Control System
  • Acquire the essential understanding of the Symmetry System architecture, the features and capabilities

5 days

$650

Certification

Pete Marr, Technical Training Specialist, AMAG Technology, Inc.

Pete has been in the security/low voltage industry since 1987. His experience ranges from Intercom and Commercial sound systems to intrusion, access and video installation and service.
Pete left the installation contractor field and joined Detection Systems in 1999 (which became Bosch Security Systems) and worked in numerous roles, including Product Management Technical Specialist, Technical Support (including the Group Leader) and as a Training Specialist.
Pete joined AMAG Technology, Inc. in July of 2012 as a Technical Training Specialist developing and delivering industry leading access control training.

Troy Jensen, Market Development Specialist Lead, Shure

Conferencing Solutions: When to Choose a Digital Discussion System

Many meetings are set up based on a “one too many” model, such as a presentation or lecture. The sound system distributes the voice of a few talkers in the front of the room to listeners in the audience. A traditional sound reinforcement system – with a microphone for each talker and loudspeakers mounted on the walls or ceiling – can certainly work well in these types of meetings. But some meetings use a “many too many” format with a donut-shaped round or oval table with seats around the outside. At these meetings, everyone can be both a talker and a listener, and needs to be able to speak and be heard by everyone else. It’s more difficult to use a standard sound system in these types of meetings, because loudspeakers are typically pointing at the microphones, which can make it difficult to control feedback.

Learning Objectives
  • Describe the difference between conferencing and discussion systems
  • Discuss the reasons to choose a discussion system

4 days

Audio-Visual

Troy Jensen, Market Development Specialist Lead, Shure

A 30-year Audio/Video industry veteran, Troy has held numerous high-level consulting and management positions focusing on architectural acoustics, system design, and project and business management. He is also certified on several computer modeling and evaluation techniques for AV sound spaces, which is particularly helpful when serving as a guest lecturer in the Yale School of Drama M.F.A. program for Technical Design and Production.

Angela Gaffney, Owner, Essential Health & Wellness

Feel Good, Look Good For Life!

We all know what to do to achieve health but for some reason it's just not happening. We're taking care of everyone and everything else and as a result are overweight, fatigued and feeling so stressed we can't sleep at night. Even when you give it your all, you find yourself veering right back into the same old patterns, struggling to choose the apple over the doughnut and wishing for something more. . . more energy, more productivity, more happiness, more health. It just doesn't have to be this difficult. Angela will shift your perspective and share simple life/food strategies to achieve health and excel in your career.

Learning Objectives
  • Uncover the secret to long-term health- it has nothing to do with guilt, restriction, or deprivation
  • Discover the keys to achieving work/life balance
  • Examine how to create ease in life with the Feel Good, Look Good method

50 min

Management

Angela Gaffney, Owner, Essential Health & Wellness

Angela is the catalyst for healthy transformation. She works with busy professionals who are trying to balance everything in life so they can achieve health while excelling in their career.
Angela's keynotes and workshops challenge attendees to think differently about their health. There's no crash diet, no need for intense willpower, or a restrictive lifestyle. Angela knows what it takes to excel in health and a career; after surviving a health crisis that nearly took her life she became a Certified Health Coach and has helped hundreds of others achieve their goals. Angela's simple strategies solve common health challenges, empower others to take charge of their health and ignite life-long transformation.
Traveling often and balancing the demands of work with quality family time, Angela relates well to the busy executive. She is a regular contributor to the Huffington Post and the author of Feel Good, Look Good, For Life. In addition, she has published two cookbooks: The Daily Essentials Cookbook Collection: Breakfast and The Daily Essentials Cookbook Collection: Lunch.
Outside of speaking and writing about health, Angela's other passions include enjoying the great outdoors with her family, traveling to new places, and being a creative cook in the kitchen.

James Ure, Manager of Business Development, Bosch Security Systems

Enhancing Security Through Automated Audio

Integrating automated audio messaging with physical security and video analytics. This incorporates 2 way radio with onsite first responders to improve response times and actionable messaging. This could also empower multiple diverse agencies with a combined response and communication platform removing barriers between on-site and off-site responders. Understanding the diversity and scalability of such a solution will allow integrators to identify new revenue opportunity within new and existing customers.

Learning Objectives
  • Identify new opportunities within existing video and access control customers
  • Recognize the value of integrated audio along with 2way Radios into physical security and video analytics

1 day

Audio-Visual

James Ure, Manager of Business Development, Bosch Security Systems

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.

Brad Malone MA, PMP, Partner, Navigate Management Consulting

Get Your Management Team Working Toward the Same Goals

Business leaders often set goals that are never achieved because the company’s team members’ roles, current job functions, and processes are not lined up to work towards the same goals. Alignment between role and desired goal is the key to a company’s continued success. Without it, businesses don’t grow and reach their full potential. This seminar shows how to use management tools, metrics, and incentives to bring the management team into focus and action. You will learn or re-learn why a good team will outperform a collection of individual superstars. Topics include the four disciplines of execution; visibility, accountability, transparency; and common goals, personal metrics, and commitment.

Learning Objectives
  • Discover the importance of visible and business metrics in building out an aligned management team
  • Identify and distinguish between leading and lagging metrics - both strategic and tactical
  • Establish how to cascade and assign metrics to departments and individuals

50 min

Management

Brad Malone MA, PMP, Partner, Navigate Management Consulting

Robert Lovato, Technical Support Manager, Security Door Controls

How to Design and Win More Physical Electronic Security Job Bids with Solutions Selling

Designed for dealers, installers and integrators, this practical, hands-on business development module will ensure attendees are comfortable with the type of technology expertise required to successfully bid jobs and how to apply those technologies into the solutions they actually submit. Session attendees will review real project examples and the step-by-step, common sense process used to design, sell and win more bids.

Learning Objectives
  • Identify and recommend appropriate technology solutions/alternatives to win more jobs
  • Demonstrate the bidder is educated and invested in their customer's project
  • Clearly communicate and inform their customer about the recommendation and its ramifications

1 day

Technical

Robert Lovato, Technical Support Manager, Security Door Controls

Robert Lovato brings a wealth of security experience from perimeter to interior, beginning his career in 1977 by attending locksmith school. His first job was for an alarm company before turning to locksmithing in 1980, dealing with every facet of applications in commercial, residential, industrial and institutional environments even building safe rooms for celebrities.
During that time, he continued his education and became licensed in electric gates and access control, and received certifications from all the major brands of security manufacturers. He immersed himself in the camera world before specializing in high-end security and access control in the late 1980's - working on large, government-spec'd deployments in airports, jails, banks and secure facilities.
Besides having over 35 years of industry experience, Robert is also a California State Licensed Contractor (C61) with qualifications for locksmithing and low-voltage applications. He has been teaching his own employees to be job-ready since 1988. He presents Access Control Retrofit classes year-round at ADI expos, has contributed to articles in security publications, and appears in Robert's Tech Talk - a series of on-going educational videos produced by SDC.

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

Leveraging Technology to Reduce Installation Costs

We all know that customer budget determines how many doors are going to be secured at a facility. Typical installation practices limits the average system to only 10 - 20% of the doors being monitored and secured. With new technologies and system architectures you can increase the number of doors to 30 - 60% and still maintain the same budget. This class will dig into what architectures are available, how they work together at the same site and how to sell the value to the customer.

Learning Objectives
  • Discover the architectures that are available
  • Critique how these new technologies can be used at the customer site
  • Examine how to sell into existing customers and increase RMR for existing customers

1 day

Sales & Marketing

Scott Dennison, Business Leader, 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.

Richard Bryan, Speaker, A-Player Leadership

Learn to Lead: Guaranteed to Succeed

Learn how to become an effective leader. Richard J. Bryan shares funny stories that shed light on the secrets to business success he's learned from his 20+ years in business. Discover how to work on rather than in your business to get the results you're looking for! Richard will share his 7-Step Hiring Process, teach you to mentor your team and identify those tasks only you as the leader can accomplish. This inspiring and interactive program guarantees you will learn to lead and succeed!

Learning Objectives
  • Identify your true passion and leverage your talents to focus on what only you can accomplish
  • Develop a strategy for finding and retaining people you trust who have future leadership potential
  • Establish how to shape the success of your organization when making a consistent & positive impact

50 min

Management

Richard Bryan, Speaker, A-Player Leadership

At only 28 years of age, Richard took the reins of a 100 year old, $120 million, family owned, car and truck dealership after his father's ill health forced him to retire suddenly. That alone was a challenge. Worse, the business was losing $3.5 million a year and there was no plan. After a difficult start and many mistakes Richard hired business mentor, Frank. With Frank's help Richard clearly defined his role as a leader, forged a team of trusted A-Players and learned the vital art of succession planning. He ultimately helped the business survive and then thrive in a highly competitive industry. Today, Richard is an author, speaker and business owner who shares with audiences the leadership strategies that have proven to be the driving force behind his continued business success. Richard lives in Evergreen, Colorado with his wife and two teenage children and is a professional member of the National Speakers Association.

PSA Sales and Marketing Committee

Networking: It Ain’t Just Cocktailing and Handshakes

Networking is about making connections, though it’s not just for a sale or to gain a customer. Networking is not only a means to get to know the movers and shakers in the industry, but it can also help yield immeasurable rewards. In this session, attendees will discover the importance of networking goals, will learn how to develop a strategy and evaluate their efforts to drive results that matter.

Learning Objectives
  • Discover tips on professional networking, business, and marketing
  • Create a networking plan and generate objectives to achieve the plan

50 min

Sales & Marketing

PSA Sales and Marketing Committee

Steven Mains PhD, CEO, TechMIS

Securing the Internet of (Insecure) Things

The Internet of Things is known to be full of security holes. Webcams have been recalled for the ability of hackers to use them to launch attacks on rival websites. Fitness bands have been hacked to extract location data allowing criminals to know when the wearer is away from home and how far. And my favorite: Spanish company Durmet markets a WiFi-enabled "Smarttress which features a "Lover Detection System." The mattress buzzes your phone when it detects suspicious activity allowing you to keep tabs on what's going on while you are away. Security Integrators are being called on to design and install increasingly complicated home, office and industrial security systems that include remotely operated identification, access and content delivery systems. How do security integrators ensure that the security system they recommended and installed does not become an insecurity system causing the client loss of money, lost productivity and damaged credibility with clients? This talk is designed to acquaint physical security integrators of the pitfalls inherent in the Internet of Insecure Things and how to design in security that can withstand a hack.

Learning Objectives
  • Describe the Internet of Things
  • Define the insecurities inherent in the IoT
  • Recognize how to prevent installing an insecure security system

50 min

Cybersecurity

Steven Mains PhD, CEO, TechMIS

Steven Mains, PhD is the CEO of TechMIS a cyber security company serving commercial and government clients. TechMIS is located near Tampa, FL, with offices in Williamsburg, VA and East Berlin, PA. Steve spent 30 years in the Army, concluding his career as a Cyber Operations practitioner. His last job before retirement in 2010 was as the Director of offensive and defensive cyber operations for US Central Command where he was responsible for military cyber activities in the Middle East and South Asia. He holds a PhD in Computer Science from the College of William and Mary and holds degrees from the University of Madras, in Chennai India and the US Military Academy at West Point.

Jamie Gosweiler, Marketing Manager, Vector Firm

The 2018 Digital Marketing Plan for the Security Industry

Developing content that attracts the right type of leads and customers is a common challenge for many in the security industry. In addition to understanding the types of content needed to produce these opportunities, many just don't have the time to consistently create this value added information. In this session, we will present a framework for how businesses in the security industry can easily and consistently create content that attracts, captures and converts your ideal target customers. We'll then explore how to quickly amplify your content across multiple channels to maximize exposure. Finally, we'll share some templates and tools to help your security business achieve success and track your digital marketing ROI.

Learning Objectives
  • Develop a framework for simplifying content creation
  • Discover how to amplify content to quickly maximize traffic, leads & sales
  • Explore tools, templates and technology that assist in content creation and amplification

50 min

Sales & Marketing

Jamie Gosweiler, Marketing Manager, Vector Firm

Jamie Gosweiler, Marketing Manager for Vector Firm brings more than 15 years of digital marketing expertise to the security industry. He holds the Inbound Marketing Certification from HubSpot and works with clients on executing inbound marketing programs, as well as offering print and web design solutions. Jamie supports Vector Firm's goal of assisting clients build a superior online web presence. His primary focus is to deliver solutions that build awareness, generate interest and drive actions across multiple marketing channels (PPC, SEO, Social) with the right content, lead capture tools and systems for automated follow up.

Glenn Bott, Founder, Warrior's Way LLC

Getting Stuff Done

Achieving any success requires establishing the vision and committing to its ultimate success. By focusing upon the objective and knowing you will achieve your goal everything is possible. The principles of aikido are extremely useful in accomplishing any goal, by welcoming all events as a learning tool and using these to your advantage you will ultimately succeed without stress and enjoy the process. Glenn shares how these same principles helped him recover from a severe brain injury to once again become a thought leader.

Learning Objectives
  • Discover your power
  • Recognize commitments are carved in stone
  • Utilize lateral thinking on a daily basis

50 min

Management

Glenn Bott, Founder, Warrior's Way LLC

Fall Down 7 Times Get Up 8
Glenn Bott, a vibrant and enthusiastic lover of life had his life forever changed when he was struck head on by a SUV while bicycling after work. In a coma for 10+ days he lingered between life and death. Once Glenn emerged from his coma, he spent months in a rehabilitation hospital where he had to relearn to walk, talk, swallow, and think.
His training and beliefs prior to the collision helped him fully recover - surprising his doctors and therapists. These thoughts and beliefs along with his love of life saved him. He'll share with you why he survived a diagnosis of likely won't survive and if he does he'll have very high odds of being severely brain injured and require assistance for the remainder of his life. Join Glenn as he recounts his healing process and engages you with moving stories of how his strong sense of self and wife/friends assisted him in not only surviving but coming out the other side an improved version - Glenn Bott 2.0
Glenn's thoughts and beliefs he used to come back from the dead can help you too. This way of thinking can improve your business, financial situation, relationships and personal health.
Glenn is a powerful and unique speaker that shares his simple message with emotional and humorous stories to demonstrate there is always a way. One of his favorite sayings is what you focus on expands. By focusing upon a complete and total recovery he has reinvented himself and now shares the tools and techniques he used to once again create a great and joyous life for himself.
Glenn is sought after because of his unique message, authenticity, impeccability, and easy-going nature. His message resonates with individuals and businesses because he demonstrates the effectiveness of empowerment, having a positive can do belief, and lateral thinking.

Paul Zielie CTS-D, I, Manager of Enterprise Solutions, Harman

AV/IT Security

Traditionally audiovisual (AV) and presentation technologies have been isolated from the enterprise IT network. With the rise of unified communications, cloud applications, enterprise management, and as AV technology reaches further into the organization, AV installations can no longer be isolated. This presentation will discuss the process, stakeholders, and tools used to determine and agree upon the security requirements of an AV installation and some tools and techniques to ensure those requirements are met.

Learning Objectives
  • Identify the process, stakeholders, and tools used to determine and agree upon the security requirements of an AV installation
  • Implement the tools and techniques to ensure those requirements are met including a mitigation plan and common security mitigations
  • Observe how to include the outputs of this analysis in the RFPs, proposals, statements of work, and acceptance criteria

50 min

Audio-Visual

Paul Zielie CTS-D, I, Manager of Enterprise Solutions, Harman

Paul Zielie, CTS-D,I is a multi-disciplined generalist with 30 years of experience designing and integrating IT, telecommunications and audiovisual (AV) solutions. He is a prolific writer and speaker and was the recipient of the 2015 InfoComm International, Educator of the year. Currently Mr. Zielie is the Manager of Enterprise Solutions for Harman Professional, a leading manufacturer of control and automation, system-wide switching and audio/video signal distribution, as well as digital signage and technology management. His primary responsibilities are solving the integration issues of enterprise wide AV integration including, security, scalability and maintainability. Prior to joining Harman in 2013. Mr. Zielie was a Principal Engineer for Lockheed Martin working primarily in Unified Communications and Network Video Transport.

PSA Staff

Purchasing Best Practices: A Roundtable Discussion

During this session, attendees will have 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. Adopt the philosophies, methods, and processes others in the industry are using and implement to build a strong foundation for supply chain excellence.

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

1 day

Procurement

PSA Staff

PSA Technical Committee

Innovative Tactics, Strategies, and Implementation of Security Technologies

This PSA Technical Committee presentation is presented by industry peers and professionals who share case studies, lessons learned, overviews of cutting-edge technologies, design strategies, and industry best practices. In this session, the Technical Committee will focus on the latest innovations and best practices in biometrics and video analytics technologies. The panel will explore their real-world experiences utilizing and implementing these technologies and discuss real-world challenges encountered and offer practical solutions.

Learning Objectives
  • Explore biometrics offerings in the security industry today
  • Investigate video analytics offerings that are available today in the security industry
  • Obtain new implementation tips and tricks for biometrics and video analytics

50 min

Technical

PSA Technical Committee

Moderated by: Jim Pralle, March Networks

Designing Video Solutions for K-12 Schools: Best Practices for a Unique Environment

In this panel discussion, experienced integrators and video surveillance manufacturer representatives will share the best practices they've learned delivering successful video solutions to K-12 schools across the U.S. Panelists will speak to the unique attributes of education environments, including: the specific challenges that need to be factored into system design; active shooter and other events educators need to address with the help of video; working cooperatively with law enforcement and board officials; empowering principals and administrators; and protecting and tracking assets. Panelists will also provide insights into school funding challenges and solutions, and what a typical deployment lifecycle looks like.

Learning Objectives
  • Utilize practical guidance on video system design for school and district environments
  • Acquire insights into working with school boards and law enforcement

50 min

Sales & Marketing

Moderated by: Jim Pralle, March Networks

Chuck Davis , Director of Cybersecurity, Hikvision USA

The Age of Cybersecurity: Changing Roles and Expectations

With the increase in cybersecurity breaches, systems integrators are starting to evaluate vendors' product lines by more than just the fit for particular security applications, integrators also want to know that the products they buy are cyber-secure. This session will take a look at the current state of cybersecurity in the physical security industry and explore how cybersecurity risks have affected the partnership among integrators, end users and manufacturers. What's changed now that cybersecurity is top of mind? What's the manufacturer responsible for? The integrator? The end user? This interactive session will delve into best practices for all parties. Integrators will leave this session armed with questions they should be asking their manufacturer partners, and a checklist of best practices they and their end users should have in place.

Learning Objectives
  • Examine the current status of cybersecurity in our industry
  • Investigate which partner is responsible for what (end user, manufacturer, integrator)
  • Acquire best practices, and practical questions to ask manufacturer partners

50 min

Cybersecurity

Chuck Davis , Director of Cybersecurity, Hikvision USA

Chuck Davis is a cybersecurity veteran with more than 20 years of experience working in a variety of technical and managerial roles in the cybersecurity field.
Davis is a true technologist: He holds seven US Patents, three Patents-Pending, 10 invention disclosures, and he has also co-authored two books. Chuck holds numerous certifications, including the CISSP-ISSAP, he is an ISSA senior member and member of the board, he is also a former ISSA Chapter President. Mr. Davis architected, designed and deployed many solutions including, Data Loss Prevention, Network Access Control, Malware Defense, Computer Forensics, Intrusion Detection/Intrusion Prevention (IDS/IPS), two-factor authentication, and secure, crown jewel source code development
Prior to joining Hikvision, Chuck worked as an Executive Security Architect for IBM, managing the global malware defense and vulnerability management programs. Previously, he worked as the Manager of Global Cyber Defense for the Hershey Company and before that, he spent 14 years working for IBM as a Senior Security Specialist, Senior Security Architect, and Global Security Operations Manager.
Davis has presented at numerous conferences and events and been interviewed on TV, radio, print and online publications on the subject of cybersecurity for more than two decades. He also managed intrusion detection for the September 11th relief fund telethon (tributetoheroes.org).
In addition to his work as a cyberssecurity professional, Davis is an educator. He has taught undergraduate and graduate students at three universities in the United States over the past seven years and is currently working as an adjunct professor of Computer Science at the University of Denver, teaching masterメs degree courses in Ethical Hacking and Computer Forensics.

Ron Davis , President, Davis Mergers & Acquisitions Group

The Start of the Deal

The industry's top business broker, whose company Davis Mergers & Acquisitions Group will gross over $100 million in transactions in 2017, is a professional speaker who knows how to give an audience what it wants. He will describe recent M & A transactions including the amount paid by the buyer. Potential sellers will learn specific proven techniques for preparing their companies before taking them to market. (This process is similar to "staging" your house before you show it to potential buyers.) Likewise, buyers will be given detailed steps on what to avoid and what to look for when buying a company, including how to find the most advantageous financing partner. Both sellers and buyers will discover the benefit of using an experienced transaction attorney. The goal is for all participants to end up in a win/win situation. The presentation is delivered by the man who wrote the book on buying and selling companies in the security industry, "The Start of the Deal." He will give a free autographed copy of the book to each attendee.

Learning Objectives
  • Discover how to prepare their companies for sale or how to buy another company
  • Develop a historical perspective of the M&A market, yesterday and tomorrow
  • Determine the future direction of their companies: buying, selling or growing

50 min

Management

Ron Davis , President, Davis Mergers & Acquisitions Group

Ron Davis is well known in our industry, and is readily recognized 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 security companies. 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 Group. He is a founding member of the National Speakers Association and is one of the first to receive the designation of Certified Speaking Professional (CSP). He was among the first group inducted into SSI's Hall of Fame. Ron was the originator and founder of the security industry's first educational symposium, conducted over 20 years, primarily in Las Vegas. Today, his company, Davis Mergers & Acquisitions Group, focuses exclusively on mergers and acquisitions.

Darnell Washington, President/Chief Executive Officer, SecureXperts

Cyber Threats They Don’t Tell You About

We all know about ransomware, phishing, and malware attacks. What about next generation exploits that undermine the root of trust, privacy, and reputation of individuals and organizations? Learn the tools and tricks of the hackers and a apply ways to prevent and minimize your exposure to these threats. During this session, attendees will discover real world examples of insider threats and how cyber threats come with catastrophic impact (especially to small business) which can be detected and averted.

Learning Objectives
  • Investigate the primary tools used by hackers on the Dark Web
  • Recognize how to minimize your risk profile
  • Implement best practices to secure your information

50 min

Cybersecurity

Darnell Washington, President/Chief Executive Officer, SecureXperts

Darnell Washington is the President and Chief Executive Officer of SecureXperts. He is responsible for implementing secure integrated physical and logical enterprise infrastructures for Federal, State and enterprise commercial environments. He assists government and commercial organizations in redesigning information architectures to incorporate next generation adaptive technologies such cloud computing, virtualized infrastructures, and convergent physical and integrated logical security platforms incorporating smart-card technologies, public/private key encryption, biometrics, and single-sign on user authentication methodologies to mitigate today's relevant cyber security risks. He regularly advises the security community at large on insider threat management, such as using structured and independent verification using next generation adaptive methodologies and strategies to identify and mitigate human and environmental threats to information and communication systems. He has served as contract instructor for the DHS Federal Law Enforcement Training Center in internet investigations and computer forensics, and currently developing best practices for physical and logical security of federally owned facilities.

Barry Epstein, President, Vertex Capital

Exit Strategies In An Ever Changing Acquisition World

We are in a tsunami of change in the integration and audio visual acquisition markets. Today's buyers of companies range from regional to national to international and from strategies to private equity to public companies. These buyers are driven by many different goals, including grow and flip, long term retention, new geographies, etc. Join Barry Epstein of Vertex Capital as he navigates through this sea of opportunity for sellers of companies.

Learning Objectives
  • Discover who today's buyers are and what they are looking for
  • Master the key items in getting your company ready for sale
  • Explore a transaction timeline, from the decision to sell through the transfer of ownership

50 min

Management

Barry Epstein, President, Vertex Capital

Barry Epstein, President of Vertex Capital, represents buyers and sellers throughout the Life Safety sector. With 25 years of industry experience, he has completed numerous acquisitions in areas that include monitoring, integration, fire, 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.

TBA, NEC Display

Aspects to Consider When Implementing NEC Video Walls

During this session, NEC will give attendees an overview of video walls, the do's and dont's and what integrators need to be aware of when designing a solution. Additionally, attendees will discover how to color calibrate a video wall. Lastly, attendees will discover service options and reoccurring revenue streams associated with video wall solutions.

Learning Objectives
  • Evaluate different aspects when constructing a video wall
  • Utilize a NEC Display wall calibrator
  • Discover service options and reoccurring revenue streams associated with video wall solutions

50 min

Audio-Visual

TBA, NEC Display

Matt Bretoi, Vice President, Sales, North America, FLIR and Ramon Duran, Field Sales Engineer, FLIR

Best Practices for Perimeter Protection

Outdoor perimeter protection is imperative for critical infrastructure security. Implementing a well-designed security solution that integrates the latest radar, thermal imaging, and target tracking technologies is the key to success. In this session, attendees will learn best practices for design parameters, camera selection, camera placement, analytics configuration, alarm management and integration optimization with third party devices.

Learning Objectives
  • Define the design parameters for deploying a thermal-radar solution for intrusion detection
  • Demonstrate how to configure no-entry zones, tripwires and a thermal fences in varying environments
  • Explore sensor technologies and how to integrate them to create an effective security design

50 min

Technical

Matt Bretoi, Vice President, Sales, North America, FLIR and Ramon Duran, Field Sales Engineer, FLIR

Kendra Prospero, CEO and Founder, Turning the Corner

Lead to Fail or Lead to Win? The Choice is Yours

There is no such thing as a born leader. "Leaders are made, they are not born. They are made by hard effort, which is the price which all of us must pay to achieve any goal that is worthwhile," Vince Lombardi. Becoming and developing strong leaders is the most important aspect of reaching your goals and becoming successful as a business manager. Too often great companies fail because of poor leadership and in today's competitive market. From the top down managers need the skills to lead people. A bad manager can be TOXIC for your team. This presentation will unveil the top essential leadership skills every professional must utilize today. Situational Leadership: Determine how to assess your team & job task readiness and intervene appropriately. Emotional Intelligence: Learn the #1 quality that makes everyone better at working with other humans. Skillful Conversations: We get it, managing is fun until you have to correct someone's behavior. You'll learn how to have the tough conversations and do it well. Strong communication skills are paramount to success. Goals, Gaps, & Guidance: Discover tools you can use to navigate what needs to happen to help team members grow or to let them go. Learn how to help your team members and what to do if things are falling apart and get really difficult. You will not only learn the theory behind these leadership essentials but utilize exercises you can implement today.

Learning Objectives
  • Explore which management style to use when and eliminate micromanaging and under managing
  • Investigate how to have more dignified conversations that keep everyone feeling charged up
  • Recognize the exact process for how to hire employees that will last

50 min

Management

Kendra Prospero, CEO and Founder, Turning the Corner

We give up the best hours of our days and the best years of our lives for work, and we should (can) love every minute. Kendra Prospero founded Turning the Corner in 2011 to help people connect to work they love and to end suffering in the workplace. She helps companies fully support their employees and helps individuals find jobs they are passionate about. Kendra believes that people who love their jobs are happier, more productive, easier to manage, and are all around better workers. Turning the Corner helps people and businesses transform the way they think and feel about work.
Before founding Turning the Corner, Kendra spent many years searching for her own true career passion. She went to college with the hope of becoming a musician and ended up focusing in computer coding instead. She worked for many years as a Project Manager for IBM, but felt she was struggling in a career that left her dying on the vine. After developing her own process, she discovered she has a true gift for helping other people identify their strengths and passions in the workplace. Turning the Corner is a result of her following her own passions to help others as the CEO and Founder of one of the few firms in the nation that supports both job seekers and businesses.
As a member of the National Speaker's Association, she has delivered hundreds of presentations to corporate executives, business professionals, entrepreneurs, and job seekers from national corporations including Google, Galvanize, Boomtown, SurveyGizmo, and Door to Door Organics. Recently nominated for Outstanding Women in Business and one of the best and brightest leaders in Colorado, everyone has benefited from her passionate and pioneering approach. Kendra continues to inspire the workforce and keeps employee engagement at the forefront of growing organizations presenting at various venues such as Business Chambers, Economic Councils, Workforce Centers, Universities, Start-Up Communities, Professional Associations, Company Conferences, Training Sessions, Job Search Meetups, and more. She loves helping people get results, leading her team to greater places, and challenging us all to change the world one person at a time.

Paul Boucherle CPP, CSC, Principal, Matterhorn Consulting

5UTCR: Learn The Code of Mining Revenue

Five Under The Customers Roof (5UTCR) is the strategy of being proactive instead of reactive to your existing customers needs. Do your sales people wait for the phone to ring or are they creating new opportunities to expand their presence, service offerings and products to new contacts within the customers organization? How do you know? We will enable you to ask yourself and your sales team the right questions to understand if you are praying for good weather and crop this year or you are planting new fields for growth. This session will pose and gain participant feedback on this important question and then provide recommended guidance on best practices based on our extensive field experience.

Learning Objectives
  • Recognize why sales people don't expand their presence and how to correct it
  • Plan to protect and expand your revenue streams proactively with a simple plan
  • Engage in "like rank" selling to help your sales team create opportunities

50 min

Sales & Marketing

Paul Boucherle CPP, CSC, 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 sales, operations and management. Corporate experience for 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 integrators, security dealers and the end users that buy their solutions. His broader perspective provides unique insights that guide his clients to greater success.
As a corporate consultant and executive coach, Boucherle's exceptional track record of business improvement is based on his philosophy of total enterprise engagement for positive change. He is able to identify and diagnose sales and company growth impediments that go beyond marketing. Boucherle works with companies to refine their organizational vision, structure, processes, product lines, sourcing, sales channels, and market position, as well as the soft skills of organizational development.
Paul serves on the SIA ISC West educational advisory board, the PSA Security educational advisory board, ASIS technology judge and educational advisor and contributor to ESA membership. Paul served as a United States Marine from 1970-1976 which included one tour in Viet Nam. Passionate about helping military veterans find civilian careers, he has launched initiatives to attract the next generation of security industry talent with SalesMarines.com and TechMarines to follow.
Paul writes the monthly column Business Fitness for Security Sales & Integration Magazine

PSA Project Management Committee

Metrics for Project Managers

As a project manager, you already know that metrics are vital for managing projects. PSA's Project Management Committee will be discussing metrics for project managers to create better efficiency with company projects and overseeing the project management team. In this session, attendees will discover how and what managers should be tracking and measuring to ensure efficiency of their teams and projects as well as to ensure the metrics are measurable, reportable, and meaningful, leading to financial success.

Learning Objectives
  • Discover metrics for your organization, projects, and project management team
  • Implement metrics for better control of your projects and project management teams

50 min

Operations

PSA Project Management Committee

Shawn Reilly, Client Development Manager, Tech Systems, Inc.

Door Security – What More 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 the installers, security forces, proactive maintenance, and engaged employees. This presentation will bring to light case studies of the most common access control failures. Once you are aware of these problems, you can take action to remove these vulnerabilities by enlisting the support of employees, security, and maintenance personnel.

Learning Objectives
  • Identify how access control is a valuable part of the physical protection system & vulnerability
  • 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

50 min

Operations

Shawn Reilly, Client Development Manager, Tech Systems, Inc.

Shawn Reilly is currently working for Tech Systems Inc., in their Professional Services Division. He conducts risk assessments, and builds training programs for their clients. He has earned both CPP and PSP certifications from ASIS and is certified in Crime Prevention Through Environmental Design. Shawn is a certified healthcare professional administrator and past IAHSS Chapter Chair for South Carolina. His previous job was as Security Director and Chief of Police for the Greenville Health System. Shawn holds a volunteer leadership position as an Assistant Region VP for ASIS and is a Board Member for the Southeastern Safety and Security Healthcare Council. He has earned a Bachelor's degree in education and a master's degree in administration.

Moderated by: Chuck Wilson, Executive Director, National Systems Contractors Association

Tiered Security Recommendations Benefit Manufactures, Integrators and End Users

School administrators must answer two basic questions when planning to implement security measures: What should we do? And how do we pay for it? Since school officials are rarely experts in physical security, the answers are often difficult to answer for them alone. PASS has a singular focus: To provide school administrators, school boards and public safety and security professionals such a integrators and manufactures with guidelines for implementing a tiered approach to securing schools. In this presentation the audience will learn from the expert panel about how implementing the PASS tiered approach is a benefit to the end user, integrator and manufactures.

Learning Objectives
  • Investigate the point of views of an end user, integrator, and manufacturer
  • Identify the TIER Continuum and how it applies to the end user
  • Apply PASS tiered recommendations to their school districts

50 min

Sales & Marketing

Moderated by: Chuck Wilson, Executive Director, National Systems Contractors Association

Panelists: - Guy Grace, Director, Partner Alliance for Safer Schools - Scott Lord, Executive Director, All Systems - Mark Williams, Sr. Architectural Consultant, Allegion

TBA, PSA

Creating Greater Awareness 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

1 day

Procurement

TBA, PSA

Rodger Schmidt, Trainer, ASSA ABLOY - EMSO GROUP

Electric Strike Application and Installation

This class will be a review of electric strike applications and installation steps to properly install electric strikes into or onto a frame-to include the opportunity to complete a cut in and installation of a strike in a frame. We will discuss NFPA 80 - Standards for Fire Door assemblies - what are your requirements when modifying a fire rated frame to install an electric strike? What do you need to know about the existing hardware on a door to pick the right electric strike for the job?

Learning Objectives
  • Distinguish which codes apply to the installation of electric strikes
  • Establish the correct right strike for the application
  • Perform hands-on cutting of an electric strike into a frame, tools and techniques

1 day

Technical

Rodger Schmidt, Trainer, ASSA ABLOY - EMSO GROUP

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, project management, trainer and finally Service Repair Manager for Sun Devil Fire and Security, the largest fire service provider in AZ prior to it being sold to Cintas. During his 7 years at Sun Devil Fire and Security, he was instrumental in the growth of annual sales from approximately 8 million to over 15 million dollars over a three year period. Rodger helped to develop and train individuals to become successful sales individuals and training program to include the design of an operational fire test center for sprinklers, fire alarm, kitchen hood systems and fire extinguishers for service technicians who required certifications to provide fire services. He is still a current member of the AZ Fire Marshals Association. In the fall of 2013, Rodger was selected to be a presenter at the AZ Fire School and has been a returning instructor for the AZ Building Code Officials semi-annual conference for over 6 years, California Fire Prevention for 2 years and other AHJ's.
Schmidt currently works for ASSA ABLOY in their Phoenix, AZ facility for HES/Securitron/Adams Rite and Alarm Controls as a national trainer for the Electromechanical Group. Rodger has conducted over 600 classes over his first 3 years with ASSA ABLOY to include product specific, codes, site surveys, system design, applications and installation. Rodger 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 upon request.

Jeffrey Eichenlaub, Director Strategic Partnerships, Mission 500

Corporate Citizenship in Action

Mission 500 is a security industry centric nonprofit dedicated to serving severely in need children and families in the US, while acting as a catalyst and resource for excellence in corporate social responsibility in the industry. Join Mission 500 for this important panel discussion around corporate social responsibility and employee engagement. There are a number of companies in the industry that demonstrate excellence in the area of corporate social responsibility and employee engagement, and in this session we will present a brief overview on the potential ROI to being a company that cares, and facilitate brief presentations by several industry companies/leaders and their best practices, as well as the effect on their businesses. This subject is a cornerstone discussion in most industries today. Ancillary information and thoughts will be presented by the panel on: community service/employee volunteering, how to appropriately message these activities both internally as well as externally, what does causal marketing look like in the B2B and B2C space, how industry is perceived, how we can continue to build the industry's reputational equity with the public and other stakeholders and other thought processes in this discipline communicated by our best practice leaders on the panel.

Learning Objectives
  • Establish the importance of meaningful corporate citizenship and trends
  • Recognize the ROI's of effective employee engagement
  • Discuss best practices in corporate citizenship and employee engagement by industry leaders

50 min

Operations

Jeffrey Eichenlaub, Director Strategic Partnerships, Mission 500

Jeff works with nonprofit and private sector organizations (primarily in the security industry) in the areas of corporate citizenship, shared value initiatives, strategic messaging, and employee engagement/teambuilding/volunteering.
Prior to Better World, Jeff served in various roles for over 10 years at World Vision, partnering with corporations like JPMorgan Chase, American Express, Target, Prudential, and others in areas of shared value initiatives, PR, employee volunteering/teambuilding events, employee driven giving/projects, cause marketing, as well presenting at various workplace engagement conferences.
Mission 500 is an exclusively security industry centric nonprofit dedicated to AIM: Advocate for underserved children and families in the U.S., Inspire and act as a catalyst for excellence in corporate citizenship in the industry Mobilize companies and industry volunteers to action.
About Mission 500
Mission 500 is a nonprofit organization that works closely with the security industry to serve the needs of children and communities in crisis in the US. Initially, Mission 500's primary goal was to focus security industry efforts on sponsoring more than 500 children through World Vision's humanitarian outreach. Through corporate sponsorships and donors, the volunteer-driven initiative has now sponsored more than 1,100 children through World Vision's humanitarian efforts; generated more than $4 million in cash and gifts in kind; and distributed more than 10,000 book bags filled with school supplies to students attending Title One schools. Working under the direction of industry leaders, Mission 500 underwent a re-charter in early 2016, and is now dedicated to serving severe need children and families in the US. Mission 500 is an exclusively security industry centric nonprofit dedicated to AIM: Advocate for underserved children and families in the U.S., Inspire and act as a catalyst for excellence in corporate citizenship in the industry Mobilize companies and industry volunteers to action.

Richard Roberts, Industry Affairs Manager, Honeywell

Changes to the 2016 Edition of the NFPA 72® National Fire Alarm and Signaling Code

Join us for an informational presentation covering key changes to the 2016 edition of the NFPA 72® National Fire Alarm and Signaling Code®. The discussion will provide an overview of new requirements for documentation, personnel qualifications, initiating devices, notification appliances, control units, emergency communication systems, supervising stations, and wireless systems.

Learning Objectives
  • Discover key changes to the 2016 edition of the NFPA 72® National Fire Alarm and Signaling Codeᆴ
  • Acquire an overview of new requirements for documentation

50 min

Technical

Richard Roberts, Industry Affairs Manager, Honeywell

Richard Roberts is Industry Affairs Manager at Honeywell Security and Fire with over 30 years in the fire alarm and carbon monoxide market. His experience spans the installation, sales, and product development of products. Currently, He is a member of ten NFPA Technical Committees, member the UL CO Technical Panel and participates in ICC Fire Code Action Committee (FCAC) Working Groups. He serves on the Board of Directors for the Automatic Fire Alarm Association (AFAA) and Chair of National Electrical Manufacturers Association.

Jeff Corrall, Integrations Business Development Manager, March Networks

Driving New Business with Integrated Video and RFID Data

Combining surveillance video with analytics, transaction data and other business data is an approach more organizations are taking to gain operational insights and improve efficiency and performance. That is one reason why the concept of integrating radio frequency identification (RFID) data with video is gaining traction so quickly. The solution offers organizations - especially retailers - an effective tool for tracking assets, safeguarding costly objects and merchandise, investigating suspected theft and better managing inventory. For systems integrators, a solution that integrates high-definition video and RFID data represents a new opportunity to help customers improve ROI by leveraging the video and RFID technologies they may already have in place. It also enables forward-thinking integrators to expand their portfolios to drive business with new and existing customers in markets starting from retail and beyond.

Learning Objectives
  • Discover real-world applications for integrated video and RFID data you may never have considered
  • Explore how video transforms RFID data into a true business intelligence tool for customers
  • Acquire practical tips on determining whether integrated RFID is a good fit for your organization

50 min

Sales & Marketing

Jeff Corrall, Integrations Business Development Manager, March Networks

Jeff Corrall is integrations business development manager for March Networks, a leading provider of intelligent IP video solutions. In this role, he is responsible for identifying strategic technology partnerships and overseeing third-party vendor integrations. With more than 15 years of experience in the physical security industry, Jeff previously served in roles including March Networks product manager for edge devices, transportation portfolio product manager, and manager of the company’s internal sales engineering team. Following postings in Milan, Italy and Seoul, Korea, Jeff is currently based in Ottawa, Canada.

Mitch Reitman, Principal, Reitman Consulting Group, Inc.

How to Make Your Company Bankable

Whether your company needs a small working capital loan or a multi-million dollar credit facility it is important to understand the proper reasons for taking on debt. We will discuss various lenders, (local banks, specialty lenders, factors, and national banks) and their pros and cons. We will also discuss the loan application and evaluation process and the importance of financial management.

Learning Objectives
  • Establish if a credit facility is right for your company. If so, what type?
  • Formulate the proper lender for your company and circumstances
  • Evaluate and be successful in the application for and administration of the loan

50 min

Management

Mitch Reitman, Principal, Reitman Consulting Group, Inc.

Mitch Reitman has over 22 years of experience in the Industry and is a member of the SSI Electronic Security Hall of Fame.
Mitch is the Managing Principal of Consulting Group, Inc. Reitman Consulting provides financial consulting, general accounting services, transactional services, tax compliance, and tax representation services to security alarm companies in twenty-three states, Mexico, Canada and the EEC. Mitch has Twenty years of experience in the Security Alarm industry. Prior to forming Reitman Consulting, Mr. Reitman was Vice President of Acquisitions for Select Security, and Director of Acquisitions and Business Development for Protection One Alarm Monitoring. He began his career at Coopers and Lybrand, Certified Public Accountants.

Van Santos, President, Indarra Cyber Security, Inc

Business Development in the World of Cyber Security

The cyber security landscape is changing, and the change is more than simply the technology being used. Companies, Boards of Directors, and investors are demanding demonstrable results for the significant funds being dedicated to cyber security budgets. This educational session will review the history of cyber security spend, breaking trends, and where to focus your resources in order to develop your client base in a changing environment.

Learning Objectives
  • Discover the true nature of the financial/business aspect of cyber security
  • Adapt your company to survive the changing landscape
  • Determine the results organizations are now looking for and how to provide them

50 min

Cybersecurity

Van Santos, President, Indarra Cyber Security, Inc

Van Santos is the founder of Indarra Cyber Security, a company specializing in workforce training to address the risks of cyber intrusions. With more than 25 years of IT experience, he remains vigilant to information security, realizing the risks imposed by click and go conveniences. A native of Illinois, Van moved to Texas several years ago to lead a team responsible for cyber security for a large health care provider. In that leadership capacity, he addressed the organization on enterprise architecture and information security, effecting enterprise change, and IT security. Respected by the organization, his believe in mentoring and empowerment in the workplace was quickly noted, as well as his attention to detail and project completion.
Van has a Bachelor of Science in Psychology from Loyola University of Chicago and a Master of Science in Strategic Management from Mountain State University in West Virginia. He has functioned as a TA at the University of Chicago, Department of Computer Science, in their Enterprise Architecture course. He is a member of The Association of Information Technology Professionals and The Information Systems Security Association.

TBA, NEC Display

How to Determine the Right Display Technology

Attendees will discover how to best determine the right display technology for AV/IT applications and what factors come into play when choosing a display technology. In addition, they will understand why and how users would use one technology over the other and what, if any, challenges they may face. Also, attendees will research some of the common features of the display technology.

Learning Objectives
  • Determine which display technology is right for the application
  • Discover what factors come into play when choosing a display technology
  • Assess common features of the appropriate display technology

50 min

Audio-Visual

TBA, NEC Display

PSA Leadership Committee

How to Create a Culture of Accountability

How do you improve the culture of your business? How do you get your employees to be more engaged and to take ownership? In order to create a culture of accountability, where employees are engaged and seek ownership, you start by practicing what you preach. Join PSA’s Leadership Committee and leaders in the industry to hear how they work with their employees to create a culture of accountability.

Learning Objectives
  • Describe the components that comprise a culture of accountability
  • Discover industry leaderメs best practices in creating a culture of accountability
  • Evaluate some of the strategies that exist to assist in the establishment of a culture of accountability

50 min

Management

PSA Leadership Committee

Tracy Larson, President & Partner, WeSuite

Sales: 5 Actions That Deepen Customer Relationships

As sales people, sales leaders and business executives, we are challenged daily to maintain our hard fought existing customer base, while actively developing new sales. So, how do we ensure that we are taking the necessary steps to build and maintain solid, trusted relationships, that deepen our value and staying power? Join us for an informative discussion offering 5 methods, utilizing sales automation to: increase your value and account presence; identify and act on accounts at risk; and nurture accounts as customers for life.

Learning Objectives
  • Identify 3 key Account data points vital to developing customer relationships
  • Create a 5 point action plan for providing ongoing account value
  • Implement actions to counteract accounts at risk

50 min

Sales & Marketing

Tracy Larson, President & Partner, WeSuite

Tracy Larson, is President and Partner at WeSuite, creator of innovative sales software for systems integrators. WeSuite makes the sales process easier, more efficient and more profitable. Tracy is focused on sales process improvement using technology. Career highlights include: tenure as Vice President of Real Estate and Facilities at Computer Associates worldwide; President of ITG Larson, Inc., a design and project management firm; Chief Operating Officer at Antar-Com, Inc., a leading security systems integrator and Vice President, Enterprise Security Systems at Diebold. Tracy is actively involved with the Security Industry Association and a recognized subject matter expert at industry events and conferences.

Steve Van Till, Co-Founder, President & CEO, Brivo

5 Technological Forces Disrupting Security & Transforming Physical Security in the Digital Age

This presentation will take an in-depth look at the five major technological forces driving the security industry from the IT side, with particular focus on how they are interrelated. The five forces include cloud, mobile, big data, Internet of Things and social spaces. The presentation will highlight a real-life example from Lifestyle Communities which demonstrates how mobile and cloud technologies are a gateway platform in creating an exceptional customer experience. The presenter will discuss how companies can improve their security infrastructure through incorporating these technologies into their products, people and processes. The session will conclude with recommendations to the attendees on ways they can position their businesses or careers for the technological changes that are disrupting the physical security industry.

Learning Objectives
  • Examine the five major technological forces driving the security industry
  • Discuss how companies can improve their security infrastructure by incorporating these technologies
  • Identify how attendees and businesses can prepare for these technological changes

50 min

Operations

Steve Van Till, Co-Founder, President & CEO, Brivo

Steven Van Till is Co-Founder, President & CEO of Brivo, Inc. a pioneering cloud services provider of access control, video surveillance, mobile, and identity solutions delivered as a SaaS offering. He also serves as Chairman of the SIA Standards Committee, and is a frequent author and speaker for numerous security publications and forums, and the inventor of several patents in the field of physical security. In 2009, Steve was honored by Security Magazine as one of The Top 25 Most Influential People in the Security Industry. Mr. Van Till was previously Director of Internet Consulting for Sapient Corporation, where he lead client strategy engagements for the first wave of the dot.com era. At the healthcare informatics company HCIA, Steve was responsible for Internet strategy for data analytics services. Steve also has more than 10 years of experience in wireless communications as Vice President of Software Development at Geostar, and as Director of Systems Engineering at Communications Satellite Corporation.

Ken Takahashi , Director of National Accounts, AMAG Technology

Using Cybersecurity Efforts to Offer Secure Solutions

The debate between open versus proprietary security systems continues to take center stage as hackers find more creative ways to breach networks, steal data and create PR nightmares for companies large and small. Open-source applications have become more popular as companies look to integrate their security platforms to help their respective staff's become more efficient. Organizations want and need these options, and the security industry has complied. But at what cost? And with the increase and diversity of risk growing every year, organizations will look to automating more processes so their IT and security staff can be more focused on truly important tasks. The question is, can we provide benefits in both cybersecurity and system automation that makes our customer's security professional more efficient? As security professionals, we can set ourselves apart from our competition if we can bridge this gap between technology advances and cyber threats that seem to change each day. By understanding the risks and benefits of various integration options and how they grow or reduce your customer's risk from cyber threats, you can make your team unique in the marketspace. In this presentation, integrators will learn how to approach their customers and have the important discussion about open source security systems versus secure integrations. Integrators will learn how to protect their clients from cyber attacks, yet provide a comprehensive unified security solution that will meet their end user's needs, automate manual processes to reduce the skills gap and improve efficiencies.

Learning Objectives
  • Investigate the risks of an open platform system & the challenges to consider in choosing solutions
  • Discuss how automating manual processes reduces risks & creates greater efficiency for IT & security
  • Structure your teams to be a value-add to your customers through their sales & delivery process

50 min

Cybersecurity

Ken Takahashi , Director of National Accounts, AMAG Technology

Ken Takahashi is the Director of National Accounts for AMAG Technology. Ken manages and leads all sales efforts for AMAGs national account clients, including PSA Security. Prior to working at AMAG, Ken was the Senior Director of Sales, West for G4S Secure Integration, and the Director of National/Global and Strategic Accounts for DVTEL where he held two sales positions for almost eight years. He spent five years at Pelco as a Regional Business Development Manager. His experience also includes sales roles at ADT and Sensormatic.

Bill Hobbs, Senior National Sales Director, 3xLOGIC and Charlie Erickson, EVP Product Development, 3xLOGIC

Designing and Deploying Cloud Access Control Solutions

Learn what this whole cloud thing is really about, such as the features, benefits, and any drawbacks. Delve into the nitty-gritty of installing cloud solutions and the process for choosing specific cloud solutions. We will discuss how-to build the database, define door templates, all-important customer expectation setting, and then the service options. During this session, we will address the following questions regarding specific cloud solutions: Why does it matter what cloud service you use? How easy is the cloud system to install? Does the door controller auto-configure or phone home? Also, multi-tenant vs. single tenant, what are the key considerations? Lastly, this training concludes with lessons learned from our two experts who boast a combined 50+ years in the industry and working with access control solutions of every type.

Learning Objectives
  • Investigate cloud-based access control features and benefits
  • Evaluate key considerations in deciding what work is performed pre-build or on-site and why?
  • Most important product decision points to guide the system selection process to meet security goals

50 min

Technical

Bill Hobbs, Senior National Sales Director, 3xLOGIC and Charlie Erickson, EVP Product Development, 3xLOGIC

Bill Hobbs, Senior National Sales Director, 3xLOGIC Bill Hobbs' career spans more than 35 years in the Systems Integration and Physical Security industries. Initially a software developer and systems engineer, Mr. Hobbs has built multiple Systems Integration businesses over his career, and for the past 15 years has led technical sales teams across a variety of industry leading organizations including Integral Technologies and Verint. Mr. Hobbs is currently the Senior National Sales Director for 3xLOGIC. Charlie Erickson, EVP Product Development, 3xLOGIC Charlie has enjoyed an illustrious career in the physical security industry for more than 30 years. His early endeavors saw him designing access control systems for nuclear power plants. Later, his patented video capture technology was deployed in numerous highly critical sites around the world, and is used in every central alarm station today. He served as IT Director at ComED and moved into DVR technology while in charge of product management at Integral. His latest work at 3xLOGIC has focused on commercializing video analytics for large retail solutions by leveraging the cloud to enhance data accessibility and collaboration.

Dean Zerbe, National Managing Director, alliantgroup

From the Hill: Up-to-the-Minute Legislative Updates Affecting PSA Security Members

Join former Senior Counsel to the U.S. Senate Finance Committee Dean Zerbe as he shares his exclusive insight on everything from tax reform to healthcare, and legislative updates in 2018 and beyond. Zerbe, who was intimately involved with nearly every major piece of tax legislation signed into law in the 2000s, including the 2001 and 2003 tax reconciliation bills (representing two of the largest tax cuts in the nation's history), the JOBS bill in 2004 and the Pension Protection Act, will discuss specific legislative and tax policies impacting security system integrators and solution providers. As a frequent speaker and author for Forbes, CNN, MSNBC, and the Wall Street Journal, Zerbe's lively discussion on short-term and long-term changes in tax policy and impacts the White House will have on these initiatives is not one to miss during PSA TEC 2018!

Learning Objectives
  • Discuss the latest updates on tax reform and how it's affecting integrators and solutions providers
  • Discover the impact the White House will have on legislative healthcare & tax policy in 2018 & beyond

50 min

Management

Dean Zerbe, National Managing Director, alliantgroup

Dean Zerbe is National Managing Director for alliantgroup and is based out of alliantgroup's Washington, D.C. office. In this role, Dean is responsible for, among other things, monitoring tax-related legislative activity in Washington to help keep our clients and staff informed and help direct alliantgroup's service offerings to ensure we are meeting client needs. Prior to joining alliantgroup in February, 2008, Dean was Senior Counsel and Tax Counsel to the U.S. Senate Committee on Finance, where he worked closely with then Chairman of the Finance Committee, Senator Charles Grassley (R-IA) on tax legislation. During his time on the Finance Committee, Dean was intimately involved with almost every major piece of tax legislation that was signed into law- including the 2001 and 2003 tax reconciliation bills (representing two of the largest tax cuts in the nation's history); the JOBS bill in 2004 (corporate tax reform); and the Pension Protection Act.

Jim Ure , Business Development Manager, Bosch Security Systems

Audio 101 for the Security Integrator

Integration opportunities between audio and security products provide greater security solutions for all customers. In this course, we will be exploring the complete audio system and all of its components. 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. Additionally, 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

1 day

Audio-Visual

Jim Ure , Business Development Manager, Bosch Security Systems

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.

PSA Cybersecurity Committee

Hardening Your Security Deployments and Protecting Your Clients

As security professionals, your clients trust in you to keep them safe. In today’s business world, few, if any organizations are immune to cybersecurity and data breaches. Too many companies do not prioritize cybersecurity during their development and many end users depend on the security integrators to help protect them. Many of your clients may be anxious about cybersecurity, they want reassurance, but don’t always know enough to ask the right questions. So, it’s up to you to not only educate your end users about cyber risks, but also to harden the equipment you install. Hardening a client’s security deployment requires that you understand the best practices for securing each aspect of your deployment and that you make informed decisions about security. In this session, PSA’s Cybersecurity Committee will discuss proper hardening of your security deployments for end users.

Learning Objectives
  • Discuss best practices in cybersecurity when deploying security projects for end users
  • Discover implemented hardened solutions that will protect your organization and the end user

50 min

Cybersecurity

PSA Cybersecurity Committee

JR Andrews, National Sales Executive, Altronix

Merging Infrastructure with Emerging Technology

This presentation will cover use of different cabling infrastructures and deployment of Altronix technologies to the benefit of the systems integrator and end-user customers. Product and labor savings will be realized by leveraging fiber, coax and UTP infrastructures with our NetWay, NetWay Spectrum, Pace and eBridge solutions. Deploying mission critical security and surveillance systems at extreme distances and over unique cabling types can be accomplished quickly and with advanced features.

Learning Objectives
  • Utilize cabling infrastructure to deploy the latest security technologies
  • Recognize how utilizing different cabling types will provide greater system reach and protection
  • Implement new technologies to provide significant product and labor savings

50 min

Operations

JR Andrews, National Sales Executive, Altronix

JR has over 19 years of industry experience. Prior to joining Altronix in 2014, he spent 17 years as managing partner of PMA Marketing Inc., a Cleveland Ohio based Manufacturers' Representative firm. JR has valuable experience in the sales and design of systems products including access control, door hardware & biometrics as well as IP Video Surveillance (IPVS). JR is focused on enhancing the Altronix brand among End-Users, Architects & Engineers, Security Consultants, Systems Integrators, Wholesale Distribution partners and key accounts.

Chuong Le, Attorney, 3i Law

Passing the Torch: Finding the Right Exit Strategy for You

Few business owners begin their businesses thinking about how they will exit the company when the time comes. Because there is no "one size fits all" approach to exiting a business, a well planned strategy goes a long way to benefit business owners and investors while ensuring the company's continued success. Join this session where you will learn about the opportunities and obstacles of various exit strategies such as liquidation, third party sale, and internal sale. Explore the legal and financial ramifications of each and find out how to develop the right strategy that will work for you and your goals.

Learning Objectives
  • Identify various exit strategy options, including advantages and disadvantages of each option
  • Discover how to align your legal, financial, and operational objectives for maximum company value
  • Examine what steps you can take today to begin planning for your exit

50 min

Management

Chuong Le, Attorney, 3i Law

Chuong M. Le is an attorney and shareholder with 3i Law where he represents clients in the areas of corporate law, tax law and wealth strategies. Mr. Le has represented businesses and companies during startup and formation, corporate restructures, joint ventures, corporate acquisitions and sales, import and export, and provided counsel to companies entering emerging markets, restructures, succession planning, and growth strategies. He is regarded in the legal community for his personal attention and comprehensive approach to helping his clients meet their business and legal needs innovatively and with integrity. His practice is dedicated to understanding the challenges that businesses face daily and working closely with clients to achieve their short-term and long-term goals.

David Schulman, VP of Business Development, KBC Networks

Remote Connectivity and Power Solutions

The Remote Connectivity and Power Solutions presentation will provide attendees with a solid understanding of wireless technologies and power options for remote sites.

Learning Objectives
  • Investigate wireless technologies
  • Explore different power options for remote site applications
  • Assemble a basic system design

50 min

Technical

David Schulman, VP of Business Development, KBC Networks

Sales and business development specialist with 12 years experience in the security industry. Proficient in wireless technology as well as other transmission mediums such as network and fiber optics. Adept at designing systems including power products such as solar/UPS solutions.

Steve Reinharz , President & CEO, Robotic Assistance Devices

Robotics, Guarding and the Future of Security

Emerging technologies and developments disrupt how the world does business. Real-world examples include large-scale automated manufacturing, 3D printing, smartphones, online banking, etc. In the security industry, artificial intelligence (AI) and robotics are emerging as this kind of technology. Robotic solutions built with AI can result in improved security, enhanced intelligence and streamlined efficiencies, while radically reducing costs and increasing ROI for enterprise companies. In the guarding world, security robots can help augment traditional methods of guarding that often are mundane or hazardous, thus disrupting the way technology is implemented across the enterprise. Under the right conditions, robots can provide exceptional situational awareness that may not be available with more traditional technologies, while simultaneously increasing operational efficiency and reducing liability. Instead of fearing that robotic security devices will take the place of human security guards, consider this: they can work together. In this panel, we will discuss the technology advancements that have brought us to this point in time, how robotics are being used across industries and in particular in the security industry, and the implications for their use across vertical markets.

Learning Objectives
  • Investigate the stages of technology disruption with regards to robotics
  • Describe the use cases for augmenting guarding with robotic security guards
  • Discuss the opportunities and stages of technology disruption that are currently being seen for security robots

50 min

Sales & Marketing

Steve Reinharz , President & CEO, Robotic Assistance Devices

Steve Reinharz is the President and CEO of Robotic Assistance Devices (RAD), where he oversees the development, sales and marketing, and strategic vision for the company. Reinharz has more than 20 years of experience in various facets of the high-tech industry - as the founder of security integration firm Security Zone, Inc., and a strategic leader at global enterprises. Reinharz has extensive knowledge of a diverse portfolio of technologies, developing practical, effective solutions for end-user customers. As CEO of RAD, Reinharz leverages his extensive knowledge and interest in robotics and artificial intelligence to design and develop robotic solutions that increase business efficiency and deliver cost savings. Reinharz is a native of Toronto, Ontario, Canada, and attended the University of Western Ontario, where he earned dual bachelor of science degrees in political science and commercial studies. Follow him on Twitter: @Steve Reinharz.

Steven Mains PhD, CEO, TechMIS

Securing the Internet of Things – It’s Better Than You Think, But It’s Also Worse

The Internet of Things (IoT) is fast growing as consumers demand remote controls of their systems and manufacturers seek to gain information on consumer habits. Every day we hear of horror stories of innocuous items like network-enabled fish tanks that become conduits for stealing sensitive financial data and webcams that are used to conduct attacks against websites to cripple competitors or extract ransom. But how vulnerable to hackers are we really when we install networked devices? Do all devices put clients at risk? How do we know which induce a risk and which can be used safely? Is it just networked devices that induce risk or are there risks of hacking to non-networked items? The answer is that the problem is both better than we think and much worse. A majority of the vulnerabilities require physical access and simple safeguards can prevent almost all of the rest of data breaches. The bad news is that many non-networked systems are also vulnerable to simple hacks. This talk is designed to acquaint physical security integrators with the real risks involved with networked devices so they can break through the hype and gain credibility with their clients. This talk will also discuss some risks inherent in non-internet-enabled devices.

Learning Objectives
  • Identify which threats are real and which are hype
  • Recognize that vulnerable systems do not have to be networked to pose a threat
  • Explore measures that can be taken to prevent data breaches in networked items

50 min

Cybersecurity

Steven Mains PhD, CEO, TechMIS

Steven Mains, PhD is the CEO of TechMIS a cyber security company serving commercial and government clients. TechMIS is located near Tampa, FL, with offices in Williamsburg, VA and East Berlin, PA. Steve spent 30 years in the Army, concluding his career as a Cyber Operations practitioner. His last job before retirement in 2010 was as the Director of offensive and defensive cyber operations for US Central Command where he was responsible for military cyber activities in the Middle East and South Asia. He holds a PhD in Computer Science from the College of William and Mary and holds degrees from the University of Madras, in Chennai India and the US Military Academy at West Point.

David Morgan, Co-Founder, Security Dealer Marketing

Social Selling with LinkedIn – a Force Multiplier to Generate Leads

What do sales people all have in common? Not enough time in the day and the need for 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 is and how it can increase your sales pipeline
  • Uncover your LinkedIn Social Selling Index, how you measure up and the exact steps to improve it
  • Establish a sustainable approach to generate leads and referrals from within LinkedIn

50 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 7 years his efforts have focused on implementing proven marketing strategies exclusively for the security industry working with nearly 200 dealers, integrators, manufacturers and industry solutions providers worldwide. Mr. Morgan enjoys spending weekends outdoors with his wife, son and daughter staying physically fit playing in basketball 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.

Rick Sheppard, CEO, OpenEye

Developing and Implementing a Cloud Enabled Video Program

This session is designed for senior sales and operational leaders with an interest in developing a new or improving an existing enabled 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
  • Acquire key considerations in developing a cloud enabled product offering
  • Apply key considerations in developing a sales and marketing program
  • Explore best practices for effective operational implementation

50 min

Sales & Marketing

Rick Sheppard, CEO, OpenEye

Richard Sheppard, known as Rick to his friends, team members, and customers, 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 16 years, Rick has overseen the growth of OpenEye as its Chief Executive Officer. OpenEye is an innovator in the design and development of cloud centric software solutions for video management, business intelligence, and loss prevention. All OpenEye Web Services software is developed in Liberty Lake, Washington and many of OpenEye's products are made in the USA.

Moderated by: Paul Boucherle CPP, CSC, Principal, Matterhorn Consulting

How Do I Actually Make Money on Cyber Security Solutions?

We tackled this subject as a panel at the inaugural PSA cyber security conference in 2015. We will take a deeper dive into the different approaches, products and solutions to help you get off the bench and into the cyber security game. What are the ways that you can drive RMR or MSP revenues with your existing customers without recreating the wheel or incurring significant company expense, ramp-up time and risks? Cyber security isn't simple, is it? It can be simpler when you start with what you are capable of doing today. Then strategically plan to expand your resources based on your market success, feedback and potential. Crawl&walk&run. This session will share strategies and solutions that are simple and effective without breaking your resource bank or patience. Opening cyber security dialogue can be scary unless you have a simple and innovative solution with partners that can help you deliver. This session will provide a suggestions, opinions and experience to help you drive RMR or MSP revenue results over the next year.

Learning Objectives
  • Identify the first steps to expanding your cyber security business offerings with IT department influence
  • Clarify your cyber security growth path brand offerings over the next 3 years
  • Reposition how your brand will take advantage of cyber security opportunities for the future

50 min

Cybersecurity

Moderated by: Paul Boucherle CPP, CSC, Principal, Matterhorn Consulting

Chris Peterson, Principal, Speaker and Consultant, Vector Firm

Modern-Day Prospecting for Security Sales People

In the last 10-15 years, successfully prospecting for new accounts has become almost impossible. In a project-oriented industry like security, sales people have simply shifted their activity and attention to their current customers. In this session, we'll discuss the changing environment, and teach the audience a specific plan that security sales people can use to successfully prospect and open the doors of new accounts.

Learning Objectives
  • Examine the modern-day approach to prospecting
  • Create a plan for making yourself familiar and credible to your market place
  • Implement the five avenues of successful prospecting in 2018

50 min

Sales & Marketing

Chris Peterson, Principal, Speaker and Consultant, Vector Firm

Since 2006, I've seen a growing chasm between the way organizations purchase security technology and the way we sell it. The result is an industry of amazing account managers with little to no time to hunt for new business. Unfortunately for our industry, technologies are converging and companies from other industries are taking our customers. This outcome is bad for us and our customers.
In 2010, I decided to do something about this shift of influence, and started Vector Firm. Our mission is to help companies in the security industry drastically improve their sales and marketing performance... and we're making an impact. Through training and consulting, we've helped over 80 companies shift from simply managing customers to driving new business and becoming self-sufficient.
I love my job,. Multiple times a week, I stop and marvel at how lucky I am to have it. It took some guts, but I also had a lot of support, and perfect timing to make it happen. I get to work with some of the greatest personalities in business: sales and marketing professionals, and small to medium sized business owners. That's all I do ... every single day ... and it's awesome.
Personally, I live in Orlando, FL with my wife and daughter, who are the most important and fun part of my life. I've been lucky enough to see much of the world, but my favorite activity today is to order pizza and watch a movie at home with the two of them. I also enjoy golf, working out, craft beers, sports (Gator football and Magic basketball ticket holder), and I still love to travel.

PSA Sales and Marketing Committee

Marketing Content: Methods for Increasing Company Participation in a Company’s Marketing Message

What makes for effective marketing content? How can you get everyone in the organization to support and participate in the company’s marketing message? Having a clear understanding of your mission, vision, and core values is the first step to getting everyone in the organization on board with your message. In this session, PSA’s Sales and Marketing Committee will help attendees identify ways to help build marketing content that helps support your organization's overall marketing content message, develop strategies for delivering that message throughout your company and sharing ways to engage employees at all levels of the organization to be a part of the marketing team.

Learning Objectives
  • Identify your company's mission, vision, and core values and establish its importance as the foundation of all marketing messages
  • Discover methods for communicating and onboarding employees to a marketing message throughout an organization

50 min

Sales & Marketing

PSA Sales and Marketing Committee

Joe Holland, VP of Engineering, LifeSafety Power, Inc.

Networking Power Solutions – Data Analytics for New Age Managed Services

Reliable uptime is critical to physical security and life safety devices. Explore the new methods of using data, data reporting, and data analytics of the low voltage power system to expand your managed services. What features of the new managed power systems can be leveraged to increase the bottom line? From a single system to the global enterprise, new software solutions now exist to reliably monitor low voltage systems and bring intelligent analytics to enterprise systems allowing reduction of service calls, increased uptime, and maximized system reliability.

Learning Objectives
  • Discover how to use the MSM to advance your business
  • Properly interpret the information gathered by the MSM

50 min

Technical

Joe Holland, VP of Engineering, LifeSafety Power, Inc.

Joe Holland is the technical voice of LifeSafety Power, bringing the culmination of more than 45 years of engineering, marketing and management experience in the security and life safety industries to LSP's product design projects. As vice president of Engineering, Holland's networked power designs are created to meet and exceed the needs of the integration and end-user communities. Since the introduction of LifeSafety Power's award winning network based intelligent FlexPower® Power Management System seven years ago, Joe has continued to work closely with integrators and OEM partners to increase FlexPower's value and capability with new releases such as LSP's Unified Power Systems™ combining access and power in one wall mount or rack mount enclosure; Helix™ - redundant power management systems for mission critical applications; and Gemini™ UL-listed access and power rackmount solutions. His career spans high-level design and engineering positions in well-known industry companies. As Chief Engineer of Fire Control Instruments from 1976 to 1979, Joe orchestrated and oversaw the development of all FC-72 products. He co-founded AlarmSaf, Inc. in 1979, and as vice president of Engineering directed product development and manufacturing throughout his 30-year tenure. At AlarmSaf, his technical achievements mounted and included the development of several industry firsts including: the Notification Appliance Circuit (NAC) for fire signaling; rack mount chassis for power supply equipment; a buss-based power distribution architecture; and the industry conversion to off line switching power supplies. Joe is a long-time member of both NFPA and IEEE associations and a 35-year contributing instructor of CEU accredited course work in the area of access and security power management. Joe defines the direction of innovation at LifeSafety Power and has been responsible for taking the concept of networked power and managed services to the forefront of the systems integration industry, essentially carving a new product category.

Rich Kennedy, Field Application Engineer, Arecont Vision

Advanced Megapixel Design: From Concept to Reality

In this session, attendees will observe a step-by-step building and layout of an IP camera surveillance solution. We will discuss pixel density, how it is defined, and how to obtain specific pixels on target, and how to combine resolution with optics to obtain specific pixels on target, as well as 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 megapixel applications
  • Design an IP camera solution using the correct cameras and lens to achieve the correct Pixel Density

50 min

Technical

Rich 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.

PSA Technical Committee

Vulnerabilities in Technologies – How Do You Still Secure It?

Today, vulnerabilities and threats are being discovered at an alarming rate. This PSA Technical Committee presentation will review current vulnerabilities the security industry faces, and their impact on end-users and integrator companies. In this session, the Technical Committee will suggest possible solutions for implementing security technologies to more effectively protect your customer and your company from cybersecurity breaches and other potential harm or losses.

Learning Objectives
  • Discuss current vulnerabilities in security technologies
  • Explore solutions to implement to effectively protect your company and customer

50 min

Technical

PSA Technical Committee

Wayne Dean , Commercial Risk Advisor, BB&T Insurance Services

What Keeps You Up At Night? Proper Risk Management CYBER Threats and OSHA Compliance

CYBER threats continue to grow and evolve as the Internet of Things continues to also grow. Everything is connected. Unlike physical threats that prompt immediate action - like stopping, dropping and rolling if you catch on fire - cyber threats are often difficult to identify and understand. Cyber threats include dangers such as viruses erasing entire systems, intruders breaking into systems and altering files, intruders using your computer or device to attack others and intruders stealing confidential information. The spectrum of cyber risks is limitless; threats, some more serious and sophisticated than others, can have wide-ranging effects on the individual, community, organizational and national levels. The threats could come from inside or outside and could range from a few hundred dollars to millions. Educating employees, having the proper security protocols, and a comprehensive Data Breach Response Plan are critical for this industry for when a date breach occurs. Just as cyber threats are evolving, OSHA regulations are regularly updated and can be very cumbersome to keep up with. Does your broker provide you with timely updates on new and revised OSHA regulations? Are you prepared for an OSHA inspection? Recordkeeping, documentation review, site inspection, employee interviews are the things that will be reviewed during an audit and is a lot to comply with. Knowing that you are in compliance will give you piece of mind and allow you to focus on the other day-to-day items for your business.

Learning Objectives
  • Discover how to protect from data breaches and what to do in the event of one
  • Establish how to remain up-to-date and compliant with OSHA regulations
  • Acquire best practices for risk management

50 min

Management

Wayne Dean , Commercial Risk Advisor, BB&T Insurance Services

As a Risk Advisor with BB&T Insurance Services, Mr. Dean's responsibilities are to provide risk management consulting, innovated solutions, and bring strategy to minimize risk and cost. During the 15 years of service in the commercial insurance industry, Mr. Dean has acted as risk advisor and insurance placement, maintaining, and servicing middle to large size accounts.

Moderated by: Rebecca Bayne, President, BCSI - Bayne Consulting & Search, Inc.

Why Can’t We Be Friends? Healing the Rift Between Integrators and Manufacturers in the Security Industry

One of the longest ongoing conflicts in the physical security industry revolves around the discord between systems integrators and manufacturers. Although these two key factions must work together every day and neither can as effectively bring solutions to the end user without the other, the antagonism and animosity has not improved over time. We have better technology from the manufacturers and improved methods as integrators -- but the rift continues. In this session, panelists will bring together key influencers who work on the front lines of our industry in order to discuss concerns, and question the reasons for this unfortunate disharmony. The balanced panel representing individuals who have worked in both arenas, they will openly present the issues, and provide tools for solid success in this critical relationship. They will seek to air concerns, separate fact from fiction, and aim to find agreement on specific game rules to build cooperation, encourage trusted partnerships and improve efficiency in the endeavor to protect people and property.

Learning Objectives
  • Assess and examine the areas of dissention between integrators and manufacturers
  • Evaluate shared goals to put the spotlight on areas of mutual intent
  • Develop clear methods and practices each side must embrace, alone and together, to reach resolution

50 min

Management

Moderated by: Rebecca Bayne, President, BCSI - Bayne Consulting & Search, Inc.

Moderated by: Bill Bozeman CPP, President & CEO, PSA

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 professional
  • Visualize what the next five years might bring with advances in technology, shifts in strategy and

90 min

Management

Moderated by: Bill Bozeman CPP, President & CEO, PSA

Rodger Schmidt, Trainer, ASSA ABLOY - EMSO GROUP

Electronic Locking Hardware and Codes – You are Responsible for them!

When can you put a delay egress system in place, what are your requirements to do this? If you do not know, you are required to as a LICENSED contractor, you and every technician that works for you. Do you need to tie every maglock installed into the fire alarm system? Not necessarily any more. What are my requirements when working on a fire rated assembly, who is trained to do the work? Every project manager, field supervisor and management should know the codes! DO YOU? This session will review the ICC Building Codes/Fires Codes for 2012 and 2015 code cycles and the associated NFPA codes to which apply to adding electronic locking hardware to a door.

Learning Objectives
  • Explore codes, occupancy and the requirements to put in electronic lock on a door
  • Investigate code requirements as a licensed contractor
  • Recognize where to find information on the codes applicable to your area

1 day

Sales & Marketing

Rodger Schmidt, Trainer, ASSA ABLOY - EMSO GROUP

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, project management, trainer and finally Service Repair Manager for Sun Devil Fire and Security, the largest fire service provider in AZ prior to it being sold to Cintas. During his 7 years at Sun Devil Fire and Security, he was instrumental in the growth of annual sales from approximately 8 million to over 15 million dollars over a three year period. Rodger helped to develop and train individuals to become successful sales individuals and training program to include the design of an operational fire test center for sprinklers, fire alarm, kitchen hood systems and fire extinguishers for service technicians who required certifications to provide fire services. He is still a current member of the AZ Fire Marshals Association. In the fall of 2013, Rodger was selected to be a presenter at the AZ Fire School and has been a returning instructor for the AZ Building Code Officials semi-annual conference for over 6 years, California Fire Prevention for 2 years and other AHJ's.
Schmidt currently works for ASSA ABLOY in their Phoenix, AZ facility for HES/Securitron/Adams Rite and Alarm Controls as a national trainer for the Electromechanical Group. Rodger has conducted over 600 classes over his first 3 years with ASSA ABLOY to include product specific, codes, site surveys, system design, applications and installation. Rodger 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 upon request.

Lauren Simmen, Surgex

Electrical Protection of AV and IT Equipment – Protect Your Customer’s Capital Investment

This session will provide integrators with an overview of power management and the implications it can have on AV and IT equipment. This session will also identify threats to power management and solutions to mitigate such threats protecting the investment in AV and IT equipment.

Learning Objectives
  • Review the basics of power including voltage, current, and resistance
  • Identify threats to your power management system
  • Explore solutions to mitigate threats to the installed system(s) / projects and protect you customer's capital investment in equipment

50 min

Audio-Visual

Lauren Simmen, Surgex

Skip Burnham, A/E Sales Manager, Dortronics

Door Interlocks: Applications and System Design

In this one-hour AIA accredited course we will review the various types of door Interlocks, Mantraps, Sallyports and their applications. We will discuss the various types of interlock controls and the accessories required for a fully functional system. We will define and discuss the appropriate use of each type and their configuration to meet the intended design criteria.

Learning Objectives
  • Explore and compare the various types of door interlocking systems to gain a complete understanding
  • General design considerations to include: floor plan layout, traffic flow, door relationships, level
  • Outline and recognize how these door interlocks interface with various site specific requirements

50 min

Sales & Marketing

Skip Burnham, A/E Sales Manager, Dortronics

Mr. Burnham joined Dortronics Systems in 2016 fill the newly created position of coordinating consultative sales efforts through architects, engineers and specifiers. As part of his efforts, Dortronics now offers two 1-hour AIA approved courses (American Institute of Architecture). Each earns one-hour credit towards AIA membership and/or individual State license maintenance obligations.
He is an active member of the Construction Specification Institute (CSI) and holds a Construction Documents Technologist (CDT) certificate. He writes CSI formatted, aka 3-part specifications for products for insertion into new construction project specifications.

Burnham brings with him more than 25 years of construction related sales experience and technical skills with an extensive background in pharmaceutical labs and clean room environments. Based at Dortronics headquarters, Burnham is responsible for working with existing customers and securing new business within the A/E community. Prior to joining Dortronics, Burnham was with DBTS Technical Sales.

Tony Diodato, Founder & CTO, Cypress Integrated Solutions

Hacked in 60 Seconds: How Legacy Wiegand Exposes Modern Access Control

Are your projects leaving security holes that can let criminals in the door? Biometric readers & modern credentials may work flawlessly, but today's technology has turned Wiegand into a liability which leaves data vulnerable to hackers. See how easily Wiegand can be hacked & learn to secure the connection in this session featuring ethical hacker Babak Javadi & format/protocol expert Tony Diodato. For dealers, installers, integrators, manufacturers and security directors and managers.

Learning Objectives
  • Identify technological changes affecting card reader hacking
  • Analyze areas of vulnerability in access control systems
  • Diagram retrofitting a card reader to use the OSDP standard

50 min

Technical

Tony Diodato, Founder & CTO, Cypress Integrated Solutions

Tony Diodato has 35 years of expertise in access control protocol and format conversions. Tony is a founder of Cypress, and the company's Chief Technology Officer. He is an active participant on the Security Industry Association's Access Control & Identity subcommittee, the working group which developed the Open Supervised Device Protocol (OSDP) standard.

Tom Galvin, Principal, Razberi Technologies

Brave New World: Embrace Cybersecurity Protections for Your Video Surveillance Systems

The Mirai virus, Devil's Ivy, WannaCry - You have heard the terms and how they can wreak havoc on a surveillance and enterprise data network. It is expected that there will be more on the horizon in 2018. Indeed, security systems are vulnerable targets for hackers who are increasingly using endpoints, such as IP cameras and network video recorders, to gain access to networks. Even isolated camera only networks can have unintended connections that bridge to the main corporate network. Despite the growing number of incidents and threats to company revenues and reputations, our industry has been too slow to react. It is critical that security cameras and other elements of network video systems be installed and administered with cybersecurity in mind. One reason organizations don't do this adequately is the complicated nature of protecting security systems. Addressing this issue often requires a detailed understanding of network operations processes to fully secure the system. Relying on extensive manuals provided by camera manufacturers is labor intensive and not scalable or sustainable. In fact, there are several pragmatic efforts that organizations can and should take immediately to reduce cyber attack exposure - and they don't require a Certified Cisco Network Associate. This session will detail the security weaknesses of video system endpoints and outline the best practices for how to handle them in a sustainable way, including automation.

Learning Objectives
  • Thwart would-be hackers by fixing various security vulnerabilities
  • Implement best practices for hardening cameras, switches and servers against cybersecurity risks
  • Apply automation to ensure security protections are done correctly and at scale

50 min

Cybersecurity

Tom Galvin, Principal, Razberi Technologies

Tom Galvin is the founder and CEO at Razberi Technologies. He 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 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. He was also a product leader 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.

Traci Brown, Fraud Prevention Expert, Traci Brown, Inc

Liar, Liar, Pants on Fire

Can you tell when someone is lying? Let body language expert Traci Brown show you how! Are you winning the game of two truths and a lie? You play every day and don't even know it. Win the game with your team, clients, potential hires and vendors to dramatically improve your bottom line...and detect fraud before it happens. Can you trust your team? Can vendors really deliver what they promise? Are they lying over the negotiation table? Are clients telling you all of their needs? Do they like the job you did? Have potential hires inflated their resume? Are they really who they say they are in the first place? And most importantly, did your kids eat those donuts & or did the dog? In this fast paced session you'll learn how to use Traci's system to separate the lies from the truth in today's headlines...and in your own life so you're never deceived again. It's time to put the fires out. Here's how: instantly tell if someone is lying, know which lies are important, know which lies you should tell, quickly uncover the truth.

Learning Objectives
  • Recognize if someone is lying & quickly uncover the truth
  • Evaluate which lies are important
  • Assess which lies you should tell

50 min

Management

Traci Brown, Fraud Prevention Expert, Traci Brown, Inc

Question: What do Lance Armstrong, Chris Christie and Vladimir Putin have in common?
Answer: Traci Brown's revealed their secrets to the world
And she's told the world what they're not saying. NBC, CBS and Fox have asked this body language expert to reveal secrets hidden in plain sight. And she can help your team reveal the secrets your clients are keeping from you that are impacting your bottom line.
In her fast paced, interactive programs that are sure to entertain, Traci teaches lie, fraud and identity theft detection she's used to get to the truth in billion dollar business deals, crimes and politics.
Traci is not only a master lie detector, she's a persuasion expert. Her persuasion system landed her a lucrative product deal with Kevin Harrington, a Shark from ABC's hit show Shark Tank and took her on a wild ride to the big time consumer markets of TV shopping channels, infomercials and beyond.
You'll be able to immediately use the same tools to create more success in your own organization and personal life & so you see more zeroes (before the decimal) in your bank account.
Traci has even adapted the skills to talk herself out of an embarrassing number of traffic tickets. She'll teach you how to do it, too!
After her fast paced, interactive programs that are sure to entertain, you'll be able to immediately use the same tools to create more success in your own organization and personal life & so you see more zeroes (before the decimal) in your bank account.
Traci is a Three Time US Collegiate Cycling Champion and former member of Team USA. Yeah, she's fast on 2 wheels and looks pretty good in spandex. And just ask her how she used body language to win bike races. Yep, it's true.
She is the past president of the National Speaker's Association Colorado Chapter and the author of four books, How to Detect Lies, Fraud and Identity Theft, Persuasion Point, Body Language Confidential and Body Language for Profits.
She lives in Boulder, CO with her rocket scientist husband and her Syberian Husky.

Moses Ramos, Training Manager, Comnet

Moving Forward with Access Control for an IP Centric World

Why is a proper network the first step to a successful access security system? Why is it important for advanced integration to have a updated network? Why does having a properly managed network increase the ability to support the system today and tomorrow? This course will discuss the need for an appropriate network to accommodate the demands of access control as it has moved to IP based as well as the integration of high bandwidth video and cloud based systems.

Learning Objectives
  • Discover why networking is important for access control
  • Evaluate different protocols a network supports
  • Investigate how a poorly designed network can affect your security system

50 min

Technical

Moses Ramos, Training Manager, Comnet

Senior Trainer and A&E Liaison for ComNet Inc. a manufacturer of Ethernet communication devices for video security. 20+ years in the industry with 19 years with major camera manufacturer in Video Security. Moses has worked in New Product Development, Sales, Product Support and Training. Moses has completed CCNA and Net+ training, and is PCNP certified. Moses has a degree Business Information Systems from Ashford University.

Moderated by: Sandy Jones, Founder and Principal, Sandra Jones & Company

Point of View: PSA Leadership on the Future State of the Industry

Over the years PSA TEC has attracted top speakers, educators, and industry leaders but opinions and insights from some of the most respected industry leaders have been mostly silent when it came to discussing the State of the Industry. Along with other changes, this year's State of the Industry will highlight insights and perspectives from several of PSA's own leadership. The speakers will take a deeper dive into the challenges, opportunities, transformation and future role of the Security Integrator. Find out what the participants think will drive new business, eliminate old business and challenge the integrators financial success. If you think you know what they are going to say, think again.

Learning Objectives
  • Recognize what is changing at the customer level and what you should do about it
  • Discover what the major challenges facing integrators will be going forward
  • Assess the future role of technology, partners and other outside influences

50 min

Management

Moderated by: Sandy Jones, Founder and Principal, Sandra Jones & Company

Patrick Barry, CEO & Co-Founder, BluB0X Security Inc.

BluB0X Basic Training – Sales

If you're looking for an RMR/SaaS platform that provides access control, alarm/intrusion, visitor/vendor management, video, and biometrics and be able to build a successful RMR business- You should consider taking this course. This session will take attendees through a step-by-step process of how to quote, demo, and present the BluSKY platform to your clients from small, medium, to large systems.

Learning Objectives
  • Utilize BluB0X's differentiators to be able to demo the product with your clients
  • Explore the BluB0X and design systems ranging from SMB to Enterprise
  • Demonstrate how to quote BluB0X systems using the BluB0X Quoting Tool

1 day

Sales & Marketing

Patrick Barry, CEO & Co-Founder, BluB0X Security Inc.

Patrick Barry is the CEO and Co-Founder of BluB�X Security Inc. and serves on its Board of Directors. Patrick oversees the corporate direction and strategic vision of BluB�X. His passion is developing innovative products and marketing them through the channel. Before starting BluB�X, 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.

Brian Matthews, Director of Sales, Feenics

“Enterprise” Sales in the Cloud

We all seem to have heard the standard narrative that ACaaS is the perfect solution for small 5 to 10 reader customers, but big enterprise customers will never go for it. It has been heard, embraced and repeated, but certainly not true. It has almost become an unwritten rule and unfortunately seems to require an undue burden of data to overturn the commonly held belief and misconception. This presentation will walk integrators through the conversations, debates, and data to help position cloud access controls systems in front of enterprise customers and why it makes sense. We will specifically address: Cyber Security concerns; Cost and total cost of ownership; Cost to value; Benefits to the end user; Benefits to the integrator The audience will be asked for specific examples to walk through as well as being provided some from the presenters. The goal is that business owners, technical staff and sales staff feel empowered to present and discuss a cloud access control solution to their traditional enterprise class customer.

Learning Objectives
  • Investigate how and why a ACaaS can be the better solution for "enterprise" customers
  • Visualize being comfortable being able to debate the merits of the argument

50 min

Sales & Marketing

Brian Matthews, Director of Sales, Feenics

Brian joined Feenics as their Director of Sales in August of 2014, after 11 years with Lenel where he was the Director of the Consultant Program. During his tenure at Lenel, his customer-facing roles covered a vast array of experiences, from inside sales representative to on-site services with strategic customers spanning locations around the world. His day-to-day interaction and responsibility within the consultant community helped him to better understand the needs of the customer. Over his last 3 years at Lenel, in addition to directing the consultant program, he added the responsibility of reorganizing and managing a new Inside Sales department for a combined Interlogix-Lenel business. Over the past year, Brian has developed sales tools and presentations revolving around hosted and managed services.

PSA Staff and Key Vendors

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
  • Explore order placement & processes & discuss what's going well & opportunities for improvement
  • Describe ideas & methods help vendors & PSA more effectively communicate critical information

50 min

Procurement

PSA Staff and Key Vendors

Leila Blauner , Founder & Team Growth Strategist, Scalability Solutions LLC

Vetting for Skills

If you've ever had a fantastic interview with a candidate who had an impeccable resume and speaks very well about their experience, and then been surprised upon hire when their skills were not quite what you expected, this workshop is for you. Learn the secrets to identifying with total confidence the candidates who truly possess the skillsets your specific business needs - both in terms of culture (EQ) as well as technical.

Learning Objectives
  • Discover how to create a skills test that is completely unique to the role in your company
  • Explore how to get candidates excited about taking the skills test (it's possible!)
  • Examine real-life examples of very custom skills tests that other companies have created

50 min

Management

Leila Blauner , Founder & Team Growth Strategist, Scalability Solutions LLC

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 and 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.

Robert Cameron , Global Account Manager, Hiperwall

Video Walls and the Security Operations Center – Mitigating and Managing Risk with Advanced Visualization Tools

Video walls are more than just displays on a wall, they offer a central point to consolidate critical information used for a common operational overview to be established; that in-turn provides an organization situational awareness of their daily business and potential risks. Video walls and the advanced software that drives them have become requirements not luxuries for many organizations. The market is growing at an unprecedented rate and offers the PSA member/integrators opportunities to grow revenues and develop deeper subject-matter expertise that positions their organizations in a place to win incremental business.

Learning Objectives
  • Discover why the video wall market is expanding and how to benefit from the expansion
  • Describe how others have used video walls to better manage the operational overview and threat assessment
  • Acquire what you need to know about video walls to begin growing your revenues

50 min

Audio-Visual

Robert Cameron , Global Account Manager, Hiperwall

Robertメs past-experience includes 25 years of sales, strategic account management and project development experience in the AV systems integration industry. Most of the past 17 - years he served with one of the nationメs leading AV systems integration firms out of Atlanta, Technical Innovation (TI). During the past ten (10) years of his career at TI, Robert had a vertical market focus on command and control rooms, where he worked with global enterprise, transportation, and public safety end-users to help create world-class security and network operations centers. Robertメs experience and knowledge includes a deep understanding in all critical areas of the control room ecosystem; these critical areas of understanding include: - Video Wall Technologies - AV Systems (Audio, Control, Integration) - Operator Console Furniture - Room Design Elements (Architectural ヨ both functional and aesthetic) - Human-Factor Considerations - Ergonomics - Software (Productivity Tools for analytics, correlation, forensics and dashboards) - Workflow Processes Since leaving Technical Innovation in June of 2016, Robert has held a leadership role at Hiperwall where he not only works with global partners, integrators, and end-users to help them understand the dynamics of creating the right control room ecosystem, but how the Hiperwall software solution is removing the complexity from traditional video wall solutions making video walls easier to understand, easier to install, easier to use and more cost effective to operate.

Ron VanTassel , Market Development Manager, Arrow Intelligent Systems

Cyber Security for Video Surveillance

Video surveillance and IP based security systems are pervasive and indispensable for many organizations, businesses and users. Their main purpose is to provide physical security, increase safety and prevent crime. However, the demand for these systems to be internet connected for remote access, integration and data mining has increased the exposure to cyber threats and attacks. As a result the security systems have become more vulnerable to cyber activities through sniffing, jamming, spoofing and botnet attacks. The cyber attacks can create degradation to the security system itself or more serious breaches designed to harvest data for criminal intent. What are some of the main security vulnerabilities including insufficient authentication and authorization, insecure web interface and lack of password management. Learn how to recognize and address the cyber security issues with scalable and automated applications while lower operating costs.

Learning Objectives
  • Increase security with lower operating costs
  • Implement a scalable, automated strategy cost effectively
  • Utilize the outlined cybersecurity reference design for video surveillance

50 min

Cybersecurity

Ron VanTassel , Market Development Manager, Arrow Intelligent Systems

Ron VanTassel is the Market Development Manager at Arrow Intelligent Systems - Seneca with over 15 years experience in the physical security industry. Ron provides strategic direction, insight and technology advice for the security market at Arrow. His security industry tenure includes many years of experience in IP based video surveillance technology and market trends. Ron is considered a valuable resource and highly competent with expertise and knowledge within the market.

Jeffrey Slotnick CPP, PSP, President, Setracon Enterprise Security Risk Management Services

Creating Value and Driving Sales through Risk Assessment

How do you demonstrate value to potential and existing clients? What is the best way to learn about your client's needs so that your solutions fit their requirements? How do you create persistency with your clients and become a reliable partner? The answer to these questions is a quality risk, threat, and vulnerability assessment. As an integrator, your primary purpose is to solve the security problems of your clients through technology. To do that the first step is identify the problems. Risk, threat, and vulnerability assessment is an industry accepted process which leads to the identification of problems (vulnerabilities) and the recommended solutions to mitigate risk. The mitigations are then used to populate a comprehensive Security Master Planning document which provides a value based roadmap for your clients. When you can identify the consequences and impact of loss for risk we are now creating a value based proposition for technology solutions. This session will educate you on the process of risk, threat and vulnerability assessment which can then be used to drive the value proposition for security systems, engage a method for aligning security department goals with enterprise goals, and ensuring your integration strategies are linked to the strategies of the business.

Learning Objectives
  • Examine risk, threat, and vulnerability assessments
  • Explore how the risk, threat, and vulnerability assessment can create value
  • Apply the learnings from the risk threat and vulnerability assessment to create a master plan

50 min

Sales & Marketing

Jeffrey Slotnick CPP, PSP, President, Setracon Enterprise Security Risk Management Services

Mr. Jeffrey A. Slotnick, CPP, PSP is an internationally known Enterprise Security Risk Consultant with more than 28 years of experience, peer recognized as a Thought Leader and a Critical Architect in homeland security. As an ISO credentialed Lead Auditor Jeff is responsible for the some of the latest advancements in All Hazards Disaster Resilience, Organizational Resilience Management, ISO/ANSI Standards Development, Resiliency Information Management Processes, and Enterprise Security Risk Management. Jeff is focused on the professional development and training of security, law enforcement, and military personnel, the provision of exceptional security services, protective services, and all facets of Enterprise Security Risk Management including risk, vulnerability, and threat assessments, Emergency Response Planning, Business Continuity Planning, and Physical Security System Master Planning, Design and Integration. Mr. Slotnick has extensive experience in the Public Works and Utilities field with specific expertise in Water, Waste Water, Dams, Transportation Infrastructure, Light and Heavy Rail, Supply Chain, Religious Institutions, Schools, Data Centers, and Medical Facilities. Jeff is a Senior Regional Vice President for ASIS International, Faculty Advisor for the University of Phoenix Bachelor of Science in Cyber Security and Security Management Degree Program, a member of the Risk Management Society and a 17 year Reserve Law Enforcement Officer for the City of Centralia, Washington.

Moderated by: Bill Bozeman CPP, President & CEO, PSA

Finding Your Next Great Employee – The Importance of Succession Planning!

We’ve all felt the pain of having a key position unfilled for months, getting bogged down behind training plans, or even postponing retirement because there is no identified backfill. Whether you are an owner, manager, or an individual contributor, open positions can have an impact on the productivity of everyone. Succession planning for all positions is critical to the continuity of business, employee retention, and short and long-term success for companies large and small. This panel brings decades of experience in succession planning at all levels to a discussion about planning for your team and company. Learn how to succession plan for all positions, methods to stay on top of the process, and how to keep your company running on all cylinders through change.

Learning Objectives
  • Discuss the need for succession planning at all levels within a company, including ownership
  • Share methods and tools to help in the succession planning process
  • Evaluate how succession planning impacts employee retention, profitability, and company reputation

50 min

Management

Moderated by: Bill Bozeman CPP, President & CEO, PSA

Panelists: - Les Gold, Partner, MSK - Charles Durant, Managing Director Transactions and M&A, Sandra Jones & Company - Leila Blauner, Founder & Team Growth Strategist, Scalability Solutions, LLC. - Anthony Berticelli, Director of Education, PSA

TBA, PSA

Building a Better Understanding of the RMA Process

RMA procedures are not created equal and understanding the benefits and best practices for your RMA is key. Avoid losing time, money, and labor from unauthorized, lengthy return process by implementing your own RMA procedures effectively within your organization. During this discussion, attendees can discover how to monitor, track, and perform returns and exchanges more effectively to make the process seamless, cost-effective, and rapid.

Learning Objectives
  • Establish a procedure that allows for collaboration among your teams within your organization
  • Discover how to monitor, track and perform returns more effectively

50 min

Procurement

TBA, PSA

Doug Rosen, Business Development, Umbo Computer Vision

Machine Learning and Video

This mid-level technical presentation reviews the deficiencies of traditional approaches to the computer vision problem. For many years, the approaches that technicians favored have had clear drawbacks, including distortions that may seem academic but result in massive real world failure. To solve these approaches, we discuss using Convolutional Neural Networks or deep learning as a potential solution to solving those approaches. At the same time it discusses the technical challenges to applying these machine learning powered computer vision techniques to the surveillance video problem. To close, we discuss future applications that deep learning have for the security vision product.

Learning Objectives
  • Acquire traditional AI methodologies for computer vision
  • Introduce Deep learning
  • Apply Deep Learning to CV

50 min

Technical

Doug Rosen, Business Development, Umbo Computer Vision

Doug Rosen runs business development in the US region for Umbo Computer Vision. He has had extensive experience in bridging the gap between sales, product, and science in evangelizing artificial intelligence-powered computer vision within the security community.

Steve Rae, Director of Business Development, Dahua Technology USA

Leveraging your Video Surveillance System Using Video Analytics

Never before has it been easier to record higher resolution video and store it for longer durations. Now that you can easily and inexpensively collect this video diary, what can you do with it and how can you speed the review process? Using affordable video analytics features and the latest recording capabilities. During this session we will discuss how you can mine valuable data about your retail business using Heat Map and Tripwire (people counting) analytics. Additionally, we will cover how to obtain a quick visual synopsis of who entered an area during a certain time period by using face counting. Attendees will be able to determine the exact time and date when an object was stolen or when someone left a backpack (object removal and object left behind analytics) and how to track a person more accurately and with more detail using Machine Vision techniques between compatible panoramic and PTZ cameras.

Learning Objectives
  • Mine valuable data about your retail business using Heat Map and Tripwire (people counting) analytics
  • Utilize face counting to get a visual synopsis of who entered an area during a certain time period
  • Track a person more accurately and with more detail using Machine Vision techniques

50 min

Technical

Steve Rae, Director of Business Development, Dahua Technology USA

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 the PSA Tech Summit and share his know-how with its members.

Randy Stearns, CEO, D-Tools

Metrics for Delivering Improved Operational Efficiency

During this course, we will identify key areas for system integration companies to improve productivity, and discuss how analytics can help provide better outcomes both internally and ultimately for the end client. Based on this framework, this session will also identify metrics that will help to quantify performance across the business, from sales, product management, labor utilization, product and project profitability, and more. This session will outline how to identify and measure key performance indicators (KPI), and attendees should be able to implement a new quantifiable approach to measuring business effectiveness.

Learning Objectives
  • Assess which metrics are most important for the company
  • Apply and use those metrics to inform better business decisions

3 days

Operations

Randy Stearns, CEO, D-Tools

Randy was the Founder and President of Engineered Environments, one of the nationメs largest and best reputed custom residential systems integration firms. He subsequently led an industry consolidation that merged Engineered Environments with six other industry leaders to form VIA International, Inc. Through 2014, Randy acted as CEO of VIA which operates in 8 western states with 350 employees and $70M+ in revenues. Randy has been an active volunteer for CEDIA, the industryメs trade association, and served on the CEDIA Board of Directors of for eight years including a term as Chairman. Randy has his undergraduate degree from Dartmouth College and an MBA from the University of Southern California.

Bob Zarlengo, President, Robert J. Zarlengo Inc.

Planning Your Exit to an Insider without Overpaying the Taxes!

Every business owner will one day exit his or her business. A critical part of exit planning is understanding and identifying who will take the business over once the owner exits. Transitioning ownership of the company to an insider is a lengthy process that deserves some thought and planning. This presentation will cover the things to consider when identifying the right insider. It will review the 6 options for transitioning ownership to an insider, including: 1) bequeathing the ownership, 2) gifting it, 3) selling ownership units, 4) bonusing it, 5) the Popeye plan, and 6) the Oldco/Newco plan. Attendees will gain an in-depth understanding of each of these scenarios, including their pros and cons. They'll also get a deep-dive into a fictional company's business scenario, and the tax consequences of each transition strategy. This presentation will provide business owners with an informative look at what to consider when transitioning ownership to an insider, in order to better prepare for their future exit.

Learning Objectives
  • Discover how to identify the right insider
  • Analyze the pros and cons of the 6 insider transition strategies
  • Assess tax implications of each transition strategy

50 min

Management

Bob 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 in the life of a business that should be expected and planned for to maximize the benefit to the owner.

TBA, HID Global

Looking into SaaS Sales Opportunities and Growth

Security as a Service is an ever-increasing area of interest for integrators. This session will dive into the 3 areas: Real Time Location Service (tracking of inventory, assets and people, Workplace Optimization (monitoring gateways/portal and to learn if asset is in or in proximity to an area) and Condition Monitoring products, and Condition Monitoring Service (track health of motor, conveyors, bearings, gearboxes, etc. ) Looking into newest Bluetooth devices to optimize and gather data that is critical for end users.

Learning Objectives
  • Expand sales opportunities to integrators
  • Solve some long standing problems that end users have
  • Discover another way IoT and BLE Smart technology are changing the security landscape

50 min

Sales & Marketing

TBA, HID Global

Joel Rakow , Partner, Fortium Partners

Third-Party Cybersecurity Matters

This session describes the potential for VARs and integrators to unwittingly increase the security vulnerabilities of their customers. The discussion is conducted in the context of network architecture, the limitations of compliance and specific security controls every VAR can adopt to protect their customers' security. Each VAR in attendance is encouraged to prepare an affirmative statement of its cybersecurity practices and a discussion of how to use this statement can be used as a valuable sales tool for increasing business.

Learning Objectives
  • Examine how VARs can be unwitting threats to the cybersecurity of their customers
  • Discover how to prepare an affirmative statement of cybersecurity controls
  • Establish how to increase sales in the current environment of cybersecurity threats

50 min

Cybersecurity

Joel Rakow , Partner, Fortium Partners

In the year 2000, Joel Rakow, Ed.D., was the CTO at a start-up distributor of health products, run by a group of McKinsey and Company alumni. It was here that Rakow experienced his first invasive cyber attack, after which he promptly led a dramatic hack-back attack on the hackers, stopping just short of breaking the laws that governed hacking at that time. Since that experience, he adopted security as his second career, during which he founded the Electronic Crime and Risk Management Practice for the national management consulting organization, Tatum Partners, he purchased and operated a highly successful SoCal network engineering company, Ollivier Security Systems, that provides physical security solutions, he founded ActivAdmin, a cloud-based global provider of interactive video training for administrators of security systems and he is, concurrently, a Partner and member of the Cyber Security Team at Fortium Partners, a national firm with 70 C-Level technology executives who held positions as CIO’s, CISO’s or CTO’s in such nationally prominent organizations as Harvard University, Symantec, Salesforce, Google, Western Digital, LA Dept. of Water and Power, Danone Waters and many others. Fortium provides technology leadership over operations several dozen organizations ranging between 20 employees in a single location to several thousand distributed in multiple countries. Dr. Rakow served as an advisor to the U.S. Secret Service, U.S. Army, U.S. Department of Transportation, U.S. Census Bureau, SSP Solutions (a security provider for communications between the White House and the Department and Defense), the Los Angeles Electronic Crimes Task Force and Adobe Software. Dr. Rakow also served on the IT Security Council for the American Society of Industrial Security (ASIS), the faculty of the Los Angeles Police Departments Law and Private Security Conference and is a secure-access member of the FBI Infragard. He is the architect of national and global security plans for a number publicly traded companies including MolsonCoors, Danone Waters, Bidz.com, Alcoa Fastener Systems, Healthsmart Corporation and more than a dozen other companies. He is a former Harvard University Postdoctoral Fellow and a National Science Foundation Fellow. He founded and operated, for 17 years, a software company that sold over 3 million corporate and user licenses as an IBM Business Partner, Microsoft Solution Provider and McGraw-Hill licensor. He won PC World Magazine’s Product of the Year for three consecutive years, Microsoft’s Partner of the Year, 1999 and Microsoft Great Plains Implementation of the Year, 2001. Dr. Rakow has implemented a number of software solutions in very secure organizations such as U.S. Senate, National Security Agency, Northrop Grumman, Bank Boston and ICANN, a small global organization that is arguably the most secure site in Los Angeles. At Ollivier Corporation, Rakow oversaw the design and delivery of technology-based security solutions to such leading organizations in Southern California as Kaiser Permanente, USC University Park and Medical Campus, Boeing Corporation, LA Department of Water and Power, Port of Long Beach Police Department, CarsDirect, Fandango, Fullerton College, Bidz.com, eBay, L.A. Clippers, Kilroy Realty and more than one hundred others. About Fortium Partners: Fortium Partners is a national firm comprised of 70 technology executives having held positions as CIO or CISO or CTO in such nationally prominent organizations as Harvard University, Google, Apple, Symantec, Jacobs Engineering, Acer, and many others. Fortium’s partners typically enter into multiple, simultaneous engagements on a fractional (part-time) or interim engagements. Fortium’s Cybersecurity Practice engages with clients directly or in a support role as a member of a Fortium’s Client Engagement Team.

Paul Zielie CTS-D, I, Manager of Enterprise Solutions, Harman

Video and Audio Over IP

Streaming audio and video content across a network is a broad topic, from real time connections replacing a traditional AM matrix switch to conferencing to cat videos on YouTube with a huge range of mix and match technologies in any given solution. Choosing the right solution involves considering both the application and content attributes and narrowing down the technologies that do not support those attributes. This presentation will explain key decision points and concepts and give enough technical background information to allow the audience to make informed decisions in specifying and integrating streaming media solutions.

Learning Objectives
  • Distinguish when latency specifications are important and the latency requirements for various applications
  • Establish the differences and tradeoffs between various AV compression and transport methods in order to select the best one for the job
  • Acquire the basic network and scalability attributes in order to choose the correct technologies

50 min

Audio-Visual

Paul Zielie CTS-D, I, Manager of Enterprise Solutions, Harman

Paul Zielie, CTS-D,I is a multi-disciplined generalist with 30 years of experience designing and integrating IT, telecommunications and audiovisual (AV) solutions. He is a prolific writer and speaker and was the recipient of the 2015 InfoComm International, Educator of the year. Currently Mr. Zielie is the Manager of Enterprise Solutions for Harman Professional, a leading manufacturer of control and automation, system-wide switching and audio/video signal distribution, as well as digital signage and technology management. His primary responsibilities are solving the integration issues of enterprise wide AV integration including, security, scalability and maintainability. Prior to joining Harman in 2013. Mr. Zielie was a Principal Engineer for Lockheed Martin working primarily in Unified Communications and Network Video Transport.

Paul Boucherle CPP, CSC, Principal, Matterhorn Consulting

Can Your Sales Team Sell Cyber Security Solutions

Cyber security is reminiscent of IP video 15 years ago. New, different, exciting, not well understood and most importantly not asked for by current customers. The risk is that your current client contacts may not be the decision makers. The real challenge is they are looking at cyber security solutions but may be asking someone else, perhaps even a competitor. That competitor may want your core physical security business as well! So why change? Competition comes to mind as well as changing buying influences in security decisions at your customer's place of business. Business survival and growth is a very close second. So what is the inertia breaker to make you reconsider? Ask yourself the right questions and create a simple, tactical plan. What a great idea for a hands-on workshop! This workshop will do that. You will walk out with the right questions you should be asking along with a simple tactical game plan to implement when you go home. This very interactive session will be the most valuable one you attend this year!

Learning Objectives
  • Discover gaps between sales skills today and those needed to sell cybersecurity in the future
  • Clarify your cyber security business plan growth path brand offerings over the next 3 years
  • Identify your SWOT assessment for pursuing cyber security solutions and sales skill gaps

50 min

Sales & Marketing

Paul Boucherle CPP, CSC, 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 sales, operations and management. Corporate experience for 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 integrators, security dealers and the end users that buy their solutions. His broader perspective provides unique insights that guide his clients to greater success.
As a corporate consultant and executive coach, Boucherle's exceptional track record of business improvement is based on his philosophy of total enterprise engagement for positive change. He is able to identify and diagnose sales and company growth impediments that go beyond marketing. Boucherle works with companies to refine their organizational vision, structure, processes, product lines, sourcing, sales channels, and market position, as well as the soft skills of organizational development.
Paul serves on the SIA ISC West educational advisory board, the PSA Security educational advisory board, ASIS technology judge and educational advisor and contributor to ESA membership. Paul served as a United States Marine from 1970-1976 which included one tour in Viet Nam. Passionate about helping military veterans find civilian careers, he has launched initiatives to attract the next generation of security industry talent with SalesMarines.com and TechMarines to follow.
Paul writes the monthly column Business Fitness for Security Sales & Integration Magazine

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

Design and Implementation of a Security Operations Center: A Case Study

This session will discuss the entire process of design, specification, equipment selection, planning, and execution of a real world Security Operation Center from both the integrator's and the customer's point of view.

Learning Objectives
  • Describe the major factors associated with the design of a SOC
  • Investigate how an integrator can best understand the needs of the client
  • Establish the principal factors associated with the AV portion of the SOC

50 min

Audio-Visual

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

Jerry Cordasco is a Client Development Manager with Tech Systems managing the Business Development efforts in the Northeast as well as Global Account Management. He was instrumental in the design and construction of Tech Systems' Fusion Center opened in mid-2016. Before his employment at Tech Systems, Jerry served for 10 years at G4S Technology where he held positions of VP Integrated Systems, VP of Operations, VP of Global Product Management and most recently CTO for G4S's Video Monitoring, Support and Data Center. Jerry designed, built and staffed this UL Certified and CSAA 5 Diamond Certified Security Operation Center, located just outside of Boston in 2008 and ran the business unit from that point until 2012 when he was given the position as the head of global product management for the AMAG Symmetry product line. In 2014 Jerry returned to take over the monitoring center and help develop more advanced cloud based and hosted solutions for video, analytics and access control.
Jerry has nearly 40 years of experience in the security industry, starting out as an installer and service tech with Dictograph Security Systems, one of the pioneers in franchised security. He then spent 15 years with Pyrotronics/Cerberus/Siemens as a Technical Trainer, Product Manager, Director of Tech Support and Application Engineering and finally as Director of Business Development. While at Siemens, he helped project manage the fire/life safety system installations for the Petronas Towers in Kuala Lumpur, the WTC in NYC, and Honolulu International Airport. He was also responsible for development of the MXL System, one of the most widely used fire/life safety systems in the world at that time. Subsequent to his role there, Jerry became the Senior VP of Business Development for InfoGraphic Systems and then President of Compass Technologies, both electronic access control companies.
Jerry holds ASIS CPP and PSP certification. He has lectured and presented papers at conferences both nationally and internationally. He was a principal representative on NFPA Committees for the standards NFPA 72 and NFPA 731 and the guideline NFPA 730. He was also on the technical committee for UL's new Video Monitoring Certification, MDVO. He has helped a number of enterprise level customers design and certify their Security Operation Centers.
Jerry lives with his wife, Suzan, in Maplewood, NJ. He is an avid musician (drummer) and an NCAA Basketball fan.

Jerry Wilkins PSP, Vice President, Active Risk Survival, Inc.

Emergency Operational Plan and the Incident Action Plan for Security Integrators

This one hour session provides an overview of the Emergency Operation Plan (EOP) and the Incident Action Plan (IAP FEMA 201) as they relate to planning, training and preparing for an Active Shooter Incident. Participants 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. The session 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
  • Investigate Critical Incident Response, Resource Typing and Risk Mitigation
  • Recognize the benefits of leveraging Electronic Countermeasures to reduce liability
  • Identify how to close more sales based on issues important to Security Directors

50 min

Sales & Marketing

Jerry Wilkins PSP, Vice President, Active Risk Survival, Inc.

Gerald G. Wilkins, PSP is a graduate of Salisbury University, an ATI certified ALICE instructor and Solo Engagement Operator, an active member of the USCG AUX, and a licensed Private Investigator. He owns and serves as President and CEO of Wilkins Investigative Group, Inc. and Security Products Marketing, Inc. (SPM) and is co-owner and Vice President of 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 Instructorᆴ, an NRA Range Safety Officer, a licensed Firearms Instructor for the State of Maryland, a USCG AUX Certified Instructor, a certified Rescue Task Force Operator in Tactical Emergency Casualty Care (TECC/RTF) and holds an IAHSS Advanced Training Certificate.

Leila Blauner, Founder & Team Growth Strategist, Scalability Solutions LLC

Hiring Inside vs. Outside the Industry

Hiring people without industry experience brings a tremendous number of advantages (e.g. fresh ideas and insights, a much wider pool of very strong candidates, etc.), but the learning curve can be steep and expensive (both time and money). Integrators on the cutting edge are torn. They want fresh ideas from new team members outside of the industry, and they also don't want to limit their pool of candidates to the very small number of potential hires that have industry experience. Join this engaging facilitated group discussion to learn from other business leaders who have experience hiring both inside and outside the industry.

Learning Objectives
  • Evaluate the pros and cons of hiring outside of the industry
  • Establish which positions work best for hiring outside the industry
  • Implement methods to help new hires past the learning curve as quickly as possible

50 min

Management

Leila Blauner, Founder & Team Growth Strategist, Scalability Solutions LLC

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 and 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.

Doug Scott , Western Regional Sales Manager, Louroe

Audio Analytics Design

Through basic design we will explore the best uses for audio surveillance and audio analytics. We will cover when and where it is best to use these technologies. We will also cover when and where it will be a successful or legal deployment.

Learning Objectives
  • Discover audio analytics capabilities in traditional and nontraditional uses
  • Investigate the best places to use audio analytics with a correlation to why they are successful
  • Research design & coverage of audio & audio analytics for capabilities, limitations, & exterior fact

50 min

Technical

Doug Scott , Western Regional Sales Manager, Louroe

Doug has been in the security industry for 15 plus years. He has done designs for high profile/high value infrastructure locations and specializes in critical infrastructure and remote end to end design. Most recently he has been working largely in audio capture and audio analytics.

Lynn de Seve, 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
  • Determine the best products & services to offer and pricing consideration for the government
  • Examine regulatory changes, innovations & best practices for success and compliance

50 min

Sales & Marketing

Lynn de Seve, President, GSA Schedules, Inc.

Lynn de Seve is Founder and President of GSA Schedules, Inc., a small woman owned business providing support services 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.
Member, SIA Board of Directors
Chair, SIA GSA Policy Working Group

Troy Jensen, Market Development Specialist Lead, Shure

How to Design Your Conference Space for Better Intelligibility

With the ever-increasing reliance on video and tele conference in the workplace basic design principles, which can adversely affect the audio quality of the conference, are often overlooked. We will explain how these simple design considerations are important and how you can implement them in the design of your conference spaces. Topics discussed will include architecture, mechanical systems, interior finishes, along with audio visual equipment selection and implementation.

Learning Objectives
  • Examine how base building design affects audio quality
  • Acquire solutions and techniques to improve quality in difficult spaces
  • Determine specific considerations and when to adjust system design specifications

50 min

Audio-Visual

Troy Jensen, Market Development Specialist Lead, Shure

A 30-year Audio/Video industry veteran, Troy has held numerous high-level consulting and management positions focusing on architectural acoustics, system design, and project and business management. He is also certified on several computer modeling and evaluation techniques for AV sound spaces, which is particularly helpful when serving as a guest lecturer in the Yale School of Drama M.F.A. program for Technical Design and Production.

Charlie Erickson, EVP Product Development, 3xLOGIC and Bill Hobbs, Senior National Sales Director, 3xLOGIC

How to Position the Cloud Access Control Solution?

It's been around for years, but what exactly is this cloud thing? How is the cloud positioned against traditional access technologies and more important, how does it work in practical terms? In this presentation, we'll do a full SWOT of cloud technology to answer these questions and illuminate the most critical question, “what's in it for me” We'll review key business aspects of the cloud: recurring revenue, the “stickiness” of the cloud, and how it improves your business valuation, among others. For the integrator/installer, we'll explore how the Cloud sale is different – how to overcome monthly billing objections, setting up accounting for the a recurring billing cycle, and what skill sets are required for being in the cloud Business. Once attendees understand the cloud and how to better sell it, we tackle where to sell: the cloud marketplace, identifying prospective customers, positioning cloud for the SMB market, and explaining the advantages of cloud for geographically diverse organizations.

Learning Objectives
  • Examine how the Cloud functions for access control and what the key advantages are for end users
  • Investigate whether server-based or cloud-based is the best solution for a project
  • Discover how Cloud sale is very different, how to overcome objections from traditional access users

50 min

Sales & Marketing

Charlie Erickson, EVP Product Development, 3xLOGIC and Bill Hobbs, Senior National Sales Director, 3xLOGIC

Charlie Erickson, EVP Product Development, 3xLOGIC Charlie has enjoyed an illustrious career in the physical security industry for more than 30 years. His early endeavors saw him designing access control systems for nuclear power plants. Later, his patented video capture technology was deployed in numerous highly critical sites around the world, and is used in every central alarm station today. He served as IT Director at ComED and moved into DVR technology while in charge of product management at Integral. His latest work at 3xLOGIC has focused on commercializing video analytics for large retail solutions by leveraging the cloud to enhance data accessibility and collaboration. Bill Hobbs, Senior National Sales Director, 3xLOGIC Bill Hobbs' career spans more than 35 years in the Systems Integration and Physical Security industries. Initially a software developer and systems engineer, Mr. Hobbs has built multiple Systems Integration businesses over his career, and for the past 15 years has led technical sales teams across a variety of industry leading organizations including Integral Technologies and Verint. Mr. Hobbs is currently the Senior National Sales Director for 3xLOGIC.

PSA Staff

Procurement: Ask PSA!

Everyone is talking about the power of collaboration. Do you have questions for PSA regarding your purchasing process? PSA wants to know what we can help you with! Come to this interactive session with your questions so PSA can help address your issues. As procurement evolves its value proposition we must continue to build and mature needed capabilities. PSA wants to improve capabilities, interactions, and efficiencies with our integrators - you can help by collaborating with PSA and other integrators.

Learning Objectives
  • Articulate current issues integrators are facing with purchasing
  • Collaborate with PSA and other integrators to improve processes and efficiencies

50 min

Procurement

PSA Staff

Aaron Saks , Product & Technical Manager, Hanwha Techwin

Securing Video Surveillance Devices to Close Network Vulnerabilities

A look at the state of the video surveillance industry through a cyber security lens. This course will start off by examining the latest hacks, vulnerabilities, and other issues that have developed this year. Then we will look at many of the features, protocols, and best practices in current CCTV cameras & recorders that can pose a security risk, as well as how to best secure them. We will discuss hardening guides and how to quickly ensure your products are secured.

Learning Objectives
  • Examine best practices to keep your IP cameras, encoders, NVRs, & DVRs safe and secure
  • Investigate cybersecurity features and settings that can and should be utilized
  • Collect resources for keeping your products up-to-date

50 min

Cybersecurity

Aaron Saks , Product & Technical Manager, Hanwha Techwin

Mr. Saks is the Product and Technical Manager at Hanwha Techwin America. His primary responsibilities include managing the development of training and certification programs for various user groups. He also authors various technical documents, white papers, sales materials, and other collaterals. As new products are developed, he provides extensive testing and benchmarking to ensure high quality products are released.
Previously, Mr. Saks is the Business Development Technical Manager at Samsung 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 Samsung, 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.

Charles Durant, Managing Director Transactions and M&A, Sandra Jones and Company

Your Company as Seen Through the Eyes of a Potential Buyer

The M&A environment for security integrators has been great for sellers over the past five years or so. This is attributed to two primary drivers: secular growth in the security industry that far exceeds national GDP and generationally low interest rates. The well-publicized glut of private equity money combined with low interest rates has clearly pushed up acquisition multiples. This session will provide insights to what buyers are looking for and how they value and evaluate security integrators. Learn how most deals are structured and how much you could expect to net in the sale of your business. Most sellers are taken aback by the intensity and complexity of the sale process. Due diligence and closing a deal only is not an ends, it's only the beginning. The real work associated with successful acquisitions begins with integration. Those who have an understanding of the sale process are equipped with the knowledge of factors, such as recurring revenue, that make their businesses more attractive and valuable to buyers. Learn what recurring revenue is so important to valuation of your business.

Learning Objectives
  • Discover what buyers look for in acquisition candidates
  • Explore how buyers value and evaluate security integrators
  • Evaluate the M&A process from the initial search through post-closing integration

50 min

Management

Charles Durant, Managing Director Transactions and M&A, Sandra Jones and Company

Chuck Durant assists Sandra Jones and Company with clients that range from green-field startups and closely-held system integrators to complex multinational organizations. His areas of focus are mergers and acquisitions, growth development advisory services, divestitures, financial restructuring, private equity capital placement, operational structuring, strategic planning, and market expansion.
Chuck has been involved in approximately 75 company sales ranging from a few million up to nearly a billion dollars. He is an advisor who has seen deals from all sides - buyer, seller, outside counsel, in-house counsel and M&A broker.
Since 2005 he has provided consulting services and made managerial contributions to various early stage technology companies and assisted several Private Equity firms in connection with sourcing acquisitions and due diligence.
Prior to 2005 he held executive level positions with GE Security, Inc., a wholly-owned subsidiary of General Electric (GE). His most recent activity within GE was as President of Residential Solutions business, with responsibility for the global residential security market and the development of intrusion control and wireless technology in support of GE Security's entire customer base. He began his career with GE Security in 1995 as Vice President and General Counsel of ITI Technologies (NASDAQ: ITII, predecessor of GE Security).
Prior to joining GE Security, Chuck was an attorney with the law firm of Winthrop & Weinstine, P.A. for seven years, where his practice included mergers and acquisitions, securities, intellectual property and general corporate matters. Prior to attending law school, he was employed as an accountant for nine years with Honeywell.
Mr. Durant holds an Accounting Degree and a Law Degree from the University of Minnesota, as well as an MBA from Minnesota State University.
By combining his deep understanding of the security industry with his financial and legal capabilities he is able to provide SJandCO unparalleled professional support services and guidance. In addition to working with SJandCO, he maintains his own client base, serves on the boards of directors and advisory boards for a number of private companies, and has served in the same capacity for several non-profit organizations.

PSA Leadership Team

PSA Stockholders Meeting :: PSA Owner 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

1 day

Management

PSA Leadership Team

Jennifer Phillips, National Deployment Program Manager, PSA Security Network

National Deployment Program Spotlight Studio :: NDP Members Only

Lights, camera, action! PSA National Deployment Program (NDP) members are invited to stop by the NDP Spotlight Studio and record a short testimonial about their program experience, partnerships, and projects. Space is limited. Register early to reserve your time in the spotlight.

1 day

Management

Jennifer Phillips, National Deployment Program Manager, PSA Security Network

TBA, SIA

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.

1 day

Additional Fees Apply, Paid Directly to SIA

Certification

TBA, SIA

Jeffrey Slotnick CPP, PSP, President, Setracon Enterprise Security Risk Management Services

Developing Quality Training Programs

This training session and workshop is intended to educate managers and those responsible for training on best practices and methods for creating and delivering best in class, quality training programs, which are court defensible, for employees, work teams, and end users. Attendees will learn about job task analysis, quality training, Adult Learning Theory, training liability, and training records, management. Additionally, attendees will become knowledgeable of different methods of training and how to select the best training method for the content presented. This will be followed by a workshop where participants will engage in a job task analysis for installers, customer service specialists, integrators, and business development professionals.

Learning Objectives
  • Investigate job task analysis, quality training, and Adult Learning Theory
  • Explore modes of delivery for training
  • Complete a problem-based exercise which will result in a job task analysis

1 day

Management

Jeffrey Slotnick CPP, PSP, President, Setracon Enterprise Security Risk Management Services

Mr. Jeffrey A. Slotnick, CPP, PSP is an internationally known Enterprise Security Risk Consultant with more than 28 years of experience, peer recognized as a Thought Leader and a Critical Architect in homeland security. As an ISO credentialed Lead Auditor Jeff is responsible for the some of the latest advancements in All Hazards Disaster Resilience, Organizational Resilience Management, ISO/ANSI Standards Development, Resiliency Information Management Processes, and Enterprise Security Risk Management. Jeff is focused on the professional development and training of security, law enforcement, and military personnel, the provision of exceptional security services, protective services, and all facets of Enterprise Security Risk Management including risk, vulnerability, and threat assessments, Emergency Response Planning, Business Continuity Planning, and Physical Security System Master Planning, Design and Integration. Mr. Slotnick has extensive experience in the Public Works and Utilities field with specific expertise in Water, Waste Water, Dams, Transportation Infrastructure, Light and Heavy Rail, Supply Chain, Religious Institutions, Schools, Data Centers, and Medical Facilities. Jeff is a Senior Regional Vice President for ASIS International, Faculty Advisor for the University of Phoenix Bachelor of Science in Cyber Security and Security Management Degree Program, a member of the Risk Management Society and a 17 year Reserve Law Enforcement Officer for the City of Centralia, Washington.

PSA Cybersecurity Committee

Cybersecurity Risk Management and the Human Element

One of the biggest threats to an organization is the human element and vulnerabilities people bring to an organization. Social engineering is the art of manipulating people so they provide confidential information that criminals are seeking. As social engineering attacks continue to grow in sophistication and frequency, organizations need to look to education as a first line of defense. PSA’s Cybersecurity Committee will discuss techniques to utilize to prevent organizations from falling victim to savvy attackers employing increasingly sophisticated engineering methods to gain access to sensitive data.

Learning Objectives
  • Define social engineering and discuss vulnerabilities your organization may face
  • Obtain methods to implement to avoid social engineering threats

50 min

Cybersecurity

PSA Cybersecurity Committee

Ildar Galiluin, Director of Professional Services, BluB0X Security Inc.

BluB0X Training – Technical

The BluB0X Technical Training course will educate System Integrators on the following: 1. Hardware components used in BluSKY. (Mercury and LifeSafety Power) 2. BluSKY Configuration- Configure various systems from start to finish (access control, elevators, video, alarms, monitoring points, etc.) 3. Triggers, commands, and procedures in BluSKY 4. How to set up BluSKY as an IPS (Intrusion Prevention System) 5. Learn how to use BluSKY's real time control and diagnostics tools

Learning Objectives
  • Recognize the hardware components for a BluB0X System and what you need for typical systems
  • Analyze the various configurations in BluSKY and how to configure a system
  • Utilize the diagnostics tools available in BluSKY

1 day

Technical

Ildar Galiluin, Director of Professional Services, BluB0X Security Inc.

Ildar is Director of Professional Services at BluB0X. In 2002, Ildar moved to the US from Uzbekistan to pursue an American dream. Ildar studied Electrical Engineering and Business Management at Steven Institute of Technology. Prior to joining BluB0X, he spent 12 years at G4S Technology and held a number of different roles such as an Installation Manager, Sr. Project Manager, and a Regional Sales Manager. Ildar specializes in strategy, consulting, project management, and educating system integrators on the advantages of a cloud-based product both from a technical and overall business perspective.

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

Designing a Cybersecurity Program Based on the NIST Cybersecurity Framework

Companies manage cyber risks by mitigating both the likelihood and the impact of an unauthorized and undesired event. These events could be generated by malware, denial of service attacks, ransomware, phishing emails, web application attacks against vulnerable organizational assets. Any or all of these threat vectors could be present at any given time and can originate from both outside or inside the organization. This course focuses on designing and building a cybersecurity program based on the NIST Cybersecurity Framework (NCSF) and the NCSF Control Factory Model developed by UMass. The course will teach attendees how to design, build, operate, maintain, and manage a cybersecurity program to protect the organizations critical IT resources and information assets.

Learning Objectives
  • Discover key elements of risk: threats, vulnerabilities, assets and controls
  • Recognize the NIST Cybersecurity Framework and mapping critical controls
  • Identify key areas of a successful cybersecurity program, to include solutions

1 day

Cybersecurity

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

Larry Wilson, CISA, CISSP, ISA Larry Wilson is the Chief Information Security Officer for the University of Massachusetts President's Office. In this role, Larry is responsible for developing, implementing and overseeing compliance with the UMASS Information Security Policy and Written Information Security Plan (WISP). Prior to joining UMASS, Larry was the Vice President, Network Security Manager at State Street. In this role he was responsible for selecting, implementing and overseeing an engineering staff who managed network security technologies / tools including vulnerability scanning, network firewalls, intrusion detection, remote access technologies, security event management tools, etc. Larry's industry experience includes IT audit manager for Deloitte Enterprise Risk Services (ERS) consulting practice. In this role he managed a staff responsible for developing and completing a Sarbanes Oxley compliance audit for MasterCard International. Larry's team focused on the application level controls and general computer controls for information technology services that were implemented and managed from the MasterCard data center in St. Louis. Larry has been teaching CISA certification training for ISACA New England for 8 years. He is also has also developed and currently teaches a class titled "Designing and Building a Cybersecurity Program to Protect Critical Assets". The training is based on the NIST Framework, and is taught at SecureWorld Conferences. Larry has also written the NIST Cybersecurity Framework Foundation course and NIST Cybersecurity Framework Practitioner's course offered through PSA TEC. Larry has been the recipient of several awards including Northeastern University Continuing Education Instructor of the Year, 1998; SANS Person who made a difference in Cybersecurity, 2013; ISE (Information Security Executives) Finalist for Executive of the Year for North America, 2013; and Security Magazine Most Influential People in Cybersecurity, 2016. The University of Massachusetts Cybersecurity program won the 2013 ISE Information Security Program of the Year for Higher Education and Government Category and was a finalist again in 2016.

Adam Lang, Field Sales Engineer, Feenics

Feenics Intermediate & Advanced Training

Learn the intricacies of programming and configure mercury hardware to talk to your Keep instance in the AWS Cloud. Course fully covers all system setup facets that most technicians will do on a daily basis. Course will also delve into more advanced features like web hooks, Bosch intrusion integration, video integration, enterprise instances and sub instances and more.

Learning Objectives
  • Set up and configure a basic Keep instance in AWS
  • Investigate more complex solutions like web hooks

2 days

$1075

Certification

Adam Lang, Field Sales Engineer, Feenics

Adam Lang has been a part of the Feenics team since 2014 after previous experience working for one of Ottawa's premier security integrators. Adam holds a Bachelor's of Engineering in Electrical Engineering from Carleton University with a concentration in nanotechnology.
Adam has been crucial to both the technical support team and training program at Feenics. Having worked on both the technical support and training side, Adam is well suited to help train technicians on both best practices and on the common mistakes and issues that may lead to a technical support ticket being opened.
His prolific IT experience and expertise also provide a level of knowledge not often seen in security product trainers. A blend of stereotypical Canadian politeness and a dry, but quick wit makes a class with Adam a learning experience that keeps technicians awake.

James Goddard, Technical Training Specialist, Exacq Technologies

exacqVision Video Management Software Training

Exacq Technologies offers technical training classes for integrators, resellers and end users. Our fundamentals training class is a day-long technical course that covers all aspects of installing, configuring and using exacqVision IP video surveillance products. This hands-on training class allows every participant to perform each step of the installation process on their own walking through how to install the exacqVision client software onto their laptops. Upon completion, attendees have the knowledge to easily complete an entire system installation and use VMS software on a daily basis.

Learning Objectives
  • Install, setup and configure exacqVision VMS software
  • Reproduce the setup process in a real world setting

1 day

Technical

James Goddard, Technical Training Specialist, Exacq Technologies

James Goddard has been with Exacq Technologies since 2010 and has over 5 years of experience in his technical training role. James is proficient in the teaching of IP video and management software and holds a degree in Electrical engineering from Purdue University.

, Trainer, ASIS International

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 insight on using prep time effectively, prioritizing study goals, & learn test-taking strategies

2 days

Certification

, Trainer, ASIS International

To be determined

Nadim Sawaya, Principal, EPC

Field Management of Security Projects

The Field Management course is designed to assist security and systems installers, technicians and project managers in effectively managing the installation work in the field. As an introductory course in project management, Field Management offers a foundation to prepare individuals for a career in project management.

Learning Objectives
  • Establish the principles of project management
  • Examine how to manage the field team and other trades
  • Distinguish what to say and do as the company representative on the job site

1 day

$275

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 ASISs Certified Protection Professional (CPP). He is also a Certified Trainer for CEDIA.

Paul Cronin, Facilitator of Excellence, Cronin Corp

Leadership Challenge Workshop

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 and understand the ways to build a shared vision
  • Discover ways to lead in life, family, work and community

1 day

Management

Paul Cronin, Facilitator of Excellence, Cronin Corp

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.

PSA Leadership Committee

Performance Reviews: Annual or Consistent Feedback

Performance reviews are supposed to be a time when the manager helps the employee see where he or she could improve, and a time to plan for the new year. Many organizations tackle performance reviews and the frequency differently. Even within the same company managers may use entirely different performance criteria. In this session, PSA’s Leadership Committee will discuss different approaches and philosophies to performance reviews throughout the industry.

Learning Objectives
  • Evaluate the advantages and disadvantages of different performance appraisal techniques
  • Identify different performance appraisal techniques to apply to organizations

50 min

Management

PSA Leadership Committee

TBA, Zenitel

Stentofon IP Certification Course

This one day training course features the latest generation of Vingtor-Stentofon IP audio solutions. Participants will review advanced audio edge features as well as receive an introduction to SIP based audio solutions. Attendees will set up a serverless IP intercom system and a server-based IP intercom system.

Learning Objectives
  • Review advanced audio edge features
  • Investigate SIP-based audio solutions
  • Perform set-up of a serverless IP intercom system and a server-based IP intercom system

1 day

Certification

TBA, Zenitel

John Dalrymple, National Accounts Manager, Allegion

Schlage Engage Technologies and Design

As new technologies are introduced, with them comes new concerns that need to be addressed before and during the installation. This class will explain the new technologies, provide hands-on experience with setting up the locks and access points. We will also explain the differences in the lock features and provide advance training to the installation and maintenance of the locks.

Learning Objectives
  • Analyze the Engage technology and how it works
  • Install, service and support the Schlage hardware

1 day

Technical

John Dalrymple, National Accounts Manager, Allegion

John Dalrymple is the Electronics Training Manager at Allegion. He has been in charge of educating our market on mechanical and electro-mechanical hardware for over 5 years. John has owned his own lock distribution company, lead a sales team at Von Duprin and brings over 30 years of experience in our industry.

Amanda Sassano, Director of Commercial Sales, Alertus Technologies, LLC

Seconds Count: Alerting Everyone When An Active Shooter Strikes

The number of active shooter incidents has dramatically increased over the past 15 years. As a result, the annual number of people killed or injured has more than doubled since 2000. It can happen to anyone, at any place, at any time. Time wasted is lives lost; what can you do in under 30 seconds? This presentation will show you how the Alertus Emergency Notification System can save lives by alerting everyone of an emergency in only a matter of seconds.

Learning Objectives
  • Identify gaps in your current emergency preparedness plan and notification system
  • Recognize notifications assets among existing infrastructure
  • Observe how a comprehensive notification system can reduce notification time and save lives

50 min

Management

Amanda Sassano, Director of Commercial Sales, Alertus Technologies, LLC

Amanda Sassano is the Director of Commercial Sales with Alertus Technologies. In this role, she oversees all facets of the commercial growth both nationally and internationally as well as 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 the commercial market and with channel partners. She is an engaging and knowledgeable speaker, with extensive experience presenting on the latest in emergency mass notification technologies and best practices.

Joe Holland, VP of Engineering, LifeSafety Power, Inc.

LifeSafety Power Certification

For the technician up to the project manager, learn how to specify, configure, work with, and troubleshoot the LifeSafety Power FlexPower system. Discuss the advantages of a dual buss power system, the advantages of lock control, networking. Learn how to take advantage of the remote management functions such as remote battery testing and control, remote reporting and alerts.

Learning Objectives
  • Acquire a basic understanding of system architecture
  • Develop an advanced understanding of system architecture

1 day

Certification

Joe Holland, VP of Engineering, LifeSafety Power, Inc.

Joe Holland is the technical voice of LifeSafety Power, bringing the culmination of more than 45 years of engineering, marketing and management experience in the security and life safety industries to LSP's product design projects. As vice president of Engineering, Holland's networked power designs are created to meet and exceed the needs of the integration and end-user communities. Since the introduction of LifeSafety Power's award winning network based intelligent FlexPower® Power Management System seven years ago, Joe has continued to work closely with integrators and OEM partners to increase FlexPower's value and capability with new releases such as LSP's Unified Power Systems™ combining access and power in one wall mount or rack mount enclosure; Helix™ - redundant power management systems for mission critical applications; and Gemini™ UL-listed access and power rackmount solutions. His career spans high-level design and engineering positions in well-known industry companies. As Chief Engineer of Fire Control Instruments from 1976 to 1979, Joe orchestrated and oversaw the development of all FC-72 products. He co-founded AlarmSaf, Inc. in 1979, and as vice president of Engineering directed product development and manufacturing throughout his 30-year tenure. At AlarmSaf, his technical achievements mounted and included the development of several industry firsts including: the Notification Appliance Circuit (NAC) for fire signaling; rack mount chassis for power supply equipment; a buss-based power distribution architecture; and the industry conversion to off line switching power supplies. Joe is a long-time member of both NFPA and IEEE associations and a 35-year contributing instructor of CEU accredited course work in the area of access and security power management. Joe defines the direction of innovation at LifeSafety Power and has been responsible for taking the concept of networked power and managed services to the forefront of the systems integration industry, essentially carving a new product category.

Donny Schaffer, Director of Support Services, 3xLOGIC

3xLOGIC infinias Certification Training

Join 3xLOGIC expert, Donny Shaffer for a deep dive into the infinias Cloud Access Control application. This hands-on certification course will offer technical training on the infinias ESSENTIALS, PROFESSIONAL and CORPRATE offerings. Explore the world's smallest and most scalable access control solution. Learn how easy it is to install and deploy while scaling your business. Upon completion of the course, techs will receive a 3xLOGIC Certified Technician Certificate and Certified Partner Polo.

Learning Objectives
  • Evaluate the scope of access control and value of world's most scalable access control solution
  • Install and deploy fully functional system
  • Investigate the logic and learn terms and concepts unique to the infinias software platform

1 day

Certification

Donny Schaffer, Director of Support Services, 3xLOGIC

Donny Shaffer is an expert in the industry. With 10+ years of experience in access control world from a technical and sales side, he is the man that delivers the most solid training in the business. Shaffer develops and implements training for the 3xLOGIC product lines and is the Director of Customer Support Services. Join him for a hands on certification of the 3xLOGIC infinias access control products.

Dan Dunkel , President, New Era Associates

The Cyber 101 Discussion

How to position the initial cybersecurity discussion in the context of business risk. The session will cover the history of cyber crime and espionage, as well as the evolving tools and tactics of cyber adversaries across various market segments and suggestions for countermeasures through strategic partnerships. The changing nature of technology deployments involves solutions on mobile device access points (IoT), which are expanding the threat surface and accelerating business / cyber risk. Concurrently, outsourced cloud models are accelerating and changing both the internal reporting structure in organizations, and the traditional selling relationships of physical security integrators. Elevating the CSO and understanding the evolving nature of the CTO and CISO positions will be discussed.

Learning Objectives
  • Investigate the history of cyber crime and espionage
  • Explore digital risk convergence positioning
  • Acquire a strategic partnership overview

50 min

Cybersecurity

Dan Dunkel , President, New Era Associates

Dan Dunkel leverages over 22 years of successful sales management and executive experience in growing revenues in the information technology industry with a seven-year old consulting practice focused on the emerging field of physical, virtual and cyber security convergence.
Dan's corporate experience spans senior roles in pre-IPO ventures, mid cap IT manufacturers, and Fortune 50 organizations. His sales successes span domestic and international revenues across direct sales, value added reseller channels, and OEM contract vehicles. His product knowledge includes enterprise software, server and storage architectures, and networking technologies. The firm, New Era Associates, is a privately held consultancy specializing in the convergence of physical security, information technology and cyber security.

TBA, NEC Display

The Ins and Outs of Projector Edge Blending Technology

Edge blending occurs when you combine (overlap) the edges of two projectors in a multi-screen setup.???? When done well, a single display using multiple projectors produces large, bright, high-resolution images. Done poorly, the display from multiple projectors will show a visible band where the projected images overlap. Edge-blending technology solves that problem. During this session, attendees will discover overall integration projection technology and how and when to use edge blending.

Learning Objectives
  • Distinguish between the PX and PH Series projectors
  • Evaluate when to use edge blending
  • Investigate how many ways users can perform edge blending

50 min

Audio-Visual

TBA, NEC Display

Bob Lobascio , Sr Associate, Corporate Sales Coaches

Transform Your Sales: The Case for Outcome Based Selling

Does your sales process need a transformation? In this 2 hour workshop, you will be introduced to actions and steps that industry leaders have implemented to master outcomes-based selling. Exercises during session will result in immediate "takeaways" to put into practice immediately upon returning from PSA TEC.

Learning Objectives
  • Investigate the changing role of today's buyer
  • Distinguish between Solutions and Outcome based selling
  • Acquire the key steps a sales team must take to address the changes in the buyer to restore trust

1 day

Sales & Marketing

Bob Lobascio , Sr Associate, Corporate Sales Coaches

Bob has been VP of Sales for Fortune 500 companies, early-stage venture backed companies, and most recently for the AV integrator that earned SCN's Top Integrator in the Middle Atlantic States in 2013.
He holds certifications in technology, sales training, and sales management development. His experience includes a decade of AV and technology services and sales, as well as enterprise software and publishing / content management.
Corporate Sales Coaches develops custom training programs based on real-world sales and organizational needs of systems integrators. CSC helps create reinforcement processes that ensure long-lasting growth and drive ROI on training investment.
Beyond sales, Bob also has a deep understanding of the correlation between effective leadership training and bottom-line results. He has guided organizations through meteoric growth, mergers and acquisitions, and market turbulence.

Doug Rosen , Business Development, Umbo Computer Vision

What is Computer Vision Anyway, and Why is it Important to my Security Company?

This presentation is a low level introduction to motion detection technologies, discussing their history from creation and antiquity to modernity. It discusses how those technologies have been applied to CCTV video as well as those technologies have fallen short of their promise. The presentation then introduces computer vision - starting with an overview of how biological vision works in the brain before moving toward with how that biological process is represented digitally within the context of a computer network of 1s and 0s. At the heart of it, the goal is to be able to see things in a way similar to the way humans like you and me see. We see things, not bits and bytes. The presentation closes with an overview of how - if these technologies are implemented successfully - the security industry is capable of a vast range of new actions and services for their clients.

Learning Objectives
  • Research the history of motion detection technology
  • Investigate how digital cameras use motion detection today
  • Explain AI approaches to computer vision

50 min

Technical

Doug Rosen , Business Development, Umbo Computer Vision

Doug Rosen runs business development in the US region for Umbo Computer Vision. He has had extensive experience in bridging the gap between sales, product, and science in evangelizing artificial intelligence-powered computer vision within the security community.

Lauren Simmen, Surgex

Diagnosing Power Problems and How They Effect System Performance

This session will provide integrators with in-depth knowledge on how to effectively identify and diagnose power anomalies in a system and discuss the implications they have on a system's performance. This session will also feature ways to manage and mitigate problems to allow for a more optimized system infrastructure and performance.

Learning Objectives
  • Describe power and power anomalies that can effect system performance
  • Identify potential problems in a system before they occur
  • Explore solutions to mitigate and manage problems to provide better system performance

50 min

Audio-Visual

Lauren Simmen, Surgex

Moderated by: Chuck Wilson, Executive Director, National System Contractors Association

Impact of CSI MasterFormat 2016 on Intelligent Door Locks and Devices

In this session, attendees will discover the rapid developments in intelligent door lock solutions and how they will be specified and brought to the market. Changes in the CSI MasterFormat are presenting new business solutions and how they will be expanded responsibilities for coordination of work results. This session is for business owners and sales professionals who work with consultants, architects, and engineers on specifications and writing scope documents for access control solutions and/or door locking devices. Also a good session for system designers who work with other trades and develop network interfaces.

Learning Objectives
  • Explore rapid developments in intelligent door lock solutions
  • Discover new business opportunities and expanded responsibilities for coordination of work results

50 min

Management

Moderated by: Chuck Wilson, Executive Director, National System Contractors Association

Richard Kasslack, VP of Strategic Accounts, NVT Phybridge

Migrating Customers to IP: Think Twice, Deploy Once

Delivering a secure PoE platform that is great for the customer and for you. This session will provide systems integrators and solution providers with best practices for designing and building a robust IP platform that supports customers' IP advancements securely and seamlessly, while using and protecting existing IT investments. Attendees will discover network topologies and attributes prior to any IP migration. During this session we will define budget strategies that maximize the customer ROI, and your profitability. Attendees will strengthen their cloud/managed service with a secure infrastructure that fits every customer, which will differentiate your value offering/services ahead of your competition. This is a must attend session for those looking to capitalize on the move to IP!

Learning Objectives
  • Differentiate your value offering/services ahead of the competition
  • Build your cloud/managed-service with a secure infrastructure that fits every customer
  • Define what is most important to the customer when designing an IP-enabled platform or service

50 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.

PSA Cybersecurity Advisory Board

Enhance your Cybersecurity Posture

During this panel discussion, PSA’s Cybersecurity Advisory Board will discuss an array of services and solutions that help keep PSA integrators competitive. Panelists will discuss how to adopt practices and implement security control programs to reduce risk to integrators and their customer’s network. Additionally, attendees will gain insights into best practices to help respond effectively to the demand for security assurance along the supply chain.

Learning Objectives
  • Discover controls to implement to reduce risk to integrators and end users
  • Acquire best practices to respond to the demand for security assurance along the supply chain
  • Highlight trends in cybersecurity the integrator community needs to be aware of

50 min

Cybersecurity

PSA Cybersecurity Advisory Board

David Gaw , CEO, Sensera Systems

Using Multiple Sensor Types to Simplify Remote Site Surveillance

Providing surveillance and monitoring of large outdoor areas is challenging. If you do not have power or network connection at the site, the problem gets even harder. Combining multiple sensors and smart software helps create a system that provides good coverage and detection capabilities, in a variety of conditions, all while being solar powered and wireless for easy application to remote site monitoring. This session will review the latest camera platforms from Sensera Systems that combine low-resolution thermal imaging and edge-analytics for robust detection, medium resolution low-light camera for night imaging, and high-resolution color imager for identification and day operation. The smart onboard software coordinates use of the sensors to maintain extremely low power consumption to support solar operation and low-cost. The system provides integrators another tool to solve difficult problems in remote site surveillance and security.

Learning Objectives
  • Discover how combining sensor types creates flexible remote monitoring solutions
  • Investigate low-resolution thermal + edge analytics to provide robust long-range detection
  • Examine how multi-sensor platforms reduces power consumption for solar operation

50 min

Sales & Marketing

David Gaw , CEO, Sensera Systems

David is a serial entrepreneur having founded 2 companies and been the first hired executive in 2 others over the past 24 years. David's first company, Coactive Networks was a pioneer in m2m/IoT having created and deployed some of the very first hardware/software systems to connect devices such as thermostats and electric meters to the Internet starting in the late 1990's. He has worked in other technology areas including wireless broadband, robotics, and AI software. David has developed a track record of building innovative products and great teams to address new market opportunities.
He founded Sensera Systems in 2012 to dramatically simplify and reduce costs for remote monitoring systems by combining wireless and solar power. He has successfully built Sensera Systems into a high-growth leader in next-generation camera/sensing/surveillance systems for construction, industrial automation, security & surveillance, and law enforcement.
David holds a B.S. in Computer Science from University of Florida and M.S. in Computer Science from Drexel University.

David Brent , Network Video and Cyber Security Training Eng, Bosch Security Systems

Vulnerability Scanning and Pen Testing

As of 2015 there close to 300 Million IP Cameras have been installed around the world. Many of these cameras have been installed with default user names and passwords and can be accessed from anywhere in the world. For years the questions has been how secure is the video that a system produces, but that question is changing. Now the question is "Can my security system be used against me?" Most CCTV Cameras are manufactured with an open operating system, or basic kernel, that gives no real consideration to data or cyber security. What are the current fundamental considerations that an organization needs to take into consideration before placing a IP Camera on their network?

Learning Objectives
  • Examine hash and encryption fundamentals
  • Identify if and how a IP camera can be exploited
  • Distinguish between White Box, Gray Box, and Black Box testing

1 day

Cybersecurity

David Brent , Network Video and Cyber Security Training Eng, Bosch Security Systems

David Brent is the Network Video and Cyber Training Eng. At Bosch Security Systems, Inc. He has extensive knowledge of video surveillance systems. He holds a Bachelor's Degree in Computer Forensics and Digital Investigations (CFDI), an Associate's Degree in Networking, as well as number of IT and networking certifications.

Larry Reed, CEO, ZKAccess

Finding New Business by Understanding & Leveraging Biometric Technology

This course advises attendees how to leverage today's biometric security technology to help further differentiate their respective companies and subsequently grow their business in both sales revenue (or career advancement) and profitability. The course reviews the 40-year history and evolution of the Electronic Access Control (EAC) industry so the attendee understands why each new advanced technology replaced its predecessor. Design flaws and innovations are reviewed. 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 attendee then learns about the advantages, inner workings and implementation considerations (both positive and negative) when installing biometric security systems.

Learning Objectives
  • Differentiate your business by effectively leveraging Biometric technology
  • Discover how to generate RMR with Biometric technology
  • Explore how biometrics works to achieve optimal installation results

50 min

Technical

Larry Reed, CEO, ZKAccess

3-year PSA vendor and 25-year security industry veteran with specific expertise in logical & physical security, as well as, biometrics. Larry Reed is currently CEO of ZKAccess which is the security division of ZKTeco, the world's largest manufacturer of RFID and Biometric readers. At ZKAccess we recommend, supply and support our own product line of RFID and Biometric access control panels, readers and software. We also offer License Plate Recognition gate controllers, Turnstiles, Metal Detectors and X-Ray machines. Prior to ZKAccess, for 10 years Reed was VP Sales for ZK Technology (ZKT), the world's largest manufacturer of biometric time clocks used in Time and Attendance/Human Capital Mgt applications. At ZKT Larry built a network of over 100 software partners who integrated and sold our clocks along with their respective software applications. Prior to ZKT, Reed held Channel Development roles with various leading logical security vendors. Larry specialized in firewall, VPN, anti-malware and bandwidth optimization technologies.

Russell Corriveau CFDI, CAI, RL, Training Development Manager, ASSA ABLOY

Installation of an IN 120 WiFi Lock and the Advantageousness of WiFi Technology

Hands-on portion will consist of the installation, testing and uninstalling of an access control IN120 WiFi Mortise lock from either SARGENT or Corbin Russwin with two individuals per lock. The class will examination of the features and benefits of WiFi technology in access control locks and how it leverages the buildings existing IEEE 802.11 WiFi infrastructure which significantly reduce installation costs. We will also examine the advantageous intelligence built into the lock for local decision making, allowing operation regardless of network status. The class will also review credentials available for use with WiFi locks including multiclass SE technology from HID Global which offers heightened security and supports multiple credential technologies, including HID Mobile Access® powered by Seos®.

Learning Objectives
  • Install an IN120 WIFI Lock
  • Examine the available credentials for WiFi Locks
  • Interpret the basics of WIFI Technology

1 day

Technical

Russell Corriveau CFDI, CAI, RL, Training Development Manager, ASSA ABLOY

Russell J Corriveau is the Training Development Manager for ASSA ABLOY Americas University. Mr. Corriveau started with SARGENT Manufacturing Company is 1986 and has held the following positions: Tool and Die Designer, Manufacturing Engineer, Mechanical Design Engineer and Technical Marketing Engineer. Mr. Corriveau has earned his BS in Manufacturing Engineering Technology and Master's of Science in Organizational Management. Mr. Corriveau is a Certified Fire Door Inspector, a Certified Ace Instructor, and a Register Locksmith. Mr. Corriveau has been an adjunct instructor for Connecticut's Gateway Community & Technical College and has lectured for PSA TEC, NFMT, ISC and ALOA and travels extensively to conduct training sessions throughout the country for ASSA ABLOY.

David Morgan, Co-Founder, Security Dealer Marketing

Increasing Your Brand Through Social Media

Tapping the vast audience of the social web is a low-cost way to catapult a business brand. This presentation will uncover how to effectively build a company's brand using social media, which allows organizations to develop new relationships and strengthen existing relationships. This will help drive brand awareness, loyalty, and word-of-mouth marketing. Discover networks which support a company's brand image, identify valuable content, and outline effective social media strategies.

Learning Objectives
  • Discover networks to develop your company's brand image
  • Identify content that would be valuable and sharable
  • Establish effective methods to promote content on social media

50 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 7 years his efforts have focused on implementing proven marketing strategies exclusively for the security industry working with nearly 200 dealers, integrators, manufacturers and industry solutions providers worldwide. Mr. Morgan enjoys spending weekends outdoors with his wife, son and daughter staying physically fit playing in basketball 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 Zielie CTS-D, I, Manager of Enterprise Solutions, Harman

Pro AV Industry Trends

The pace of change in professional AV applications has accelerated tremendously over the last decade as the AV application has shifted from a high priced custom application, only appropriate for boardrooms or executive spaces, to a universally required, mission critical resource. Two meta-trends are reshaping the footprint and acquisition of AV applications across all verticals, the requirement for technology everywhere and the shifting of the customer AV technology owner from facilities oriented to technology oriented (IT) roles. We will examine the impact of these two trends and how they are affecting the requirements, products and technical solutions in the Pro AV industry.

Learning Objectives
  • Associate the changing requirements to the AV application brought about by the operational challenges of "AV everywhere"
  • Recognize the changing requirements to the AV application brought about by AV being managed by the IT organization
  • Discover strategies to evolve your AV practice in line with the service delivery methodologies used by the IT customer

50 min

Audio-Visual

Paul Zielie CTS-D, I, Manager of Enterprise Solutions, Harman

Paul Zielie, CTS-D,I is a multi-disciplined generalist with 30 years of experience designing and integrating IT, telecommunications and audiovisual (AV) solutions. He is a prolific writer and speaker and was the recipient of the 2015 InfoComm International, Educator of the year. Currently Mr. Zielie is the Manager of Enterprise Solutions for Harman Professional, a leading manufacturer of control and automation, system-wide switching and audio/video signal distribution, as well as digital signage and technology management. His primary responsibilities are solving the integration issues of enterprise wide AV integration including, security, scalability and maintainability. Prior to joining Harman in 2013. Mr. Zielie was a Principal Engineer for Lockheed Martin working primarily in Unified Communications and Network Video Transport.

PSA Project Management Committee

Project Metrics for Company Leaders

Implementing project metrics into your overall organization can help companies achieve greater delivered margin. In this session, PSA's Project Management Committee will discuss which project management metrics you can implement which will help you accomplish greater company efficiencies and more accurate forecasting. Through applying project management metrics into organizations, business leaders can learn how to monitor and lower costs, improve efficiencies, increase customer and stakeholder satisfaction, and create greater competitive advantage.

Learning Objectives
  • Collect metrics to help improve operations visibility, overall company efficiency, and add long-term value to your company
  • Implement metrics to increase margin and create a greater competitive advantage

50 min

Operations

PSA Project Management Committee

Matt Stewart, CEO, The Bearded Leader

Stop Calling (them) Millennials or Gen Z! – Bringing Executive Coaches Out of the Boardroom and Into the Classroom

Let's stop labeling the next generation with words like Millennial and Zs. Instead focus and think of them as people; by coaching to develop their non-cognitive skills (aka soft skills.) How much would your team/company be impacted if you hired graduates with strong interpersonal skills? Could we do a better job preparing students for the soft skills gap of working in the real world? I argue we can and should. The next generation doesn't want to be taught or told. Could they be guided and coached towards their professional development? What if your new hire understood how to give and receive behavior based feedback? What if your new hire was self-aware of their conflict resolution style and could quickly and easily navigate thru various conflict resolution models? Then why not bring executive coaches into post-secondary schools?

Learning Objectives
  • Discover how executive coaching has been implemented to develop non-cognitive skills/soft skills
  • Explore the specific techniques the executive coach can utilize with employees
  • Utilize these executive coaching techniques to develop the next generation

50 min

Management

Matt Stewart, CEO, The Bearded Leader

Matt Stewart is a no bullshit activator of potential. His No Excuses, Now What approach has been fostered & developed over the past 20+ years from coaching, collaborating and advising Senior Leaders across North America. In 2015 he said F U to Cancer and forged his own path and launched his proprietary no-holds-barred success coaching system. His foundational philosophy is boldly simple: move past the excuse --> laser focus on the next steps and you can accomplish a shit-tonne. The most important thing a leader, boss, manager or ANYONE can do is ask yourself How Am I Framing This?. How You Frame anything in life will impact the specific macro & micro-actions you take and will impact the tribes you choose to let into your life.
Matt's approach is not some sit-around-a-campfire-hug-a tree-and-kiss-puppies kind of approach. It is based in the thought process that no one owes you anything! This pragmatic whiskey-on-the-rocks approach has served Matt well during his years in Healthcare, the Vancouver 2010 Winter Olympics, Finance and now as a Success Coach in post-secondary. Before venturing into the mountains of the Interior of BC - Matt also facilitated leadership training for the Toronto2015 Pan Am Games and taught in Tokyo Japan.
Remember --> Accept No Excuses and only ask Now What.

David Barber, National Account Manager, OnSSI

Taking VMS Solutions to the Next Level

VMS solutions have continued to grow in functionality with business and operational benefits that maximize the investment. The session, hosted by the manufacturer and the system integrator, will dissect an actual case study to reveal how a VMS system enabled the end user to proactively improve facility safety, security and productivity and ensure compliance with various regulations. Also examined will be the impact of the VMS engine processing power and the benefits of open architecture.

Learning Objectives
  • Acquire a basic understanding of the technology provided by a brief overview of the system
  • Develop skills in planning and implementation of VMS
  • Create a list of three significant benefits of VMS that apply to any level

1 day

Technical

David Barber, National Account Manager, OnSSI

As National Account Manager, David is responsible for leading the companyメs efforts to cultivate, maintain, service and expand productive and professional relationships with national and strategic accounts. He directs all solution and product development efforts to best address all customer needs, including working with the OnSSI field sales team to communicate the broad functionality, user-friendliness and other benefits of Ocularis. Prior to joining OnSSI, David gained experience in providing physical security solutions to federal and state governments and prisons and in commercial, industrial, retail, automotive and other verticals.

TBA, HID Global

Card and Reader Technologies – Security Vulnerabilities that YOU Should Know

This session will review and highlight findings from recent research conducted by ASIS International. Discussion around what card technology end users use today, the vulnerabilities of each technology choice, and where the industry is moving. In addition, discussion on OSDP (Open Supervised Data Protocol) secure wiring options as critical requirements, and various regulatory agencies continue to require.

Learning Objectives
  • Separate fact from fiction about card technologies
  • Direct your end user base to a more secure choice
  • Provide solutions to migrate customers to secure technology choices

50 min

Sales & Marketing

TBA, HID Global

Aaron Saks, Product & Technical Manager, Hanwha Techwin

Designing with Multi-Sensor Cameras

This session will cover how to specify and design systems, and benefits of using full-featured multi-imager and multi-directional cameras from Hanwha Techwin. High performance imaging can be used to reduce costs due to reducing camera counts, which include mounts, switch ports, cabling, etc. This session will also look at advanced features such as high frame-rate imaging, built-in video analytics, and other features designed to make installations quicker and easier.

Learning Objectives
  • Identify the different types of multi-imager cameras and when/where to use them
  • Associate how feature-rich cameras can greatly enhance video surveillance purposes
  • Discover how multi-imager cameras can lower total costs of installation and ownership

50 min

Sales & Marketing

Aaron Saks, Product & Technical Manager, Hanwha Techwin

Mr. Saks is the Product and Technical Manager at Hanwha Techwin America. His primary responsibilities include managing the development of training and certification programs for various user groups. He also authors various technical documents, white papers, sales materials, and other collaterals. As new products are developed, he provides extensive testing and benchmarking to ensure high quality products are released.
Previously, Mr. Saks is the Business Development Technical Manager at Samsung 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 Samsung, 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.

Paul Sun, President CEO, IronYun

Artificial Intelligence: Deep Learning Based Intelligent Video Analytics and its Applications in Video Surveillance

Similar to cloud computing and big data technologies, deep learning technology is now emerging as the third wave of rapid advances that have taken over the information industry by storm. Today's enterprise video surveillance system are storing massive amounts of big data unstructured video data using outdated client/server architectures. Legacy enterprise software Video Management Systems (VMS) and storage systems have many limitations. The recent advancement in machine learning or deep learning based video analytics technology can help address the current VMS and video analytics deficiencies. The field of artificial intelligence known as machine learning or cognitive computing has in recent years become highly popular. The meteoric rise of deep learning technology over the past several years has been truly dramatic in video analytics. The machine learning field has exploded on the scene with the breakthrough in the new deep learning technology. In this presentation, we will showcase and demo recent deep learning advancements in deep learning applications in the video surveillance industry.

Learning Objectives
  • Define deep learning
  • Observe how deep learning technology address video analytics short comings
  • Discover what applications are most suited for deep learning solutions

50 min

Technical

Paul Sun, President CEO, IronYun

Paul Sun is a seasoned technology executive and serial entrepreneur with multiple successes in venture capital funded companies. Paul was the founder of three successful venture capital funded high technology start up companies in the United States. Mr. Sun was the President/Chairman & CEO of Avidia Systems, Inc, a highly successful telecom startup. Mr. Sun was also the Chairman & CTO of DSL.net, Inc., a company he founded and built into a NASDAQ publicly listed company. Paul was also the President & CEO of Motia, Inc. In 2009, he was recruited by the Taiwan government's leading R&D center ITRI to help build the newly formed Cloud Computing Center.
In 2015, Mr. Sun founded IronYun, where he is the President and CEO.

Victor Gevers, Chairman, GDI.foundation

Repairing the Internet with Responsible Disclosures

In 2016 a non-profit organization GDI.foundation, operated by volunteers started reporting vulnerabilities as responsible disclosures (coordinated vulnerability disclosures) and helping victims of ransom attacks worldwide under the name PROJECT366. As chairman & co-founder of that organization I would like to share the experiences and challenges they have faced so far. In the last 19 years Victor Gevers (@0xDUDE) has made over 5,250 security reports without getting in trouble with the law. In this talk, you’ll be taken through the experiences of the last 19 years in how you could report 'bad news’ and show our attempts to report as many vulnerabilities as humanly possible and how to deal with those on the other side, the organizations who receive these reports and the challenges each side faces.

Learning Objectives
  • Open Source Intelligence
  • Responsible Disclosure
  • Coordinated Vulnerability Disclosure

50 min

Cybersecurity

Victor Gevers, Chairman, GDI.foundation

Victor Gevers (also known as 0xDUDE) is a senior security specialist working as innovation manager for the Dutch Government, specialized in network, mobile, and web application security. He performs research on state-of-the-art attack and defense mechanisms, hacking techniques and OSINT. In his free time he is a vulnerability researcher and hunts down weak security implementations. In several occasions he has being pointed out to be a true responsible disclosure evangelist, practicing the art over 19 years and has made over five thousand responsible disclosures world-wide.
The GDI foundation has been mentioned by international press in 2017 which only covers a small aspect of our work:
https://securityintelligence.com/news/brick-house-new-malware-destroys-vulnerable-iot-devices/
https://www.scmagazine.com/mongodb-databases-under-attack-worldwide/article/629601/
http://www.computerworld.com/article/3155260/security/ransomware-groups-have-deleted-over-10000-mongodb-databases.html
https://www.scmagazineuk.com/thousands-of-hadoop-clusters-still-not-being-secured-against-attacks/article/637389/
GDI.Foundation is a non profit organization that strives to make the internet safer. We have discovered and reported hundreds of data leaks and thousands of security issues worldwide.

*course length spans multiple days