PSA ANNOUNCES ALL-ENCOMPASSING EDUCATION TRACK LINEUP FOR 2019 ISC WEST

Providing Sessions For the Entire Business Structure with Topics on Leadership, RMR, Marketing and Cybersecurity During 2019 ISC West


WESTMINSTER, CO-March 15, 2019 – PSA (www.psasecurity.com) the world’s largest systems integrator consortium, today announced it will host an education track with sessions during ISC West in Las Vegas, NV on April 9-11, 2019. The PSA education track will be held exclusively on Tuesday, April 9.  Members of PSA Committees, PSA executive leadership team, and other industry experts will lead the six sessions that are included in the PSA Track. The sessions being offered will include:

The Emerging Leader: The Change Agent in the Security Industry
April 09, 2019, 8:30 AM – 10:00 AM, Sands 308/309
In today’s fast-paced business environment, organizations are in need of innovative and flexible leaders.  Emerging leaders should be the agents of change needed to lead their organizations to success.  Emerging leaders must rapidly learn and implement fundamental management skills, develop wide-ranging strategic perspectives, and take their leadership to the next level.  Attendees will discover key behaviors and essential skills needed in today’s marketplace for the evolving leaders of tomorrow.
Moderator: Chris Salazar-Mangrum, USAV
Presenters: Anthony Berticelli, PSA; Henry Hoyne, Northland Controls; Sharon Shaw, Google, LLC.

Succession Planning: Hiring, Retaining, and Developing Teams To Keep Your Business Running Smoothly
April 09, 2019, 10:15 AM – 11:15 AM, Sands 308/309
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 your productivity.
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.  In this session, panelists will identify 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.
Moderator: Chris Salazar-Mangrum, USAV
Presenters: Anthony Berticelli, PSA; Paul Boucherle, Matterhorn Consulting LLC

Building a Culture of Accountability
April 09, 2019, 11:30 AM – 12:30 PM, Sands 308/309
How do you improve the culture of your business? How do you get your employees to be more engaged and to take ownership? To create a culture of accountability where employees are engaged and seek ownership, you start by practicing what you preach. Join leaders in the industry to hear how they work with their teams, discuss best practices, and describe the components that build a culture of accountability.
Moderator: Paul Boucherle, Matterhorn Consulting LLC
Presenters: Christine Lanning, Integrated Security Technologies; Shad McPheters, Northland Controls; Ric McCullough, PSA

RMR: Transforming the Security Integrator
April 09, 2019, 1:30 PM – 2:30 PM, Sands 308/309
Now more than ever, it is imperative for security companies to be successful at generating recurring monthly revenue (RMR).  Security companies without an RMR component miss out on the steady, long-term monthly income that can be generated from service contracts, remote monitoring services, and other automated features and components end users are increasingly looking for.  In this session, attendees will discover how to increase stability in their security company’s cash flow.  Additionally, end users will learn about the value of having ongoing support and smooth, reliable operation of their systems.
Presenters: Bill Bozeman, PSA

Marketing Strategies for Small to Medium Sized Security Companies
April 09, 2019, 2:45 PM – 3:45 PM, Sands 308/309
The goal of marketing is to connect your business’ value to the right customer base.  Marketing to potential customers is the lifeblood of your security company.  It is a simple concept but can take on many different shades.  There is no magic bullet.   In this session, attendees will examine which strategies may be viable and which could potentially be a waste of company resources.  Session attendees will identify which marketing strategies and techniques to utilize and adapt to align within their business and company budget.
Moderator: Tim Brooks, PSA
Presenters: Robbie Danko, LVC Companies; David Morgan, Security Dealer Marketing; Jamie Goswieler, Vector Firm

The Convergence of Cyber and Physical Security- A Shared Responsibility
April 09, 2019, 4:00 PM – 5:00 PM, Sands 308/309
The IP-enablement of security technology has created an ever-growing cyber impact on the physical security industry.  While well intended, this convergence has created a new security threat that both public and private organizations are struggling to combat.  In this session, attendees will hear about the shared responsibility of the manufacturer, integrator, and end user and the protections that are being implemented to harden physical security systems, along with the challenges that both the integrators and end users face with the implementation of technologies and the convergence of cyber and physical security.
Moderator: Gary Hoffner, Photo-Scan of Los Angeles, Inc.
Presenters: Andrew Lanning, Integrated Security Technologies; David Brent, Bosch Security

To register for the ISC West conference or learn more about the PSA education track, visit www.iscwest.com


ABOUT PSA
PSA is the world’s largest systems integrator consortium made up of the most progressive security and audio-visual systems integrators in North America. Combined, PSA members boast over 400 branch locations, employ over 7,500 industry professionals and are responsible for over $4.5 billion annually in security, fire, life safety and pro audio-visual installations.

PSA’s mission is to empower its owners to become the most successful systems integrators in the markets they serve. PSA brings this mission to life by partnering with industry leading product and solution providers, delivering unparalleled education and training programs and by offering a variety of distinctive services that can enhance any company’s operations. Learn more at www.psasecurity.com.

 Media Contact
Kim Garcia
Director of Marketing
PSA
Office: 303-450-3467
Kgarcia@psasecurity.com

PSA TEC 2019 Guest Blog: The Digital Transformation of Security

TEC 2019 is the premier education and networking event for all professional systems integrators in the security and audio-visual markets. This year’s event pivots around a changing market and ways to stay relevant within the industry. 

By Kelly Lake | Director, Strategic Alliances | Zenitel Americas


Kelly Lake | Director, Strategic Alliances | Zenitel Americas

The Customer
For more than 100 years, Seattle Children’s Hospital has specialized in meeting the unique physical, emotional and developmental needs of children. Through the collaboration of physicians in nearly 60 pediatric subspecialties, the hospital provides inpatient, outpatient, diagnostic, surgical, rehabilitative, behavioral, emergency and outreach services. In 2018, U.S. News & World Report ranked Seattle Children’s among the nation’s best children’s hospitals for the 26th year in a row.

Seattle Children’s is committed to the safety and security of its patients, families and staff. Over the course of its history, the hospital has leveraged a wide array of tools and processes to ensure the highest levels of protection

Security and safety were important for Seattle Children’s, but it did not have a compelling vision and strategy that aligned with the organization.

As a result, they reacted tactically to the needs of the organization, but the way they deployed people to perform roles in a process using technology was highly inefficient.

Seattle Children’s Hospital

“In 2007, we had technology silos with a combination of analog and digital devices with little or no documentation”, said Dylan Hayes, who, at the time was the Physical Security Program Manager for Seattle Children’s. “There was a home-grown incident reporting system, standalone emergency call stations, standalone panic/duress buttons and an un-scalable access control system.”

“Our IT department was not much better”, said Jack Jones, Manager of IS Strategic Relationships. “We had no overall strategy or planning meetings, no documented system architecture, no failover for our network and no collaboration with our security and safety department.”

At that time the security industry was also in flux. “We were still in the beginning of the transition from analog to IP”, said Tim Palmquist, Vice President Americas, Milestone. “Network bandwidth requirements were still being vetted.”

“At the time, we were only an integrator”, said Larry Minaker, Client Manager for Aronson Security Group. “We were being asked to take on a larger role within Children’s; one that included strategy and planning and technology road-mapping. The client was in a building mode and it was critical they had the right partnerships and program management to help them make the strategic moves necessary to support the organization.”

ASG knew it had to take its methodology called the ASG Path to Value, to a higher level. “We would have to integrate into a new model of relationship with IT, Security and our chosen technology vendors”, said Minaker.

According to Hayes, the roadmap elements for Seattle Children’s needed to include:

  • Alignment with the vision and mission of Children’s
  • Sustainability: the framework for continuous improvement
  • Mission critical key performance indicators around availability, reliability, scalability
  • Escalation protocols around security and safety
ASG Path to Value

 

 

Children’s TQM Process

 

 

 

 

 

 

 

 

 

“We worked alongside security to develop key stakeholders in the organization”, said Jones. “We focused in on disaster recovery, network performance, availability through our data center as well as our total cost of ownership.”

This provided a strategic platform for an execution plan that IT could use to provision the mission critical components of Children’s, including security.

Security began to formalize their internal and external team. “We determined our pain points and began to evaluate and then benchmark the technology options”, said Hayes.

The teams patiently documented the gaps including the fact that:

  • Patient care operations needed improvement
  • Investigations were not efficient
  • System performance problems diluted our trust with the organization
  • We did not adequately understand the business processes that we were supposed to secure

“At ASG, we were mustering expertise around IT infrastructure, device vendor solutions, and software vendor solutions”, said Minaker. “Children’s and ASG needed to elevate the conversation and have the discipline to follow the ASG Path to Value and align it with Children’s Total Quality Management (TQM) approach to ensure we covered every detail.”

“As Children’s moved forward, our role was to provide the documentation and proof points needed for ASG to fulfill their needs, said Palmquist. ‘Milestone had to provide a road map that mapped to Children’s needs.”

Children’s recognized that TQM demanded they assess, strategize, plan and then implement. In the past, they did not have the strategic compass and discipline to do this. “Once we put the team together, we enforced a discipline to take this approach every time”, said Hayes. ‘As a team, we took the assessment data, developed a strategy, then formulated a functional specification that included how people would perform their roles using the new technology. We measured each vendor against this specification which included a use case for doing a proof of concept.”

According to Hayes, every technology must have an objective scorecard that fits the use case. “We began to assert certain standards from our relationship with IT that would apply to all vendors. We knew we were not buying just a solution. We were buying a part of our information architecture. We were creating the platform for the digital transformation of security.”

Children’s prioritizes solutions that have an Open Architecture program and technology. “The program is important, because it established design criteria in the development process as well as program criteria for maintaining that integration within the ecosystem of security solutions”, said Hayes.

Jones illustrated ITs impact on the implementation plan by outlining key success criteria for a Highly Reliable Organization (HRO)

  • Executive sponsorship of desired outcomes
  • Governance structure to remove road blocks and provide clarity of direction
  • Conformance to the standards and policies of the IT architecture documented and supported
  • Project Management: manage internal and external resources to established time, cost and quality outcomes
  • Identify Post Implementation support. Security traditionally lacks the foresight of IT which needs to maintain and sustain mission critical applications for the organization. “If security is mission critical, it must have a managed service budgeted and defined by either the vendors or internally”, said Jones.
  • In the Performance Support Plan, define owners and responsibilities at each level of support.

Palmquist provided an example from Milestone of the key elements of an Open Platform Program:

  • Application Program Interface (API) that is intentionally built for integration
  • Software Development Kit (SDK) to encourage and foster an ecosystem of integrations
  • Open Platform Program: formalized to ensure a long-term approach to all integration partners
  • Certification: To ensure quality and performance. (A trusted seal of approval)
  • Managed and Reviewed Performance: Walk the Talk

“Our vendors all need to put a stake in the ground like Milestone’s Open Platform Program and create the infrastructure and measures to follow through”, said Hayes. “We need the entire ecosystem to:

  • Ensure their supply chain is robust and dependable from design through to manufacturing, distribution, implementation and support.
  • Learn the language of our business and support the values of our business
  • Ensure the ‘ilities’ of a mission critical business solution: availability, defensibility, reliability, maintainability, and sustainability.

Today Children’s has begun, brick by brick, to establish a roadmap for their future. With a keen eye to their IT architecture and the alignment of their risk with the opportunities and goals of Children’s, security is planning and securing its future.

“We will have 600+ beds by 2030”, said Hayes. “We had 336 in 2012. This growth will stretch our capabilities and our budget. Therefore, our needs analysis and our spend must show discipline and planning. This will require a high degree of commitment with our chosen vendors like ASG, Milestone, Axis, Zenitel and Lenel. All of them must stay at the table and continue to foster innovation and care.”

The key lessons derived from the Children’s path to value include:

  • Seek Alignment. Understand the key organizational initiatives and integrate your value into them
  • Seek Strategic Partners. If you assess your vendors this way, you will move from simple features and function analysis to an innovation scorecard based on your current and future requirements
  • Team Optimization. Design your teams, internal and external for optimum performance.
  • Continuous Collaboration. This is not project centric. This is a critical trait and performance measurement.
  • Seek Synergy. Relationships matter. Seek alignment and the right placement of people on the bus. Make the tools work for the people who use them.
  • Own the outcomes. Measure frequently.

The scorecard for our vendors has adapted to include a stronger collaboration between our chosen platform providers. Lenel, Milestone and Zenitel have proven they rise to this challenge.

And we are driving the IT scorecard against all vendors.

  • Scalability: We have over 40 buildings and growing in our enterprise security risk management purview. It is critical we can scale this application to meet our ever-growing needs.
  • Intelligibility: Like most security organizations, we depend on timely and clear communications to ensure we have the information we need to provide an efficient and accurate response to any situation. Ultimately that scorecard influenced our choice of our communication platform and our video platform. With Zenitel’s Turbine product, we could literally hear the difference from our old analog systems. The key point: Intelligibility can be measured. It is incumbent we do so before we purchase.
  • Interoperability: We realized that just making two products work together is not enough. We had to be confident there is a program with and between our strategic technology partners. This is the foundation of the integration and ensures scalability and maintainability. Lenel, Milestone and Zenitel have a history of creating powerful integrations with core application providers and sustaining those integrations through their individual program management.
  • Availability: This is paramount. We take our role in the organization seriously. Our technology platform is mission critical and must be measured to a 99.999% performance. Seconds matter when our people and our assets are threatened.  Downtime is unacceptable.
  • Maintainability: our IT and Security staff will have to be able to provision and maintain systems across a wide spectrum of environments. It is critical we have an efficient means to do this.
  • Defensibility: We are asking our technology vendors and integrator to ensure the cyber hardening of the systems before we implement. We must have security over our security.

Attend Kelly’s Session at TEC

The Digital Transformation of Security

Tuesday, March 12th 3:30 PM – 4:30 PM

Systems integrators are improving value to their clients by evolving their business model from a focus on technology silos of excellence to one that captures the hidden costs of the security program. Those costs include lack of a fully integrated and maintained business intelligence platform for security. This platform will create a force multiplier in capabilities, risk mitigation and budget optimization. The new category of “Intelligent Communications” refers to communications between systems and within business processes, and encompasses all forms of communications, not just voice. When leveraged within a business intelligence platform like access control, an enhanced level of interoperability between people, processes and technology is possible, and the stage is set for the age of voice and machine learning. This allows integrators to provide intelligent and sustainable solutions that optimize their customers’ systems, improving response time, situational awareness and accountability.

PRESENTED BY:

Moderator; Kelly Lake, Director, Strategic Alliances, Zenitel, USA
Panelists: Jim Hoffpauir, President, Safety & Security Sector, Zenitel USA
Tim Palmquist, Vice President, Americas, Milestone
Chuck O’Leary, Vice President of Sales, North America, LenelS2
Dylan Hayes, Manager, IT Security, Enterprise Security Technology, Seattle Children’s Hospital – Research – Foundation

Register Now!


Visit the Vingtor-Stentofon by Zenitel Group’s Booth

Booth # 212

Thursday, March 14 10:00 AM – 4:00 PM

View the Floor Plan


About Kelly

Kelly’s mission is to create a highly differentiated value proposition for Zenitel’s Strategic Alliances by articulating the value of intelligent communications in an integrated risk, resilience and security model.   Through close collaboration in research, development, marketing, and sales, the partnership with Zenitel’s Strategic Alliance Partners offers clients unmatched value by embedding highly intelligible voice communications into their command and control solutions.  Kelly is also an accomplished musician, which infuses her perspective on sound quality and voice intelligibility.

PSA TEC Platinum Sponsor Highlight Blog: Access Control Credentials Go Mobile

PSA TEC 2019 HIGHLIGHT: PLATINUM SPONSOR

 

TEC 2019 is the premier education and networking event for all professional systems integrators in the security and audio-visual markets. This year’s event pivots around a changing market and ways to stay relevant within the industry. 

By Greg Berry | Vice President, Mobile Credentials at LenelS2


Greg Berry | Vice President, Mobile Credentials at LenelS2

One thing you can count on in the security industry is change. The needs of end users continue to evolve as security challenges become more complex. As equipment and service providers, our role is to constantly push technology to create more secure, convenient solutions and to always be on the cutting-edge of technology.

One of the biggest advances in access control has been using the cloud to deliver a higher level of security, greater convenience and cost savings. By deploying access control using the Platform as a Service (PaaS) model, we’re able to eliminate – or at least reduce – the requirements for onsite server hardware and multiple software installations and updates.

Cloud-based systems are also driving other new solutions. Mobile credentialing is a good example. The basic technology behind it has been used worldwide for years in the hospitality, real estate and retail industries. Here’s how it works:

The mobile credential is issued to the cardholder from the Physical Access Control System (PACS). The cardholder then simply sends their credential from their mobile device to the mobile-enabled reader connected to the control panel to authorize proper access to the area.

Fortunately, mobile credentialing doesn’t have to be an all or nothing choice. Migration to the new technology can be implemented in a planned, orderly manner using multi-technology readers that support both proximity/smart cards and smartphone credentials.

Another case where we see a big uptick in mobile credentials is for visitor management, which can utilize the same process for creating an employee’s mobile credential. The visitor receives an email invitation with authorization to activate a credential and a mobile app link. By accepting, when the visitor and their smartphone arrive at the site, there is no need to register and wait for a plastic badge. They can use their smartphone to open the doors that have already been authorized for entry. Some solution providers use a “pool” of credentials instead of the typical one-to-one relationship, where the end user would have to pay for each credential issued. With the “pool” model, they can issue and put credentials back when not in use.

Some mobile credential providers use GPS and Bluetooth technologies within the mobile application, enabling the employees and/or visitors access to pre-defined doors while their mobile device remains in their pocket or bag. Access control has become an effortless and convenient experience for users, including both employees and approved visitors. And, smartphone credentials easily accommodate all the information contained in traditional access control cards.

This technology offers greater security than traditional plastic cards. The user must have possession of the smartphone, which requires a personal identification number (PIN) or biometric to activate it, as well as a link to the mobile app and the downloaded credential. The devices are less likely to be lost or stolen, as most of us keep our phones nearby at all times. Also, the device’s cost and the personal data it contains makes it unlikely to be loaned to another person.

Organizations using mobile credentialing can see real cost savings through the elimination of purchasing, printing and managing physical access cards.

Fortunately, mobile credentialing doesn’t have to be an all or nothing choice. Migration to the new technology can be implemented in a planned, orderly manner using multi-technology readers that support both proximity/smart cards and smartphone credentials. Installing readers with “in-line” capability may be used to add Bluetooth mobile credential abilities to readers that are not “mobile ready.” These “in-line” readers may be wired in a series, or parallel to existing card readers that may bring Bluetooth capability to most installations.

The cloud is revolutionizing access control. Looking ahead, we anticipate capabilities for mobile credentialing and other functions will continue to evolve in ways not possible with plastic badges.

 (Greg Berry is vice president, mobile credentials for LenelS2, a part of Carrier, a leading global provider of innovative heating, ventilating and air conditioning (HVAC), refrigeration, fire, security and building automation technologies.)


EDUCATION PRESENTED BY LENELS2:

Lenel Advanced Access Control Certification
Presented by LenelS2
Monday, March 11 8:00 AM PM- Wednesday, March 13 4:30 PM
This three-day, instructor led course is designed to present concepts and examples that are necessary to implement advanced access control features including: database segmentation, custom alarms, advanced reader functionality (including anti-passback and area control). *Additional Fee

Lenel OnGuard Hardware and Software Fundamentals
Presented by LenelS2
Monday, March 11 8:00 AM PM- Thursday, March 14 4:30 PM
This 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.  *Additional Fee

Intelligent Communications – Leveraging Enhanced Interoperability to Improve Communications Within Systems, People and Processes
Panel Presentation
Tuesday, March 12 3:30 PM – 4:30 PM 
Systems integrators are improving value to their clients by evolving their business model from a focus on technology silos of excellence to one that captures the hidden costs of the security program. Those costs include lack of a fully integrated and maintained business intelligence platform for security. This platform will create a force multiplier in capabilities, risk mitigation and budget optimization. The new category of “Intelligent Communications” refers to communications between systems and within business processes, and encompasses all forms of communications, not just voice. When leveraged within a business intelligence platform like access control, an enhanced level of interoperability between people, processes and technology is possible, and the stage is set for the age of voice and machine learning. This allows integrators to provide intelligent and sustainable solutions that optimize their customers’ systems, improving response time, situational awareness and accountability.

 

Visit Altronix as PSA TEC Thursday, March 14, 10:00 AM – 4:00 PM at Booth #205.

PSA TEC 2019 registration is now open.  To register, click here.

PSA TEC 2019 Guest Blog: Digital Marketing: Adapting the Tools of the Trade

TEC 2019 is the premier education and networking event for all professional systems integrators in the security and audio-visual markets. This year’s event pivots around a changing market and ways to stay relevant within the industry. 

By Jamie Gosweiler | Marketing Manager | Vector Firm


Jamie Gosweiler | Marketing Manager | Vector Firm

Go-to-market strategies are changing swiftly, and this is largely due to the growing need to market products or services using digital technologies, primarily on the Internet. Digital marketing platforms are earning their place as an integral part of many organization’s marketing plan. They’re becoming more prevalent and efficient than ever before. Yet, many marketing managers are still somewhat unclear as to how best leverage the digital marketing tools available to them. The options can be a bit overwhelming.

Do an online search for digital sales tools and the results will be staggering – they come back in the millions. The cloud computing space is filled with an overwhelming list of digital tools that continues to grow bigger each day. But what digital tools are the best for salespeople in the security industry?

My PSA TEC presentation – Must Have Digital Tools to Assist Sales Professionals in Security – is designed to help you create and deliver industry specific content and engagement at every stage of the buyer’s journey – the step-by-step process a potential customer takes before buying your security solutions.

It will be offered on Tuesday, March 12th from 10:30 a.m. to 11:30 a.m. and will take a deep dive into the digital tools that are best suited for salespeople in the security industry. I will educate on the most effective digital marketing tools to keep you in front of customers. In addition, Prospecting tools and Lead Generation tools will also be explored as will tools that will help optimize your Social Media sharing and position you and your company as subject matter experts.

Time-saving tools and those designed to increase engagement and closing opportunities will also be covered. In summary, we’ll review some of the best tools to help salespeople save time, be organized, improve prospecting efforts, generate leads and close more sales. We will highlight the features and benefits of leading digital sales tools and how security industry salespeople can best leverage them.

Looking forward to seeing you at PSA TEC 2019!


Attend Jamie’s Session at TEC

Must Have Digital Tools to Assist Sales Professionals

Tuesday, March 12 10:30 AM – 11:30 AM

The cloud computing space is filled with an overwhelming list of digital tools that continues to grow each day. But what digital tools are the best for salespeople in the industry? What tools can keep you in front of customers as the experts? To help you save time? To increase engagement? To facilitate closing opportunities?  In this session, we will review some of the best tools to help salespeople save time, be organized, improve prospecting efforts, generate leads and close more sales. We will highlight the features and benefits of leading digital sales tools and how salespeople can utilize them in their efforts for lead generation, prospecting, file sharing and more.

Register Now!


About Jamie

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. Gosweiler supports Vector Firm’s goal of assisting clients build a superior online web presence. His primary focus is to deliver solutions for clients 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.

PSA TEC 2019 Highlight: Tracks

PSA TEC 2019 focuses on education for every position within a business. This year explore the personal and professional development opportunities with new dedicated learning tracks by job function.

Register Today!


Owners | Executives Example Sessions:

  • The MSSP Model Changes Everything! Are You Ready? (Workshop)
    • Monday, March 11 1:00 PM – 4:30 PM
    • Presented by: Andrew Lanning, Bill Bozeman, Charlie Regan, Chris Peterson, John Mack, Les Gold
  • Intelligent Communications- Leveraging Enhanced Interoperability to Improve Communications
    • Tuesday, March 12 3:30 PM – 4:30 PM
    • Presented by Chuck O’Leary, Jim Hoffpaiur, Kelly Lake, Tim Palmquist
  • What is Your Company’s Risk Management Program Missing? What is your CYBER Liability Policy Missing?
    • Wednesday, March 13 8:00 AM – 9:00 AM
    • Presented by: Chrstiaan Durdaller and Mr. Wayne Dean
  • Finding a Cyber Sub – Are Wedding Bells or a Messy Breakup Ahead?
    • Wednesday, March 13 10:30 AM – 11:30 AM
    • Presented by: Dr. Steven Mains
  • WIN THE RING: The Pro Football Front Office System to Make your Staff into a Championship Team
    • Wednesday, March 13 3:30 PM – 4:30 PM
    • Presented by: Mr. Mark Oristano

Managers | Supervisors Example Sessions:

  • Vampires Guarding the Blood Bank – Establishing Trust and Transparency with Manufacturers
    • Tuesday, March 12 1:00 PM – 2:00 PM
    • Presented by Darnell Washington
  • Making Every Hire Count: Hiring Tips for the Changing Employment Market
    • Tuesday, March 12 2:15 PM – 4:30 PM
    • Presented by: Mr. Ted Szaniawski
  • Weeding Out the Wrong Candidates Managers | Supervisors
    • Tuesday, March 12 1:00 PM – 2:00 PM
    • Presented by: Leila Blauner
  • Guidelines for School Security Implementation
    • Tuesday, March 12 8:00 AM – 10:15 AM
    • Presented by: Chuck Wilson, Guy Grace, Mark Williams, Scott Lord

Sales | Marketing | Customer Service Example Sessions:

  • Customer Experience 101: Dealing with the Divinely Discontent
    • Tuesday, March 11 8:00 AM – 9:00 AM
    • Presented by: Brandon Savage
  • How To Help Customers with Workplace Violence Strategies
    • Tuesday, March 12 10:30 AM – 11:30 AM
    • Presented by: Paul Boucherle
  • 15 Lead Generation Tips That Rock
    • Wednesday, March 13 10:30 AM – 11:30 AM
    • Presented by: Brian Offenberger
  • Think a Press Release Doesn’t Matter? Think Again! (Workshop)
    • Monday, March 11 3:30 PM – 4:30 PM
    • Presented by: James Barbour, Kirk MacDowell, Mr. David Morgan, Robbie Danko

IT | Networking | Operations Example Sessions:

  • Cybersecurity Workshop Based on NIST Framework (Workshop)
    • Monday, March 11 1:00 PM – 4:30 PM
    • Presented by: Larry Wilson
  • Using AI to Ignore Nuisance False Positive Alerts
    • Tuesday, March 12 2:15 PM -3:15 PM
    • Presented by: Shawn Guan
  • What Are Your Vendors Doing to Protect You? Bridging the Physical and Digital Cyber Security Rift
    • Tuesday, March 12 3:30 PM – 4:30 PM
    • Presented by: Paul DiPeso
  • PSA Cybersecurity Committee: Overview – Cyber Risk is Business Risk
    • Wednesday, March 13 9:15 AM – 10:15 AM
    • Presented by: PSA Cybersecurity Committee

Procurement | Vendor Relations Example Sessions:

  • Purchasing Best Practices: An Integrator Roundtable
    • Wednesday, March 13 8:00 AM – 9:00 AM
    • Presented by: Mike Chagolla (PSA)
  • Procurement: Ask PSA!
    • Wednesday, March 13 9:15 AM – 10:15 AM
    • Presented by: Mike Chagolla (PSA)
  • Content Management, Changes at PSA, and What it Means to You!
    • Wednesday, March 13 10:30 AM – 11:30 AM
    • Presented by: Mike Chagolla (PSA)
  • Recognizing Your Customers Journey: A Problem-Solving Workshop
    • Wednesday, March 13 1:00 PM – 2:00 PM
    • Presented by: Mike Chagolla (PSA)

Technicians | Installers | Project Managers Example Sessions:

  • Earn Your Brivo Onair Certification Today
    • Tuesday, March 12 8:00 AM – 4:30 PM
    • Presented by: Addy Caulker
  • exacqVision Technical Reseller Training
    • Tuesday, March 12 8:00 AM – 4:30 PM
    • Presented by: James Goddard
  • Feenics Standard Training with Troubleshooting Windows
    • Tuesday, March 12 8:00 AM – 4:30 PM
    • Presented by: Adam Lang
  • SIA CSPM Exam
    • Wednesday, March 13 1:00 PM – 4:30 PM
    • Presented by: TBA

View the full education lineup here.

For more information, visit https://www.psatec.com/.

PSA TEC 2019 Guest Blog: Data Security in the New Era of Regulation

TEC 2019 is the premier education and networking event for all professional systems integrators in the security and audio-visual markets. This year’s event pivots around a changing market and ways to stay relevant within the industry. 

By Monty Forehand | Product Security Officer | Seagate Technology


Monty Forehand | Product Security Officer | Seagate Technology

Smart cities, high-end retail stores and financial institutions are increasingly relying on advanced video surveillance systems with artificial intelligence to amplify crime prevention efforts and business efficiency. By capturing data– including thumbprints, iris patterns and license plate numbers– security systems can conduct important functions such as identifying VIP customers or blacklisted personnel. However, the collection of this personally identifiable information has warranted a new cybersecurity standard for security technology providers and system integrators.

Placed into effect in May 2018, the General Data Protection Regulation (GDPR) is the most significant data privacy legislation in decades. It regulates the gathering, processing, distribution and storage of personal data, including video surveillance personal identifiers that are produced from AI computing. Most notably, GDPR holds service providers responsible and accountable for securing this data, even subjecting them to fines for data breaches. Recently, the National Data Protection Commission, a French authority, imposed a significant fine on a cloud service provider for what it called a “lack of transparency, inadequate information and lack of valid consent” regarding ad personalization for users, which it deemed to be noncompliant with GDPR standards.plying with GDPR standards.

For security professionals, the greatest cyber risk for surveillance data is that it will be accessed and stolen through the endpoints, edge or network itself. Many cybersecurity discussions have centered around securing “data in transit” and applying strategies like end-to-end encryption. However, it is essential that system integrators also deploy solutions that secure “data at rest.”

Safeguarding “data at rest” starts with implementing cyber hardening protocols for hard disk drives and solid state drives, and integrators have a critical responsibility to understand which technologies yield the highest performance and reliability. Software encryption, pseudonymization, hardware encryption and secure erase are the most effective mechanisms to secure data. Self-encrypting drives are an especially attractive option because if a breach occurs, a company does not have to publicly report the incident if the data is encrypted, according to GDPR. This can save customers thousands of dollars in crisis communications and reputation damage.

While GDPR currently affects the security channel who have customers in the European Union, other cities, states and countries are already starting to follow suit by introducing similar policies. The time for integrators and IT professionals to be trained in surveillance data security measures is now.

For a more in-depth look at the top cyber vulnerabilities for surveillance systems and data security best practices, join me at TEC. Attend my education session on Wednesday, March 13, at 3:30 pm as I discuss, “Securing Your Data for the New Wave of Industry Regulation.” You can also stop by Seagate Technology’s booth on Thursday, March 14, for specific application questions.


Attend Monty’s Session at TEC

Wednesday, March 13 3:30 PM – 4:30 PM

Recent innovations in video technologies have resulted in high definition optical sensors and artificial intelligence technologies becoming standard features in today’s advanced security cameras. These devices are now collecting an unprecedented amount of data for business intelligence, including personally identifiable information. Placed into effect on May 25, 2018, the General Data Protection Regulation (GDPR) has set a new standard of protection for the processing and movement of this personal data. GDPR not only impacts organizations based in the EU, but any organization in the world which offers products and services or monitors behavior in the EU. New regulations mirroring GDPR are now taking hold in the United States, such as the California Privacy Act of 2018 and are set to dramatically change how businesses handle data, as organizations who are found non-compliant can face penalties. As video surveillance moves into IT 4.0, the implications of GDPR and similar legislation must be considered for all edge and IoT video surveillance deployments. Systems integrators now have a critical responsibility to design privacy protection measures that align with these new mandates by building data protection into processes, systems and hardware that manage personally identifiable information. This session will look at best practices and cyber-hardening measures for surveillance solutions, from securing the camera to the storage hard drive to ensuring secure erasure of end-of-life data.

Register Now!


About Monty

Monty Forehand is product security officer and managing technologist of the product security office at Seagate Technology, leading the security and cybersecurity of products, operations and life-cycle across all Seagate business lines. He has held a variety of leadership positions in embedded system architecture, security architecture, security portfolio delivery, research, technology and architecture over a 28-year career at Seagate. Forehand is a frequent industry speaker and pioneer in the secure storage industry leading the delivery of the world’s first fully integrated Self Encrypting Drive (SED) and many other firsts including security and cybersecurity in all Seagate Products, worldwide security standards, certified security products and life-cycle. He continues leading and evangelizing the proliferation of Seagate Secure and Trusted Storage throughout the industry worldwide, and into the Digital Transformation, IT 4.0 and the Edge. Forehand holds master’s and bachelor’s degrees from Oklahoma State University in electrical and computer engineering, with emphasis on artificial intelligence and expert systems. He holds 26 patents to date in the areas of machine vision, electronics systems, storage virtualization and embedded security and is a two-time recipient of the Seagate Technology Hall of Fame Award along with the top technology achievement award for Outstanding Patents.

 

PSA TEC 2019 Guest Blog: NEC Display

TEC 2019 is the premier education and networking event for all professional systems integrators in the security and audio-visual markets. This year’s event pivots around a changing market and ways to stay relevant within the industry. 

By NEC Display


AV 101

Wednesday, March 13 2:15 PM – 3:15 PM

New at the whole AV thing or just need a refresher?  Let NEC take you through basic display technologies and how they fit within AV and IT solutions!

Join NEC as subject expert Rich McPherson reviewd basic display technologies (LCD, DLP, LED, etc.) and their descriptions including resolutions, scaling, and the different types of inputs associated with these technologies including throw and aspect ratios.  Attendees will also gain a better understanding of how the different display technologies fit within AV and IT solutions.

Rich McPherson

Rich McPherson, Senior Product Manager of Projectors for NEC Display Solutions of America, Inc., is responsible for the company’s integration projector lineup. Rich manages the marketing and messaging of projector families, pricing and inventory issues, product roadmaps and all engineering and technical aspects of the projectors.  Additionally, Rich works closely with sales and channel marketing teams to communicate and demonstrate product information.

Rich has an extensive background in product management and has been with NEC since 1995.  With over 30 years in the projection industry Rich has covered a large spectrum of positions. Starting in customer service as a service technician at the beginning of his career he moved into a management role before moving to engineering. His next career move was into product management roles first with Plasma Displays and then Projectors. Rich holds dual degrees in Electrical and Mechanical Engineering Technology from Corning Community College.


DvLED Project Overview: Developing and Installing an LED Display Solution

Wednesday, March 13 8:00 AM – 9:00 AM

Not sure on where to start with dvLED projects?

With the rise of LED technology and solutions, it’s important to know what goes into an LED installation and the ins and outs of the entire project scope.  NEC’s LED product manager, Adam Mostafa will review the details behind this and what goes into a successful project.

Adam Mostafa

Adam supports NEC’s Direct View LED sales teams and solutions by conducting product demonstrations, tradeshows, trainings and seminars. He conducted his Direct View LED training in a factory in China for almost two months.

Adam graduated from UMass with a bachelor’s degree in electrical engineering and currently resides outside of Los Angeles, CA.


Those who attend BOTH courses will receive a $50 VISA gift card compliments of NEC! Register Now!

PSA SECURITY NETWORK ANNOUNCES SPONSORS FOR PSA TEC

Annual Systems Integrator Conference To Showcase Over 100 Industry Leading Manufacturers


WESTMINSTER, CO- February 20, 2019 – PSA (www.psasecurity.com) today announced the lineup of sponsors for TEC 2019, the annual education conference and exhibit show for systems integrators, to be held in Denver, CO on March 11-14, 2019.

TEC 2019, presented by PSA, will feature over 100 education sessions, workshops and certification trainings from industry leading experts and partner organizations focusing on the changing market. The event will also leverage a full day of dedicated exhibit hours on Thursday, March 14, 2019 where more than 100 security and audio-visual vendors will showcase their products and services along with networking events throughout the week that utilize the offerings of Downtown Denver. This year’s conference is sponsored by the following companies:

Platinum Sponsor
Altronix
LenelS2

 

Gold Sponsors
AMAG Technology
Bosch Security Systems
Hikvision
LifeSafety Power
Solutions360

Silver Sponsors
Allegion
Hanwha Techwin America
HID
Intel
Bronze Sponsors
ASSA ABLOY
eSentire
HySecurity
March Networks
McGriff Insurance
OpenEye
Panda Security
Seneca
WESCO
Windy City Wire

Digital Hero Sponsor 
Netwatch

 

Registration Sponsor
alliantgroup

“We are very grateful for all of our sponsors for TEC 2019. Without their continued support of PSA and our member network, events like TEC just don’t happen,” says Craig Patterson, director of vendor management for PSA. “We partner with some of the best vendors in the market to bring this event to life each year and 2019 is no exception. This year we have the privilege to welcome a few new sponsors to TEC including Netwatch, Intel, eSentire, and Solutions360.”

Registration is currently open for all professional systems integration companies in the security and audio-visual markets. Learn more at www.psatec.com.

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About PSA
PSA is the world’s largest systems integrator consortium made up of the most progressive security and audio-visual systems integrators in North America. Combined, PSA members boast over 400 branch locations, employ over 7,500 industry professionals and are responsible for over $4.5 billion annually in security, fire, life safety and pro audio-visual installations.

PSA’s mission is to empower its owners to become the most successful systems integrators in the markets they serve. PSA brings this mission to life by partnering with industry leading product and solution providers, delivering unparalleled education and training programs and by offering a variety of distinctive services that can enhance any company’s operations. Learn more at www.psasecurity.com.

About PSA TEC
TEC, presented by PSA, is the premier education and networking event for all professional systems integrators. TEC features industry leading education and certification programs, networking, and dedicated exhibit hours designed to advance the skills and expertise of industry professionals nationwide. This premier training venue is open to all industry professionals and is designed to meet the educational needs of all employees within an integrator’s organization. The education program delivers sessions that focus on emerging technologies and critical industry issues across a variety of disciplines including business management, sales and marketing, HR and recruiting, project management and operations, and installation/service Learn more at www.psatec.com.

Media Contact:
Kim Garcia
Director of Marketing
PSA
Office: 303-450-3467
kgarcia@psasecurity.com

PSA TEC 2019 Guest Blog: Be Passionate About Presenting

TEC 2019 is the premier education and networking event for all professional systems integrators in the security and audio-visual markets. This year’s event pivots around a changing market and ways to stay relevant within the industry. 

By Chris Peterson | Principal, Speaker and Consultant | Vector Firm


Chris Peterson | Principal, Speaker and Consultant | Vector Firm

PSA TEC 2019 is fast approaching and I’m so looking forward to meeting up again with the attendees, sponsors, exhibitors, speakers and PSA Security staff!

This important industry event provides a fabulous forum for education and networking, and I’m pleased to be leading two of the educational presentations.

Although the security systems market is constantly changing, there are some things that never do. From a sales standpoint, the ability to deliver an effective and meaningful presentation is, and always will be, key to success.  In fact, the ability to deliver an engaging sales presentation can be a key differentiator in today’s environment of slide shows.

With 20+ years of experience in sales leadership consulting, I’m passionate about working with companies in security and IT to significantly improve their sales and marketing performance. In my “Delivering Excellent Sales Presentation” session,

I will teach one of the cornerstone ideas of modern-day selling that work perfectly with the modern way of buying.

It’s slated for Wednesday, March 13th from 9:15 a.m. – 10:15 a.m., and I hope to see you there. Regardless of your specialty within the industry, or whether you’re selling products or services, as a sales professional, there’s no more opportune time to shine than during a presentation. I look forward to educating attendees on how to master these three critical components of delivering an excellent sales presentation. You’ll learn how to:

1) Design your routine of preparing your audience before every presentation

2) Immediately shift the attention of the audience to you, the speaker

3) Deliver unique value propositions that will make an impact and be retained

I will also be presenting the Modern-Day Networking session, Tuesday, March 12 from 2:15 p.m. – 3:15 p.m. Like the industry itself, the art of networking is ever-changing and evolving. Ten years ago, for instance, the end goal of professional networking was to meet the right people, and forge a relationship with them. The more relationships, the better. But that’s not necessarily the case anymore. In this presentation, I’ll illustrate the new world of networking and coach you on how to effectively build a networking strategy that will actually work for you in 2019 … and beyond. Come and learn the new objectives of networking, how to build an action plan that will help create a perpetually expanding network, and the ways to steer your Social Media efforts to enhance and directly impact your sales performance.

I look forward to seeing you at PSA TEC 2019!


Attend Chris’ Sessions at TEC

Delivering Excellent Sales Presentation

Wednesday, March 13 9:15 AM – 10:15 AM

As a sales professional, there is no better time to shine than during a presentation – especially with today’s committee decision-making process. In this session, you’ll learn methods to prepare your audience and shift their attention to you, understand how to ensure that your audience retains your unique benefits and take-away a list of best practices that you can implement in the field immediately.

 

Modern Day Networking

Tuesday, March 12 2:15 PM – 3:15 PM

Ten years ago, the primary objective of professional networking was to meet the right people and establish a relationship with them. The sales person with the most relationships won. Not anymore. This session will illustrate the new world of networking and coach you to build a networking strategy that will work in 2019… and beyond.

Register Now!


About Chris

Chris Peterson has over 20 years of experience in sales leadership, with a focus on security integrators, security manufacturers and managed service providers. Peterson started Vector Firm in 2010 as a provider of outsourced sales leadership. Within a few months, he shifted the focus to sales management consulting. Today, Vector Firm offers sales training, digital marketing services, sales management consulting and speaking services. Vector Firm has worked with over 90 clients since 2010, on projects ranging from two-day strategic sales planning sessions to multi-year retained engagements. Through it’s Sales Academy, Vector Firm has paid subscribers from dozens of other companies. Finally, Peterson has been a paid speaker at over 100 events, spanning six countries and three continents. Before starting Vector Firm, Peterson spent seven years as a vice president of sales and marketing on a national and global scale. It was during these years that he realized that the act of buying was changing drastically. He spent many weekends developing a sales program that thrives in the post-Internet era of business to business sales. Peterson is a graduate from the University of Florida, with a Bachelor of Science degree in Mechanical Engineering. He lives in Downtown Orlando with his wife Shannon and daughter Manhattan. Peterson serves as an international vice president of the Pi Kappa Alpha Fraternity. Peterson is a season ticket holder of the Orlando Magic basketball and the Florida Gators football teams. He enjoys working out, playing golf and spending time in his backyard with his family and friends. He and Shannon have a passion for travel, with recent trips to South Africa, Ireland, Cape Cod, the Outer Banks and the Black Hills of SD.