PSA TEC 2020 Highlight Blog: AV Powered by USAV

NEW for TEC 2020! AV Powered by USAV

Continuing education is an important way for businesses and professionals to keep up with emerging technologies and market trends. PSA TEC 2020 will offer 11 USAV powered courses during this year’s premier education and networking event for all professional systems integrators in the security and audio-visual markets. Take advantage of this opportunity to learn and network among relevant and thriving markets. Click here to check out even more opportunities for personal professional development with dedicated education tracks by job function.

A Beginners Guide to Video Walls

Tuesday, April 21

This course will provide an overview of the various aspects to be considered with a new video wall project. This will include the hardware components used in a video wall, and how each component can affect video wall design and cost. It will also illustrate the different processing/scaling options used with video walls, and how they can affect the functionality and content. Finally we will discuss the various applications for video walls, including digital signage, conference rooms, and houses of worship.


Core Principles of Audio

Monday, April 20 – Tuesday, April 21 ($600)

There is a technical side to audio that anyone who works in this industry needs to know. Core Principles of Audio lays down the foundational stones using an A to Z approach. Attendees will learn the foundational stones of mixers, microphones, signal processing, loudspeakers, interfacing audio components, and setting the gain structure. Pat Brown will lay the proper groundwork by demonstrating what each process does and showing you the importance of doing things in the right order. Pat uses a multi-media approach to teaching. Pat enjoys using analogies and demonstrations to drive home the principles. Many topics that seem complicated only need the right graphic or analogy to “make the lights come on.” For more detail information, visit this link: https://www.prosoundtraining.com/core-principles-of-audio/


CTS Prep & Exam

Monday, April 20 – Wednesday, April 22 ($ Handled by Avixa)

CTS® Prep can help ease your nerves and boost your confidence before you take the CTS® exam. Through this course, you will practice your test-taking skills and focus on specific areas of AV design you need to focus your study time. Attendees will explore the CTS® format and identify exam study needs with drills and exercises including concepts, math formulas, vocabulary and diagrams. Additionally, attendees will review the exam content areas including creating, operating, and servicing AV solutions, as well as conducting management activities.

 

Thursday, April 23 ($ Handled by Avixa)

Submit your CTS Exam Application and fee. You can apply online:
https://www.avixa.org/events/event-details/2020/04/20/default-calendar/cts-prep-denver-co


Enhancing Efficiency and Increasing Profits – Applying the Principles of Lean Six Sigma

Tuesday, April 21

Lean Six Sigma is a methodology which chiefly targets eliminating waste and variation. Lean Six Sigma recognizes seven forms of waste as well as common and special causes of variation. In companies where many of their projects share repeatable processes, the Lean Six Sigma principles can be used by the people closest to the work to increase efficiencies, save time and rework, reduce call-backs, “break-fix” warranty, and service calls. This elimination of waste provides companies with increased capacity to fulfill more projects with the same people – increasing both gross and net profits.


Low Voltage Lighting: The Next Big Thing in Commercial AV

Monday, April 20

There is a revolution taking place in lighting and savvy AV integrators are poised to capitalize upon new technology. Lighting has entered the digital age and the days of line voltage and traditional ROM EX wire requirements are gone. The emergence of LED technology and its minimal power requirements allow power and control over a single network cable (CAT cable) driving a smarter and more energy efficient lighting solutions. In this session attendees will discover how to differentiate their companies and add more revenue to existing projects. Office and Commercial spaces in the future will offer tunable light, providing benefits to our Circadian Rhythm. As medical research continues to prove that sleep patterns, mood, and general health are linked to the lighting we are exposed to, the ability to mimic the sun’s natural light will continue to play a key role in enhancing our overall health. Don’t miss this session to learn more about how integrators have an opportunity to take advantage of these new technologies!


PSA Leadership Committee: Pesky Organization Silos – How to Break Down the Barriers

Tuesday, April 21

The boundaries or silos that exist in organizations today – between managers and employees, customers and suppliers, and across functions and geographies – are difficult to breach. This PSA Leadership Committee session will highlight some common challenges that occur when a company tries to break down silos, and some best practices for overcoming each of these challenges so attendees can build and empower teams within their organizations. These shared strategies will help attendees harness the right mix of knowledge and skills to break down the silo barriers.


PSA Operations Committee: Is Your Operations Team Structured to Support Your Customers?

Tuesday, April 21

What does a successful integration customer support team look and feel like? How can integrators manage delivering the best customer service while experiencing rapid growth and the changes that come with it? What are the skills managers and employees need to better understand and support the end user? In this PSA Operations Committee session, panelists will provide tools and a framework to structure support teams based on what industry peers have learned from their experiences.


Selling AVaaS (AV as a Service)

Thursday, April 23

Integrators need to start creating new revenue streams and get away from the dying revenue of box sales. It can be overwhelming for integration companies to wrap their heads around the concept of AV as a service. What part of the sales process is the best time to introduce AVaaS? What are the best questions to ask to qualify whether the customer or prospect is a good fit for AVaaS? What are typical compensation scenarios and metrics meant to incent sales staff? What are the key steps to launching your AVaaS program? This course will help attendees answer all of these questions and address how to navigate selling managed services, as well as how to most effectively compensate sales people.


Sound Masking Workshop

Monday, April 20

In this session attendees will learn the fundamentals of masking sound. These fundamentals include the advantages of sound masking, the types of sound masking systems, the equipment used to mask sound, where to place sound masking speakers and generators for optimal performance, and how to tune a sound masking system.


The Future of AV Design

Tuesday, April 21

The future of the AV room is all about being people-first. Although the current tech-renaissance of the AV classroom, boardroom and meeting room is over 25 years old, things have, for the most part, been designed and installed the same way. Sure, the technology and the products have changed significantly during those two decades but, overall, we’ve routed, connected and distributed signals from source to display and speakers the same way. But, that’s all about to change. And, it isn’t just because we’re moving everything to AV-over-IP – AV the network. Nor is it because we make smaller and more all-in-one gear, either. It’s all about people. For the first time ever, we have a generation – aging through the corporation into leadership roles – that doesn’t present, collaborate or communicate the way we do. Generation Y (the Millennials), and the current class of college students making up Generation Z, are all about to move to “influencer” or even into management roles within companies – and they aren’t into meeting, after meeting, after meeting – and, they certainly don’t need that “personal connection” like you and I do. Don’t believe me? Think about how often your kids text you instead of actually calling or talking to you – now you get my point? To Generation Y and Z a TEXT is a conversation. So, instead of starting with the design of a room by launching into a discussion about which technology and products we need to spec – we need to think about being people-first. This session is approved for 1.5 AVIXA CTS RU’s.


The Necessity and Power of an Aligned Culture – Actively Building it Every Day

Tuesday, April 21

A company’s culture is a system of shared assumptions, values, and beliefs which governs how people behave inside and outside of that organization. Every organization develops and maintains a unique culture (healthy or otherwise), which sets guidelines and boundaries for the behavior of employees and stakeholders – they have a strong influence on people in the organization: they dictate how they dress, behave, perform their jobs, and interact with others. Healthy cultures are not accidental – they are intentional, modeled, and measured. Unhealthy cultures are often the result of misalignment between words and actions – especially by those held in high regard, reputation or position – hypocrisy will steal the soul (morale) of an organization. Company culture is not just a management function – it is a tangible entity which can be seen and measured by all employees, and therefore created, managed and changed.


General registration opens December 11, 2019, 9:00 AM MST.

Look for   POWERED BY USAV when registering for AV Powered by USAV courses!

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

PSA TEC 2020 Education Lineup and Conference Agenda Announced

Exclusive PSA Owner/Member Registration Opens December 4, 2019
General Registration Opens on December 11, 2019

WESTMINSTER, CO –  December 4, 2019– PSA (www.psasecurity.com), the world’s largest security and systems integrator consortium, today announced the education lineup, conference agenda and exhibit showcase date for TEC 2020 to be held April 20 – 23, at the Sheraton Downtown in Denver, CO.

“Every year TEC education delivers invaluable insights for systems integration professionals, but we are especially proud of the line-up we will be presenting at TEC 2020,” said Candice Aragon, director of marketing for PSA. “There will be a large focus on cybersecurity, managed services/RMR, how to futureproof our organizations in an ever-changing environment and so much more.”

TEC, presented by PSA, is the premier education and networking event for all professional systems integrators in the security and audio-visual markets. This year’s education conference will feature over 125 education sessions, workshops and certification trainings from industry leading experts and partner organizations. The event will also leverage a full day of dedicated exhibit hours on Wednesday, April 22, 2020, where more than 90 security and audio-visual vendors will showcase their product and services along with networking events that utilize the offerings of Denver.

TEC 2020 features dedicated learning tracks focused on job function, attendees will leave TEC with ways to improve operational efficiencies and add additional value to their businesses and their customers’ journeys. New this year, PSA is partnering with the Security Industry Association to bring a track focused on cybersecurity to TEC. A complete list of the education sessions can be found at www.psatec.com/sessions.

“In addition to the exemplary education and the chance to see the latest offerings from exhibitors, TEC also provides invaluable networking opportunities for attendees,” said Aragon. “Whether you are a business owner, technician, project manager, sales and marketing professional or operational support, PSA TEC will offer you inspiration and insights for continuous improvement while also connecting you with peers who face the challenges as you every day.”

General registration opens on December 11, 2019. PSA Owners/Members will have exclusive registration access starting on December 4, 2019.  Discounted early bird pricing is available until January 12, 2020, for all attendees. For more information, visit 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.

 

Media Contact:
Candice Aragon
Director of Marketing
PSA
Office: 303-450-3467
caragon@psasecurity.com 
  Education Contact
Anthony Berticelli
Vice President of Operations
PSA
Office: 303-450-3461
aberticelli@psasecurity.com 

PSA TEC 2020 Highlight Blog: Certifications

Managed services, leadership development, certifications and more! You won’t want to miss TEC 2020.

Continuing education is an important way for businesses and professionals to keep up with emerging technologies and market trends.  Industry certifications can get you quickly up to speed on new technologies and processes, accelerate your security career and bring value back to your company by qualifying you to work with the industry’s leading products.

PSA TEC 2020 will offer 15 certifications during this year’s premier education and networking event for all professional systems integrators in the security and audio-visual markets. Take advantage of this opportunity to earn one of the certifications listed below to stay relevant and thrive in the changing market and click here to check out even more opportunities for personal professional development with dedicated education tracks by job function.

Certification prices are in addition to TEC registration where noted.


AMAG Symmetry Certification Training

Monday, April 20 – Thursday, April 23 ($850)

This certification program provides in-depth training on the Symmetry Security Management System for a single site. This course is designed to teach the fundamental skills required to install, program and maintain the Symmetry Access Control Security Management System.

Note: You must be a certified VAR for this company in order to register for this session.


Bosch G Series Certification

Wednesday, April 22 – Thursday, April 23

This Bosch Intrusion course provides an in-depth look at Bosch’s 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. 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.


Brivo Access Control Certification

Thursday, April 23

Become Brivo certified by attending this full-day training workshop. Through hands-on activities and exercises, this course will cover all fundamentals necessary for installing Brivo Onair solutions and becoming certified. Content includes hardware component assembly, wiring requirements, networking concepts, the administrative interface, account setup and configuration programming. In addition, the workshop will practice troubleshooting key situations and provide role play opportunities for typical scenarios technicians encounter in the field. This is a great chance for attendees to experience hands-on learning scenarios and complete the certification exam for Brivo Onair with Brivo training experts.


C•CURE 9000 System Installer/Maintainer – AC9001

Monday, April 20 – Thursday, April 23 ($2,500)

The C•CURE® 9000 is a scalable access control and alarm monitoring, multi-site system that is built on the Microsoft® .NET platform. 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. This session is for integrator personnel who are responsible for the installation, configuration, or maintenance of a C•CURE 9000 system site. This is not an end user or sales course. Successful completion results in Certification as a C•CURE 9000 Installer/Maintainer (Level 2). Prerequisites: Experience with Access Control and the Windows Operating System.

Note: You must be a certified VAR for this company in order to register for this session.


CTS® Exam

Thursday, April 23 ($ Handled by Avixa)

Submit your CTS Exam Application and fee. You can apply online:
https://store.avixa.org/CPBase__item?id=a13f200000C2eXHAAZ


CTS® Prep Course

Monday, April 20 – Wednesday, April 22 ($899)

CTS® Prep can help ease your nerves and boost your confidence before you take the CTS® exam. Through this course, you will practice your test-taking skills and focus on specific areas of AV design you need to focus your study time. Attendees will explore the CTS® format and identify exam study needs with drills and exercises including concepts, math formulas, vocabulary and diagrams. Additionally, attendees will review the exam content areas including creating, operating, and servicing AV solutions, as well as conducting management activities.


exacqVision Technical Reseller Training

Thursday, April 23

The exacqVision technical reseller training is a day-long technical course that covers all aspects of installing, configuring and using exacqVision video management system (VMS) software. The hands-on training class allows every participant to perform each step of the installation process on their own, beginning with the installation of the exacqVision client on his or her laptop. Upon completion, attendees have the knowledge to easily complete an entire system installation and use the exacq VMS software on a daily basis. The exacqVision fundamental technical reseller training class is one of the requirements to attain Exacq certified reseller status.


Feenics Standard Training with Troubleshooting

Thursday, April 23  ($1,275)

Feenics will be providing a hands-on, assignment-based training session. We will include a Mercury panel for participants. Training will cover all facets of setting up a complete Feenics system in the cloud. Each participant will have their own shared enterprise instance and we will cover how to set up things like access levels that span shared instances. We will also cover, in depth, the majority of the tech support calls that we receive in order to save our technicians time.

Note: You must be a certified VAR for this company in order to register for this session.


Hanwha Wisenet Professional Certification :: PSA INTEGRATORS ONLY

Monday, April 20 – Wednesday, April 22 ($750)

Hanwha Techwin America is pleased to offer Wisenet Professional Certification to PSA Partners. Hanwha’s certification program is a blended learning experience consisting of an in-classroom session and final exam. The core curriculum is taught over a two-and-a-half day session that facilitates interaction and hands-on instruction. The program was developed for security industry design professionals, technical salespeople, and technicians/installers. The curriculum will teach you the latest in network video surveillance technologies, increase your proficiency in Hanwha products (IP cameras/encoders, NVRs, WAVE VMS, etc.) and allow you to adopt best practices for installation and implementation of video surveillance solutions. 18 BICSI CEC credits awarded upon completion.


Lenel OnGuard Hardware & Software Fundamentals

Monday, April 20 – Thursday, April 23 ($1,800)

This 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.

Note: You must be a certified VAR for this company in order to register for this session.


LifeSafety Power Certification – Basics and New

Thursday, April 23

New for 2020 is an entire upgrade of LSP’s FlexPower (FPO) NetPower (NPR) product lines along with the introduction of NLX, the latest network-managed module in the NetLink family. Become familiar with new features and functions of the Gen 2 power supplies, distribution boards and NLX module that represent significant advances to the power industry. See the advantages of the OneDrop collaboration between LSP and Mercury Security.

Understand the enhancements to the NPR midspan product line, redesigned for the PoE high power market, to include 8, 16, and single port devices with dual output power and fire alarm lock control.

For the technician, project manager and system specialist, learn how to specify, configure, work with and troubleshoot the FlexPower/NetPower systems. Explore LSP advancement in new inter-module communications mechanisms and advantages or disadvantages of battery types (SLA Vs LFP).

Managed Power Operational Efficiencies – See case studies that illustrate the cost efficiencies of eliminating service trips by utilizing the benefits of managed power.

Techniques to enhance RMR through Managed Power – Review the new LSP Multi-Site Manager designed to monitor multiple sites from campus wide to worldwide. What features of the new managed power systems can be leveraged to increase the bottom line by reliably monitoring low voltage systems and bringing intelligent analytics to enterprise systems to allow reduction of service calls, increased uptime, and maximized system reliability?


OSDP Bootcamp

Tuesday, April 21  ($595)

Open Supervised Device Protocol (OSDP) is an access control communications standard developed by SIA to improve interoperability among access control and security products. With the protocol now in wide use by many top product developers, including Cypress Integration Solutions, HID Global, LenelS2, Mercury, WaveLynx and others, knowledge of how to design, specify and configure OSDP systems is becoming vital for security systems integrators, government security teams, corporate security practitioners and specifying consultants.


Partner Alliance for Safer Schools Partner Certification

Tuesday, April 21  ($199)

The Partner Alliance for Safer Schools (PASSK12) Partner Certification allows integrators and manufacturers to become certified partners of PASS. The certification allows for integrators and manufacturers to use the PASS material and logos, become an approved vendor for school districts and be able to explain and implement the PASS K12 guidelines to school districts.


Pelco Video Xpert- Enterprise Certification

Monday, April 20 – Tuesday, April 21

This two-day, lab-intensive training course provides participants with the knowledge and skills to design, install, setup and operate the VideoXpert Video Management System. Modules include the different tiers of VideoXpert, applications, components, features and functions. Hands-on projects include commissioning, administration, operations, and integration with third-party systems. This course is suitable for all technical audiences who will be installing, configuring and commissioning VideoXpert systems.

Prerequisite: Working knowledge of Microsoft Windows, PC operations, and IP camera systems. Electronic learning modules are available for VideoXpert systems and components, camera systems, and networking technologies and can be accessed through the Pelco Learning Center.


Pelco Video Xpert- Professional Certification

Wednesday, April 22

This full day training course provides participants with knowledge and skills to design, install, set up, and operate the VxPro Video Management System. The course includes hardware and software review and complete licensing requirements. Participants will install, configure, and operate a VxPro system.


PSA Owner/Member registration opens December 4, 2019, 9:00 AM MST. General registration opens December 11, 2019, 9:00 AM MST.

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

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 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.

PSA TEC 2019 Highlight: Workshops

Kick off PSA TEC 2019 with a new addition to the educational lineup. Monday’s NEW workshop sessions at TEC deliver collaborative hands-on learning and tangible takeaways to bring back and share with your team.

Register Today!


The MSSP Model Changes Everything! Are You Ready?

Monday, March 11 1:00 PM – 4:30 PM

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

Panelists: John Mack III, Executive Vice President, Co-Head of Investment Banking, Head of Mergers & Acquisitions, Imperial Capital | Lessing (Les) Gold, Partner, Mitchell Silberberg & Knupp LLP | Chris Peterson, Principal, Speaker and Consultant, Vector Firm | Charlie Regan, President, Gorrie-Regan | Andrew Lanning, Co-Founder, Integrated Security Technologies

Today, the managed services business model presents a huge opportunity, one that enables system integrators to offset shrinking margins on product sales and to address increased customer demand for outsourced IT services. In this workshop, Bill Bozeman, President & CEO of PSA along with a panel of experts, will engage with the audience around compensation practices, financing, sales strategy and account billing and revenue recognition practices of an MSSP model. Additionally, the panel will discuss the PSA video surveillance and storage, access control and cyber security MSSP model.


PSA Technical Committee: From Old Box Technology to a Modern Solution

Monday, March 11 1:00 PM – 3:15 PM

Presented by: Jerry Cordasco, CPP, PSP, Client Development Manager, Tech Systems, Inc. | Nate Hugeback, Electronic Security Manager, Walsh Door & Security | Rob Kay, Director of Professional Services, Northland Controls | Bryan Mortensen, CTO, ECD Systems  | Dennis Thiele, Systems Designer, LVC Companies, Inc.

The security landscape continues to evolve in new and complex ways that brings change. Rather than see this change as an interruption or distraction, a proactive approach and solid plan can turn a project into an opportunity of significant improvement. While migrating from old to new is a big undertaking, new technology in today’s security industry makes it relatively affordable and manageable and can significantly increase reliability and resiliency. PSA’s Technical committee will discuss the strategies available to access some of the benefits afforded by new technology, without having to rip and replace your entire system.


Think a Press Release Doesn’t Matter? Think Again!

Monday, March 11 3:30 PM – 4:30 PM

Presented by: Robbie Danko, Marketing Manager, LVC Companies, Inc. | David Morgan, Vice President/CoOwner, SD Marketing | James Barbour, Partner Manager, Building Intelligence | Kirk MacDowell, President, MacGuard Security Advisors Inc.

Think you need to be a journalist or English major to have an effective PR strategy? Think again! This powerful session will be led by PR experts including local and national editors walking you through the entire process from start to finish, addressing how to write press releases that get noticed and published. From new hires to new product/service releases and other newsworthy content, you’ll walk away with a step by step plan on how to create and distribute meaningful releases, build relationships with publications and understand why that matters and ultimately get your stories published bringing added visibility to your security firm. If you’re viewed as someone that does PR well that can position you as a thought leader and you will become sought out for future articles and stories.


How To Avoid Access Control Power Problems in the Real World

Monday, March 11 1:00 PM – 3:15 PM

Presented by: Robert Lovato, Technical Support Manager, Security Door Controls

All power is not created equal, especially when designing and installing electrified access control hardware and systems in new or retrofit applications. To avoid problems, the key is to understand where the power is coming from and if the electrified hardware is being provided a “clean” source of power- one that is filtered to ensure against spikes and surges, is properly regulated for consistent output, and has short circuit and thermal load protection. 75 – 85% of typical operating problems can be eliminated by following best practices for power design and installation protocols specific to electrified access control hardware. Designed for dealers, installers and integrators, this practical, hands-on design and installation module will ensure attendees understand why power requirements are different for electrified access control hardware vs other devices or fire and life safety systems, and that one size does not fit all. Session attendees will be taken through access control industry stats, basic power concepts, intermediate system design process, troubleshooting and benefits to the proper application of power to electrified access control hardware in the real world.


Cybersecurity Workshop Based on NIST Framework

Monday, March 11 1:00 PM – 4:30 PM

Presented by: Larry Wilson, Cisa, Cissp, Chief Information Security Officer, Umass President’s Office

The NIST Cybersecurity Framework Workshop introduces participants to a set of exercises for designing, building, operating and managing a comprehensive cybersecurity program based on the NIST Cybersecurity Framework. The NIST Cybersecurity Framework is voluntary guidance, based on existing standards, guidelines and practices, for organizations to better manage and reduce cybersecurity risk. The workshops provide students with practical hands-on education in key focus areas such as (1) architecture / engineering, (2) technology / operations, and (3) business / management. UMass has developed a model to organize individual cybersecurity projects and exercises into each of these three workshop areas. The overall goal is to provide students and businesses with knowledge, skills and abilities (KSAs) that they can use to architect, design, build, operate and manage a comprehensive cybersecurity program. The architecture / engineering workshop includes 12 key projects that align with the NIST Cybersecurity Framework. Each of these projects will be discussed, and a hands-on demo of one of the 12 projects will be delivered. The technology / operations workshop includes 12 key projects that align with the NIST Cybersecurity Framework. Each of these projects will be discussed, and a hands-on demo of one of the 12 projects will be delivered. The business / management workshop includes 12 key projects that align with the NIST Cybersecurity Framework. Each of these projects will be discussed, and a hands-on demo of one of the 12 projects will be delivered. An overall security scorecard will be included in the presentation that shows how each of the 36 workshops map to a comprehensive cybersecurity program.


PSA Sales & Marketing Committee: How to Create Killer Content that Captivates & Converts

Monday, March 11 1:00 PM – 3:15 PM 

Presented by: PSA Sales & Marketing Committee

Content is king and content marketing has become a cornerstone of all successful marketing programs. In fact, experts estimate that content marketing will be a $300 billion industry by 2019. Engaging content is more than pitching your products or services; instead, you need to provide relevant and useful information that will help prospects and customers solve their issues. In this session, we will go over tips and tricks for creating engaging content, best practices for creating a content marketing program and how to integrate it with an overall marketing plan successfully. Lastly, we will finish with a workshop where the audience will practice coming up with engaging content topics in groups.

Check out more workshops and the full educational lineup here.

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

PSA TEC 2019 Guest Blog: Increasing Value and Customer Retention with Multi-Spectral Video Solutions

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 Hunter Robinson | District Sales Manager – Western U.S. & Canada | FLIR Systems


Hunter Robinson | District Sales Manager – Western U.S. & Canada | FLIR Systems

What distinguishes successful system integrators from other security providers are those who provide a value to their customers beyond security. Instead of focusing on selling products and systems, these integrators offer solutions that solve an end user’s greatest pain points. In the commercial sector, there is a key opportunity for integrators to expand their customer base by providing multi-spectral video solutions and remote monitoring services that substantially improve site protection.

For both small businesses and large enterprises, outdoor security and wide area monitoring have typically been a challenge. In fact, twenty percent of all small business insurance claims are for theft or burglary, according to a study by The Hartford. Inventory loss should never be casually accepted, or anticipated, just because a company houses assets outdoors.

When it comes to perimeter and site security, buried cable systems, fence shakers and other outdoor detection systems haven’t been viable options for commercial businesses. This is because these systems typically require extensive time, money and resources for deployment. On the other hand, more affordable systems, like motion detectors, can underperform and cause numerous nuisance alerts. While physical guards are another option, they can cost $10,000-$12,000 per month to monitor properties during non-operating hours. For sites in remote locations or that have harsh weather climates, guards may be impractical for effective on-site monitoring.

With the emergence of higher-performing video solutions featuring enhanced feature sets, software and detection capabilities, integrators can offer a reliable solution for real-time threat classification and crime prevention. The integration of technologies like thermal imaging sensors enable continuous 24/7 monitoring and optimized images for analytics, reducing false positives. By utilizing clips from both thermal and HD visible imagers, operators can better verify alarms for police priority dispatch, which can increase the likelihood of an arrest and deter future incidents from occurring.

Interactive video solutions used in conjunction with bi-directional audio devices allow for virtual guarding. Often costing one tenth of an on-site guard, virtual guarding allows remote operators to react immediately upon notification of an event. The operator can engage with a suspect and issue verbal warnings that can dissuade the individual from carrying out a crime. Halting and deterring just a few incidents of theft or vandalism saves companies from loss of equipment and interruptions in business. The result is substantial cost-savings for the customer as well as a tangible return on investment for the solution.

 


Attend Hunter’s Session at TEC

Building More Value with Your Customers with Effective Outdoor Intrusion Technologies

Wednesday, March 13 2:15 PM – 3:15 PM

Finding an effective system for outdoor intrusion detection for commercial customers is no easy task. While traditional perimeter systems require extensive capital and infrastructure, low-end systems have often resulted in numerous false alarms. With the emergence of new video solutions that utilize thermal imaging for 24-hour detection, HD video for visual verification, and video analytics for target classification, integrators can more effectively deploy a reliable solution for real-time monitoring and crime prevention. Deterring just a few incidents of theft or vandalism saves companies from loss of equipment and interruptions in business. The result is a substantial cost-savings for the customer. This session will look at how integrators can implement emerging video technologies to provide a tangible value and ROI for commercial customers with outdoor applications.

Register Now!


Visit the FLIR Systems Booth

Booth # 415

Thursday, March 14 10:00 AM – 4:00 PM

View the Floor Plan


About Hunter

Hunter Robinson is the District Sales Manager for the Western U.S. and Canada for FLIR Systems’ thermal security and intrusion solutions business. He has been with FLIR for nine years with a primary focus on site and perimeter security for critical infrastructure (airports, DOE, nuclear), utilities (NERC and condition monitoring), and general surveillance. Hunter shares a comprehensive knowledge of numerous detection and intrusion technologies, including thermal sensors, video analytics, RADAR/LIDAR, integrated command and control software, and traditional video management software. Hunter’s education includes a B.A. degree from the University of Oregon.