TAC Access Controllers(34)
High performance security system you can rely onAirports, utility companies, hospitals, universities and national laboratories, they all require seamless and 100-percent effective security systems they can depend on day in and day out. TAC and I/NET Seven provide powerful and reliable security solutions for some of the world’s most demanding applications, with features that make your systems easy to install, operate, integrate, expand and maintain, throughout the life of your facilities. No other security products give you the power of I/NET with the impeccable reputation and industry-leading performance of TAC. You can rely on TAC for all your security needs.Robust, stand-alone four-door access controller features:Up to four readers and four doors per controller for flexible configurationsFlash memory for easy online software updatesSupports two-man rule and escorted access for increased securityConfigurable audio tones to indicate valid card read, invalid card read and other types of eventsLarge alarm buffer protects integrity of alarm dataSmall footprint for easy installationDynamic memory management allows maximum storage of card holders and transactionsWide range of enclosures, battery options and power options lowers installation costsAdd to Compare
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Protecting against fire and security risks is an essential aspect of life for people and across all sectors. However, there is an increasing expectation and demand on fire and security providers, in areas such as education. The securitisation of our world paired with the rapid speed of communication and news updates means that young people especially have the potential to be more aware of potential dangers and threats to their own safety and the safety of those around them. Education institutions are large and sometimes sprawling sites that present considerable fire and security challenges. From kindergarten to university Each education site brings distinct challenges, with differing facilities and specialties, as well as the need to maintain the capacity of students, teachers and lecturers to study, learn and teach at the high level expected.Each education site brings distinct challenges, with differing facilities and specialties While some schools and universities are based in urban areas with a mix of heritage and high rise buildings, others are sprawled across green open spaces. Some of these sites have specialised sporting facilities, while others may be focused on engineering or scientific study, with costly technical equipment. Kindergartens and primary schools have their own unique requirements. Parents expect the highest safety standards, while schools require safety in addition to efficient facilities management. The demographic of these institutions is predominantly young children, who are often unaware of or only just learning about fire safety and personal safety. This creates a huge vulnerability and an added onus on teachers to keep their students safe. Facial recognition at West Academy of Beijing In response to this need, Chubb China upgraded the closed-circuit television (CCTV) system for Western Academy of Beijing (WAB) focusing on elevating video content analytic features, including maximised CCTV monitoring, automatic police calling, and a smart search solution. Complementing this, a facial recognition system capable of finding the exact location of a student on campus within 30 seconds was added, aided by real-time remote gate operation. This integrated and advanced system resulted won the "High Quality Educational Technology Suppliers for School" award for the WAB project at the 2019 BEED Asia Future Oriented Construction of Universities and Schools Seminar. This award recognises outstanding solution design and project execution. Parents expect the highest safety standards, while schools require safety in addition to efficient facilities management Awareness remains important at university As students graduate from kindergarten, primary school, junior and senior school, they become more aware of fire safety, relevant dangers and how to protect themselves. Unfortunately, external dangers remain. There are particularly high stakes for university campus facilities managers The safety of students in a university environment is also critical. It is often the first time young people live away from their family home and have the independence of adulthood. For this reason, there are particularly high stakes for university campus facilities managers. In the eventuality of a fire, students could be at great risk and, beyond the immediacy of physical harm, this can have serious ramifications for the reputation of an educational institution. Integrated solutions Integrated solutions must be nimble and adapted to a range of site types including campus residences, recreational areas, open spaces and lecture theatres. Chubb Sicli recently identified and overcame these challenges through the installation of a full suite of fire safety and security equipment and services at Webster University Geneva. Established in Switzerland in 1978, Webster University Geneva is an accredited American university campus that offers programs in English to students interested in undergraduate or graduate-level education. Located in the Commune of Bellevue, just a few kilometres from Geneva's central station, the campus of Webster University Geneva includes five buildings in a park-style atmosphere. Full fire and security audit Chubb Sicli provided Webster’s fire extinguisher maintenance for over 25 years. This business relationship led to a full fire and security audit that identified the need for updates to the university’s security installation. The initial audit showed several improvements to the university’s security profile were needed.The challenge was to create and provide an effective and interconnected fire and security solution The challenge was to create and provide an effective and interconnected fire and security solution, enhancing the security of the student population and its ever-evolving needs. This included complete fire detection and intruder alarms for all five buildings, upgrades to existing CCTV systems, new video surveillance equipment and an automated fire extinguishing system in the kitchen areas. In addition to this integrated system solution, Webster University required access control for all main entrances, with the requirement that all documentation to be made available in English, because Webster is an American company. Customised solution Chubb Sicli’s quality, capability, and security expertise provided a customised solution for the unique educational establishment. Not only was the solution both tailored and integrated, the approach and planning were based on audit, fire extinguisher and emergency light maintenance, fire detection, intrusion detection, access control, video surveillance and Fire Detection. Through dedicated and integrated fire safety support, Chubb provides students and families peace of mind and security. From the moment a young child enters the education system, Chubb’s diligent and effective surveillance and fire safety systems work to prevent and protect, offering a new kind of ‘end-to-end’ service for education systems around the world.
Insider threat programmes started with counter-espionage cases in the government. Today, insider threat programmes have become a more common practice in all industries, as companies understand the risks associated with not having one. To build a programme, you must first understand what an insider threat is. An insider threat is an employee, contractor, visitor or other insider who have been granted physical or logical access to a company that can cause extensive damage. Damage ranges from emotional or physical injury, to personnel, financial and reputational loss to data loss/manipulation or destruction of assets. Financial and confidential information While malicious insiders only make up 22% of the threats, they have the most impact on an organisation Most threats are derived from the accidental insider. For example, it’s the person who is working on a competitive sales pitch on an airplane and is plugging in financial and confidential information. They are working hard, yet their company’s information is exposed to everyone around them. Another type of insider, the compromised insider, is the person who accidentally downloaded malware when clicking on a fake, urgent email, exposing their information. Malicious insiders cause the greatest concerns. These are the rogue employees who may feel threatened. They may turn violent or take action to damage the company. Or you have the criminal actor employees who are truly malicious and have been hired or bribed by another company to gather intel. Their goal is to gather data and assets to cause damage for a specific purpose. While malicious insiders only make up 22% of the threats, they have the most impact on an organisation. They can cause brand and financial damage, along with physical and mental damage. Insider threat programme Once you determine you need an insider threat programme, you need to build a business case and support it with requirements. Depending on your industry, you can start with regulatory requirements such as HIPAA, NERC CIP, PCI, etc. Talk to your regulator and get their input. Everyone needs to be onboard, understand the intricacies of enacting a programme Next, get a top to bottom risk assessment to learn your organisation’s risks. A risk assessment will help you prioritise your risks and provide recommendations about what you need to include in your programme. Begin by meeting with senior leadership, including your CEO to discuss expectations. Creating an insider threat programme will change the company culture, and the CEO must understand the gravity of his/her decision before moving forward. Everyone needs to be onboard, understand the intricacies of enacting a programme and support it before its implemented. Determining the level of monitoring The size and complexity of your company will determine the type of programme needed. One size does not fit all. It will determine what technologies are required and how much personnel is needed to execute the programme. The company must determine what level of monitoring is needed to meet their goals. After the leadership team decides, form a steering committee that includes someone from legal, HR and IT. Other departments can join as necessary. This team sets up the structure, lays out the plan, determines the budget and what type of technologies are needed. For small companies, the best value is education. Educate your employees about the programme, build the culture and promote awareness. Teach employees about the behaviours you are looking for and how to report them. Behavioural analysis software Every company is different and you need to determine what will gain employee support The steering committee will need to decide what is out of scope. Every company is different and you need to determine what will gain employee support. The tools put in place cannot monitor employee productivity (web surfing). That is out of scope and will disrupt the company culture. What technology does your organisation need to detect insider threats? Organisations need software solutions that monitor, aggregate and analyse data to identify potential threats. Behavioural analysis software looks at patterns of behaviour and identifies anomalies. Use business intelligence/data analytics solutions to solve this challenge. This solution learns the normal behaviour of people and notifies security staff when behaviour changes. This is done by setting a set risk score. Once the score crosses a determined threshold, an alert is triggered. Case and incident management tools Predictive analytics technology reviews behaviours and identifies sensitive areas of companies (pharmacies, server rooms) or files (HR, finance, development). If it sees anomalous behaviour, it can predict behaviours. It can determine if someone is going to take data. It helps companies take steps to get ahead of bad behaviour. If an employee sends hostile emails, they are picked up and an alert is triggered User sentiment detection software can work in real time. If an employee sends hostile emails, they are picked up and an alert is triggered. The SOC and HR are notified and security dispatched. Depending on how a company has this process set-up, it could potentially save lives. Now that your organisation has all this data, how do you pull it together? Case and incident management tools can pool data points and create threat dashboards. Cyber detection system with access control An integrated security system is recommended to be successful. It will eliminate bubbles and share data to see real-time patterns. If HR, security and compliance departments are doing investigations, they can consolidate systems into the same tool to have better data aggregation. Companies can link their IT/cyber detection system with access control. Deploying a true, integrated, open system provides a better insider threat programme. Big companies should invest in trained counterintelligence investigators to operate the programme. They can help identify the sensitive areas, identify who the people are that have the most access to them, or are in a position to do the greatest amount of harm to the company and who to put mitigation plans around to protect them. They also run the investigations. Potential risky behaviour Using the right technology along with thorough processes will result in a successful programme You need to detect which individuals are interacting with information systems that pose the greatest potential risk. You need to rapidly and thoroughly understand the user’s potential risky behaviour and the context around it. Context is important. You need to decide what to investigate and make it clear to employees. Otherwise you will create a negative culture at your company. Develop a security-aware culture. Involve the crowd. Get an app so if someone sees something they can say something. IT should not run the insider threat programme. IT is the most privileged department in an organisation. If something goes wrong with an IT person, they have the most ability to do harm and cover their tracks. They need to be an important partner, but don’t let them have ownership and don’t let their administrators have access. Educating your employees and creating a positive culture around an insider threat programme takes time and patience. Using the right technology along with thorough processes will result in a successful programme. It’s okay to start small and build.
Today, the world is connected like never before. Your watch is connected to your phone, which is connected to your tablet and so on. As we’ve begun to embrace this ‘smart’ lifestyle, what we’re really embracing is the integration of systems. Why do we connect our devices? The simplest answer is that it makes life easier. But, if that’s the case, why stop at our own personal devices? Connection, when applied to a business’ operations, is no different: it lowers effort and expedites decision making. Integrating security systems Systems integration takes the idea of connected devices and applies it to an enterprise Systems integration takes the idea of connected devices and applies it to an enterprise, bringing disparate subcomponents into a single ecosystem. This could mean adding a new, overarching system to pull and collect data from existing subsystems, or adapting an existing system to serve as a data collection hub. Regardless of the method, the purpose is to create a single, unified view. Ultimately, it’s about simplifying processes, gaining actionable insights into operations and facilitating efficient decision-making. Although integration is becoming the new norm in other areas of life, businesses often opt out of integrating security systems because of misconceptions about the time and resources required to successfully make the change. So, instead of a streamlined operation, the various security systems and devices are siloed, not communicating with each other and typically being run by different teams within an organisation. Time-intensive process When systems are not integrated, companies face a wide range of risks driven by a lack of transparency and information sharing, including actual loss of property or assets. For example, a team in charge of access control is alerted to a door being opened in the middle of the night but can’t see what exactly is taking place through video surveillance. Without integrated systems they have no way of knowing if it was a burglar, an equipment malfunction or a gust of wind. Without integration between systems and teams, the ability to quickly put the right pieces in front of decision makers is missing. Instead, the team would have to go back and manually look for footage that corresponds with the time a door was open to figure out which door it was, who opened it and what happened after, which can be a time-intensive process. Integrating access control and surveillance systems Theft and vandalism occur quickly, meaning systems and users must work faster in order to prevent it This slowed response time adds risk to the system. Theft and vandalism occur quickly, meaning systems and users must work faster in order to prevent it. Security systems can do more than communicate that theft or vandalism occurred. Properly integrated, these systems alert users of pre-incident indicators before an event happens or deter events altogether. This gives teams and decision makers more time to make effective decisions. Integrating access control and surveillance systems allows for a more proactive approach. If a door is opened when it’s not supposed to be, an integrated system enables users to quickly see what door was opened, who opened it and make a quick decision. Integrated solutions are more effective, more efficient and help drive cost-saving decisions. Ideally, companies should establish integrated solutions from the start of operations. This allows companies to anticipate problems and adjust accordingly instead of reacting after an incident has occurred. Security camera system Although starting from the beginning is the best way to ensure comprehensive security, many companies have existing security systems, requiring integration and implementation to bring them together. Typically, companies with established security systems worry about the impact to infrastructure requirements. Is additional infrastructure necessary? How and where should it be added? What financial or human resources are required? These concerns drive a mentality that the benefits gained from an integrated solution aren’t worth the costs of implementation. Thankfully, this is becoming less of a problem as security providers, like Twenty20™ Solutions, work to offer adaptable solutions. With flexible options, operators don’t worry about adding or replacing infrastructure to align with a provider’s model. This allows users to monitor camera footage and gate traffic from one system If a company has an existing security camera system, but identifies a need for access control, a modern integrated solution provider can supply the gates for access points and equip the gates and cameras with the technology to connect the two. This allows users to monitor camera footage and gate traffic from one system. This model also spares operators additional costs by using a sole vendor for supplemental needs. Overall management of security While a single, unified system is beneficial for cost saving, it can also help the overall management of security. The ability to view all operating systems in one dashboard allows security personnel to manage a site from any location, reducing the expense and effort required to manage a system. The mobile world today means security directors no longer need to be in a centralised operations center to see alerts and make decisions. This simplifies processes by allowing users to quickly see an alert, pull up a camera, delete a user or check an access log from a phone. Modern networks are secure and accessible to those with permissions, without requiring those users to be physically present. Consolidating security systems is the first step companies can take toward streamlining work, information and costs. The next step is integrating all sites, both remote and on-grid. Energy and communication technology The integration of sites and systems turns mountains of data and information into actionable intelligence Traditional methods demanded two systems: one for on-grid facilities and another for off-grid locations. With advancements in energy and communication technology, the need for multiple systems is gone. Data from remote sites can be safely and securely fed into an existing system. These remote locations may gather, distribute and manage data in a different manner than a connected system due to the cost of transmission via remote connections (i.e., cellular or satellite connection). The end result, however, is a consistent and holistic view of operations for the decision maker. The integration of sites and systems turns mountains of data and information into actionable intelligence. With connected devices monitoring occurrences at individual sites, as well as events across locations, the data tells a story that is unhindered by operational silos or physical space. Identifying patterns and trends Instead of providing 10 hours-worth of footage that may or may not be relevant, system analytics can provide users with the specific set of information they need. Incidents once discarded as ‘one-off’ events can now be analysed and data-mapped to identify patterns and trends, directing future resources to the most critical areas first. Consumers are increasingly expecting everything they need to be right where they need it – and businesses are right behind them. The current generation of security professionals are increasingly expecting the simplicity of their everyday personal tasks to be mirrored in enterprise systems, which means giving them the ability to see what matters in one place. A unified system can provide just that, a single view to help simplify processes, promote cost saving and accelerate decision making.
Vandalism and arson attacks at schools have been on the rise in the Swedish city of Malmö since 2001. In the five years between 2001-2006, school property damage cost the city more than 60 million Swedish Krona (SEK), the equivalent of nearly $6.5 million USD. In addition to parents not feeling safe about sending their children to school, academic performance also dropped, as many students found it difficult to concentrate with so much disruption.The municipality of Malmö realized that something had to be done to increase security at its schools. The cost in damages was intolerable and the children's safety was a key issue. With a new state-of-the-art security solution, including an advanced video analytics system from VideoIQ, Malmö was able to achieve significant cost savings while offering students and faculty a new level of proactive security protection. The challengeAside from arson attacks providing a constant source of worry, one of the biggest problems in Malmö was vandals breaking windows and panes of glass. On one occasion in particular, 600 panes of glass were smashed at a school which cost 1.2 million SEK. Some students contributed to the archaic atmosphere at the schools by regularly pulling fire alarms, causing everyone in the school to immediately evacuate while the fire department surveyed the scene, only to determine there wasn't a threat. With each incident, feelings of anxiety and concern grew while time spent learning in the classroom was diminished. With no security system or mechanism in place, the school had to find a way to protect the staff and students and identify the culprits. To meet that need, Malmö municipality contacted systems integrator TAC Säkerhet to discuss the purchase and installation of a state-of-the-art surveillance system. Mårcus Djerf, business area manager at TAC Säkerhet, said: "The city of Malmö believed that the amount of money being spent to repair property damage caused by arson and vandalism could be far better spent on things like new computers and technology for the students, or on field trips. They sought something that would help prevent crime while allowing them to save considerable money."The solutionWith no security system or mechanism in place, the school had to find a way to protect the staff and students and identify the culprits The right solution for the schools came in the form of video surveillance cameras mounted at strategic, highly trafficked places across five schools. It was critical, however, that the solution didn't just consist of "dumb" cameras that passively record events while acts of crime go undetected. Said Djerf: "While recording events could help provide forensic evidence after an incident had taken place, Malmo wanted to be proactive and address potential security issues before they happened. We looked for an intelligent analytics system that would serve as the ‘front line' for the schools since they did not have any security guards on-site."TAC recommended the use of VideoIQ's HD Intelligent Video Analytics Engine, which acts as a digital guard, providing instant alerts and security protection across nearly any environment or condition, including bad weather and at night. The technology is in use at hundreds of customer sites around the world and is recognized for its ability to transform passive video surveillance into a dynamic, real-time and proactive system for early warning and security protection.Djerf said: "The VideoIQ HD system continuously watches for security threats across all of the cameras at all of the schools. Just one HD can simultaneously analyze eight video streams from eight different cameras. When an intruder comes onto the property, the system instantly captures a video clip and sends it to our remote guards and security personnel at the Malmö City Alarm Center who can then contact the police, fire department or other emergency responders.""The combination of VideoIQ's next-generation analytics and remote guards is the ideal approach to minimize costs while maximizing security protection," said Scott Schnell, president and CEO of VideoIQ. "Our technology works accurately and reliably in any weather, is simple to install and has been in use for years at schools, chemical sites, water facilities, border crossings, and many other kinds of businesses that want to keep their most prized assets safe."The VideoIQ HD system continuously watches for security threats across all of the cameras at all of the schoolsTAC also chose the VideoIQ HD Analyzer for its self-learning capabilities which enable it to learn and get smarter with each incident detected. The analyzer watches and learns its environment, as well as patterns of motion, so that it can instantly distinguish between a person, automobile, cat, tree, or any other object. Additionally, the system responds to rules established by the user, enabling a high level of customization and specificity to minimize false alarms and increase accuracy."VideoIQ's self-learning technology is a huge asset because the system recognizes viable threats instantly and accurately, which reduces the number of false alarms generated. This enables security personnel to respond only when needed, saving the city of Malmö considerable time, energy and money," said Djerf.The self-learning capabilities were not the only user-friendly feature that the VideoIQ HD Analyzer offered. VideoIQ is the only video analytics technology without required calibration and TAC found the system to be extremely easy and fast to install, without any lengthy testing or set-up time required. Said Djerf: "VideoIQ's plug-and-play approach saved us considerable effort, while ensuring very reliable protection." Another reason TAC chose the VideoIQ HD Analyzer is because it can work with any type of stationary analog PTZ or other video camera - whether color, black and white, thermal or ones that use infrared illumination. The ability to support a heterogeneous camera environment was essential since the cameras used by the Malmö schools come from a variety of camera manufacturers and vendors.The right solution for the schools came in the form of video surveillance cameras mounted at strategic, highly trafficked places across five schoolsThe resultAfter just one year of having the security system in place, the municipality of Malmö reduced costs by an astounding 90 percent and the city saved 3 million SEK on a reduction in smashed panes and broken glass alone. Djerf said: "Malmö's expenses were improved within a very short space of time. They now have more money which can be used to make other needed improvements at the schools. The security system is seen as an investment and one that will help reduce crime for years to come."Additionally, the number of false alarms has been reduced dramatically and both school personnel and students feel safer. Several of the teachers have reported an improved school environment and that the children find it easier to concentrate on their studies. "TAC's goal is to offer our customers effective solutions that improve security while increasing profitability. VideoIQ's intelligent security products are an important part of this equation and we are proud to provide the city of Malmö with a reliable, effective and easy-to-manage security system," said Djerf.
Chiron’s IRIS alarms-over-IP used in Danish education projects International building systems integrator TAC has utilised the operational benefits of Chiron Security Communications' IRIS alarms-over-IP monitoring solution to help protect a large educational institution in Denmark. As part of TAC's ongoing contract to install integrated access control and intruder alarm systems at a large number of on-site university buildings, Chiron's IRIS 840 IP dialler is being installed at each location.TAC's Project Manager - Technical support, Henrik Olsen, explains that his client required security coverage for up to 150 separate buildings within its large, distributed campus area, all of which will be linked to a common management system at a centralised control room. "We opted to use Chiron's IRIS system at every one of the locations because it's simple to install and engineer, as well as being reliable in operation in our experience," he says.So far, some 10 buildings have been completed in this ongoing project and the Chiron systems are transmitting alarm signal information via IP links to a third party alarm receiving centre, Rednings-Ringen, Lemvig A/S. Mr Olsen adds that the university employs some 5-10,000 staff and has around 30,000 students. Once fully installed, he adds, the IRIS system may be expanded to include visual verification of alarm alerts.Meanwhile, in another important move, TAC has also selected Chiron's latest IRIS Touch system for use with its powerful I/NET Seven integrated building control solution. Offering a comprehensive package for end users such as telecoms providers, manufacturing plants, military bases and government institutions, I/NET Seven's distributed architecture incorporates HVAC, digital video, lighting and access control. "We opted for IRIS Touch because it offers the most usable and user-friendly system available on the market and as such complements the I/NET Seven system perfectly," Mr Olsen comments."We opted to use Chiron's IRIS system because it's simple to install and engineer, as well as being reliable in operation in our experience"Chiron's Corporate Account Manager, Vikram Datar, adds that the advantages of IRIS and IRIS Touch alarm transmission and monitoring systems include faster alerting, cheaper line monitoring, a range of value-added services such as building management system monitoring, plus improved network resilience. IRIS Touch is a recent major update to the IRIS range that provides a variety of extra user-friendly features as well as a fresh new design and operating interface, which makes life much easier for end users and installers alike. It now boasts independent, Europe-wide VdS verification and accreditation - the benchmark standard most widely recognised across Europe."IRIS is now supported by around 100 monitoring centres across Europe and being used by businesses including Travelex, the largest retail foreign exchange specialist in the world, High St retailers such as Halfords, Toys ‘R' Us and Topps Tiles, leading financial institutions, as well as schools, petrol station operators, chemist chains and a variety of other companies," Mr Datar notes.Many alarm panel manufacturers are also now offering IRIS technology embedded within their panels, while an increasing number of insurers are backing the system too. IRIS offers the reassurance of secure primary and back-up communications routes between a monitored site and alarm receiving centre, while providing the ability to make tangible operating cost savings and significantly adding value to a company's existing IT network.
Day Automation, a TAC partner integrates security with building controls Day Automation Systems, headquartered in Victor, N.Y., experienced an 85 percent increase in product sales in 2008 from the previous year. Day Automation is the volume-leading partner for TAC, the building management, energy services and security solutions business of Schneider Electric. Day Automation attributes its strong showing to its dedication to expanding from building controls into the security market. With four office locations, Day Automation represents TAC for heating, ventilating and air-conditioning (HVAC) control, security and door access control, and digital video surveillance systems in Central and Eastern New York State.Day Automation, a TAC partner since 1978, began selling security the mid-90s, believing that it had the potential to be a major growth engine for its business. Success did not come easy or happen overnight; rather, it took a major commitment from management along with dedicated resources."We've recommended integrating security into building management systems for years, and I think the marketplace is becoming receptive to the advantages of this approach," said Eric Orban, president of Day Automation. "Integrated systems provide a tremendous amount of value, and our customers see the difference that Day Automation brings to the table. Our focus on quality is demonstrated by the fact that most of our business is generated by word of mouth from end-user customers to consulting engineers. As a result, we've been able to expand our security business through existing HVAC customers."In 2003, after observing other control integrators adding security to their portfolios and analyzing the security market, the Day Automation management team committed to making security a major part of its business and began to grow the offering. The company added resources to focus solely on security and to build out the expertise in-house by investing in the right people and putting a dedicated sales force in place.Day Automation, a TAC partner, attributes its strong showing to its dedication to expanding from building controls into the security market. "At that time, the marketplace saw us only as an HVAC systems integrator," observed Orban. "We anticipated that there would be a perception that we lacked security expertise and experience, so we made it our mission to attract and retain knowledgeable and dedicated people on staff. It's critical to be viewed in the marketplace as competent and capable - and this starts with building your knowledge base one person at time."This meant hiring a dedicated security sales professional from the industry as well as hiring students out of college and providing them with extensive on-the-job training and mentoring. Once the expertise and a sales force were in place, the next step for the partner was to carefully analyze the marketplace to determine the type of customers that would most benefit from its solutions. Then the Day Automation sales team began tapping into its existing customer base, which consisted mainly of HVAC customers."Our strategy today is that when we lead with BAS, we follow up introducing security. And when we lead with security, we introduce our BAS solutions," explained Orban. "We always make sure to bring all of our expertise to the table in order to maximize on the total opportunity."
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