Nicolas Ullrich has also joined the Samsung Techwin DACH team as Business Development Manager
Stefan Palenkov and Steven Trace have been appointed to perform pre-sales and technical support roles

The professional security division of Samsung Techwin has recruited three Video over IP experts to support the company’s ongoing success in Germany, Austria and Switzerland (DACH).

Stefan Palenkov and Steven Trace have been appointed to perform pre-sales and technical support roles. Reporting to Technical Manager, Ruediger Palm, they will work closely with installers, system integrators and distributors in respect of system design, product specification and tender compliance issues.

Prior to joining Samsung Techwin, Stefan was Senior IP Surveillance Specialist for D-Link Deutschland GmbH where he worked for over five years, whilst Steven was Senior Support Technician for Mobotix AG for six years.

Nicolas Ullrich has also joined the Samsung Techwin DACH team as Business Development Manager. Nicolas has for the last two years performed a similar role for Mobotix AG, where he worked for nine years. Reporting to Dirk Brand, Senior Business Development Manager for Germany, Austria and Switzerland (DACH), Nicolas will be responsible for developing relationships with key market players, including consultants, specifiers, installers and system integrators, in order to identify new sales opportunities for Samsung’s comprehensive range of IP network based video surveillance solutions.

Commenting on all three appointments, Steffen Koenig, General Manager DACH for Samsung Techwin Europe Ltd said: “I am delighted to welcome all three new colleagues to our fast expanding DACH team. They are all highly knowledgeable and experienced electronic security industry professionals who I have no doubt will be able to make a major contribution to our ongoing success as we look to capitalise on the exciting opportunities for IP network based security solutions in the important DACH market. They join a team that is totally committed to providing our customers with the highest level of pre and post-sales support.”

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Drawbacks of PenTests and ethical hacking for the security industry
Drawbacks of PenTests and ethical hacking for the security industry

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How moving to Security as a Service benefits both providers and end users
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The way we purchase services and products is changing. The traditional concept of buying and owning a product is giving way to the idea that it is possible to purchase the services it offers instead. This approach has come from the consumer realisation that it is the outcome that is important rather than the tools to achieve it. For example, this approach is evident with the rise of music streaming services as opposed to downloads or physical products.   With the physical security industry becoming ever more integrated – and truly open systems now a reality – there is every reason to assume this service-lead trend will come to dominate the way our industry interacts with its clients as well. Interest in service-based security There is a significant change of mindset that the security industry needs to embrace before a large-scale move to Security as a Service can take place. 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Cloud-based services put the onus on the result rather than which device the user chooses. This approach is even starting to manifest in areas that couldn’t have been predicted in the past, such as the car industry for example. Consumers are focusing more on the overall costs and convenience of buying a car over the specific specification of the vehicle. Equally, urban dwellers don’t necessarily want the hassle and expense of owning and parking their own vehicle anymore. If you don’t use it every day, it can make more sense to rent a vehicle only when you travel beyond public transport. For these consumers the car has become a service item for a specific journey. Benefits for end users At the heart of this approach is the simple equation that consumers have a need and suppliers need to provide the most cost-effective, and easiest, solution. At the same time, the security operator may not necessarily want to know (or care) what specification the system has, they just want it to perform the task as required.   By discussing with consumers, we can ensure we work even more closely with them to provide the expert support they need and deserve Most security buyers will identify the specific business needs and their budget to achieve this. This is where a service approach really comes into its own. Customers need expert advice on a solution for their requirements which takes away the stress of finding the right products/systems. In the past there was always a risk of purchasing an unsuitable solution, which could potentially be disastrous. The other issue was having to budget for a big capital expenditure for a large installation and then having to find further resources once an upgrade was due when systems went end of life. 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Manufacturers are already well aware of this shift in customer expectations and are changing their approach to meet demands.There are major opportunities on offer in return for a change of perspective in the security industry With the service and leasing approach already firmly entrenched in other industries, this is well proven in a consumer market. The airline industry is a great example. Manufacturers understand that airlines need flexibility to upscale and downscale operations and therefore whole aircraft and even individual key components (such as engines or seating) can be leased as required. Using this approach, airlines can concentrate on what customers demand and not worry about the logistics of doing this. Manufacturers and leasing businesses provide assurances and guarantees of service time for aircraft and engines, taking care of the servicing and maintenance to ensure this delivery. This approach is just as well suited for the provision of security systems. 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