Pivot3, the hyperconverged infrastructure performance and technology provider, has announced that it experienced accelerated growth in 2017, including significant traction among multi-workload environments in data centres and smart city and safe city initiatives.

In 2017, Pivot3’s sales increased by more than 65 percent from the first half to the second half of the year, reflecting the increased market demand for high-performance products like Pivot3’s Acuity platform and purpose-built appliances for streaming media.

Demanding IT initiative

We saw incredible sales acceleration this past quarter, with Pivot3 emerging as the only private technology company capable of taking on the large, public IT companies with a platform that can support the most demanding applications," said Ron Nash, CEO, Pivot3.

"We built our HCI platform for the future, with deeply-embedded intelligence and simplicity for the evolving data centre—a capability that is resonating with major enterprises looking to manage multiple applications on one HCI platform, as well as governments embarking on large-scale smart city and safe city initiatives. The message is clear: when customers have a demanding IT initiative, they turn to Pivot3."IoT smart city and safe city use cases were one third of the revenue in the second half of 2017

Initiatives and recognition

Pivot3’s key accomplishments in Q4 2017 include

  • Increased penetration into large enterprise and Fortune 1000 companies, with nearly 60 percent of the company’s 2017 revenue coming from that customer segment. These large enterprises—a segment that demands the highest technology standards—selected Pivot3 due to its ability to support multiple mixed-application and mission-critical workloads on one infrastructure, and deliver industry-leading performance and reliability.
  • Increased demand for the Acuity HCI platform, with the sales pipeline increasing by more than 250 percent from Q3 to Q4 and system sizes continuing to rise. Launched in April 2017, Acuity is the industry’s only policy-based platform with advanced quality of service and NVMe flash performance—ideal for organisations seeking a high-performance solution for data-intensive mixed application workloads.
  • Significant momentum with IoT smart city and safe city use cases around the world, which were one third of the company’s revenue in the second half of 2017. With cities and states beginning to use IoT technologies to increase public safety and operate more efficiently, data infrastructures are evolving to support applications such as license plate and facial recognition or access control. These use cases typically require more processing power, making Pivot3 HCI the ideal platform with its intelligent policy and priority management capabilities.
  • A diverse range of new customers, including one of the world’s largest hyperscale social networks, a top-three telecommunications company, a national shipping and logistics provider, and several cities and states with comprehensive safe city programs throughout the United States, Latin America and the Middle East.
  • Continued growth of the Global Channel Partner Program, with deal registrations from the channel increasing by more than 63 percent from 1H to 2H 2017 and a 26-percent increase in new partners over the same time-period.
  • Expanded the company’s go-to-market capacity by adding Arrow Electronics as a distribution partner, and expanded strategic partnerships with Lenovo, JCI/Tyco, PCM and others.
  • Pivot3’s HCI platform was recognised in Q4 with product innovation awards.

2017 was a year of innovation and growth for Pivot3 with focus on next generation of HCI to market Intelligent and autonomous management

With a small and lean team managing a staggering amount of critical data, simplicity and scalability were top priorities in our decision to partner with Pivot3,” said Joseph Souza, assistant director of security, University of Central Florida. “As our university continues to grow, I have complete confidence in Pivot3’s ability to easily scale and expand with us, playing a valuable role in UCF’s technology innovation and leadership.” 

2017 was a year of innovation and growth for Pivot3, with our team hyper-focused on bringing the next generation of HCI to market and diving deep into verticals that can’t be addressed by the incumbent legacy IT vendors, such as safe cities and smart cities,” said Nash. “With a strong technology foundation in place, we’re perfectly positioned to win in this market as we deliver on our vision to support high-end enterprise computing with intelligent and autonomous management across private and public clouds.”

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School security benefits from advanced communication technology
School security benefits from advanced communication technology

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Communication tools have proven invaluable when a potential active shooter situation was being discussed on social media Key to these schools’ choice in technology was the recognition that while the most traumatic of threats is the active assailant, any technology investment should be just as effective in handling the more frequent day-to-day incidents. Communication technologies for incident management How have technologies such as mobile panic buttons and anonymous texting helped impact school safety? Here are a few examples: In Limestone County, Alabama, 9-1-1 Director Brandon Wallace led an effort to implement technology tools across the county to help prevent and more quickly notify personnel of possible emergency situations. Communication tools have proven invaluable especially when a potential active shooter situation was being discussed on social media. Advanced technology integration The technology not only connected directly to emergency personnel, but also ensured that school faculty were able to communicate with one another during a potential emergency and account for students. Following the tragic shooting in Newtown, Connecticut, the school superintendent Dr. Joseph V. Erardi, Jr. chose to make communication technology a part of their new safety plan. The integration of advanced technology has given staff and teachers a greater sense of safety with not only active shooter events but also events like medical emergencies that require fast action and a quick response from public safety officials. Trainings ensure that staff and students are prepared for any type of situation and be on the same page in an emergency situation Implementing enhanced safety measures What are some lessons learned from these schools that can be applied to protect students in other areas? Here are some tips for implementing more safety measures into schools: Make sure your solution has a daily use. Unfortunately, many great technologies have sat unused when emergencies struck simply because those involved weren’t familiar with them or were under extreme duress and forgot about them. Training is an obvious necessity, but finding solutions with daily use cases (such as value in medical emergencies) can have a huge impact not only on ROI but also during an incident. Evaluate past incidents. Response during past incidents can always help future plans. Whether incidents have been handled well or have room for improvement, it’s important to continue to develop incident responses. For Limestone County, Alabama, the use of technology in their response plan was first tested during a medical emergency which helped to confirm the continued use within the school. Knowing the ease of use and responsiveness of emergency response tools, the county decided to build upon the technology already in place to help thwart future incidents. Train staff on the newest measures. Snohomish County, Washington holds trainings with teachers and staff, alongside local emergency personnel to prepare for active shooter incidents. Trainings ensure that staff and students can be prepared for any type of situation and be on the same page in the event of an emergency. Especially as new technology is introduced, integrating the tools with staff first will help ensure greater adoption throughout the process. Integrate practice drills. Fire drills are a common part of the school year; why not implement practicing other scenarios which may affect your school? Not only will this help with preparedness but will also highlight any measures that might need to be adjusted. New tools can then be tested to ensure that all staff and students are comfortable in the event they will need to utilise it in the future. Expand those involved in your drills to be those who will actually be involved in an incident. All too often, drills are siloed and don’t include outside agencies. Re-evaluating safety procedures Schools across the country can learn a lot from districts that have implemented and actually used new communications technologies addressing school safety, which are leading the way in how teachers and faculty are preparing to keep students safe. However, it will remain important to re-evaluate safety procedures and integrate technology to help ensure that these steps remain effective. As the tools continue to advance, the available safety measures will only continue to grow.

Artificial intelligence is changing intrusion detection dynamics in the security industry
Artificial intelligence is changing intrusion detection dynamics in the security industry

With the ever-growing availability of video data thanks to the low cost of high-resolution video cameras and storage, artificial intelligence (AI) and deep learning analytics now have become a necessity for the physical security industry, including access control and intrusion detection. Minimising human error and false positives are the key motivations for applying AI technologies in the security industry. What is artificial intelligence? Artificial intelligence is the ability of machines to learn from experience using a multi-layer neural network, which mimics the human brain, in order to recognise items and patterns and make decisions without human interference. 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More components mean a higher probability of malfunction in the system, including exposure to damages (e.g., sensors can be destroyed) and delay in detection, while human monitoring is inconsistent due to human fatigue (studies have shown that a person can concentrate in mundane tasks for only up to 20 minutes, and the attention span decreases even more rapidly when humans are faced with multiple items at once, e.g., multiple camera monitoring screens). AI significantly reduces, if not completely eliminates the need for human involvement in the intrusion detection system once it is set up. In addition, AI reduces the risk of system malfunction by simplifying the hardware sensors needed. Minimising human error and false positives are the key motivations for applying AI technologies in the security industry Additional benefits of AI in intrusion detection Artificial Intelligence is undeniably reshaping every business and weaving into every aspect of daily lifeMaximal detection capability: The most advanced AI intrusion detection system today provides an all-in-one solution to distinguish any combination of alarm-triggering criteria beyond perimeter protection. 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McKinsey Global report in June 2017 shows that proactive AI adopters can realize up to 15% increase in profit margin across various industries. Artificial Intelligence is undeniably reshaping every business and weaving into every aspect of daily life. In security, legacy systems are giving way to AI-based systems, and the first enterprises to adopt AI-based systems will soon, if not immediately, benefit from such investment. By Paul Sun, CEO of IronYun, and Mai Truong, Marketing Manager of IronYun

How physical security consultants ensure cybersecurity for end users
How physical security consultants ensure cybersecurity for end users

Cybersecurity talk currently dominates many events in the physical security industry. And it’s about time, given that we are all playing catch-up in a scary cybersecurity environment where threats are constant and constantly evolving. I heard an interesting discussion about cybersecurity recently among consultants attending MercTech4, a conference in Miami hosted by Mercury Security and its OEM partners. The broad-ranging discussion touched on multiple aspects of cybersecurity, including the various roles of end user IT departments, consultants, and integrators. Factors such as training, standardisation and pricing were also addressed as they relate to cybersecurity. Following are some edited excerpts from that discussion.  The role of the IT department Pierre Bourgeix of ESI Convergent: Most enterprises usually have the information technology (IT) department at the table [for physical security discussions], and cybersecurity is a component of IT. The main concern for them is how any security product will impact the network environment. The first thing they will say, is “we have to ensure that there is network segmentation to prevent any potential viruses or threats or breaches from coming in.” The main concern for IT departments is how any security product will impact the network environment”They want to make sure that any devices in the environment are secure. Segmentation is good, but it isn’t an end-all. There is no buffer that can be created; these air gaps don’t exist. Cyber is involved in a defensive matter, in terms of what they have to do to protect that environment. IT is more worried about the infrastructure. The role of consultants and specifiers Phil Santore of DVS, division of Ross & Baruzzini: As consultants and engineers, we work with some major banks. They tell us if you bring a new product to the table, it will take two to three months before they will onboard the product, because they will run it through [cybersecurity testing] in their own IT departments. If it’s a large bank, they have an IT team, and there will never be anything we [as consultants] can tell them that they don’t already know. But we all have clients that are not large; they’re museums, or small corporations, or mom-and-pop shops. They may not be as vulnerable from the international threat, but there are still local things they have to be concerned about. It falls on us as consultants to let them know what their problems are. Their IT departments may not be that savvy. We need to at least make them aware and start there. Wael Lahoud of Goldmark Security Consulting: We are seeing more and more organisations having cybersecurity programs in place, at different maturity levels. At the procurement stage, we as consultants must select and specify products that have technology to enable cybersecurity, and not choose products that are outdated or incompatible with cybersecurity controls. We also see, from an access control perspective, a need to address weaknesses in databases. Specifying and having integrators that can harden the databases, not just the network itself, can help. The impact of physical security products on the network environment was a dominant topic at the MercTech4 consultants roundtable discussion The need for standards on cybersecurity Jim Elder of Secured Design: I’d like to know what standards we as specifiers can invoke that will help us ensure that the integrator of record has the credentials, knows what standards apply, and knows how to make sure those standards are maintained in the system. I’m a generalist, and cybersecurity scares the hell out of me.We’re not just talking about access to cameras, we are talking about access to the corporate network and all the bad things that can happen with that. My emphasis would be on standards and compliance with standards in the equipment and technology that is used, and the way it is put in. It can be easier for me, looking at some key points, to be able to determine if the system has been installed in accordance. We are seeing more and more organisations having cybersecurity programs in place, at different maturity levels"I’m taking the position of the enforcement officer, rather than the dictator. It would be much better if there were focused standards that I could put into the specification— I know there are some – that would dictate the processes, not just of manufacturing, but of installation of the product, and the tests you should run accordingly. Pierre Bourgeix: With the Security Industry Association (SIA), we are working right now on a standard that includes analysed scoring on the IT and physical side to identify a technology score, a compliance score, a methodology, and best-of-breed recommendation. Vendor validation would be used to ensure they follow the same process. We have created the model, and we will see what we can do to make it work. Terry Robinette of Sextant: If a standard can be written and it’s a reasonable process, I like the idea of the equipment meeting some standardised format or be able to show that it can withstand the same type of cyber-attack a network switch can withstand. We may not be reinventing the wheel. IT is the most standardised industry you will ever see, and security is the least standardised. But they’re merging. And that will drive standardisation. Jim Elder: I look to Underwriters Laboratory (UL) for a lot of standards. Does the product get that label? I am interested in being able to look at a box on the wall and say, “That meets the standard.” Or some kind of list with check-boxes; if all the boxes are checked I can walk out and know I have good cybersecurity threat management. IT is the most standardised industry you will ever see, and security is the least standardised" The role of training Phil Santore: Before you do any cybersecurity training, you would need to set the level of cybersecurity you are trying to achieve. There are multiple levels from zero to a completely closed network. Wael Lahoud: From an integrator’s perspective, cybersecurity training by the manufacturer of product features would be the place to start – understanding how to partner the database, and the encryption features. We see integrators that know these features are available – they tick the boxes – but they don’t understand what they mean. Cybersecurity is a complex topic, and the risk aspects and maturity levels vary by organisation. That would be a good starting point. The role of integrators Wael Lahoud: Integrators like convenience; less time means more money. So, we see some integrators cut corners. I think it is our role (as consultants) to make sure corners are not cut. If you rely solely on integrators, it will always be the weak password, the bypass. We have seen it from small projects to large government installations. It’s the same again and again. Even having an internal standard within an organisation, there may be no one overseeing that and double-checking. Tools will help, but we are not there at this point. I will leave it up to manufacturers to provide the tools to make it easy for consultants to check, and easier for integrators to use the controls. Cybersecurity is a complex topic, and the risk aspects and maturity levels vary by organisation - so training is very important The impact of pricing Pierre Bourgeix: The race to the cheapest price is a big problem. We have well-intended designs and assessments that define best-of-breed and evaluate what would be necessary to do what the client needs. But once we get to the final point of that being implemented, the customer typically goes to the lowest price – the lowest bidder. That’s the biggest issue. You get what you pay for at the end of the day. With standards, we are trying to get to the point that people realise that not all products are made the same, not all integrators do the same work. We hope that through education of the end user, they can realise that if they change the design, they have to accept the liability.It’s not just the product that’s the weakest link, it’s the whole process from design to securing that product and launching it" The big picture Wael Lahoud: The Windows platform has a lot of vulnerabilities, but we’re still using it, even in banks. So, it’s not just the product that’s the weakest link, it’s the whole process from design to securing that product and launching it. That’s where the cybersecurity program comes into play. There are many vulnerable products in the market, and it’s up to professionals to properly secure these products and to design systems and reduce the risk. Pierre Bourgeix: The access port to get to data is what hackers are looking for. The weakest link is where they go. They want to penetrate through access control to get to databases. The golden ring is the data source, so they can get credentialing, so they can gain access to your active directory, which then gives them permissions to get into your “admin.” Once we get into “admin,” we get to the source of the information. It has nothing to do with gaining access to a door, it has everything to do with data. And that’s happening all the time.