Round table contributions
The new year is several weeks old, so it is safe to say that many of our New Year resolutions have fallen by the wayside. Despite the limited success of our personal resolutions, the new year is a great time to take stock, look ahead, and plan to make 2020 the best year yet. Thinking about our industry as a whole, we asked this week’s Expert Panel Roundtable: What should be the security industry’s “New Year’s resolution?”
The new year presents new opportunities for the physical security marketplace. In many ways, 2018 will undoubtedly see further development of trends we saw in 2017. In fact, some of the trends determining the future of the physical security industry have been in place for many years. However, not every event in 2018 can be foreseen or easily predicted. To be sure, it is sometimes the surprises that keep life interesting! We asked this week Expert Panel Roundtable: What will be the security market’s biggest surprise in 2018?
In recent years, information technology (IT) departments at end user companies have often been seen as adversaries of traditional security departments – or, at least, as a thorn in their side. One of the issues is territorial: As physical security products have migrated to use of Internet protocols and the network infrastructure, the IT and security departments have clashed – erm… make that interacted – more and more often. New realities such as cybersecurity have made it critical that the two entities work in harmony, and IT professionals often provide useful insights into product selection, among other issues. We asked this week’s Expert Panel Roundtable: What is the influence of the IT department on security purchases at an end user company?
“Don’t try this at home.” It’s a common warning, but how does it apply to security systems? With today’s systems becoming easier to install, and with customers becoming more tech-savvy, there is a growing market for “do-it-yourself” or DIY home security systems. The trend also extends beyond the home security market: Business end users may also think they can forgo a professional installer and handle installation in-house. The customer may save money by installing a system, but at what risk? We asked this week’s Expert Panel Roundtable: What are the pitfalls of “do-it-yourself” when it comes to security systems?
For many years, cybersecurity was the unmentioned elephant in the room. Possible vulnerability of IP-connected devices to a cyber-attack was seldom, if ever, mentioned, and even the most basic measures to prevent such an attack were not implemented. For the last couple of years, however, the physical security industry has begun talking more about cybersecurity, in some cases with an abounding enthusiasm typical of the newly-converted. Have our discussions sufficiently addressed the long-standing lack of awareness? We asked this week’s Expert Panel Roundtable: Are we talking enough about cybersecurity? Or too much? (And why?)
Lower equipment prices (with less margin) are one industry trend leading more integrators to seek out new sources of revenue. With margins shrinking on lucrative, but unpredictable, “project-based” business, integrators are looking for more revenue stability. One solution is recurring monthly revenue (RMR), which is already common in the related field of alarm monitoring. But where does RMR come from? Creating more RMR also requires that integrators change how they do business, from sales commissions to the technologies they deploy. On the other hand, increasing RMR is a great way to build additional value in a business. We asked this week’s Expert Panel Roundtable: What are the new opportunities for installers/integrators to create recurring monthly revenue (RMR) in their businesses?
Big security trends are driving change in the physical security market. We see change happening around us every day, and much of it is disruptive to the status quo. We asked this week’s Expert Panel Roundtable: What has caused the greatest disruption to the physical security market in the last 12 months?
It’s a challenging time for security integrators and installers. Equipment prices are going down (along with margins), and commoditisation is wiping away what used to be the advantage of exclusively offering a top product brand. Integrators can continue to succeed by finding a way to move ahead of the pack – but how? We asked this week’s Expert Panel Roundtable: How should integrators/installers differentiate themselves or make themselves stand out in today’s market?
As more security equipment categories become commoditised, a previously rich source of income for integrators and installers – markup – is becoming harder to come by. Less expensive products with little to no perceptible value differentiation leave integrators with few options, not to mention the growth of pricing transparency that comes courtesy of the Internet. We asked this week’s Expert Panel Roundtable: Given the increase in commoditised hardware (i.e., lower profit margins), how should security integrators replace that profit/revenue?
As the security industry continues to evolve and come up with innovative technologies, it has also thrown open the doors for competition among manufacturers of security systems and products. Price wars are emerging in the physical security market, while manufacturers and integrators are looking for new ways to offer greater value and better service. It’s one thing to fight it out for a new customer, but nobody wants to lose an existing customer based on price, or any other factor for that matter. In an industry increasingly being driven by the low cost of products, how can manufacturers and security integrators ensure their existing customers don’t defect to a new player, a new product claim or a lower price? We asked this week’s Expert Panel Roundtable: What is the best way to ensure customer loyalty (for manufacturers or integrators)?
For several years now, the video surveillance market has been involved in the “megapixel race,” with manufacturers touting ever-higher pixel counts on their shiny new models. The implication, though not necessarily stated overtly, is that a higher pixel count is equivalent to a better picture. Too simple, says this week’s Expert Panel Roundtable participants, or more to the point: Not true. But where does that leave customers? We asked this week’s Expert Panel Roundtable: Do manufacturers, integrators and/or customers put too much emphasis on pixel count (versus other factors) as a measure of a camera's performance? How can video quality be measured?
Historically, biometrics applications have often been thought of as specialised, high-tech and used predominantly in governmental markets. Everyday systems have tended toward card readers and keypads, while biometrics have been associated with high-security applications. Today, however, biometrics are much more mainstream. Fingerprint readers, in particular, are as near as our smart phones. Many other biometric applications are also becoming more common in a wide variety of markets. We asked this week’s Expert Panel Roundtable: What non-governmental markets are likely to embrace biometrics? Which technologies will be most popular?
Most of today’s video surveillance cameras are capable of providing audio, but when should it be implemented? Acceptable uses of audio surveillance, as opposed to video, are a different concept in many jurisdictions worldwide. Privacy laws regarding audio may be more stringent than those for video, but both tend to centre around the concept of an “expectation of privacy,” which may mean something different in the case of audio versus video. How can system designers and end users leverage the benefits of audio surveillance without violating privacy? Specifically, we asked this week’s Expert Panel: Do privacy concerns limit the use of available audio features on video cameras? What are acceptable uses of audio in surveillance systems?
Any business sees its share of highs and low, of flare-ups and lulls. In the security market, several factors can impact general business trends, whether at the macro level or for an individual manufacturer or integrator. The economy is always a factor in the business climate, but are there others? We asked our Expert Panel to assess the impact of another variable – the seasons. Specifically, we asked this week’s Expert Panel: What is the seasonal impact on sales of security technology and systems? When are the highs and lows?
Salesmen may face pressure to “seal the deal,” but might an overemphasis on the ABCs of selling (“always be closing”) actually work to the detriment of an unsuspecting customer coerced into buying too much (or the wrong) technology to meet his or her needs? Not likely, according to our Expert Panel, who this week address the topic of salesmanship in the security market. We asked: Can an end user trust a security salesman’s advice? Our responses are overwhelmingly in the affirmative, and there is also some interesting commentary about how effective sales processes should work to the benefit of all parties involved
Articles by Bill Bozeman
2018 was a good year for integrators and manufacturers across the board. The economy has been strong which manifested itself in many ways but in particular construction was booming. This was very good for the security industry, especially those integrators and manufacturers who provide services and products in the commercial space. Two of the most unexpected things that impacted the market, and will continue to impact it into 2019, are the trade war and the rapid rise of interest rates. I have been monitoring both very closely and didn’t expect the trade ‘skirmish’ to escalate into the trade war it has become. Similarly, interest rates have started to rise which was a bit of a surprise and one that will definitely impact the nation’s economy and by extension our market. Upcoming cloud-based trends Cyber has definitely taken a strong foothold in the industry and with the continued expansion of cloud-based services I see three main trends coming in 2019. The first is the rise of cloud-based products and service offerings that security integrators will have access to. While we have had a few key players already offering cloud-based solutions for a couple of years on the video side in particular, I see this really picking up steam across all other security and life safety solutions. This really leads into the second trend which is integrators adjusting their business models to leverage these cloud-based solutions into recurring revenue models as managed security service providers (MSSP). The ability for integrators to develop their own managed service portfolio will be key; PSA is already working with several partners to help bring a portfolio offering to our membership which is really exciting. I anticipate that we will see about 10% of security integrators take hold of this new model in 2019 and then expect that number to increase by around 10% each year until the majority of the security business is cloud-based and integrators accept the new model of being an MSSP. Finally, of course is cybersecurity. Cyber has definitely taken a strong foothold in the industry and with the continued expansion of these cloud-based services, it will be more important than ever to integrators, manufacturers and end users alike. MSSP portfolio offering The more progressive security professionals will see cyber as an opportunity, a part of the MSSP portfolio offering, rather than just a threat that we have been talking about for going on five years. The winners in this market will be the integrators and manufacturers who can adapt to all these changes, leverage new technologies we are seeing with AI and cloud-based solutions, and those who stick to commodity-based solutions will be left behind. There are some remarkable things happening with AI technology, analytics, biometrics PSA’s growth has been remarkable. We have exceeded our own growth plans year over year and have also exceed the market projected growth marks as well. We continue to add more offerings to our membership to help them stay ahead of the curve, which in turn helps us to do the same. Right now, we are investing in programs that provide data to our integrators to help inform their business decisions. Data is key for any business and PSA has spent a lot of time working with developers and our integrators to understand what the most meaningful data is they need and how we can best deliver that to them by way of dashboards and reporting tools. Future technology advancements The biggest challenge we face is really tied to the higher interest rates that we have seen so far this year and what lies ahead. We help future fund projects for our integrators so when we see higher interest rates, we must closely monitor that and make business adjustments along the way as well to flex along with those rate hikes. I have been in this industry a long time so clearly my enthusiasm for what the industry is doing doesn’t fade. But what makes it really exciting right now is really related to technology advances. There are some remarkable things happening with AI technology, analytics, biometrics – you name it. It is a very tech heavy industry that people can feel good about being a part of and is an industry that will continue to grow so the opportunities are endless.
PSA Security Network is taking steps to help educate security professionals concerning both threats and opportunities related to cybersecurity PSA Security Network 2014/2015 Review & Forecast2014 was a year of great change and advancement in the security industry as a whole. We saw an uptick in DIY security solutions focused on residential and small commercial markets. Perhaps the biggest impact to the security market is that more pieces of security solutions are now cloud based, which has created an environment of both uncertainty and opportunity for integrators as it relates to cybersecurity issues and business management logistics that come with cloud based offerings. Looking forward to 2015, managing cloud based offerings and the cybersecurity risks that come with them will be a major factor. It will impact the entire supply chain and how manufacturers and integrators handle these issues will become key selling differentiators, mostly likely driven up from end user customer demands. PSA Security Network is taking steps to help educate security professionals concerning both the threats and the opportunities related to cybersecurity. Our objective is to assist our integrator and vendor partners with creating strategic partnership with legal, risk management, and cybersecurity solution providers, helping them stay ahead of the game on this very important topic. There is also going to be significant change within the video surveillance market. Video analytics is going to lead the way in the next generation of video requirements. Video is no longer being used just for security purposes, but we will see it become part of the complete intelligence packages that end users are using to improve their business operations (such as banks improving line wait times, or retailers figuring out which marketing promotions are working best based on where people congregate on a store floor). This is an exciting time to be in the physical security market. The pace of innovation is growing at a much more rapid pace, which means that the solutions are changing quickly, but so are the people. One of the challenges we have faced historically in this industry is recruiting the next generation security solution experts. My hope is the rapid pace of innovation will change the perception of security and make it more attractive for the up and comers. See the full coverage of 2014/2015 Review and Forecast articles here
PSA Security Network (PSA), the globally renowned consortium of professional systems integrators, has announced the addition of Infrared Cameras Inc. (ICI) to its network. Infrared Cameras Inc. is an innovator in the infrared products space with a line of thermal cameras as well as multi-spectral infrared cameras and complete package systems. “The COVID-19 pandemic forced an unprecedented acceleration in demand for thermal monitoring devices,” said Bill Bozeman, Chief Executive Officer (CEO) at PSA Security Network, adding “PSA has been diligent in ensuring it selects top notch partners and products for our integrators to consider.” ICI cameras ICI cameras can be set up at entry points in all types of businesses to screen temperatures in less than two seconds ICI cameras can be set up at entry points in all types of businesses to screen temperatures in less than two seconds. These temperature screenings are important as they allow users to identify anyone with an elevated temperature who might be potentially ill. This can prevent an illness like COVID-19 from spreading in workplaces and public spaces. “ICI is looking forward to a long and prosperous partnership with PSA,” said Carl Schultz, Director of Channel Sales for Infrared Cameras Inc., adding “We’re thrilled to have the opportunity to help system integrators incorporate thermal imaging cameras into their platforms for safe, accurate, and immediate elevated body temperature screening." Thermal imaging technology He further said, “This is a critical aspect of the world’s new normal, and we’re proud to help businesses worldwide reopen in one of the safest and most health-conscious manners possible.” The technology provided by ICI is currently being used in businesses such as airports, casinos, sports arenas, hospitals, factories and more. Its cameras are highly accurate to within a fraction (0.1 to 0.3 Celsius) of one degree Celsius and have had FDA clearance on temperature screeners since 2008.
PSA, the consortium of professional systems integrators, announces a new partnership with ConsorcioTec, part of Latin Press, for PSA and USAV. ConsorcioTec is the first pan-regional buyers consortium for local low-voltage integrators specialising in Electronic Security, DataCom Networks, Custom Electronics, Building Automation and Controls, Systems Integrations, and Multimedia Installations. “Our partnership with Latin Press and ConsorcioTec will help PSA and USAV reach more systems integrators in Latin America, both in security and AV,” said Bill Bozeman, CEO of PSA. “As we look to increase our international footprint, growth in Latin America is a top priority. The excellent reputation of ConsorcioTec and its partners made this decision an easy one.” Low-voltage integrators ConsorcioTec will help PSA and USAV expand the brands to low-voltage integrators in Latin America. Likewise, the collaboration will bring the many benefits of the PSA and USAV networks to ConsorcioTec’s vendor and integrator partners. These benefits include group purchasing, education, networking, marketing and more. “We have been working on this agreement for a while now,” said Max Jaramillo, Chief Integrator Advocate of ConsorcioTec. “It permits us to strengthen ties with two recognised entities in the field of Group Purchasing Organisations (GPOs), learn from them and finally help each other in the development of the industry. I am confident that the agreement will serve to drive integrator sales in Latin America.”
The new year is several weeks old, so it is safe to say that many of our New Year resolutions have fallen by the wayside. Despite the limited success of our personal resolutions, the new year is a great time to take stock, look ahead, and plan to make 2020 the best year yet. Thinking about our industry as a whole, we asked this week’s Expert Panel Roundtable: What should be the security industry’s “New Year’s resolution?”
Sandra Jones, founder of Sandra Jones and Company (“SJ&Co”), announced her retirement after 45 years in the security industry, including serving on the Board of Directors of the Security Industry Association (SIA) for 39 years. Sandy co-founded and produced the Securing New Ground Executive Conference and created The International Security Conference’s (ISC) New Product Showcase. Sandy has been honoured with many industry accolades including PSA’s Marcus Award, SIA's President's and Lippert Awards, SS&I's Hall of Fame and Security's Top 25 People in the Security Industry. Security industry veteran Fifteen years after founding one of the industry's first wholesale distribution companies, Sandra founded SJ&Co. SJ&Co became the most trusted security industry resource and consulting firm in the industry. Charles Durant, who joined SJ&Co in 2014, will take over the practice as Managing Director. Durant, former President of the GE Security & Life Safety Group and SIA Board Member, has been involved in the security industry for 30 years. Durant has refocused SJ&Co on M&A Advisory Services (both sell-side and buy-side), Valuations, and Exit Planning. I have never hesitated referring our members to Sandra Jones and Company for guidance and advice" Security consultants “Choosing someone to run the company took careful consideration and it raised the bar when my reputation and name were at stake. After working with SJ&Co clients for the past five years, it became clear he was the right person to lead SJ&Co going forward,” said Sandy. Bill Bozeman, CEO of PSA Security Network, stated “I have never hesitated referring our members to Sandra Jones and Company for guidance and advice. So when we needed assistance with acquisitions of USAV and CI Edge, my first call was to Sandy Jones." Acquire USAV and CI Edge He adds, “The involvement of Sandy’s associate Charles Durant, in structuring and negotiating aspects of the deal was invaluable. Acquiring a business requires knowledge and skill sets that differ greatly from my day job of leading PSA Security Network. Consequently, when dealing with the opportunity to acquire USAV and CI Edge I knew we had to call in outside help. I can whole-heartedly tell you that it was worth the investment. “
Cybersecurity has become a major element – and a major source of discussion – in the physical security marketplace as a result of the rise in networked systems. And we may still not be talking enough about cybersecurity. Here is part one of our Cybersecurity series. “Cybersecurity requires everyone in the security industry to be playing offense and defense at the same time, every single day,” says Bill Bozeman, President and CEO of PSA Security Network. “It needs to just become part of the standard conversation when we are talking about physical security because they are so intertwined.” Creating new industry leaders Cybersecurity and physical security can be seen as two parts of a single entity, and increasingly the two will be combined at the enterprise level over the next several years. “This convergence of physical security and cybersecurity will create new industry leaders that will emerge to lead a new segment of the combined market through strong investment and leadership,” says Rob Lydic of ISONAS, now part of Allegion. Data capture form to appear here! Cybersecurity issues dominate almost every discussion in today’s physical security industry, and the clear message is that “manufacturers and integrators must continue to create robust and scalable cybersecurity offerings to protect customer data and facilities,” says Lydic. He contends that cloud services providers (such as ISONAS) are more cybersecure and reliable ‘by orders of magnitude’ than non-cloud solutions. Cybersecurity is linked to cloud-based systems and managed security service provider models Cloud-based services The Security Industry Association (SIA) has listed cybersecurity as one of 2019’s ‘Top Megatrends’ in the physical security market. SIA says it is important to prioritise cybersecurity among security businesses, for customers’ businesses, and for vendors. The trend calls for continual process improvement and investment. Bill Bozeman of PSA Security Network agrees: “Cybersecurity has definitely taken a strong foothold in the industry.” With the continued expansion of cloud-based services, cybersecurity will be more important than ever to integrators, manufacturers and end users alike, he says. Notably, cybersecurity is directly linked to two other important industry trends listed by Bozeman: cloud-based systems and the rise in recurring monthly revenue (RMR) and managed security service provider (MSSP) models, whose focus will include cybersecurity. Loss prevention executives The days when cybersecurity was exclusively the domain of the information technology (IT) department are gone. “Cybercrime is one of the biggest threats organisations of all sizes and types face today,” says Michael Malone, CEO of ADT Cybersecurity (formerly known as Datashield). “Considering the magnitude of these crimes, it now falls on the entire organisation, including the traditional security or loss prevention executives, to band together to combat these threats.” Cybercrime is one of the biggest threats organisations of all sizes and types face today Malone favours (and his company offers) a managed detection and response (MDR) service, which combines advanced technology and human analysis. Using packet capture on the network, an MDR analyst can ‘replay’ a cyber security event and dig deeper into the incident and determine remediation steps. It’s an approach that significantly cuts through false positive ‘noise’ so security teams can focus on what matters. Helping security officers Interestingly, cybersecurity is poised to benefit from another major trend in the physical security market – the rise of artificial intelligence. Specifically, machine learning applications for cybersecurity include: detecting malicious activity, helping security officers determine what tasks they need to complete in an investigation process, analysing mobile endpoints, decreasing the number of false positive threats, automating repetitive tasks like interrupting ransomware, and potentially closing some zero-day vulnerabilities. But AI in this case is not a panacea. Christopher McDaniels of Mosaic451 recommends pairing human intellect with machine technology to sort through data faster and catch hackers before they do much damage. See part two of our Cybersecurity series here.
PSA the systems integrator consortium, announces it will host an education track with sessions during ISC West in Las Vegas, NV on April 9-11, 2019. The PSA education track will be held exclusively on Tuesday, April 9. Members of PSA Committees, PSA executive leadership team, and other industry experts will lead the six sessions that are included in the PSA Track. The sessions being offered will include: The Emerging Leader: The Change Agent in the Security Industry April 09, 2019, 8:30 AM - 10:00 AM, Sands 308/309 In today’s fast-paced business environment, organisations are in need of innovative and flexible leaders In today’s fast-paced business environment, organisations are in need of innovative and flexible leaders. Emerging leaders should be the agents of change needed to lead their organisations to success. Emerging leaders must rapidly learn and implement fundamental management skills, develop wide-ranging strategic perspectives, and take their leadership to the next level. Attendees will discover key behaviors and essential skills needed in today’s marketplace for the evolving leaders of tomorrow. Moderator: Chris Salazar-Mangrum, USAV Presenters: Anthony Berticelli, PSA; Henry Hoyne, Northland Controls; Sharon Shaw, Google, LLC. Succession Planning: Hiring, Retaining, and Developing Teams To Keep Your Business Running Smoothly April 09, 2019, 10:15 AM - 11:15 AM, Sands 308/309 We’ve all felt the pain of having a key position unfilled for months, getting bogged down behind training plans, or even postponing retirement because there is no identified backfill. Whether you are an owner, manager, or an individual contributor, open positions can have an impact on your productivity. Succession planning for all positions is critical to the continuity of business, employee retention, and short and long-term success for companies large and small. In this session, panelists will identify how to succession plan for all positions, methods to stay on top of the process, and how to keep your company running on all cylinders through change. Moderator: Chris Salazar-Mangrum, USAV Presenters: Anthony Berticelli, PSA; Paul Boucherle, Matterhorn Consulting LLC Building a Culture of Accountability April 09, 2019, 11:30 AM - 12:30 PM, Sands 308/309 How do you get your employees to be more engaged and to take ownership How do you improve the culture of your business? How do you get your employees to be more engaged and to take ownership? To create a culture of accountability where employees are engaged and seek ownership, you start by practicing what you preach. Join leaders in the industry to hear how they work with their teams, discuss best practices, and describe the components that build a culture of accountability. Moderator: Paul Boucherle, Matterhorn Consulting LLC Presenters: Christine Lanning, Integrated Security Technologies; Shad McPheters, Northland Controls; Ric McCullough, PSA RMR: Transforming the Security Integrator April 09, 2019, 1:30 PM - 2:30 PM, Sands 308/309 Now more than ever, it is imperative for security companies to be successful at generating recurring monthly revenue (RMR). Security companies without an RMR component miss out on the steady, long-term monthly income that can be generated from service contracts, remote monitoring services, and other automated features and components end users are increasingly looking for. In this session, attendees will discover how to increase stability in their security company’s cash flow. Additionally, end users will learn about the value of having ongoing support and smooth, reliable operation of their systems. Presenter: Bill Bozeman, PSA Marketing Strategies for Small to Medium Sized Security Companies April 09, 2019, 2:45 PM - 3:45 PM, Sands 308/309 The goal of marketing is to connect your business’ value to the right customer base. Marketing to potential customers is the lifeblood of your security company. It is a simple concept but can take on many different shades. There is no magic bullet. In this session, attendees will examine which strategies may be viable and which could potentially be a waste of company resources. Session attendees will identify which marketing strategies and techniques to utilise and adapt to align within their business and company budget. Moderator: Tim Brooks, PSA Presenters: Robbie Danko, LVC Companies; David Morgan, Security Dealer Marketing; Jamie Goswieler, Vector Firm The Convergence of Cyber and Physical Security- A Shared Responsibility The IP-enablement of security technology has created an ever-growing cyber impact on the physical security industry April 09, 2019, 4:00 PM - 5:00 PM, Sands 308/309 The IP-enablement of security technology has created an ever-growing cyber impact on the physical security industry. While well intended, this convergence has created a new security threat that both public and private organisations are struggling to combat. In this session, attendees will hear about the shared responsibility of the manufacturer, integrator, and end user and the protections that are being implemented to harden physical security systems, along with the challenges that both the integrators and end users face with the implementation of technologies and the convergence of cyber and physical security. Moderator: Gary Hoffner, Photo-Scan of Los Angeles, Inc. Presenters: Andrew Lanning, Integrated Security Technologies; David Brent, Bosch Security
PSA, a large consortium of professional systems integrators, announced its plans to launch a Managed Security Service Provider (MSSP) program. The program is designed to help systems integrators diversify their service offerings and realize the full potential and benefits of a managed services business model. It will hinge on uniting industry leading partners in cybersecurity and cloud-based security solutions, training and certification opportunities and financing options from PSA. “The security industry is on the edge of its next great evolution in terms of systems integrators becoming managed security service providers,” said Bill Bozeman, president and CEO of PSA. “Our program is poised to help those progressive integrators who are already at the leading edge of this market; evolve their own businesses in a way that leverages the technology advances in the market so they can tap into additional revenue opportunities and accelerate their business growth.” Virtual and in-person training opportunities PSA will provide integrators with virtual and in-person training opportunities to guide them on their path to becoming managed security service providersPSA will be partnering with industry leading solutions providers to bring cloud-based cybersecurity services, video management, remote video monitoring and access control solutions to systems integrators as part of a comprehensive program that will help support them in implementing this new business model into their existing business constructs. In addition to the product offerings and financing options, PSA will also provide integrators with virtual and in-person training opportunities to guide them on their path to becoming managed security service providers. Workshop for security integrators PSA will host an immersive workshop for integrators interested in becoming a managed security service provider at PSA TEC on Monday, March 11 titled “The MSSP Model Changes Everything! Are You Ready?” The session will feature insights from industry insiders on compensation practices, financing, sales strategy and account billing and revenue recognition practices of an MSSP model. Experts joining the session include: Bill Bozeman, President & CEO, PSA 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 Educating integrators in doing business It’s a fundamental change in how they do business and PSA is prepared to help integrators navigate those finer points"“We recognise that this kind of shift in how integrators do business is significant. It changes the way they compensate their sales teams, the way they sell, the way they install and maintain systems – it really changes everything,” said Bozeman. “That’s why education is a key part of this program; it’s not just about having new products and services. It’s a fundamental change in how they do business and PSA is prepared to help integrators navigate those finer points.”
D-Tools, Inc., global provider of data-driven software for system integrators, and PSA Security Network, globally renowned systems integrator consortium, announced that D-Tools has been named as the official product catalog content provider for PSA Security Network and USAV. D-Tools will work with PSA and USAV vendor partners to collect, manage, publish, and update the detailed vendor product information that is delivered through the PSA webstore. D-Tools System Integrator software Complete, accurate and up-to-date product information benefits PSA and USAV members by delivering the requisite product specifications that enable members to procure products from the PSA webstore, while at the same time providing a solid basis for estimating, designing, documenting and managing projects with D-Tools System Integrator software. D-Tools and PSA are working to streamline business processes and facilitate growth for PSA and USAV members In order to support its customers’ need to maintain a comprehensive product library of the products they sell, D-Tools has spent nearly 20 years perfecting the tools and methodologies for creating, collecting, reviewing, and publishing detailed product information for use by security and AV integrators through its award-winning System Integrator software. PSA Security Network’s decision to engage D-Tools’ data team, tools and techniques to improve its content management capabilities and results is a direct reflection of its commitment to its members. Together, D-Tools and PSA are working to streamline business processes and facilitate growth for PSA and USAV members, while improving the overall customer experience for their respective clients. Streamlining operating efficiencies “Finding ways to streamline operating efficiencies is in our DNA, so we are pleased to have the opportunity to leverage our expertise in providing accurate, detailed and up-to-date product specifications to the PSA Security Network and USAV to provide an enhanced procurement experience for their members,” says D-Tools CEO, Randy Stearns.“ Less than perfect product and pricing information can lead to a lack of confidence in the bidding process, design errors and oversights, and even margin decay.” “As PSA grows, we continue to look for tools and best practices to improve our internal processes and systems focused on benefiting our integrator and vendor communities,” says Bill Bozeman, CEO and president of PSA. “This partnership with D-Tools is allowing us to scale for our growing product catalog and provide richer content on our e-commerce site buyPSA.com. It also provides up-to-date specifications and prices for the products listed. We are very pleased with the service that this integration will provide our physical security integrators and Pro-AV dealers who purchase products from PSA. This strategic partnership is an ideal foundation to build upon for our future initiatives.”
The Security Industry Association (SIA), PSA Security Network and ISC Security Events have announced the keynote speakers for the upcoming Cyber:Secured Forum – an event centered on how to improve and maintain the cybersecurity of integrated solutions and physical security systems. At this inaugural event, June 4–6 in Denver, CO, Suneeta Hazra, chief of the criminal division of the Colorado U.S. Attorney’s Office, and Judy Smith, chief of the Colorado U.S. Attorney’s Office’s Cybercrime and National Security Section, will discuss the cyber threat landscape both nationally and locally, including lesser-known cyber threats that impact our daily routines. They will also share the motivation behind the creation of the office’s Cybercrime and National Security Section and provide insight into how the office can assist private and government partners. Cyber:Secured Forum, hosted by PSA Security Network, ISC Security Events and SIA, will explore the ramifications of cybercrime Cyber:Secured Forum Cyber:Secured Forum, hosted by PSA Security Network, ISC Security Events and SIA, will explore the ramifications of cybercrime, the strategies for cyber hardening and new technologies and tools designed to improve the security of solutions and systems and provide a framework for developing new business opportunities. “Cyber:Secured Forum is about practical advice that manufacturers, integrators and the security practitioner community can take back to their businesses and put into action right away,” said SIA CEO Don Erickson. Cybersecurity “Integrators who are going to be deploying products onto an end user’s network have a responsibility to be literate when it comes to cybersecurity,” said Bill Bozeman, president and CEO of PSA Security Network. “Cybersecurity challenges are not going away, and while they certainly present a liability, they also present opportunities for integrators who choose to be progressive and find new ways to support end users in the ongoing race to stay in front of cyber issues.” It’s going to be different from a lot of other cybersecurity events because a lot of the cyber events in the industry are focused more on cyber in a silo" Attendees of Cyber:Secured Forum – whether physical security and IT leaders, systems integrators or cyber professionals – will have the opportunity to interact with peers, share lessons and learn how to make their businesses more resilient, their systems more secure and their cyber practices standardised. Physical security and IoT “It’s going to be different from a lot of other cybersecurity events because a lot of the cyber events in the industry are focused more on cyber in a silo,” said Will Wise, group vice president of the ISC Security Events. “What we’re really embracing here and uniquely bringing together through our partnership is the mixture of the physical security, IoT, integrators and manufacturers together with IT and cyber.” This event will highlight cyber-hardening of integrated security systems, how to improve your firm’s cyber posture, new cybersecurity tools and resources for integrators and the business of cyber from liabilities to opportunities.
Mercury Security, a global provider of OEM access control hardware and part of HID Global, will host a panel discussion on best practices for hardening an access control infrastructure for enhanced security at next week’s ISC West conference in Las Vegas. Mercury partners will also debut the new Authentic Mercury MR Series 3 SIO modules that feature enhanced cybersecurity and advanced integration capabilities in their respective booths. Integrating IT security best practices Matt Barnette, President of Mercury Security, will moderate a panel discussion on creating a secure, end-to-end secure access control ecosystem that includes hardening the physical access infrastructure and integrating IT security best practices to close vulnerability gaps introduced by the cloud, web, networks and other systems. Title: How to Deploy a Cyber 'Hardened' Access Control System for Enhanced Security Date: Thursday, April 12th, 2018 Time: 2:30-3:30 PM Location: Sands 302, Level 1 Participants: Bill Bozeman, President and CEO of PSA Security Network, and Sal D'Agostino, Founder and CEO of IDmachines Mercury partners' products showcase Visit Mercury’s Platinum Premier, Platinum Elite and Platinum partners’ booths at ISC West to learn more about the new, bright red, MR Series 3 SIO modules that extend integration, enhance cyber security and provide seamless upgrades for existing Mercury-based deployments. Built on the Authentic Mercury open platform, the next-generation SIO modules provide OEMs, channel partners and end customers the flexibility to choose the controller configuration that best fits their needs.
HID Global, a global provider of trusted identity solutions, will showcase its portfolio of solutions that power trusted identities in HID booth #11063 at next week’s ISC West in Las Vegas. The company will also present in several Security Industry Association (SIA) educational sessions and local community events during the conference. HID Global collaborates with Mission 500 HID is participating in a number of charitable events within the Las Vegas community in partnership with Mission 500, a non-profit organisation that works closely with the security industry to provide aid to children and families living in poverty across the US. On Wednesday, April 11, HID will work with the organisation to assemble 500 Hygiene Care Packs that will be donated to the Children’s Health Fund. HID is also an Event Sponsor for the Mission 500 Security 5K Run and 2K Walk taking place on Thursday morning, April 12. All proceeds generated by the race will be contributed to Mission 500. HID presents on the connected workplace, mobility and secure access control systems: Wednesday, April 11, from 9:45-10:45 AM: Ian Lowe, Director of Product Marketing, Enterprise Physical Access Control, will present ‘How Advanced IoT Technology Can Create the Connected Workplace of the Future’ in Sands 304, Level 1. Thursday, April 12, from 2:30-3:30 PM: Matt Barnette, President of Mercury Security, part of HID Global, will host a panel discussion, ‘How to Deploy a Cyber 'Hardened' Access Control System for Enhanced Security’ in Sands 302, Level 1. Panel participants include Bill Bozeman, President and CEO of PSA Security Network, and Sal D'Agostino, Founder and CEO of IDmachines. Thursday, April 12, 2018, from 11:00 AM-12:00 PM: Neil Fallon, Manager, Government Sales Identity & Access Management, will participate in the ‘Using a Mobile Device as a Multipurpose Credential’ panel discussion in Sands 307 Level 1. Live demonstrations in HID Global booth Visit the HID Global booth #11063 at the Sans Expo and Convention Center for live demonstrations of the company’s solutions and services that address specific needs for issuing, authenticating, managing and monitoring trusted identities. HID will also feature partner solutions that represent a broad spectrum of applications and capabilities that are powered by HID technology.
PSA, the world’s largest electronic security cooperative, announced changes to its Board of Directors. The following PSA owners were elected to positions on the Board: Carey Boethel, President and CEO, Securadyne Systems Central Regional Director Skip Sampson, President, KST Security Midwest Regional Director Terry Rivet, President and CEO, Securitronics Northeast Regional Director Incumbents remaining on the Board are: Paul Thomas, President and COO, Northland Controls Chairman Dan Budinoff, President and CEO, Security Specialists Vice Chairman Christine Lanning, President, Integrated Security Technologies Western Regional Director Darryl Keeler, CEO, Tech Systems, Inc. Southern Regional Director Bill Bozeman, CPP, President and CEO, PSA Named Director as President and CEO of PSA “The deep industry knowledge and business acumen of the PSA Board of Directors is something we all hold in high esteem,” said Bill Bozeman, CPP, president and CEO of PSA. “We are pleased to announce the incoming directors who will help guide the future of PSA and continue to solidify PSA’s position in the industry.” Tom Hagen, chairman of the board for Pro-Tec Design, reached his term limit serving as the director for the Midwest region for the last six years. Boethel, Sampson, and Rivet were all elected to two-year terms in their respective positions. Lanning and Keeler have one year remaining in their current terms but are eligible for re-election next year.
Registration is open for Cyber:Secured Forum, a cybersecurity educational summit focusing on integrated systems, in Denver, Colorado, on June 4-6, 2018. The event is being produced in partnership by PSA Security Network, the world’s largest systems integrator cooperative, ISC Security Events (Reed Exhibitions, the world’s leading event organiser) and the Security Industry Association (SIA), a trade association for global security solution providers. Key discussion topics In addition, the organisations revealed the agenda for Cyber:Secured Forum, indicating conference discussions will center around topics including: We have tapped some of the nation’s top cybersecurity advisors, strategists, and technical experts to be part of Cyber:Secured Forum" Cyber-Physical Framework by U.S. National Institute of Standards and Technology Global Cybercrime Trends How to Make Your Business Cyber Resilient New Tools and Technologies for Better Cybersecurity of Physical Security Systems New Standards for Cybersecurity Assurance Right-Sizing Your Company’s Cyber Strategy Cutting-edge Strategies for Cyber-Hardening of Security Systems “The educational program at this event will be unlike anything else the industry has experienced so far regarding cybersecurity,” said Bill Bozeman, president and CEO of PSA Security Network. “We have tapped some of the nation’s top cybersecurity advisors, strategists, and technical experts to be part of Cyber:Secured Forum. They are poised to help physical security and IT professionals navigate the quickly changing cybersecurity environment and understand how best to work together in the face of new threats to evolve response tactics and build new business opportunities.” Confirmed speakers to date include Bob Troyer, U.S. Attorney, United States Attorney’s Office, District of Colorado Judy Smith, Cybercrime and National Security Section Chief, United States Attorney’s Office, District of Colorado Patti Chrzan, Senior Director, Strategic Programs, Microsoft Chris Greer, Director, Cyber-Physical Systems, National Institute of Standards & Technology (NIST) Ed Griffor, Smart Grid Program Office, National Institute of Standards & Technology (NIST) Randall Frietzsche, Chief Information Security Officer, Denver Health Pamela Passman, President and CEO, Center for Responsible Enterprise and Trade (CREATe) John Savarese, Senior Cybersecurity Advisor, Underwriters Laboratories (UL) Terry Gold, Founder, D6 Research Ray Coulombe, Founder and Managing Director, SecuritySpecifiers Cyber:Secured Forum’s event format facilitates a learning and peer-to-peer connections environment" Risk mitigation strategies “The inaugural Cyber:Secured Forum will provide actionable information to all attendees that that can become part of their risk mitigation strategies immediately,” said SIA CEO Don Erickson. “Attendees will come away from this unique event with new insights and practical guidance that will help their clients and customers to adopt enhanced cyber-readiness programs.” “Technology convergence and the complexity of security threats and incidents are stimulating a mandate to create new norms for collaboration,” said Will Wise, Group Vice President, Reed Exhibitions Security Portfolio. “Integrators, enterprise and government physical and IT security decision makers, and security manufacturers all know the time is now to move from reaction mode to substantive cyber-physical action plans and the establishment of ecosystem best practices. Cyber:Secured Forum’s event format facilitates a learning and peer-to-peer connections environment that will start in Denver and continue via year-round SIA, PSA and ISC education and community-building initiatives.”
PSA has named Ric McCullough chief operating officer for the company as of February 1, 2018. McCullough has served as the vice president of sales and customer service for PSA since 2012 and was responsible for the daily sales and customer success operations for the company. With his appointment to COO, McCullough will expand his role to also oversee marketing, vendor relations and educational programs and services for the company. McCullough brings over 30 years of operations, sales and customer service leadership experience to the COO position. Prior to joining PSA, McCullough held a variety of senior level sales and customer service positions including Customer Service Manager for Amazon.com in 2010 and most notably as Director of Sales for IDenticard Systems for nearly seven years where he successfully helped to guide the privately-held company through three Fortune 500 acquisitions during a four-year time period. McCullough brings over 30 years of operations, sales and customer service leadership experience to the COO position Resourceful leader “Ric is held in high esteem by his colleagues and others in the industry, and for good reason,” said Bill Bozeman, president and CEO of PSA. “He has proven himself to be a resourceful leader to the PSA team and has been instrumental in helping build PSA to where we are today in terms of sales as well as how PSA can bring value to the industry as whole. His unrelenting commitment to serving our customers and true passion for this industry is palpable. I can think of no better person than Ric to take on this role and grow PSA even further.” McCullough is a frequent industry expert panelist at ISC West and PSA TEC. His expertise further extends beyond the security industry to include operational excellence strategies such as lean management principles including Six Sigma methodologies and leadership and talent development using the Lominger Competency Framework. McCullough holds a Bachelor of Arts degree in Economics from Millersville University of Pennsylvania.
PSA has announced the addition of Zachary Stall as the Online Education Specialist. This new role will be responsible for building, updating, and managing all online education content at PSAEducation.com and supporting ongoing education programmes from PSA. Stall comes to PSA with over ten years in the educational field with a varied background of classroom instruction, administrative, and coaching positions in elementary and middle schools. Most recently, Stall transitioned from his role as Principal to develop expertise in computer hardware and programming as part of the school district’s technology support team. In this role, he controlled student and staff databases within various applications and provided general technical support to all district properties.Zach comes to PSA with experience in leadership and multi-tasking that are a huge asset to this new role" Technology and education expertise “PSA continues to grow, and we saw the demand for educational content increasing at a high rate, opening up an opportunity for a qualified and motivated individual to join the company,” said Bill Bozeman, President of PSA. “Zach comes to PSA with experience in leadership and multi-tasking that are a huge asset to this new role. His extensive background in technology and education is an ideal fit for this position and adds to the prestigious background that makes up our education department.” “We’re extremely excited to have Zach join the PSA Education team,” said Anthony Berticelli, Director of Education of PSA. “His previous experience, focus, and interest in education and technology make him a perfect fit to enhance our online educational offerings for our integrators and partners.” Stall holds a Master of Arts in Administration and a Bachelor of Science in Mathematics from Colorado State University. He is also currently enrolled at Metropolitan State University of Denver pursing a Bachelor of Science degree in Computer Science. In his free time, Stall enjoys building computers, exploring local breweries, and spending time outdoors hiking and camping with his wife.
Cyber:Secured Forum, a cybersecurity summit focusing on integrated systems, will launch with an inaugural gathering in Denver, Colorado, on June 4-6, 2018, under a partnership formed by PSA Security Network, a systems integrator cooperative, ISC Security Events (Reed Exhibitions, the tradeshow company) and the Security Industry Association (SIA), the trade association for global security solution providers. The two-day event will provide leaders in the IT and physical security industries with opportunities to connect and share information on risks and liabilities, responding to cybersecurity threats, and establishing security control standards across IT systems, particularly when integrating physical security solutions and devices on IT networks. Concentrating on best practices Cyber:Secured Forum will feature in-depth content on cybersecurity trends and best practices as related to the delivery of physical security systems and other integrated systems. Content is being collaboratively developed by SIA and PSA Security Network’s education teams and will feature top cybersecurity leaders. Additionally, sponsor exhibits will help showcase solutions related to cybersecurity, integrated systems and physical security solutions. "Sophisticated cybervulnerabilities and threats are emerging every day, and it is critical for the physical security and systems integration industry to accelerate its delivery of compelling education to help all industry stakeholders mitigate the risk of cyberattacks to business continuity,” said SIA CEO Don Erickson. “To that end, SIA, PSA Security Network and Reed Exhibitions created the Cyber:Secured Forum to cover the waterfront when it comes to producing an impactful conference, that will provide thought-provoking insight into cybertrends and practical advice for new business practices that will raise the industry’s cyberposture.” Frontline defence against cybersecurity threats “At our recent ISC West and ISC East events, the educational sessions on cyber-physical integration and connected security have been in high-demand,” said Will Wise, Group Vice President of the Security Portfolio, Reed Exhibitions. “In-depth education, training and industry collaboration is essential to ensure safe and secure systems for the market. We’re enthusiastic about this partnership with PSA Security Network and SIA to address this important market need.” “Cybersecurity is no longer just a threat—it’s a real issue knocking on the doors of security and IT professionals on a daily basis,” said Bill Bozeman, President and CEO, PSA Security Network. “The time for just being in reaction mode is behind us now. As security leaders, we have a responsibility to step forward and be part of the frontline defence when it comes to cybersecurity, just as we have been part of the frontline defence when it comes to physical security issues for decades. The goal of this conference is to empower attendees with real tools and knowledge to do just that.”
On the Move Systems has announced that its wholly-owned subsidiary Robotic Assistance Devices (RAD) will make its S5 Security Guard Robot available to members of PSA Security Network, the world's largest systems integrator cooperative made up of the most progressive security and audio-visual integration firms in North America. Robotics: The wave of the future PSA Security Network encompasses more than 400 branch locations, employing more than 7,500 industry professionals, with more than $4.5 billion annually in security, fire, life safety and pro audio-visual installations. By leveraging the power of the PSA Security Network, RAD will expand the geographic reach of the innovative S5 Security Guard Robot solution while allowing PSA members to gain access to the rapidly growing artificial intelligence market. “Robotics is the wave of the future, and PSA strives to be a leader in the delivery of cutting-edge technologies,” said Bill Bozeman, President and CEO, PSA. “RAD enables PSA integrators to deliver advanced solutions that streamline efficiency, are cost effective and strengthen overall security. We are excited to have the opportunity to add RAD to our rich portfolio of technology partners.” High-tech robotic guards RAD robotics redefines the security services market, allowing organisations to augment the value of traditional manned guarding services with high-tech robotics. Through the incorporation of advanced analytics and strategic technology integrations, the artificial intelligence solutions created by RAD accelerate deep learning, automate the security patrol process and build situational awareness for leaders and first responders in the event of an incident. "We're excited to offer our robotic solution through another channel as part of PSA's expansive integrator network, allowing us to expand our market reach and educate more end users on how these solutions can solve today's most complex security problems," said Steve Reinharz, President and CEO of RAD. "PSA members will now have the ability to not only offer a cutting-edge technology to their customers, but also add additional revenue to their business through our robots-as-a-service model." RAD currently has a sales pipeline of over 50 Fortune 500 companies and over 25 qualified dealers and distributors that have a combined customer base of more than 35,000 end-user corporations.
PSA announced the new roster of committee members as well as chair and vice chair appointments. Each PSA Committee is made up of representatives from PSA owner companies who have expertise within the committee’s specific functional areas. This year, all committees will welcome back returning members from the previous term as well as at least one new member to their groups. Overall, there are 18 PSA integrator companies represented including three first-year owner companies, Preferred Technologies, SGI Matrix, and Security Centres International Limited. “The PSA Committees play a critical role in helping develop resources to help other professional systems integrators improve their own activities in their business,” said Anthony Berticelli, director of education for PSA. “We are pleased to welcome all the new volunteers to this year’s term and are looking forward to sharing the wealth of knowledge that they all bring with the PSA network.” 2017/18 PSA committee members Cybersecurity Chair: Andrew Lanning, Co-Founder, Integrated Security TechnologiesVice Chair: Gary Hoffner, Vice President, PSLA SecurityMatt Boehm, Information Security Analyst, CM3 Building Solutions, Inc.Henry Hoyne, CTO, Northland ControlsPaul Schmick, VP Security Technology, Alliance SecurityScott Schmidt, VP Technology, Aronson Security Group Leadership Chair: Nigel Waterton, SVP Corporate Strategy & Development, Aronson Security GroupVice Chair: Shad McPheters, General Manager, Northland ControlsStuart Bostock, Group Chief Executive, Security Centres International LimitedBill Bozeman, President & CEO, PSAShaun Castillo, President, Preferred Technologies, LLCChristine Lanning, President, Integrated Security TechnologiesBruce Pontier, General Manager, SecuradyneScott Ranger, Vice President, Paladin Technologies Project Management Chair: Rex Allen, Operations Manager, SecuradyneVice Chair: Robert Flynn, SVP Operations, Aronson Security GroupBill Byington, PMO Deputy Director, Northland ControlsCatherine Tonne, PMO Director, Northland ControlsChris Salazar-Mangrum, Senior IT Project Manager, PSASpencer Rundell, Operations Manager, SSP Sales & Marketing Chair: Robbie Danko, Marketing Manager, LVC CompaniesVice Chair: Dieter Giblin, Security Consultant, Integrated Security TechnologiesSamantha Bresnen, Sales Account Executive, Integrated Protection ServicesSarah Ford, Account Executive, Alliance SecurityDenise Niles, Vice President – Key Accounts, AESGrady Jett, VP Sales, Preferred Technologies, LLC Technical Chair: Robert Birley, SVP of Design Engineering & Performance Management, Aronson Security GroupVice Chair: Jerry Cordasco, Client Development Manager, Tech Systems, Inc.Adam Deegan, Application Engineer, Northland ControlsMark Miller, Director of Professional Services, SGI MatrixTom Nealer, Support Services, Tech Systems, Inc.Jorge Ortiz, Sr. Systems Engineer, Bonneville Contracting & Technology GroupDennis Thiele, ISG Development & Technical Support, LVC CompaniesTim Will, Sales Engineer, Will Electronics Throughout the year, committee members will provide through blog posts, webinars, and sessions at PSA TEC.
PSA Security Network has announced Enterprise Performance Consulting (EPC) has joined the PSA Business Solutions Program. EPC offers business consulting and operations team training programs to PSA integrators. Consulting and training solutions EPC delivers customised, well-rounded consulting and training solutions designed to serve various functions within a business to help companies become more competitive and grow their businesses. EPC has established a quantifiable system that starts with gaining support from the CEOs and executive team and follows with training programmes to the different job functions within the company to deliver desired results. “A company is guided by the executive team, and powered by everyone there. We educate and arm employees with the tools to excel at business, all being team players in the business structure,” says Nadim Sawaya, EPC Principal. “Our experience with these programmes have proven to be successful with this approach.” Organising strategic plans for growth The consulting workshops are designed to assist the decision-makers in organising a strategic plan for growth after conducting an overall company evaluation. The training options are customised for each client to match the needs of the management, operations, and sales teams and conclude with a follow-up plan to ensure the knowledge and tools established during the sessions are used and the strategic goal is the focus of every employee. “At PSA, we value all employees and recognise that they are the driving force of a business. EPC is has joined our Business Solution Providers because they share that vision and are equipped to help our integrators set their employees up for success,” said Bill Bozeman, President and CEO of PSA. “Achieving a common goal can only be completed if everyone is on the same page and armed with the correct tools. The workshops and trainings that are provided by EPC are extremely useful for companies to motivate and guide their employees down the right path to achievement.” The PSA Business Solutions program is a suite of value-added resources and services to help enhance integrators’ business models, reduce operating costs and keep them competitive in the marketplace.
PSA announced a partnership with Matterhorn Consulting to enable PSA members to hire their next generation talent from military veterans who have served our country. As part of PSA’s Business Solutions program, Matterhorn Consulting has provided PSA with experienced consulting, thought leadership and training content for the last 14 years. Military veteran employment opportunities The Veteran Hiring Program, SalesMarines, is a new service from Matterhorn Consulting that helps veterans from the United States military find employment, matching up employers’ needs with veterans’ skill sets. The team is led by Paul Boucherle, a Marine Corps veteran who served during the Vietnam War. His first-hand experience with the military has motivated him to help veterans transition their military skills into the civilian workplace. “Implementing a Veteran Hiring Program (VHP) can be very challenging for many PSA owners and we wanted to demystify and simplify the risk and process,” said Paul Boucherle CPP CSC and founder of Matterhorn Consulting. “We are leveraging our 39 years of security industry experience and 6 years of military service (USMC) to help veterans and infuse integrators with strong, disciplined, and well-trained talent.” Training and education SalesMarines dives deep into a veteran’s skill set to not just identify what they already qualify for, but the program also identifies and supports training and education to challenge the veterans to achieve their employment goals. The team also works closely with employers to establish productive relationships with the veterans that would fit within the company culture. They offer support to the employer on the specialised hiring process and benefits that are associated with this classification of employment. “Employing our United States veterans is a fundamental way to give back to those who have fought for our country.” said Bill Bozeman, president and CEO of PSA. “Paul and his team have demonstrated the devotion to helping veterans make the switch into civilian life and PSA is honoured to provide this partnership to our integrators, opening the job pool up for these brave individuals.” The PSA Business Solutions program is a suite of value-added resources and services to help enhance integrators’ business models, reduce operating costs, and keep them competitive in the marketplace.