AtlasIED - Experts & Thought Leaders

At ISC West 2026, AtlasIED will unveil the AIX platform, designed to help integrators move beyond reactive security toward smarter prevention and situational awareness — while fitting cleanly into real-world security deployments. AIX is AtlasIED’s next-generation IP endpoint platform built around one core idea: technology in critical environments should evolve, not be replaced. The AIX ecosystem will be on display at the AtlasIED stand 30061 at the Venetian Convention Center in Las Vegas, NV, from March 25 - 27. Power-hungry applications Designed with a modular architecture, PoE++ for power-hungry applications, and integrated AI expansion pathways, AIX combines audio, visual notification, multi-sensing, and intelligent edge capability into a single adaptable platform. By consolidating multiple system functions onto a single network drop, it simplifies infrastructure while expanding capability. It’s built to meet today’s and tomorrow’s customer expectations without requiring a rip-and-replace upgrade. Key differentiators of this multi-purpose security platform include: ONVIF compatibility enables AIX to integrate seamlessly into modern security environments. A structured priority model ensures deterministic behavior and consistent overrides during simultaneous events. Modular, expandable hardware allows new capabilities to be added over time without replacing core installed devices. AI-ready by design, AIX is engineered to evolve with advancing intelligent security technologies. PoE++ architecture provides the power capacity needed for larger displays, higher audio output, and future hardware expansion (PoE+ operation still supported). Site Manager software enables centralised device discovery, configuration, monitoring, and firmware updates, making AIX scalable and aligned with enterprise-level IT expectations. Advanced gunshot detection All initial devices include expansion module slots for advanced gunshot detection, camera, and flasher modules. Gunshot detection enables AIX to recognise acoustic- and IR-based signatures consistent with firearm discharge and initiate predefined alert actions in real time. By analysing data from four separate sensors, AIX’s patent-pending technology can reduce response latency and trigger coordinated visual and audible notifications across a facility. This integrated capability enhances situational awareness without requiring a separate, standalone detection system. Edge-based processing Camera-based object detection enables AIX to identify predefined visual indicators such as weapons or other security-relevant objects directly at the endpoint. By leveraging edge-based processing and integrated AI expansion pathways, AIX can provide faster situational awareness without relying solely on centralised analysis. Integrated environmental sensing allows AIX to monitor conditions such as temperature, humidity, indoor air quality, VOCs, eCO2, and other indicators directly at the endpoint. By collecting real-time room-level data, AIX extends beyond communication to provide actionable insight into occupant comfort and safety. This built-in awareness reduces the need for standalone sensors while enabling smarter facility response and long-term environmental visibility. IP-based security ecosystems ONVIF compatibility enables AIX to integrate seamlessly into standardised IP-based security ecosystems. By supporting industry-recognised interoperability protocols, AIX can integrate with leading video management systems and security platforms, extending its role beyond communication into unified security infrastructure. This ensures flexibility, broader deployment opportunities, and long-term system compatibility. Similar to IPX, AIX integrates seamlessly with leading third-party notification and communication platforms, including InformaCast, Syn-Apps Revolution, and GCK. This interoperability enables organisations to trigger synchronised audio, visual, and text-based alerts from a centralised platform, ensuring consistent communication during routine announcements or emergencies. Because AIX devices operate on standard network protocols, integrators can deploy them within existing IT environments while leveraging the advanced automation, scheduling, and incident response capabilities of these third-party platforms. Improving situational awareness Certain AIX endpoints are equipped with RGB+W fully addressable lightbars that provide clear, customisable visual alerts that can be programmed to signal different system states or events, improving situational awareness at a glance. The 2.5x larger screen (compared to IPX models) gives users more space for critical information, making messages easier to read and interact with in busy or high-traffic environments. A 12-inch high-lumen display ensures that notifications remain bright and legible even in challenging lighting conditions such as daylight or large open spaces. Paired with a speech-optimised, 6.5-inch two-way driver, the system delivers clear, intelligible audio, ensuring announcements and phone calls are easily understood when it matters most. Secure communication protocols AIX is designed to meet modern network security standards, ensuring safe deployment in enterprise-level IT environments. Supporting secure communication protocols, authenticated access, and TLS-encrypted data transmission, AIX protects both device integrity and system interactions across the network. This security-first architecture allows organisations to confidently integrate endpoints into critical infrastructure without introducing unnecessary risk. AIX endpoints include a self-test feature, which allows system integrators to have confidence that their public communication system is ready for an emergency. The on-board self-test feature will allow AIX to test both the flasher and loudspeaker on a pre-programmed schedule. Records are also kept, allowing administrators to review historical test results for inquiries about system readiness. Active communication tool Customisable display content enables organisations to move beyond static clocks and simple text, creating tailored visual scenes for both emergencies and daily communication. With support for dynamic elements such as scrolling text, images (BMP, JPG, and PNG formats), and time-based content, AIX enables facilities to align visual messaging with their specific protocols, branding, and operational needs, turning the endpoint display into an active communication tool. Multi-language support enables AIX to deliver visual messaging in the language most appropriate for the facility's occupants. By allowing end-user content to be presented in selected languages, AIX improves clarity and response confidence during daily communications and emergencies. Initial AIX ecosystem The initial AIX ecosystem launch includes loudspeakers, visual displays, LED flashers, expansion modules, and accessories: AIX-DDS: Dual-Sided LCD Endpoint with Loudspeakers and LED Flasher AIX-DMF: Wall Mount LCD Endpoint with Talkback Microphone and LED Flasher AIX-SDM: Wall Mount IP Loudspeaker with LCD Display and Talkback Microphone AIX-SDMF: Wall Mount IP Loudspeaker with LCD, LED Flashers, and Talkback Microphone AIX-SM: Wall Mount IP Loudspeaker with Talkback Microphone AIX-12SM: 1' x 2' Suspended Ceiling Mount IP Loudspeaker with Talkback Microphone AIX-22SM: 2' x 2' Suspended Ceiling Mount IP Loudspeaker with Talkback Microphone AIX-12SMF: 1' x 2' Suspended Ceiling Mount IP Loudspeaker with Talkback Microphone and LED Flasher AIX-22SMF: 2' x 2' Suspended Ceiling Mount IP Loudspeaker with Talkback Microphone and LED Flasher Expansion Modules AIX-GSD: Gunshot detection AIX-C1: Camera AIX-FM: Flasher Accessories AIX-EMB: Exterior mounting box AIX-DDSTB: Ceiling tile bridge AIX-SEC-DMF: Surface-mount backbox for the AIX-DMF AIX-FEC-DMF: Flush-mount backbox for the AIX-DMF Integrated security systems If users are responsible for designing integrated security systems, expanding managed or preventative service offerings, or differentiating your firm in competitive bids, the AIX platform should be experienced firsthand. "Security across numerous sectors is becoming increasingly important, and our industry's advancements must keep pace to protect those who depend on us," said John Ivey, CEO and President of AtlasIED. "The launch of AIX represents years of observing how the IPX series can positively impact lives, and it marks a significant step forward in our commitment to safety and protection." Please visit AtlasIED at Booth 30061 to learn more about the AIX ecosystem at ISC West 2026.

At ISC West 2026, AtlasIED will announce the launch of its new AIX RapidAlert. It is a wearable, easy-to-use badge-based solution that enables staff and visitors to instantly request help during emergencies, delivering faster response times and greater peace of mind in schools, healthcare, and commercial environments. The badges will be on display in the AtlasIED stand 30061 at the Venetian Convention Center in Las Vegas, NV, from March 25 - 27. The AIX RapidAlert safety ecosystem includes staff and visitor badges, gateways, and location beacons that work together to deliver reliable alerting and location awareness across a facility or campus. The system integrates seamlessly with the new AIX multi-purpose security platform, enabling coordinated responses across lockdown procedures, communications, and incident management tools. Cloud-based software platform Organizations can also deploy the badge system independently, allowing it to function as a standalone emergency alert solution when integration with other systems is not desired. The system provides indoor and outdoor coverage and includes an intuitive cloud-based software platform designed for administrators. Staff and visitor badges are the heart of the system. Each badge provides an easy, reliable way to request help or receive guidance anywhere in the building or on campus, with no phone, app, or WiFi required. High-stress situations Designed for all-day wear, the badges are lightweight, durable, and simple to operate even in high-stress situations. They are suitable for daily use without disrupting normal operations, while ensuring that emergency support is always within reach. This mobility ensures that employees and visitors can trigger alerts immediately from wherever an incident occurs, whether in a classroom, hallway, office, or parking area. When a badge button is pressed, it securely collects nearby beacon location information and sends it to the gateways, which forward it to the cloud. The system instantly identifies who needs help, where they are, and what kind of assistance is required. Built-in multicolor LED and haptic feedback let the wearer know the message has been received. Preventing accidental activations Staff badges are white and feature three dedicated buttons for lockdown, security assistance, and medical assistance. The buttons are housed under a clear cover to prevent accidental activations. Visitor badges are bright yellow to visually identify their status on the premises. They are equipped with a single button to request help. Visitor badges can also be configured for time and access rules. If a visitor exceeds their allotted time or enters a secure area, the badge immediately flashes red and vibrates, while administration is notified of their location. Wireless network infrastructure Gateways and beacons create the wireless network infrastructure for wearables. Beacons mark the map, telling the system where a person is, while gateways transmit that information securely to the cloud, ensuring every message gets through, no matter where it originates. Gateways use both wired (PoE) and wireless (LoRaWAN, LTE) connections for reliability, and can be mounted indoors or outdoors. Beacons are battery-powered and operate via Bluetooth Low Energy (BLE). Alyssa’s Law is legislation that requires public elementary and secondary schools to install silent panic alarms directly linked to first responders, reducing response times during emergencies. Ratified by more than 10 states, with other states expected to follow, the AIX RapidAlert safety ecosystem complies with the requirements of Alyssa’s Law. Silent panic alarms Everyone involved in facilities management, security, school leadership, and healthcare should experience the AIX RapidAlert capabilities firsthand. "Empowering staff and visitors with safety and reassurance is a responsibility we take seriously," said John Ivey, CEO and President of AtlasIED. "Wearable devices give people an immediate, discrete way to call for help, turning a moment of vulnerability into a rapid response that can prevent incidents from escalating and ultimately save lives." Please visit AtlasIED at stand 30061 to learn more about the AIX RapidAlert at ISC West 2026.

AtlasIED, a recognised pioneer in the commercial audio and security industries, has announced the expansion of its global presence with the opening of a new experience center and showroom in Warendorf, Germany. This initiative highlights AtlasIED's ongoing commitment to providing exceptional local customer service and training, and reinforces AtlasIED’s dedication to its European customers. Location The beautiful and historic town of Warendorf has long been a centre of innovation and is an ideal location for a centralised European office. As AtlasIED’s customer base continues to rapidly evolve in the European market, this local presence will prove to be profoundly beneficial. “The global expansion of AtlasIED is at the core of our mission,” said Matt Czyzewski, Executive Vice President, AtlasIED. “Germany plays a significant role in the European market, and being able to connect directly with potential customers will expand our efforts to a new level.” Experience centre The experience centre will showcase AtlasIED technology solutions that have been evolving and improving installations for over 90 years. Highlights include the impressive performance of the Atlas+Fyne family of loudspeakers. The IsoFlare™ point-source transducer technology delivers high output and premium performance for venues where guest experience is paramount. Additionally, the centre will feature a wide variety of AtlasIED solutions, showcasing versatility and breadth of application from the Atmosphere digital audio and control platform, to Aimline digitally steerable arrays and amplifiers, to diverse loudspeaker form factors and Dante™ enabled audio. Growing customer base “Our European customer base is rapidly growing, and I see it firsthand,” said Simon Godfrey, Director of Sales - EMEA at AtlasIED. “Being able to showcase our technology directly to all of our customers, the people I work closely with, is essential, and I look forward to witnessing the growth that this next step will propel us into.” AtlasIED’s technical experts are available for consultation and to help assist designers with AtlasIED projects.

The security landscape is undergoing a profound transformation, as evidenced by the innovations showcased at the ISC West Expo 2026. From dismantling of silos between physical and digital security to the ongoing transition to cloud and hybrid platforms, much of the discussion on the show floor was familiar, if somehow more urgent than ever. Clearly the industry is moving toward unified, cloud-native, and highly automated ecosystems. In a series of deep-dive meetings and demonstrations at the recent show, I got a first-hand glimpse of the future of the physical security marketplace. Spoiler alert: The future is now! HID Global: Tearing down the silos HID Global is addressing the long-requested convergence of physical and digital security. Recognising that the industry has historically operated in silos, HID is now leading with a combined implementation team to leverage the power of both sides. HID is supporting the transition by combining its logical and physical security teams to help end users design secure, end-to-end journeys for their employees. By leveraging its massive existing footprint in physical access, HID is uniquely positioned to help organisations upgrade their cybersecurity posture without a total "rip and replace" of their hardware. HID is seeing a surge in demand for converged credentials that unite building access with digital identity. On the digital front, HID has implemented FIDO (Fast Identity Online) and passkeys to replace traditional passwords with more secure, biometric-backed authentication methods. Acre Security: Bridging the gap to the cloud Acre Security previewed a cloud-native video solution, reinforcing its cloud-first security strategyAcre Security is currently consolidating brands, bringing established names like Feenics and AccessIt under a single corporate umbrella. A primary theme for the company at ISC West is the migration of legacy systems to modern infrastructure. To facilitate the transition, they are launching "The Bridge," a technology designed to help on-premise customers transition to the cloud at a pace that suits their operational needs. The company is also expanding its portfolio into video. Attendees at the show received a preview of a new cloud-native video solution slated for release later this year, signaling Acre’s commitment to a holistic, cloud-first security suite. Acoem: Real-time acoustic threat detection With a 35-year foundation in vibration and acoustics—including military sniper detection—Acoem is providing gunshot detection through edge processing. Unlike systems that rely on the cloud and may suffer from latency, Acoem’s technology processes data at the sensor level for instant alerts. Their sensors are engineered for massive outdoor spaces, covering a 500-foot radius (roughly 11 football fields) and can detect high-powered rifle shots from up to half a mile away. The system provides critical intelligence by distinguishing between muzzle blasts and "mach noise" from bullet travel, delivering an audio file to the end-user that maps the location and direction of the threat. They use AI to filter out environmental false positives, such as skateboards hitting metal rails. Alarm.com: The all-in-one dealer ecosystem Beyond hardware, Alarm.com is leveraging AI to streamline the sales process Alarm.com is doubling down on "giving tools to dealers to help them be successful," with a focus on unified commercial solutions. A highlight at ISC West is their new fire communicator, which integrates fire monitoring into their single app, completing what they call the "fourth leg of the stool." The product allows fire systems to benefit from the same real-time customer engagement and push notifications that have long been available for intrusion and video. The key products, such as commercial-grade hardware, are now available for immediate purchase. Beyond hardware, Alarm.com is leveraging AI to streamline the sales process. Their new AI Proposal Builder uses customer meeting notes to automatically generate customised, value-driven sales proposals for dealers. Allegion: A global shift in credentialing Following the acquisition of ELATEC, Allegion is adopting a more global market approach and expanding its OEM business. The company is involved in the development of Aliro, the newly unveiled mobile credentialing standard. Allegion’s strategy is built on versatility: While Aliro serves the burgeoning mobile market, they also offer PKOC for plastic cards, allowing them to provide solutions regardless of the user's preferred credential type. The ELATEC acquisition has effectively filled previous gaps in their use-case portfolio, positioning them as a comprehensive provider for both physical and digital access needs. AtlasIED: Engineering for life safety Transitioning from audio to a fully automated threat detection company, AtlasIED showcased its new IPX line at ISC West. This modular platform uses a single PoE++ port to power various "plug-and-play" modules, allowing for easy system upgrades. Their gun detection technology achieves a 99% confidence rating by "stacking" AI models; it cross-references audio data with infrared signatures to detect muzzle flashes and air quality sensors for particulates. With systems already running in 80% of U.S. international airports, the company maintains 24/7 domestic engineering support to manage these "life-safety adjacent" environments. Axis Communications: Unifying connectivity Axis Communications is advancing network video with 4G/5G surveillance, reducing cabling needs Axis Communications continues to lead in network video, with a new focus on offering surveillance through 4G and 5G networks to eliminate the need for extensive cabling in long-range applications. Axis also introduced several specialised hardware pieces, including the P1486-LE global shutter camera for high-speed traffic monitoring and the Q2802-TE, which integrates thermal and visual monitoring into a single unit.  To assist technicians, they launched a new installer app that uses Bluetooth for easier camera pairing and management directly from a mobile device. Axon: De-escalation through enterprise wearables Focusing on frontline safety, Axon is expanding from law enforcement into the enterprise sector with its retail and healthcare-focused body camera. Weighing only 0.25 lb, these cameras are designed to be less intimidating, using colorful designs and acting as a primary de-escalator for aggressive behavior. A clear front display signals when recording is active, striking a balance between safety and a non-intimidating appearance. These devices feature live-streaming and panic alarms that connect workers to a Global Security Operations Center (GSOC). To ensure the footage is legally viable, Axon maintains a rigorous audit trail that authenticates every action recorded. Genetec: The value of the unified platform Genetec is advocating for unified platforms that reduce the time between incident detection and resolution. They argue that AI is becoming a commodity and that the true value lies in unified platforms that reduce the time from incident to resolution. Their approach emphasises the "outcomes" customers need, such as allowing security teams to coalesce around an investigation quickly. Genetec remains a strong supporter of open systems for enterprise customers, ensuring they have the choice to integrate diverse technologies rather than being locked into a manufacturer’s “walled garden.” This flexibility is critical for high-end security environments that require tailored, responsive systems. Johnson Controls: Large-scale enterprise solutions Johnson Controls has made a significant push into the enterprise video market with C-Cure IQ, a standalone VMS designed for major hubs like airports and large campuses. Through a partnership with Scylla, they have integrated 11 advanced analytics—including facial recognition and weapons detection—directly into their cameras. They also showcased new multi-sensor panoramic cameras capable of "stitching" multiple images into a single 360-degree view. While innovating in video, Johnson Controls also confirmed modern upgrades to their intrusion line, including their legacy DSC Neo line. The new DSC PowerSeries Neo 5, a high-end residential and commercial platform, features an all-new user interface and built-in PowerG+. They have also begun shipping the IQ5 family lineup, which is powered by a Qualcomm DragonWing processor.  ONVIF: Standardising the future of AI and cloud ONVIF continues to lead the charge in establishing common languages for the security industry. A major focus is their new "Cloud Profile," which enables cameras to connect directly to the cloud through a standardised protocol. They are also expanding into audio standards to ensure IP-based speakers can seamlessly connect to Video Management Systems (VMS). To combat the rise of sophisticated digital manipulation, ONVIF is developing "video signing" standards. ONVIF is actively seeking more diverse enterprise participation to help shape these emerging AI standardsThis feature protects the integrity of video for evidentiary purposes by embedding a digital signature and timestamp directly into the footage at the camera level. Additionally, the organisation has formed an AI Working Group to develop common communication methods for "AI agents" within physical security systems. ONVIF is actively seeking more diverse enterprise participation to help shape these emerging AI standards. Roberto Licari is the new ONVIF Ambassador, seeking to attract new companies (even outside the security sector) to ONVIF as they look to expand their offerings. SwiftConnect: Bridging digital and physical identity SwiftConnect is redefining access control by shifting the focus from physical cards to digital identity. As a cloud-based "connected access network," the platform bridges the gap between IT identity providers (like Okta or Azure AD) and legacy physical access control systems. At the show's Security Experience Center demonstrations, SwiftConnect showcased its ability to integrate mobile credentials within Apple and Google Wallets across multiple technology platforms. By aligning physical security with Zero Trust principles, they ensure that access is governed by the same rigorous standards as digital networks. Their software-centric approach allows for a more seamless employee experience while simplifying the management of complex, multi-site building security. This emphasises a future where the mobile device becomes the primary tool for navigating the physical workspace. Wasabi Technologies: Redefining cloud storage economics With cloud technology becoming a baseline requirement at every booth, Wasabi Technologies highlighted its "hot cloud storage" as a cost-effective alternative to major hyperscalers. Their model claims to be 80% less expensive than competitors, notably removing hidden fees. Wasabi is increasingly bundled at the "back end" of security solutions through partnerships with integrators and end users. A key feature for law enforcement and high-security sectors is their "Object Lock" capability, which ensures that video evidence remains untampered with and immutable during defined retention periods. By providing high-performance storage without the unpredictable costs typically associated with the cloud, Wasabi is positioning itself as the foundational layer for data-heavy video surveillance applications that require long-term, secure retention. Wasabi is positioning itself as the foundational layer for data-heavy video surveillance applications ZKTeco USA: Versatile and integrated access ZKTeco USA showcased a range of integrated solutions, including turnstiles, visitor management, and access control. Their Atlas access control series offers versatility, supporting everything from traditional readers and keypads to QR codes and fingerprint scanning, with the flexibility to operate on-premise or in the cloud. For tight environments, they introduced the Mars 100 turnstile, which features a compact 2x3-foot footprint. They also highlighted the Omni series, an all-in-one standalone reader-controller that manages access, intercom, and visitor functions in a single device. Innovation in portability was evident in their new walk-through metal detectors, which consist of two poles with an 8-hour battery life—ideal for schools and temporary events. While they offer their own Armatura readers, ZKTeco emphasised that their solutions can integrate with other industry leaders to fit diverse customer needs.

Keeping people and property safe is the purpose of the entire security industry, and the methods for ensuring safety take numerous forms. From cameras to paging horns to door locks and badge readers, facility managers and security manufacturers must consider multiple factors for securing a building and managing emergencies. Mass notification is critical for many customers to protect a facility and keep people safe. Still, the technology may consist of many elements from one or multiple manufacturers as part of a comprehensive security system driven by a customer's unique requirements.  Lowered situational awareness For example, when I drop off my kids at school, they enter the building with headphones on while wearing a hoodie over their heads. With their ears covered and their vision restricted, they do not communicate with anyone and have lowered situational awareness. Other kids may be talking to friends or practicing sports to start their day, which increases the variability for anyone designing or architecting the communications technology for these environments.  In a different scenario, consider a factory worker in a facility that uses heavy equipment In a different scenario, consider a factory worker in a facility that uses heavy equipment. Due to the high decibel levels from the machinery, employees typically wear ear protection. In this environment, employees may not be able to hear anything beyond the buzz of machinery. Workers might need to use hand gestures because of the noise when communicating, so visual alerts may be a more effective way of sharing important information. Detect, notify, manage  Mass notification starts with evaluating an environment and determining the most effective way to communicate with the people affected by incidents. In an emergency, the goal is to ensure information and instructions are communicated to affected people through all means necessary, every time, as quickly as possible. Both scenarios above highlight how every person, from the student to the factory worker, has a preferred or even required method of communication, which is the primary reason why a typical mass notification solution necessitates many different technological elements. In its simplest form, mass notification consists of three phases and technology plays a central role in each. First, sensors or detectors identify something amiss in the environment. These triggers can take several forms, from motion sensors to gunshot detectors to fire panel relays and more. Mass notification system The mass notification system notifies predetermined individuals or groups that something has happened Those sensors transmit information to the system's digital signal processor or ‘brain, beginning the second phase: notification.  The mass notification system notifies predetermined individuals or groups that something has happened. The notification phase may occur with people onsite via audio or visual alerts or with people offsite through text alerts or phone calls. The third phase involves mitigating the problem. Mass notification technology is vital in helping authorities manage a situation via communication with the facility or location where the issue or incident originated.  Customer-driven Solutions   Every facility or space is unique and requires a complete understanding of what a customer needs to keep its facility operational and safe. Customer discussions should always start with asking what they want to be able to see, do, or measure. Once we understand the requirements, we can determine and recommend the most appropriate products for their mass notification solution. An industrial facility may use the same technology for a completely different use Because each school, company, or group involved in the notification process has custom policies and procedures when situations arise, security providers must implement different technologies to accommodate their needs. For instance, law enforcement agencies may want to receive a live video feed or occupancy sensor readings from a school to determine where people are in a facility in real-time. However, an industrial facility may use the same technology for a completely different use. For instance, a warehouse can use the same sensors to alert workers when delivery trucks arrive and need unloading. In both cases, the goal is to design a solution to better manage a situation in the fastest or most efficient way possible.  Technology Interoperability is Key The key differentiator for whether mass notification is a technology versus a solution is interoperability. Few companies have the resources to build every sensor or capability necessary for every scenario, which is why there is widespread collaboration in the security industry. From gunshot detectors to microphones to spotlights to smoke detectors, many of these products are incredibly innovative and, in some cases, industry standard. However, they serve only a single function on their own. The key differentiator for whether mass notification is a technology versus a solution is interoperability When integrators approach designing a mass notification system for a customer, each component chosen must be easy to integrate. If they're not, the customer may end up with a solution that doesn't meet all of their needs, regardless of how innovative the products are. The more flexible manufacturers make their products to connect or integrate with other platforms or systems, the more industry acceptance they'll receive and the more other manufacturers will consider and recommend to customers. For example, many popular audio systems and loudspeakers in the security industry connect to video surveillance platforms via a basic, hardwired relay-based technology. Focus on the Solution, not the Technology As a sales professional, I have the same conversations with customers about their technology needs as those from other manufacturers. The best manufacturers find ways to recommend products beyond their own portfolio that make sense. The manufacturers of these products must ensure they are compatible with other products, which requires vetting, testing, or collaboration with the most common security platforms. If the products fail basic compatibility tests, they will not be reliable enough to recommend.  Security manufacturers have the responsibility to help customers find a way to meet their varied needs. Whether it's a mass notification or a video surveillance system, manufacturers must work to ensure their technology is compatible and reliable. The industry's reputation is on the line when solution selling, and manufacturers must build their products to industry standards so the recommended solutions work as intended, every time. Because when lives are at stake, there are no second chances or reboots allowed.