WESCO Distribution - Experts & Thought Leaders

The Security Industry Association (SIA) has announced its new Board of Directors chair-elect and presented its new and returning members to the SIA Board of Directors on April 1 at The Advance, SIA’s annual membership meeting, and the following Board of Directors meeting during ISC West. The SIA Board of Directors ratified the selection of Mike Mathes, executive vice president (EVP), western operations at Convergint and former treasurer of the SIA Board of Directors, as SIA chair-elect. Three new voting members Additionally, the board ratified the selection of three new voting members of the Board of Directors to serve two-year terms from 2025 to 2027: Min Kyriannis, chief executive officer and co-founder, AMYNA Systems Bobby Louissaint, head of technical partnership engagement, Global Systems Services and Technology, Meta Don Young, EVP and chief operating officer, ADT. Six individuals in the second two-year term Six individuals were confirmed to serve a second two-year term: Charles Burns, director of commercial facilities, Intelligent Security Systems Tom Cook, EVP of sales and operations, North America, Hanwha Vision Tara Dunning, vice president of global security, Wesco Dave Ilardi, senior vice president and president of the Americas, Allegion John Nemerofsky, chief operating officer, SAGE Integration Steve Reinharz, founder and chief executive officer, RAD SIA Executive Committee for 2025 Following the ratification, the SIA Executive Committee for 2025 includes: Chair: Scott Dunn, senior director of business development, Axis Communications Chair-Elect: Mike Mathes, EVP of Western Operations, Convergint Secretary: Dave Ilardi, senior vice president and president of the Americas, Allegion Treasurer: John Nemerofsky, chief operating officer, SAGE Integration At-Large Officer: Tara Dunning, vice president of global security, Wesco Immediate Past Chair: James Rothstein, operating partner, Lee Equity Partners SIA’s Government Relations Committee “SIA is grateful to have the guidance of a highly regarded, committed and accomplished Board of Directors. On behalf of SIA and our members, we would like to congratulate our new SIA Chair-Elect, Mike Mathes, as well as the 2025 Executive Committee and our new and returning board members. These inspiring, experienced pioneers are helping to drive innovation at SIA and across the industry,” said SIA CEO Don Erickson. “We also thank outgoing board members Jonathan Aguila, whose vision helped lead to the creation of SPARC, SIA’s technical end-user community, and Holly Borgmann, who has played an instrumental leadership role as vice chair of SIA’s Government Relations Committee and as a member of the Endowment Committee – for dedicating their time and expertise over the course of their impactful service.” Spectrum of interests in the security industry The SIA Board of Directors is comprised of industry professionals representing a broad spectrum of interests in the security industry.  At The Advance 2025, attendees also recognised the accomplishments and contributions of industry pioneers; presented its annual membership awards, the SIA Member of the Year Award, Sandy Jones Volunteer of the Year Award, Committee Chair of the Year Award and Standards Service Award; reviewed SIA official association business; exchanged market intelligence for the year ahead; and enjoyed a dynamic presentation from special guest speaker Sonny Tai, co-founder of Actuate.

Axis Communications, the pioneer in video surveillance, is proud to announce the continued growth of Axis Cloud Connect as key partners unveil new solutions and integrations at this year’s ISC West Conference. One year after its launch, Axis Cloud Connect is playing a pivotal role in advancing cloud-connected solutions, with partners including Eagle Eye Networks, SecuriThings, and Wesco introducing new innovations that leverage its scalability, flexibility, and industry-pioneering cybersecurity. Early adopters of Axis Cloud Connect Milestone Systems announced plans for video management integration with Axis’ cloud platform These developments include VMS integrations, enhancements to video analytics, device lifecycle management, and data aggregation. What’s more, early adopters of Axis Cloud Connect—such as Genetec with its Security Centre SaaS and Kone’s 24/7 Emergency Video Communications solution—continue to leverage the platform, further showcasing its ability to empower solutions across a wide range of use cases in various industries.  Most recently, long-time partner Milestone Systems announced plans for video management integration with Axis’ cloud platform. The latest solutions built with Axis Cloud Connect will be featured at ISC West in Las Vegas, NV, from April 2-4, 2025. Axis Cloud Connect innovation and expanding cloud solutions Launched at ISC West in 2024, Axis Cloud Connect has proven to be a transformative platform for Axis and its partners, driving innovation and growth in the cloud-connected IoT space for security, business intelligence and operational efficiency. This open, cloud-based platform was designed to deliver secure, flexible, and scalable solutions. It integrates seamlessly with Axis devices, enabling managed services that support system and device management, video and data delivery, and robust cybersecurity. The channel-friendly platform delivers solutions and services for system integrators and customers, and it’s designed to enable Axis development partners to create their own cloud-based solutions—addressing market opportunities and customer needs. Axis Communications’ unique approach to cloud technology continues to foster innovation and accelerate time to market, empowering partners to meet the ever-evolving demands of a connected world. Future of security and IoT “Over the past year, Axis Cloud Connect has helped transform the way security, business intelligence and operational solutions are deployed, utilised, and managed. The open platform’s flexibility, scalability, and advanced cybersecurity features have enabled our partners to innovate and deliver cutting-edge solutions that meet the dynamic needs of the market,” said Fredrik Nilsson, VP, Americas, Axis Communications. “The progress made by our partners is a testament to the power of openness and collaboration, and the immense potential of Axis Cloud Connect to shape the future of security and IoT.” Impact on the security and surveillance industry Axis Cloud Connect recently won a BIG Innovation Award from the Business Intelligence Group Axis Cloud Connect recently won a BIG Innovation Award from the Business Intelligence Group, recognising the platform for its transformative impact on the security and surveillance industry. Judges commended the platform’s ability to seamlessly integrate cloud, on-premises, and edge technologies, offering high-level cybersecurity, scalability, and easy integration. The Business Intelligence Group is a research-based group that recognises exceptional talent and performance, with a panel of judges from diverse industries who evaluate creativity, measurable results, and overall impact when selecting award winners. Eagle Eye Networks: Advancing cloud video management Eagle Eye Networks, a pioneer in cloud video management systems (VMS), has integrated Axis Cloud Connect into its offerings to enhance the capabilities of businesses globally using Axis Communications cameras. Through this integration, customers can now directly connect Axis cameras to the Eagle Eye Cloud VMS via Eagle Eye Camera Direct, enabling seamless access to video data from anywhere. This eliminates the need for on-premise bridges or video recorders, streamlining deployment while maintaining high-quality video and flexible retention options. Cloud-based video products and solutions “This integration brings Axis Communications’ world-class security cameras and other devices directly to the cloud in a way that focuses on cybersecurity and is very easy to manage,” said Dean Drako, Eagle Eye Networks CEO. “Eagle Eye leverages Axis analytics and AI, incorporating results into search, alerting, and automation capabilities of the Eagle Eye Cloud VMS, delivering a powerful solution to businesses customers across the globe.”    Eagle Eye Networks cloud-based video products and solutions integrated with Axis Cloud Connect, will be exhibited in Eagle Eye Networks booth #20037 and Axis Communications booth #14051 at ISC West. Genetec: Cloud video management and edge capabilities Genetec has integrated with Axis Cloud Connect to enhance its Security Centre SaaS offering Genetec, a pioneer in unified security solutions, has further integrated with Axis Cloud Connect to enhance its Security Centre SaaS offering. With this development, Genetec now supports a broader range of Axis devices, including the latest ARTPEC-9-based cameras, multi-sensor cameras, and cloud-managed appliances.  This partnership enables more efficient and scalable cloud deployments, advanced edge video capabilities, and seamless integration for better performance and reliability across video surveillance systems. Additionally, integration with more Axis cloud-ready devices is planned to further streamline operations for security teams. Capabilities of Axis Cloud Connect Notably, two years ago, Axis and Genetec also furthered their collaboration in the access control space with the launch of Axis Powered by Genetec, which has since expanded with the recent introduction of the A1710 (4-door controller) and A1810 (8-door controller).  What’s more, these controllers can now also leverage the capabilities of Axis Cloud Connect, further boosting operational efficiency in integrated security systems. Advanced edge video capabilities “We’re proud to be one of the first Axis partners to leverage the Axis Cloud Connect platform, and the success we've seen has led us to further deepen our integration,” said Oktay Yildiz, Senior Manager, Product Management, Security Centre SaaS Genetec. “Axis Cloud Connect truly complements and enhances our Security Centre SaaS, allowing us to offer customers greater scalability, seamless cloud integration, and advanced edge video capabilities. This collaboration strengthens our ability to deliver innovative, high-performance security solutions with superior cybersecurity and greater flexibility across all deployment scenarios.” Genetec Security Centre SaaS solutions, enhanced with Axis Cloud Connect, will be showcased in the Genetec booth #13062 at ISC West. SecuriThings: Enhancing device lifecycle management SecuriThings has integrated with Axis Cloud Connect to further enhance its device lifecycle management SecuriThings has integrated with Axis Cloud Connect to further enhance its device lifecycle management capabilities. By leveraging Axis Cloud Connect’s powerful platform, SecuriThings is able to offer customers greater scalability, efficient real-time monitoring, and strengthened cybersecurity across their security device networks. This integration helps bolster SecuriThings’ ability to provide a seamless and efficient solution for managing video surveillance devices and systems, ensuring devices stay secure and operational over time. Device management with Axis’ powerful cloud platform “The flexibility and reliability of Axis Cloud Connect will enable us to deliver even more advanced device lifecycle management solutions to our customers,” said Roy Dagan, CEO, SecuriThings. “By combining our expertise in device management with Axis’ powerful cloud platform, we are helping our customers achieve greater efficiency, seamless scalability, and enhanced cybersecurity—ensuring their devices always have the latest, most relevant OS and firmware. SecuriThings is proud to expand our relationship with Axis Communications by integrating with Axis Cloud Connect.” SecuriThings’ latest offering, including its Axis Cloud Connect-based solutions, will be demoed in SecuriThings booth #32051 and Axis Communications booth #14051 at ISC West. Wesco: Empowering smarter decisions with real-time data Wesco has integrated Axis Cloud Connect with its entroCIM aggregation platform Wesco, a pioneering provider of business-to-business distribution, logistic services, and supply chain solutions, has integrated Axis Cloud Connect with its entroCIM aggregation platform, which centralises and analyses data from multiple devices to optimise building and security management. This integration enhances entroCIM by providing seamless connectivity and scalability, while leveraging Axis’ high-quality devices to generate valuable, real-time data. The result is smarter decision-making, improved security, and greater operational efficiency across environments. Axis’ cloud capabilities and advanced devices “Our entroCIM platform harnesses the power of Axis Cloud Connect to provide our customers with a unified, real-time view of their security systems and operational data,” said Tara Dunning, Vice President of Global Security and Infrastructure, Wesco. “By leveraging Axis’ cloud capabilities and advanced devices, this integration empowers users to make data-driven decisions that enhance safety and security, optimise operations, and improve overall efficiency.” Wesco’s full service and solution offering, including its entroCIM platform built with Axis Cloud Connect, will be showcased in the Wesco booth #20017 at ISC West. Kone and Milestone Systems: Future initiatives Kone continues to leverage Axis Cloud Connect for its 24/7 Emergency Video Communications solution Kone, a pioneer in the elevator and escalator industry, continues to leverage Axis Cloud Connect for its 24/7 Emergency Video Communications solution. This proven, reliable solution provides live monitoring, two-way communications and emergency response for elevator and building safety and security. Meanwhile, Milestone has just announced its future commitment to Axis Cloud Connect, recognising the platform’s key advantages when it comes to growth, connectivity, and secure operation. As both companies leverage Axis Cloud Connect, they underscore the platform's ability to meet the evolving needs of video management solutions and services for diverse use cases. Intelligent network technology Axis Communications remains at the forefront of innovation, with solutions like Axis Cloud Connect playing a central role in delivering open, secure, and forward-thinking technologies. Recent integrations and innovations from partners like Eagle Eye Networks, SecuriThings, and Wesco highlight the importance of these core attributes, and the collaborative approach needed to address complex technological challenges. “We are eager to advance our Axis Cloud Connect platform and witness the impactful contributions from our partners,” said Nilsson. “With cybersecurity, flexibility, and scalability as key tenets, Axis is committed to working closely with our partners to deliver next-generation solutions for a safer, smarter world.”

As a real estate development firm’s facility was nearing completion, the firm identified potential concerns with limitations in the facility’s control infrastructure. Before the building reached full occupancy, the firm engaged with Wesco Anixter’s entroCIM team for a comprehensive cybersecurity and use-case audit. As a result, the facility pivoted to a cloud-hosted instance of the entroCIM platform to deliver on the organisation’s lofty vision for a truly connected space. Solution Constant commissioning with site-specific scripting means operators know the moment The entroCIM platform helps bring their vision to life among operational technology as well; disparate technologies with unique communication protocols come together in a single interface, providing stakeholders with mission-critical actionable insight. As all commercial real estate of this type has changed in the past several years, entroCIM has changed with it, offering direct, API-based connection to detailed predictive utility data to leverage the site’s flexibility in maximising efficiency. Constant commissioning with site-specific scripting means operators know the moment a system begins to show signs of decline. Since initial deployment, the depth of actionable insight through analytics has more than doubled, with more than 130 analytical rules running continuously to give operators the upper hand in the management of occupant comfort, energy efficiency and proactive maintenance Scope Cloud-based entroCIM licence access Dashboarding and graphics Analytics and reporting Preventative maintenance Investigation API-based utility integration Commissioning Global remote access Use-case gap analysis Cybersecurity audit New construction consulting Subject matter expert support Project stakeholders C-suite IT Organisation-level engineering Site-level mechanical Site-level engineering Tenant program management Communication protocols BACnet Modbus Integrated services Automated Logic Semco Lutron Siemens Honeywell York

ISC West 2025 in Las Vegas showcased the latest advancements in security technology, offering security professionals a glimpse into the future of the industry. This year's expo highlighted the growing influence of artificial intelligence (AI), cloud computing, and enhanced integration. The pioneering comprehensive and converged security event attracted nearly 29,000 industry professionals to the Venetian Convention Centre.  Integration into unified platforms Several companies emphasised the importance of cloud-based solutions and the integration of diverse security components into unified platforms. For example, Brivo's Security Suite provides “everything in one platform” – not just access control. Customers only pay for what they use because the system is flexible and scalable from a single door to enterprise level applications. Brivo’s suite includes video, but the system can also tie in with third-party “partners.” Genetec's Security Centre allows for more frequent updates through the cloud. Milestone is undergoing a two-year transition to bring its Xprotect system into the future by incorporating Arcules and Briefcam into a video-as-a service product. Suprema introduced BioStar X, which integrates access control and video analytics into a single platform. AI and mobile credentials  Axis Communications’ Cloud Connect product announced three new partnerships at ISC West 2025 Axis Communications’ Cloud Connect product announced three new partnerships at ISC West – Eagle Eye Networks, SecuriThings, and Wesco. They join the three partners announced during the first year of Axis Cloud Connect – Genetec, Kone (elevators) and Milestone. AI and mobile credentials were still hot topics at ISC West 2025, but the conversation has evolved beyond amazement at the technologies’ capabilities and now centres on more practical aspects. From the theoretical to the practical “AI and mobility are still the ‘flavors de jour,’ but messages are evolving to manifest AI for better outcomes,” says Heather Torrey, General Manager, Commercial Security, Americas, for Honeywell Building Automation. The company has reframed its security portfolio to be very building- and business-focused, continuing to grow and evolve after the recent acquisition of LenelS2. “From the theoretical to the practical, we want customers to be part of the conversation so we can deliver AI that is meaningful to them, focusing on what’s most important,” says Torrey. Under Honeywell’s new ownership structure, “each part of the business can be more focused on customers’ needs,” she says. Honeywell continues its journey around mobile access and credentialing and migrating to cloud solutions. Innovations in Access Control Gallagher’s new Quickswitch access control board simplifies the migration from legacy systems Access control remains a critical component of security systems, and ISC West 2025 showcased several innovations in this area. Acre is releasing “Gallery,” its version of the App Store for access control. DormaKaba is launching the Keyscan KC Series door controller with TCP/IP connectivity and enhanced features. Gallagher’s new Quickswitch access control board simplifies the migration from legacy systems. Johnson Controls highlighted its C-Cure command centre and C-Cure IQ web client, offering a unified approach to access control and video. Hardware integrations for security panels For service provider Alarm.com, hardware products prepare a path to greater customer experiences, says Abe Kinney, Alarm.com’s Director, Product Management, who oversees hardware integrations for security panels, sensors, video, etc., and drives new product development. “We are looking to bridge the physical world to digital world,” he says. “We want to bring an advantage to our dealers that they can bring to customers.” Because Alarm.com’s customers pay a monthly fee, the products must be durable and economical, says Kinney. “It should work with no need for truck rolls.” The importance of longevity and flexibility Products are evaluated based on features, price, and ease of installation Products are evaluated based on features, price, and ease of installation. In particular, longevity is important for the Alarm.com’s pro channel. There is also a growing emphasis on deterrence industrywide. Says Kinney: “We recognise that detection is part of it, but we need to prevent problems from happening in the first place. And the industry is re-evaluating.” When it comes to cloud intelligence, Eagle Eye Networks puts the emphasis on flexibility. They offer AI that can perform anywhere on the system infrastructure, on the camera, on their on-site bridge device, or in the cloud. They support their own AI and also any AI product from a third party. “We focus on what customers want from the data AI detects,” says Hans Kahler, Eagle Eye Networks’ Chief Operating Officer. Integration with other systems A timely alert from gun detection could save a life, but AI can also generate information that might be used and analysed later, such as point-of-sale information, dwell time, foot traffic, etc. “What people want is the ability to work with the data for business intelligence,” says Kahler. Integration with other systems provides new opportunities for customers: For example, a licence plate reader at a restaurant drive-thru could trigger customisation of the menu board digital signage based on the customer’s previous buying pattern. Relentless Innovation Assa Abloy handles more than 40 million SKUs for all its various brands, faked in 28 factories in the US Assa Abloy handles more than 40 million stock keeping units (SKUs) for all its various brands manufactured in 28 factories in the United States. Merely complying with regulations such as the “Buy American Act” is a monumental effort considering the massive product line, attendees heard at Assa Abloy’s Annual ISC West Breakfast focusing on compliance challenges in the security market. Meanwhile, back at the trade show booth, Assa Abloy focused on “relentless innovation” in every corner of its product line. Assa Abloy’s message: Innovation in security does not have to be about AI or automation. In fact, inventive approaches to products come in all shapes and sizes and at every level of the product portfolio, and innovation is happening faster than ever. For example, the Safebolt product from Securitech, a brand recently acquired by Assa Abloy, can quickly lock down existing doors with the press of a red button on a cylindrical or mortise lock. Temporary Systems to Secure Events Securing events is the focus of Allied Universal's Unified Command Solutions, which specialises in setting up temporary security systems for conventions, trade shows, festivals, construction sites, parades, and other events. They can add technology to situations where previously mostly security officers were used, providing safety/security and enabling more efficient event operation.  “We can put cameras anywhere, whether they need power or not, use cell service or WiFi, a localised network or the internet, or whatever,” says Andrew LaMadrid, VP, Sales for Allied Universal's Unified Command Solutions. Event operation and management IDIS came to ISC West looking to leverage new products that they did not promote in the past The focus is on easy implementation, flexibility, and fast setup and removal. “We look for a solution to solve each customer’s pain points,” says LaMadrid. They specialise in setting up and deploying surveillance cameras for safety/security and for event operation and management. Mobile surveillance is a relatively new “piece of our puzzle” when it comes to protecting high-profile events. “People are excited about what we can offer that’s new,” says LaMadrid. Unified Command Solutions has been around for about 12 years and was acquired by Allied Universal last summer. IDIS came to ISC West looking to leverage new products that they did not promote in the past, and visitors were very interested in those solutions, says Scott Switzer, IDIS CEO. “The progression of our product line has been tremendous,” he says. Last year, the IDIS booth offered only basic analytics, but this year they had 30 different advanced analytics including gun and aggression detection using the advanced solution “IDIS Vaidio AI.”  What Makes You Different? The most common question IDIS hears at their trade show booth is: “What makes you different?” The answer: They offer an end-to-end solution, including cameras; they manage, control, design from end-to-end; and there is no need for multiple integrations. The time needed to install an IDIS system is significantly less because of the simplicity. “We have customers we have supported and grown together for over 20 years,” says Switzer. The company previously deployed IDIS cameras under the Costar brand before the Korean IDIS brand was introduced into the U.S. (IDIS purchased Costar and changed the name to IDIS America.) “This has been a tremendous show for us; we are looking to build our momentum and let more people know about IDIS,” says Switzer. Managing real AI at the edge The depth of their metadata enables new applications, whether for security or business operations Based in Prague, Czech Republic, and with U.S. offices in Pennsylvania, FF Group provides licence plate recognition for harsh environments. Using Axis cameras, they offer “managed real AI at the edge,” selling through a nationwide distributed network, says Alex Osypov, CEO and Founder of FF Group. Markets include parking lots, cities/municipalities, police, government, water systems, etc. The depth of their metadata enables new applications, whether for security or business operations. They are looking to combine and correlate data including LIDAR, RADAR, etc. to exploit the advantages of “data fusion.” Osypov says: “The market is growing because we are involving other adjacent markets.” Unified platforms and advanced tools Several companies are focusing on enhancing security operations centres (SOCs) by providing unified platforms and advanced tools. Axon’s Fusus system “layers” onto existing infrastructure, tying together various sensors into a single interface for real-time monitoring and information sharing. Increasingly, enterprises have invested in a lot of technologies – ac, video, asset trackers – but none of it talks together. Fusus ties all the systems together so that operators no longer have to look at 10 different screens. Rather, there is a “single pane of glass” that shows everything and facilitates sharing of information with law enforcement.  Motorola also showcased its Security Operations Centre, which integrates hardware, software, smart sensors, communication radios, and broadband devices to streamline incident management.

Consolidation continued in the physical security marketplace in the turbulent year 2020. There were several mega-deals in addition to shuffling among small and medium-sized companies. Here is a sampling of M&A from this year, compiled from our archive of company news. With the changing economic climate, how much more is ahead in 2021? Stay tuned. Wesco merges with Anixter WESCO International, Inc., a provider of business-to-business (B2B) distribution, logistics services and supply chain solutions, announced it completed its merger with Anixter International Inc., creating a premier, global B2B distribution and supply chain solutions company. Anixter becomes a wholly owned subsidiary of WESCO International. ACRE acquires Razberi ACRE acquired Razberi Technologies, Farmers Branch, Texas, and the product line of intelligent video appliances, automated security software and health monitoring software will be added to and sold under the ComNet brand and portfolio of products. ComNet will now be selling Razberi products through its established channels. Motorola acquires IndigoVision Among the benefits is enhanced geographical reach across a wider customer base Motorola Solutions says the IndigoVision range of products, global presence and customer base are ‘highly complementary’ to Motorola Solutions' existing presence in video security. Among the benefits is enhanced geographical reach across a wider customer base. Motorola acquires Pelco “Pelco’s track record of innovation, internationally recognised brand, global channel and customer installed base enable us to further expand our global footprint with enterprise and public safety customers,” said Greg Brown, Motorola Solutions’ Chairman and CEO, about the iconic brand. Johnson Controls swallows Qolsys Qolsys Inc., residential and commercial security and smart-home manufacturer, enhances Johnson Controls global innovation platform, delivering next generation security and smart building solutions. JCI had already owned a majority stake in the company since 2014. ADT and Google Home partnership The partnership will combine Nest’s award-winning hardware and services, powered by Google’s machine learning technology, with ADT’s installation, service and professional monitoring network to create a more helpful smart home and integrated experience for customers across the United States. Upon the closing of Google’s equity investment in ADT, Google will own 6.6% of ADT’s outstanding aggregate common equity. Securitas acquires STANLEY in Five Countries The acquisition is aligned with Securitas’ ambition to double the size of its security solutions Securitas acquired STANLEY Security’s electronic security businesses in Germany, Portugal, Switzerland, Singapore and India. The acquisition is aligned with Securitas’ ambition to double the size of its security solutions and electronic security business and expands Securitas’ electronic security footprint and capabilities. Allied Universal to Buy G4S Ending the year on a high note, the boards of directors managing Allied Universal and G4S reached an agreement on the terms of a recommended cash offer. The deal brings to a close a six-month bidding war for G4S. The combined business is expected to generate approximately $18 billion in annual revenues with a global workforce of more than 750,000 people in 85 countries. Quantum acquires Western Digital business line Quantum Corporation entered into an agreement with Western Digital Technologies, Inc., a subsidiary of Western Digital Corp., to acquire its ActiveScale object storage business. The acquisition demonstrates Quantum’s commitment to innovation and growth, extending the company’s leadership role in storing and managing video and unstructured data using a software-defined approach. AVA/Vaion/Jazz Networks Ava, a unified security company, announced the completion of the merger between Jazz Networks, renowned cyber security insider threat detection and response firm; and Vaion, an end-to-end video security solutions provider. Ava is now positioned to deliver unified cyber and physical security solutions to organisations worldwide.

A perceived benefit of buying direct is to save money as opposed to paying a middleman Security companies have multiple options to purchase security products today – online, manufacturer direct, or from the vast array of security products and electrical supply networks dotting the landscape. Because there are numerous options, and costs may not vary drastically, the final decision on where to purchase ultimately boils down to service and additional support these channels offer. Security integrators look for certain value-adds from the places they buy equipment. Many require specification and design assistance or simply want to be sure their equipment arrives on time and is ready to go, especially for a fast-track project. Each security company’s requirements are different, depending on the nature of the company, the vertical markets they serve, and whether customers are small-to-medium businesses, large national accounts, or enterprise clients. Security distributors have to be able to meet these needs, or systems integrators will likely go elsewhere. The key for suppliers is providing the type of support that differentiates them and keeps security companies returning as customers. SourceSecurity.com interviewed Steven Gorski, Vice President Security Solutions, WESCO Distribution, Pittsburgh, to get his thoughts on what sets a distributor apart. SourceSecurity.com: What’s the value proposition for a security distributor today? What do you have to do to differentiate yourself in the competitive security marketplace? Gorski: Historically, when a distributor has been in the position of justifying its value, it has often been in reaction to the question: “Why buy through a distributor when you can buy direct?” That question is based on the assumption that buying direct is more advantageous. A perceived benefit of buying direct is to save money as opposed to paying a middleman, the distributor. The buying power of distributors, however, brings down costs, and these breaks are passed down to integrator customers. Other advantages of buying from a distributor have included: access to products from manufacturers that sell only through distribution and one-stop shopping for sourcing, logistics, and more. We sometimes refer to the latter as “one throat to choke” if anything goes wrong. As a distributor, we have to continue to prove and improve the value of being that single source while evolving to meet changing demands. WESCO sells online, for instance, because that’s how some of our customers buy. But we can’t just be another e-commerce site; our overall value is derived from all the services and expertise we offer. Regional security managers can walk through specifications with an integrator or even meet onsite SourceSecurity.com: What are some of the ways in which you assist systems integrators with their specifications? Gorski: WESCO has many security-focused specialists who help integrators every step of the way. These resources include our regional security managers who walk through specifications with an integrator or even meet onsite with the integrator and their customers, plus our telesales professionals who talk customers through technical issues. SourceSecurity.com: What do you think is the role of the security distributor today beyond providing products? Gorski: Numerous sources can simply provide product. It’s what the distributor offers around that product that not only justifies their contribution to the market, but sets them apart from other channels. For WESCO, those extras include a variety of value-added services for our integrator partners, such as conducting proactive business development for these customers. We also perform IP camera addressing to circumvent potential problems on the job site and reduce on site labour costs for the installer. It’s hard to put a price on those types of services, but integrators do recognise how these value-adds build their business and save them time and money. See our Round Table discussion: How is the role of distributors changing in the security market?