Round table contributions
A basic tenet of sales is ABC – always be closing. But it's a principle that most professional salespeople would say oversimplifies the process. Especially in a sophisticated, high-tech market such as physical security, the required sales skills are much more involved and nuanced. We asked this week's Expert Panel Roundtable: What unique characteristics are required of salespeople in the arena of physical security systems?
The beginning of the school year and upcoming seasonal changes remind us that demand for security systems, like almost everything else, is seasonal to some extent. Making improvements to educational facilities during the summer months – including installation of security systems – is the most obvious example of seasonal demand, but there are others. We asked this week’s Expert Panel Roundtable: Which vertical markets for security are impacted by seasonal changes in demand?
As the new school term begins, awareness of security at all levels of educational institutions is higher than ever. Technology plays an important role in protecting educational facilities and their students, faculty, staff and visitors. Specific security challenges drive which technologies and other measures are used, and those challenges are evolving, along with the dynamic institutions security is tasked with protecting. We asked this week’s Expert Panel Roundtable: What are the security challenges for schools and colleges?
Videonetics, the globally renowned Artificial Intelligence (AI) & Deep Learning (DL) powered Unified Video Computing Platform development firm, has announced the appointment of David Wedel of Vanter LLC as the company’s Manufacturer’s Representative in the United States of America. In his new role as Manufacturer’s Rep. in the US, Mr. Wedel will be instrumental in expanding business along with fostering company’s network of system integrators and channel partners, throughout the country. Integrated video, IoT and AI solutions expert In the course of his career, David Wedel has held positions at GE (General Electric), Cisco, and Sony among others Wedel is principal at Vanter LLC with over 30 years of experience in technologies applied within the security industry, and integrated solutions sales and marketing. Having built and led sales teams capable of highly technical sales involving video, communications, networking, IoT and AI, Wedel has successfully driven revenue and built relationships with end-users and channels alike. In the course of his professional career, David Wedel has held positions at GE (General Electric), Cisco, and Sony among others, and has an affinity for emerging technologies having been involved in several pre- and post-revenue start-ups. Video computing platform “I am excited to join the Videonetics team and to represent them in the Americas. This unique video computing platform anticipates today’s needs and was architected at its inception to meet them and more,” said David Wedel. Commenting on the appointment, Dr. Tinku Acharya, Fellow IEEE, Founder & Managing Director (MD) at Videonetics expressed, “We are delighted to have David Wedel as part of Team Videonetics to expand business in the Americas. He has remarkable industry-wide connections and hosts incredible energy and drive.” Dr. Acharya adds, “His thorough understanding of the American security market will help us to position Videonetics' cutting edge products and solutions to many growing opportunities across the region.”
Oncam, a provider of 360-degree video capture and business intelligence technology, has appointed Kyle Kayler as its new West Coast Sales Director. Kayler will play an instrumental role in helping drive business opportunities for Oncam within the western United States. Previous roles and experience In his new position with Oncam, Kayler will spearhead the development of innovative sales solutions that result in new revenue streams. He will also focus efforts on maximising partner relationships and ensuring long-term customer success with Oncam solutions. Kayler is a highly experienced sales and leadership executive with background in developing strategic business deals and partnerships with industry leaders. Kayler most recently served as regional manager for Pivot3, where he drove opportunities for the company's hyperconverged infrastructure solutions for video surveillance. Prior to Pivot3, he held the role of Regional Manager for the Pacific Northwest and Western Canada for Arecont Vision, where he oversaw all territory and sales management, provided project development support and managed multiple sales representatives within the territory. He has also held senior-level sales positions with IQinVision, Aronson Security Group and Allied Security. Americas sales and support team “Oncam is a true innovator in today's crowded technology marketplace and it is renowned for providing innovative solutions, excellent product support and superior customer service,” said Kayler. “I am confident that my industry and sales expertise will help Oncam surpass its sales targets within this growing market.” “Kyle is a fantastic addition to our team and a great fit for our culture,” said David Wedel, Vice President of Sales, Americas, Oncam. “We have spent the last year cultivating the development of a strong sales and support team in the Americas and we are very excited about the opportunities for growth in the coming year.”
Oncam recently added a number of industry professionals to address the growing demand for its video solutions Oncam, a provider of 360-degree video capture and business intelligence technology, has announced it continues to make strategic investments designed to further expand its market presence in the Americas. The company recently added a number of industry professionals to address the growing demand for Oncam's video solutions. Tom Sinciro, Jeff Oakie and John “JC” McKitterick join the Oncam team as Regional Sales Directors and Daniel Cisneros as Field Sales Engineer. Oncam new business opportunities Sinciro, Oakie and McKitterick focus on building integrator relationships, providing ongoing support for end users and seeking out new business opportunities to propel continued growth of Oncam's video and business intelligence technology in the Americas. In his role as Field Sales Engineer, Cisneros is responsible for delivering training options and pre-sales engineering, as well as working with software partners’ solutions to ensure that customers can take full advantage of Oncam's panoramic video surveillance technology. All four additions report directly to David Wedel, Vice President of Sales - Americas. “We’re excited to add this level of talent to the team, all of whom bring strong industry, sales and technical expertise”, said Wedel. “Our positive growth as a company is in direct proportion to the level of commitment from our employees and our ability to ensure we provide the most effective and innovative technologies and services to our global client base.” Oncam new recruits McKitterick joins the Oncam team as Regional Sales Director - South from March Networks, where he was a Channel Accounts Manager for the Southeast United States. He has extensive experience in 360-degree technology, after serving as the Director of Business Development for Hanwha Techwin. He has also held roles with Intertest, Elmo Manufacturing Corp., ISP Manufacturer Representatives and Dewitt Electronics/Global Technologies. “We’re excited to add this level of talent to the team, all of whom bring strong industry, sales and technical expertise” Oakie is an experienced sales representative with extensive experience in the technology and software markets, and will serve as Regional Sales Director West. He joins Oncam from ALARMAX, where he served as a Branch Manager. Prior to that, he served in strategic sales positions with WatchnetUSA, ACTi Corp., and DIGIOP for Observint Technologies. He has also worked for Honeywell, Samsung-Go Video Inc., and Deltavision. Sinciro has more than 23 years of experience in technology and security solutions sales and his expertise spans senior-level sales director and management roles. He joins Oncam as Regional Sales Director - North, from FLIR Systems, where he served as the Director of Global Accounts. Sinciro has also held roles with 3VR, Sony, American Dynamics, and Ultrak Corp. Cisneros joins Oncam from Milestone Systems, where he was a Senior Technical Services Engineer. Prior to that, he served as a Managing Consultant and Project Manager at Martinez Geospatial. Cisneros holds degrees in Business and Spanish.
The additions to the sales team deliver vast amounts of experience and knowledge to their respective sales territories Oncam, the leading provider of 360-degree video capture and core analytics technology, announced recently the global expansion of its sales teams. The growth of the Sales teams in the Americas and European markets are critical to ensuring sustained business success and global reach across the company’s target markets. The additions to the sales team at Oncam deliver a vast amount of experience and knowledge to their respective sales territories, which will help drive long-term growth. The enhanced sales force comes at a time when a rapidly increasing number of customers seek to expand their video surveillance systems and increase business value through added features, such as built-in analytics and increased integration with a variety of systems. The Americas sales team adds three new faces Dana Frischer has been appointed Sales Director for the Western United States. He has nearly 30 years of experience playing key roles in leading video security solutions providers targeting the distribution and VAR channel. Most recently, Frischer served as the Managing Principal at Road Connections. Dana holds a Bachelor’s degree in Business Administration from San Francisco State University. Traci Moore has been promoted to Sales Director for the Midwestern United States. Moore has been a key member of the Oncam sales team for the past year. Previously, she held the title of Business Development Manager at Samsung Techwin. For over 10 years, Moore also served as a National Account Manager for Telaid and Diebold in the San Francisco Bay Area. Alex Pazos, based in Miami, joins Oncam as the Sales Director for the Southeastern United States and Latin America. Pazos joins Oncam from Samsung Techwin, where he was the Director of Application Engineering and Director of Business Development for the Latin American market. He has over 10 years of experience in the security industry and holds a Bachelor’s degree in Computer Science and Engineering from DeVry University in Florida. New manufacturer’s representative Oncam is also pleased to welcome a new manufacturer’s representative. Compete Network Reps, headed by Ritz Dreyer, will work with Oncam to cover and drive sales efforts in the New York and New Jersey metropolitan areas. “Our vision is to build a sales team where each member has a proven record of success and a key tactical advantage in their respective region of the Americas,” said David Wedel, Vice President of Sales, Americas, Oncam. “As Oncam grows, we continue to add significant sales and technical capabilities, and we’re excited to have these experienced sales and industry professionals support our efforts to help propel our brand forward, nurture our technology partnerships and seek out new business opportunities.” European sales market adds Sanna Leerkes Oncam also announces the appointment of Sanna Leerkes as Regional Sales Director for Continental Europe. Leerkes previously served as Key Account Manager for the EMEA region for Pelco by Schneider Electric. Leerkes has more than 10 years of experience within the security industry, previously holding senior positions at NuOptic LLC and NVT Ltd. Leerkes has extensive knowledge of the quality and ease of Oncam’s dewarping and analytics technology. "I am delighted that Sanna has joined Oncam, at a time when we are seeing a marked increase in opportunities in the EMEA region,” said Ian Compton, Vice President of Sales, EMEA, Oncam. “Sanna brings a wealth of experience, qualities and skills that, coupled with her open-minded approach, will assist Oncam in delivering the highest level of service and drive prolonged growth in the region.”
Ian Compton has been named Vice President of Sales, EMEA and David Wedel VP of Sales, America’s division Oncam, the leading provider of 360-degree technology, announced recently it has expanded its global market strategy in response to increased demand for the company’s suite of 360-degree IP camera technologies and added key leaders to its executive team to address continued growth. Expanding product portfolio A leader in the development of 360-degree video technology, Oncam has made significant investments in strong leadership to propel both geographic market reach and product development. The company recently added a variety of innovative solutions to its technology portfolio, including the Evoution-12 camera suite, a 360-degree IP camera with a 12MP sensor and best-in-class performance. Oncam’s product portfolio is valuable in a wide range of security and business optimisation applications, including those found in critical infrastructure, Safe Cities, retail, transportation, education, maritime, banking, gaming and enterprise markets. “In the last year, Oncam has experienced significant progress in expanding our sales efforts and brand recognition across the globe, as evidenced by increased recognition in key vertical markets,” said Adrian Marsh, Chief Operating Officer, Oncam. “As the deployment of high-resolution, multi-megapixel cameras has expanded across various sectors of the market, Oncam is proud to be at the forefront of developing cutting-edge, 360-degree video technology and incorporating next-level analytics that enable the use of video as a powerful management and information tool.” Recently, Oncam was recognised as the Most Innovative In-Store Surveillance Solution at the 2015 European Retail Fraud Awards for its collaboration with Video Analysis Solutions (VAS). VAS and Oncam created a cross-functional solution using Oncam’s award-winning 360-degree video solutions combined with VAS analytics software to create a single-box solution that utilises cutting-edge IP camera technology, along with key business intelligence capabilities that many retailers demand. Ian Compton named Vice President of Sales, EMEA Ian Compton has been named Vice President of Sales, EMEA, leading the regional sales team in delivering business-led value propositions to end-user clients via Oncam’s channel partners. Compton also will be responsible for driving Oncam’s presence in the region. “As the deployment of high-resolution, multi-megapixel cameras has expanded across various sectors of the market, Oncam is proud to be at the forefront of developing cutting-edge, 360-degree video technology and incorporating next-level analytics that enable the use of video as a powerful management and information tool " says Adrian Marsh, COO, Oncam “I am excited to contribute and play a leading role in elevating the company’s overall sales strategy in EMEA to the next level, building key relationships with our valued partners and navigating trends in the security market, as well as the wider technology field,” Compton said. “Oncam is poised for accelerated growth in this part of the globe, as our product portfolio strengthens. This creates new opportunities for resellers as we expand the range of solutions we can jointly offer end users.” Compton recently served as International Sales Director within ASSA ABLOY EMEA, where he developed and lead commercial activities of the access control business within the region. He has also worked as Head of the Security Division at Panasonic United Kingdom and Ireland. He has previously held various roles with HID Global including Director of Sales for Northern Europe, Middle East and Africa; Channel Manager for the United Kingdom and Ireland; and End User Business Development Manager, EMEA. Compton is currently pursuing his MBA at The Open University. David Wedel to lead sales in the Americas David Wedel has been named Vice President of Sales for Oncam’s Americas division, and in this role, will lead the sales team in the Americas in driving market penetration, lead development and partner engagement initiatives. Wedel brings a wealth of experience to Oncam, having worked for both industry leaders and emerging technology providers. “I am excited to contribute in a significant way to the collaborative, responsive and energetic culture within Oncam,” Wedel said. “Businesses of all types can greatly benefit from incorporating 360-degree technology, driving further value while enhancing security initiatives, and Oncam continues to lead the way with the best user experience in the industry.” Wedel has more than 25 years of experience in physical security, networking technology and integrated solutions sales and marketing. Prior to joining Oncam, Wedel was the Professional Solutions Manager at Iomnis Surveillance Solutions, where he managed OEM and solution provider partner engagements nationally. Over the course of his career, he has held senior leadership and tactical sales roles including Strategic Business Development Manager for Sony Professional Solutions of America; Regional Sales Director for Next Level Security Systems; Executive Vice President of Sales and Marketing for Ionit Technologies; and Product Sales Specialist for Cisco Systems. He holds a Bachelor of Arts degree from Concordia University, St. Paul. “We welcome both Ian and David to the Oncam team and we are excited about the wealth of sales and leadership experience they bring,” said Marsh. “They will be highly valuable contributors to Oncam’s plans for global growth and part of a company-wide initiative to strengthen the Oncam team across the board. Oncam continues to take a strategic approach to market expansion. The combination of our constantly advancing product portfolio and a strong leadership team will be a powerful force in the industry, allowing us to deliver maximum benefit to our customers around the world.”