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 year ahead holds endless promise for the physical security industry, and much of that future will be determined by which technologies the industry embraces. The menu of possibilities is long – from artificial intelligence to the Internet of Things to the cloud and much more – and each technology trend has the potential to transform the market in its own way. We tapped into the collective expertise of our Expert Panel Roundtable to answer this question: What technology trend will have the biggest impact on the security market in 2019?
The new year 2019 is brimming with possibilities for the physical security industry, but will those possibilities prove to be good news or bad news for our market? Inevitably, it will be a combination of good and bad, but how much good and how bad? We wanted to check the temperature of the industry as it relates to expectations for the new year, so we asked this week’s Expert Panel Roundtable: How optimistic is your outlook for the physical security industry in 2019? Why?
Physical security technologies operate successfully in many different markets, but in which markets do they fall short? Physical security is a difficult challenge that can sometime defy the best efforts of manufacturers, integrators and end users. This is especially the case in some of the more problematic markets and applications where even the best technology has to offer may not be good enough, or could it be that the best technology has not been adequately applied? We asked this week’s Expert Panel Roundtable to reflect on instances when the industry may fall short: Which segments of the physical security industry are most under-served and why?
The physical security industry is embracing the cloud in a big way. Cloud-based systems – which involve accessing a shared pool of information technology resources via the Internet – are much higher-profile in the video and access control markets, and large and small companies are getting on the cloud bandwagon. We asked this week's Expert Panel Roundtable: What factors are contributing to growth in cloud systems in the security market?
Where does the time go? Before you know it, here we are at mid-year reflecting on an eventful first half of 2018 in the physical security market. It’s also a good time for our Expert Panel Roundtable to pause and look ahead at what we might expect in the second half of the year. We asked this week’s Expert Panel Roundtable: What technology development will have the greatest impact in the second half of 2018?
Hospitality businesses work to provide a safe and pleasant customer experience for their guests. Hotels offer a “home away from home” for millions of guests every day around the world. These are businesses of many sizes and types, providing services ranging from luxury accommodations to simple lodging for business travelers to family vacation experiences. Hospitality businesses also include restaurants, bars, movie theaters and other venues. Security needs are varied and require technologies that span a wide spectrum. We asked this week’s Expert Panel Roundtable: What are the security challenges of the hospitality market?
Knowledge shared among peers is often afforded more credibility than information from manufacturers. An approximation of that principle is at work in the use of case studies as marketing tools in the physical security industry. Case studies are aimed at telling real-world success stories – from actual customers – about how various technologies are used to accomplish security goals and make the world a safer place. But how useful are they? We asked this week’s Expert Panel Roundtable: What are the benefits of case studies as a marketing tool in the security industry?
The reviews are in, and ISC West was another hit. Brisk attendance and a comprehensive lineup of the industry’s top companies and products contributed to another successful show for Reed Exhibitions. Our Expert Panel Roundtable, who have attended many such events, added their own reflections to the industry’s post-ISC glow. We asked this week’s Expert Panel Roundtable: How successful was ISC West 2018 for security industry exhibitors and visitors?
Cloud computing has been around since the turn of the millennium. Over the years, the concept of storing and accessing programs over the Internet (instead of using an on-premises computer system) has grown in almost every realm of business. Some might say the physical security industry has come late to the party, delayed in some instances by (misguided?) concerns about cybersecurity of cloud systems. The bandwidth needed to transfer video to the cloud has also been a challenge. We asked this week’s Expert Panel Roundtable: What features of Cloud-based software-as-a-service (SaaS) are the most valuable to the average user?
How much does a security system cost? We all know that total costs associated with systems are substantially higher than the “price tag.” There are many elements, tangible and intangible, that contribute to the costs of owning and operating a system. Taking a broad view and finding ways to measure these additional costs enables integrators and users to get the most value from a system at the lowest total cost of ownership (TCO). However, measuring TCO can be easier said than done. We asked this week’s Expert Panel Roundtable to share the benefit of their collective expertise on the subject. Specifically, we asked: How should integrators and/or end users measure total cost of ownership (TCO) when quantifying the value of security systems?
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?
The second day of Global Security Exchange (GSX), the security industry’s flagship event, was jam-packed with security professionals eager to get first-hand exposure to exhibitors and vendors offering innovative solutions that solve traditional everyday security issues as well as deliver emerging technologies to solve problems of the future, such as AI, blockchain and AR/VR. Security education and insights GSX provides an outstanding opportunity for our members to gain education and insights about current security trends and threats" “GSX provides an outstanding opportunity for our members to gain education and insights about current security trends and threats, and also to see all the greatest and newest technologies out there on the expo floor,” said Kimberly Pratt, executive director of InfraGard National. “We hope ASIS members will come check out our booth and learn more about what InfraGard has to offer." “Today’s show exceeded our expectations based on the quality prospects who provided good conversations about our solutions,” said Paul Baratta, Business Development Manager, Axis Communications, Inc.; and ASIS Boston Chapter Treasurer; and member of the ASIS Healthcare Advisory Council. “It was overall a very successful day and I personally fully enjoyed the new X Stages as they provided more insight into the industry and the impact technologies are making today as well as how they will shape future engagements with our customers. We’re looking forward to the remainder of GSX!” Counter-UAV defence systems In the morning keynote, delivered by Scott Klososky, Founder and Principal of TriCorps Technologies, he addressed how the industry can leverage technology to solve challenges. Attendees were then released onto the GSX show floor featuring three new stages, including the X Stage, where they heard about revolutionary technologies poised to disrupt the industry first-hand. There was a standing-room only, live streamed school security panel as well as on-the-show floor demos showcasing the use of drones, droids and counter-UAV defence systems. Fortem Technologies, an innovative provider of AI-enabled airspace security and safety, conducted three drone shoot downs throughout the day, which has never happened on a security show floor to date. Prior to the doors opening, we saw a lot excitement about what new and exciting initiatives ASIS was bringing this year" “It has been an important show for us to be at over the years, and this year is no different. We’re seeing more convergence and integration of technology as well as partnerships, which aligns with our mission at the show,” said Eric Widlitz, Vice President of North America Sales, Vanderbilt Industries. “Prior to the doors opening, we saw a lot excitement about what new and exciting initiatives ASIS was bringing this year.” Career guide for security professionals This afternoon ASIS and the Security Industry Association (SIA) unveiled the rollout of the Career Pathways Guide in the GSX Career HQ. This new career guide provides a first of its kind review of core competencies that are needed at every stage of a security professional’s career. “Now that the first day of the Expo Hall has closed, it is evident from the standing-room only theaters and shoulder-to-shoulder packed aisles, that the industry has fully embraced the new show format and features,” said Richard E. Chase, CPP, PCI, PSP, President of ASIS International.
Vanderbilt, a global provider of state-of-the-art video, access control and intrusion security systems, announced it has added more functionality to its Vanderbilt Security Management System (SMS) software through a new integration with Allegion. The integration expands the reach of Vanderbilt's SMS to secondary doors through Allegion's Von Duprin Remote Undogging (RU) and Remote Monitoring (RM) options in a variety of markets, including enterprise, K-12 and university facilities. The Allegion Von Duprin RU option provides an electronic override of mechanical dogging for emergency facility lockdown and includes sensors for monitoring. The RM option is a sensor-only configuration for exit-only or fire-rated doors that require monitoring and increased visibility. Coupled with Vanderbilt SMS, users can now remotely monitor and lock down secondary perimeter doors with the touch of a button in the event of an emergency. Bolstering the security of secondary doors The integration offers even more value for customers that invest in the Vanderbilt SMS system, which allows users to manage alarms, photo ID badging, visitor management “Access control is a central concern for today's enterprises as they formulate comprehensive plans for the safety of employees, visitors and assets,” said Yong Lacy, Allegion US Category Leader, Openings. “Allegion developed the Von Duprin RU and RM options to bolster the security of not only main entrances, but also secondary doors so they can be easily locked down in the event of an incident. Additionally, remote monitoring ensures a security operator's ability to address concerns as they arise.” The integration offers even more value for customers that invest in the Vanderbilt SMS system, which allows users to manage alarms, photo ID badging, visitor management, elevator control, offline and online locks, advanced reporting and lockdowns from its single-source, easy-to-use and intuitive platform. Ensuring higher level of situational awareness “This new integration with Allegion closes the gap that many organisations have today with regard to lockdown protection, especially in the K-12 and university market, where numerous secondary doors must be accounted for,” said Eric Widlitz, Vice President, North America Sales, Vanderbilt. “Our customers require greater control and flexibility when it comes to their access control solutions and it's critical that we're able to offer the tools and support they need to ensure higher levels of situational awareness. This integration helps strengthen our mutual product offering for end users.” Vanderbilt will showcase this integration, as well as its latest product solutions, during the upcoming Global Security Exchange (GSX) show by ASIS International in Booth #2865 Sept. 24-27, at the Las Vegas Convention Center.
Vanderbilt, a provider of security systems, announces that Scott Kilbourn has been named the company's new Southeast Regional Sales Director. In this role, he will be instrumental in creating relationships with both end users and channel partners as he helps build on the continued success of the organisation in the region. Kilbourn joins Vanderbilt from All State Fire and Security, where he served as a Strategic Account Executive, working as part of an expansive team to manage and grow existing accounts, as well as foster new business prospects. Prior to that, Kilbourn worked as a Sales Engineer for Genetec, designing and optimising the Genetec portfolio for customers in the region and developing relationships with technology partners to craft customised solutions for customers. Achieve increased market shareKilbourn also brings a rich history of technology and engineering experience to the role, having worked as a Product Manager for Seibold Security His experience and leadership in the security industry in system design and development, hardware and networking technologies, and direct sales and marketing will help Vanderbilt achieve increased market share across the Southeast United States. “Vanderbilt's reputation for being customer-centric and a solid technology partner is what drew me to this position, and I'm eager to represent such a strong name in the security industry in this new role,” Kilbourn said. “I look forward to leveraging my ability to develop and nurture relationships - both on the sales and partner sides of the business - as part of the Vanderbilt sales team.” Develop solutions Kilbourn also brings a rich history of technology and engineering experience to the role, having worked as a Product Manager for Seibold Security and a Pre-sales Engineer/Team Lead for Lenel Systems International. In both of these roles, Kilbourn worked with customers to develop solutions that met their needs and delivered the necessary oversight to ensure the goals of the organisation were met. “Scott comes from a background rich in sales and leadership within the security technology sphere, making him ideal for this role with Vanderbilt,” said Eric Widlitz, Vice President of North American Sales, Vanderbilt. “Scott's diverse experience strengthens the Vanderbilt sales team and will allow us to better serve our customers and broaden the reach of our innovative solutions as we grow across North America and beyond.”
Vanderbilt, global supplier of state-of-the-art security systems, announced that its latest cloud-based access control and video management solution, ACT365, was chosen as a 2018 Money-Saving Products Award winner by BUILDINGS Magazine. Vanderbilt ACT365 Vanderbilt ACT365 was recognised in the June 2018 issue of BUILDINGS Magazine for the features it offers building owners and facility managers for life safety and security. ACT365 delivers cost-effective security management for customers in small- to medium-sized businesses, allowing them to manage their security infrastructure from any device at any time while overcoming the challenge of limited resources. Real-time management enables the kind of flexibility that end users need to instantly protect people and assets in the event of an emergency. “ACT365 meets a need in the market for SMBs looking for a flexible option to deploy a comprehensive security solution that is budget-friendly,” said Eric Widlitz, Vice President – North American Sales, Vanderbilt. “We're excited to be honored as a money-saving product, as many building facility managers and directors can directly benefit from ACT365's cloud-based functionality.”
Vanderbilt, a global leader providing state-of-the-art security products and systems, announced plans for an enhanced strategic partnership with Access Hardware Supply to distribute the company's latest access control solutions to the North American market. Access Hardware Supply brings a wide range of mechanical and electrical locking hardware, as well as a full range of related access control equipment and accessories to customers. It will offer Vanderbilt's lite blue, bright blue, and new ACT365 cloud-based access control and video management solution to customers. Through this partnership, Vanderbilt will be able to offer its solutions to a wider audience that can benefit from its integrated security technology solutions. Vanderbilt, a global leader providing state-of-the-art security products and systems, announced plans for an enhanced strategic partnership with Access Hardware Supply Security recommendations to customers “Adding Vanderbilt's suite of solutions to our portfolio strengthens our ability to provide the best possible recommendations to our customers for their access control and video needs,” said Bill Smoyer, National Sales Manager, Access Hardware Supply. “Vanderbilt is known for its customer-centric focus and for bringing new technology solutions to market, We're looking forward to continued success as we take our partnership to the next level.” “Our alignment with Access Hardware Supply will enable us to provide Vanderbilt solutions to a wider customer base, while also focusing on the strength that comes from building a closer partnership with dealers across North America,” said Eric Widlitz, Vice President, North American Sales, Vanderbilt. “We are looking forward to working with Access Hardware Supply and excited to be able to add our new cloud-based access control and video solution, ACT365, to their portfolio.”
Vanderbilt, provider of state-of-the-art security systems, has expanded the capabilities of its sales team through the appointment of Alan Nydes as Northeast Director of Sales. In his new position with Vanderbilt, Nydes will oversee the implementing and managing of sales activities in his target region, identifying new market opportunities and defining the actions required to build revenue. Access control and video security expert Nydes is an access control and video security expert with experience in the design and deployment of integrated IP-based solutions. His knowledge of integration design enables him to help Vanderbilt’s reseller network build systems that leverage innovative, intelligent solutions that drive value to the end user. Prior to joining Vanderbilt, Nydes was Integration Sales Account Manager, Mid-Atlantic Region, for Allegion. He is a 25-year veteran of the security technology industry. “Alan’s industry experience and professional caliber were a natural fit for Vanderbilt as we look to expand our leadership role in emerging technology segments, such as cloud services and integrated platforms," said Eric Widlitz, Vice President - North America Sales, Vanderbilt. "We aim to stay at the forefront of market demands and I am confident Alan will play a significant role in helping us provide the solutions today's clients need.”
Mabee brings valuable experience in building strategic relationships with valued partners Vanderbilt, a provider of technologies that help organisations ensure safety and security, announced today that Mark Mabee has been named the company’s new Southeast Regional Sales Manager. Security sales experience Mabee joins Vanderbilt with more than 25 years in the security industry as a sales professional in enterprise security systems and applications, systems integration, digital video, access control and associated networking technologies and products. Mabee brings valuable experience in building strategic relationships with valued partners, and developing opportunities in existing and emerging markets. “Vanderbilt’s focus on the customer experience and on delivering the best possible security solutions to end users allows me to leverage my ability to nurture relationships and develop partnerships in targeted vertical markets,” Mabee said. “I look forward to sharing my knowledge of enterprise-level systems and the overall security industry as part of the Vanderbilt sales team.” Unique perspective Before joining Vanderbilt, Mabee served as a Regional Sales Manager for Video Insight, where he was responsible for the channel management and business development within the central United States. He holds a bachelor’s degree in business management from Ripon College, and has served in the United States Army. “Mark offers a unique perspective to the Vanderbilt team, having served not only as a regional sales manager, but also as a consultant, director and business development manager for a broad range of technology providers,” said Eric Widlitz, Vice President, North America Sales, Vanderbilt. “Mark’s diverse experience strengthens the Vanderbilt sales team in North America, which allows us to serve our customers better and broaden the relationships with our channel partners through the development of innovative security solutions to end users.”
Vanderbilt welcomes these additions to the global leadership team to drive long-term growth & technological advances Vanderbilt, a global leader in the delivery of innovative, highly reliable technologies that help organisations ensure safety and security, announced recently it has appointed a number of esteemed security industry and technology professionals to its global executive leadership team. Glen Greer will serve as Director of Product Lines; Kim Loy assumes the role of Director of Marketing; and Eric Widlitz joins the company as Vice President of Sales for North America. Glen Greer - Director of Product Lines Greer has joined Vanderbilt as Director of Product Lines, working closely with the company’s Intrusion, Access Control and Video Surveillance solutions groups to identify future product enhancements and opportunities for innovation. He is based in Dublin, Ireland. Greer is a 25-year veteran of the security industry and over the course of his career, has held a variety of senior level positions in the technology sector. He has served as Vice President of Radionics (acquired by Bosch), President of Casi-Rusco (acquired by GE) and Vice President of Shared Technologies, ASSA ABLOY AB. Greer has also guided established and startup organisations as a consultant, and assisted financial firms with investments in the security market. Kim Loy - Director of Marketing With more than 20 years of security industry, marketing and senior management experience, Loy has achieved marked success within a wide variety of global enterprises throughout her career. As Director of Marketing, Loy will oversee Vanderbilt’s global marketing and lead generation efforts, as well as drive strategic marketing activities and focus on the development of technology partnerships that increase Vanderbilt’s reach. She replaces Andrew Morgan, who will retire from the company at the end of the year. Kim will be based in Dublin, Ireland. Loy joins Vanderbilt from Pelco by Schneider Electric, where she was Vice President of Marketing. She previously served as Vice President of Global Marketing and Chief Product Officer for DVTEL; General Manager and Executive Vice President of the Security Business Unit for Xtralis; and held various senior management positions with G4S, GE Security and Siemens. A frequent speaker and industry contributor, Loy has served on the Security Industry Association (SIA) Board of Directors and as chair of the Access Control Industry Group for SIA. Eric Wilditz - Vice President of Sales, North America In his role as Vice President of Sales, North America, Widlitz will be responsible for the management of the North American sales team, while remaining focused on the company growth. Additionally, he will work with existing channel partners, while expanding technology and integration relationships into underserved areas. Widlitz spent the last 20 years with HID Global, where he served in such roles as Managing Director of Identity and Access Management, Americas; Vice President, OEM Channel and Government Applications; Manager of Technology and Government Applications; and Western Regional Sales Representative, among others. Eric holds a Bachelor of Science degree in Mechanical Engineering from the University of Vermont. “These individuals know that exceptional customer service, unmatched support and a diverse product portfolio sets Vanderbilt apart from others in the security marketplace, and each brings a wealth of leadership and management experience to their respective roles,” said Joe Grillo, CEO, Vanderbilt International. “With expanding and sustained interest in our solutions portfolio, Vanderbilt welcomes these strategic additions to the team to help drive continued long-term growth and technological advances across our target industries.”
Vanderbilt VI Connect integrates Vanderbilt’s Security Management System with third-party applications Vanderbilt, a global leader in the delivery of innovative, highly reliable technologies that help organisations ensure safety and security, announced recently it will showcase Vanderbilt VI Connect, a custom-configurable data management system, during this year’s ISC West Conference and Expo, being held April 6-8, 2016, at the Sands Expo in Las Vegas. Vanderbilt will also introduce Eric Widlitz, the company’s new Vice President of Sales for North America, at the event. VI Connect Vanderbilt VI Connect integrates Vanderbilt’s Security Management System (SMS) with third-party applications by automating business workflows between disparate systems. Designed for enterprise and higher education facilities, VI Connect dramatically reduces the time it takes to update records in multiple systems, and allows users to automate management of door access, One Card transactions, event management and privilege control systems. VI Connect helps to reduce the workload of system administrators and eliminates the need to manually input data into multiple systems. The system allows for real-time, detailed management of student or employee records such as university or office affiliation, dormitory assignment or course enrolment. Privileges based on this data help to determine an employee or student’s access control permissions, which are automatically assigned in the SMS. Eric Widlitz joins Vanderbilt as VP of Sales, North America In his role as Vice President of Sales, Widlitz will be responsible for the management of the North American sales team, remaining focused on expanding the company’s reach in target markets. Additionally, he will work with existing channel partners, while expanding technology and integration relationships into underserved networks. Widlitz spent the last 20 years with HID Global, where he served in such roles as Managing Director of Identity and Access Management, Americas; Vice President, OEM Channel and Government Applications; Manager of Technology and Government Applications; and Western Regional Sales Representative, among others. Eric holds a Bachelor of Science degree in Mechanical Engineering from the University of Vermont. “We are excited to have Eric take the helm of the sales team here in the North American market,” said Mitchell Kane, President, Vanderbilt. “Eric brings a wealth of management and leadership experience in the security and access control markets. As Vanderbilt continues to expand its business capacity, he will be the right person to shape the best sales strategy and execute these goals to accommodate our ongoing growth.” Access control trends in the education sector Vanderbilt end users, technology partners and integrators will participate in the SIA Education@ISC panel, “Access Control Trends in the Education Sector,” from 10 to 11 a.m. Thursday, April 7, in Room 307 in the Sands Expo Center. Moderated by Martha Entwistle, Editor of Security Systems News, the session will explore trends in access control in an educational setting, how integration plays a key role and ways in which universities can utilise their access control systems in an emergency situation. Representatives from the College of Saint Rose and Ripon College will be on hand to discuss the threats today’s universities face and how these threats can be mitigated through advances in access control technology.