Round table contributions
2019 was a big year for the Expert Panel Roundtable. The range of topics expanded, and we had more participation from more contributors than ever before. In closing out the year of contemplative discussions, we came across some final observations to share. They can serve both as a postscript for 2019 and a teaser for a whole new year of industry conversations in our Expert Panel Roundtable in 2020.
The high cost of thermal imaging cameras historically made their use more likely in specialised law enforcement and military applications. However, lower pricing of thermal imaging technologies has opened up a new and expanding market for thermal cameras in the mainstream. We asked this week’s Expert Panel Roundtable: What are the new opportunities for thermal cameras in mainstream physical security?
What is a business, or an industry, but a collection of people and the results of their work? People make all the difference in the destiny of a business or industry. And the people involved in a business reflect the impact of demographic changes – and the passage of time. The security industry has been largely built by Baby Boomers, who are getting older and increasingly stepping aside to make way for younger folks. We asked this week’s Expert Panel Roundtable: Is there a “new generation” of employees and managers entering the physical security marketplace, and what will be the impact?
ISC West 2019 is in the industry’s rear-view mirror, and what a show it was! The busy three days in April offered a preview of exciting technologies and industry trends for the coming year. We asked this week’s Expert Panel Roundtable: What was the big news at ISC West 2019?
Look who’s talking about the top issues in the physical security industry in 2019. Our website’s Expert Panel Roundtable discussions in 2019 reflected some of the most timely and important topics in the industry. The very most-clicked-on Expert Panel Roundtable discussion in 2019 was about the year before – reviewing what caused disruptions in 2018. The second most popular was about 2019, the year ahead. Other hot topics that made the Top-10 list of roundtable discussions included what makes a good security salesperson, the need for greater cybersecurity awareness, and how millennials are changing the industry. Here is a roundup of the Top 10 Expert Panel Roundtable discussions posted in 2019, along with a “sound bite” from each discussion and links back to the full articles. Thanks to everyone who contributed to Expert Panel Roundtable in 2019 (including the quotable panelists named and linked below). 1. What caused the most disruption in 2018 in the physical security space? “The industry is in the midst of a dynamic technology revolution, and we are seeing increased use of security solutions that leverage machine-based learning, artificial intelligence, and robotics. This past year, the market embraced these emerging technologies, with a myriad of solutions now being embedded with these capabilities, including IP cameras, access control systems, security robots, and drones.” – Travis Deyle, Cobalt Robotics 2. What technology trend will have the biggest impact on physical security in 2019? “IoT (Internet of Things) will continue to make us more efficient. We’re already seeing the increased integration of IoT devices into enterprise-level solutions. The rise in city-living is also putting pressure on infrastructure, so it will become increasingly important for the truly smart and safe city to move beyond a vision into reality.” – Jamie Barnfield, IDIS 3. What are the security challenges of hospitals and the healthcare industry? “Preventing security incidents is a priority and a challenge for healthcare directors. Traditionally, the success of a healthcare facility’s safety program has been equated to the number of issues that warranted a response; though, the simple number of emergency responses is not helpful in preventing the same situations from occurring again.” – Julie Brown, Johnson Controls 4. What characteristics do salespeople require in the physical security industry? “To be a good salesperson, you must understand each customer’s needs and help them solve their problems. In physical security, this need is typically some kind of risk mitigation – guarding themselves and their organisations against threats, danger and liability. This makes the conversation more fraught than if you were selling a business product such as lighting, HR software or insurance, since ultimately you are talking about people’s lives and livelihoods.” – Dave Whitis, Boon Edam 5. How does security technology make our schools safer? “IP-based physical security solutions can help deliver safer environments so that students, staff, and faculty can focus on learning. Video surveillance provides a live and recorded visual representation of what’s happening across a school and can readily be called upon to access important information during an investigation. Electronic access control on doors and barriers not only regulates who goes where, but also provides protection for property and assets.” – Terry Schulenberg, Genetec 6. Is greater awareness helping to increase cybersecurity? “On a daily basis, we hear of widely publicised cybersecurity incidents which affect our customer’s businesses, peace of mind, and assets. This new world is one the physical security industry has not been familiar with. What follows these well-publicised events is frustration and confusion, particularly for small and medium-sized businesses. Confusion then leads to application of ineffective security tools or, worse, inaction.” – Drew Alexander, STANLEY Security 7. What security markets are likely to embrace AI? “Transportation seems to be the market that could benefit the most from embracing artificial intelligence. As it relates to people tracking, AI could single out deviating behavior, such as someone walking against the flow of rush-hour traffic, and in turn could initiate a real-time response so authorities can determine whether or not intervening is necessary.” – Per Björkdahl, ONVIF 8. How are Millennials changing the security industry? “Over the last few years, we’ve seen the Millennial generation have a profound impact on the security industry, and this is largely due to the fact that those born in this time period have a very knowledgeable and in-depth experience with technology. Millennials are accustomed to smart devices, automation and at-your-fingertips accessibility, which has created new and unfamiliar demands when it comes to security systems and solutions.” – Ron Virden, ACRE 9. What are the mainstream uses for thermal cameras? “Thermal cameras have been the go-to solution for perimeter protection applications for decades. This year, we’re seeing more integrations of thermal cameras with other solutions like radar to improve redundancy, long-range detection and alarm verification for airports and other large sites. Thanks to new technology partnerships and thermal offerings, customers are seeing the value of thermal beyond traditional use cases.” – Fredrik Wallberg, FLIR Systems 10. How do software improvements drive physical security? “Software improvements ultimately drive greater interoperability among technology partners and system integration in physical security solutions. From a surveillance standpoint, software is also increasingly used to enhance system performance and overall longevity by identifying anomalies. For example, to ensure video data is preserved and not lost, customers are using health monitoring software on surveillance hard drives.” – Jessica Burton, Seagate Technology
The excitement of ISC West 2019 continued until the very end – almost. Exhilarated by the first two busy days of the show, attendees and exhibitors seemed to welcome a slower third day. There were no complaints about booth traffic, and still plenty of thoughtful conversations taking place, everyone determined to maximise the value of face time with customers until the last second. Building an IoT ecosystem in SAST At a show lacking in high-profile new technology announcements, the biggest news is perhaps the possible long-term impact of first-time exhibitor Security and Safety Things (SAST), a Bosch startup. SAST is building a new Internet of Things (IoT) ecosystem for the security and safety industry, including an app store, an open and secure camera operating system, a software developer environment, and a portal for integrators. SOCs (system-on-chips inside cameras) are becoming much more capable" Their 1,800-square-foot booth was big for a first-time exhibitor, and the American football theme was well received, as was the substance of the company’s effort to drive innovation in a highly fragmented industry. Seeing actual cameras and apps on display at the ISC West booth is “more real than PowerPoint,” says Hartmut Schaper, CEO of Security and Safety Things (SAST). “For us, seeing is believing,” says Schaper. “It was important for us to show cameras and apps for the first time. People are surprised at how far down the road we are.” “This dynamic will change in the industry,” says Schaper. “SOCs (system-on-chips inside cameras) are becoming much more capable. Soon there will be more processing power on the edge. People will find a way to use the extra processing power.” “Seeing is believing” at the SAST booth at ISC West 2019, where CEO Hartmut Schaper showed several manufacturers’ cameras whose functionality can be expanded using Android apps Developing more apps Several large manufacturers are already involved in the initiative, but there are some holdouts. “We are having ongoing talks with everyone to convince them to join,” Schaper says. “Some of the bigger ones will come around. We are not a camera manufacturer, and not a threat. We are owned by Bosch but are managed completely separately. There will be more and more apps developed, and momentum will increase.” “A year from now we will have successful customers we can talk about, and more camera manufacturers on board,” he says. “This year we are taxiing on the runway, but next year we will have cleared the tarmac and be climbing.” If the approach succeeds, their first appearance at ISC West will be remembered as historic. Future of surveillance cameras Off the show floor, in a nearby meeting room, chip maker Ambarella demonstrated technologies that will be driving the future of video surveillance cameras, including more intelligence at the edge. “People have been using more traditional video analytics approaches, though most of them have been disappointing,” says Chris Day, Ambarella VP of Marketing and Business Development. “What is ground-breaking now is the use of neural networks and real artificial intelligence, which has increased capabilities 100x. "You will see camera products coming out over the next year that are massively better than before. It’s not just incrementally getting better. Cameras will be coming out later this year with analytics that are absolutely amazing based on [the new chips.]” Larry Anderson, editor-in-chief of SecurityInformed.com, talks about Ambarella HDR and Low Light Solutions with Jerome Gigot, Senior Director of Marketing for Ambarella. (Source: Ambarella) New systems-on-chips Ambarella has introduced four new systems-on-chips (SoCs) in the last year, with emphasis on computer vision (video analytics). The newest is the S6LM Camera SoC with 4K imaging technology, unveiled at ISC West. The S6LM includes Ambarella's latest high dynamic range (HDR) and low-light processing technology, highly efficient 4K H.264 and H.265 encoding, multi-streaming, on-chip 360-degree de-warping, cyber-security features, and a quad-core CPU. People shouldn’t forget what a good camera is, and there doesn’t have to be a tradeoff" “With so much focus on AI and computer vision, I’m concerned the industry has taken focus away from low light imaging, wide dynamic range and image quality,” says Day. “You have to see the details in an image. People shouldn’t forget what a good camera is, and there doesn’t have to be a tradeoff, it’s all included in one chip.” From products to systems With a new general manager on board (Daniel Gundlach, formerly of Bosch), FLIR Systems Security Division is continuing its transition from a product company to a solutions provider, removing internal silos to clear the path. FLIR offers a strong end-to-end portfolio for Smart Cities applications, including the TruWITNESS line of body worn cameras and newly acquired Aeryon drones. FLIR’s historical strength as the top thermal imaging provider continues, but today they are much more than a thermal imaging company, offering visible day/night cameras, infrared pan-tilt-zoom cameras, video management systems and other technologies to provide a broader platform. FLIR's Saros security cameras combine multiple security technologies, including thermal sensors, high-resolution visible imaging, IR and visible LED illuminators, onboard analytics and two-way audio and digital input/outputs. Products in critical infrastructure applications In addition to Safe Cities, FLIR installs a range of products in critical infrastructure applications, such as oil and gas and electric utilities. Ports also tend to combine traditional security with an emphasis on perimeter protection, a FLIR strength. Existing perimeter protection applications can open opportunities for the broader platform. For example, installing a complete system in an airport that already uses FLIR’s thermal technology represents “low-hanging fruit” for the company, says Fredrik Wallberg, FLIR Director of Marketing – Security and Intelligent Transportation Systems. Ambarella demonstrates its latest imaging technology for video security during ISC West 2019 (Source: Ambarella) Integrated solutions Bosch's focus At the Bosch booth, there was an emphasis on integrated solutions and the customer experience. A mock retail store setup demonstrated systems such as overhead cameras for people counting and alarm communication to provide an alert if a refrigerator door is left ajar. A wireless panic button generates a silent alarm, communicates with a 2-way radio, and triggers a camera to focus on the area. An AVIOTEK IP camera alarms if there is a fire, based on observing actual flames rather than smoke. A new Bosch fixed dome camera series offers wireless remote commissioning capabilities that reduce installation and set-up time by up to 75 percent. Set-up only takes three steps: install the mounting bracket, connect the cables, and attach the camera module. Commissioning can be done wirelessly or remotely with no need for ladders or lifts. Dahua marks five years in the U.S. An IR illuminator is attached to each lens module to ensure there is always illumination in the field of view Time flies in the security industry, and it has already been five years since the Dahua brand entered the U.S. market. Today the company offers products through ADI and some 20 distributors, and has more than 30 technical consultants and technical support employees and 50 or 60 sales people in the field (including independent rep firms). “We are growing,” says Tim Shen, Director of Marketing at Dahua Technology USA. “It’s exciting for the company.” At ISC West, Dahua introduced a line of Multi-Flex panoramic cameras with lens modules that can be repositioned along an internal track for 180-, 270- or 360-degree views, providing flexibility for integrators. An IR illuminator is attached to each lens module to ensure there is always illumination in the field of view. Cost savings come from ease of installation (one camera instead of four) and only one VMS license (instead of four). AI and night colour cameras Dahua is also emphasising its Night Colour cameras that remain in full colour mode regardless of how dark it gets. There is no IR illumination or IR cut filter – the camera stays in color mode and displays any visible image in colour with as little as 1 lux of illumination. The 2 megapixel version is on display at ISC West, and a 4 megapixel version will come in the fall. A year ago at ISC West, Dahua emphasised its initiatives in artificial intelligence (AI) in order to position the company as a technology leader. This year, the message was more general – ‘Power Through Technology.’ The range of Dahua technologies includes AI, Night Colour, Starlight low-light imaging, fifth-generation HDCVI, and e-POE (Enhanced Power over Ethernet). Dahua USA's Director of Marketing says "the market itself likes AI", and expects more AI applications to follow (Source: Dahua USA's LinkedIn) “When we present AI to customers, they are happy, but when it comes to the budget they don’t have it,” says Shen. “The market itself likes AI, and it’s very much a buzzword. But we still need a proof of concept that it can do something good for end users. We need time to develop broader applications. The ‘smart retail’ market and education are good places to start.” he says. “AI is for project business,” adds Jennifer Hackenburg, Dahua’s Senior Product Marketing Manager. “Projects that are looking at AI haven’t come to fruition yet; they are still in the pipeline. It’s not for your everyday business. They are implementing it, but not as fast.” Access control beyond doors Access control should extend beyond doors. That’s the message I heard at the ASSA ABLOY booth, which displayed a variety of physical locks and intelligent access systems. An example is traffic cabinets, those metal boxes in public locations that could potentially be accessed to invade an internal network. ASSA ABLOY emphasises the need to secure the variety of enclosures, cabinets, drawers and small spaces ASSA ABLOY emphasises the need to secure the variety of enclosures, cabinets, drawers and small spaces throughout an enterprise. The company’s ‘security continuum’ message draws attention to the need for the right level of security for the right opening, using existing infrastructure as well as new electronic technologies. “Customers face a combination of non-traditional access control and questions on how they can secure things that are not doors,” says David Corbin, ASSA ABLOY Director of Access Control Accessories. The security message is resonating beyond the traditional security department to involve other stakeholders in an enterprise, including IT directors. There is new awareness of vulnerabilities that have been there forever, such as traffic cabinets that can be opened with a key purchased on eBay.
Booth number: 20060 FLIR Systems is a provider of advanced thermal, video and sensor technologies designed to meet complex border, critical infrastructure, safe city and commercial enterprise needs. FLIR’s signature products include thermal cameras, visible light cameras, radars, video management systems, and physical security information management solutions. Saros DH-390 enables integrators to offer remote video monitoring services and increase their recurring monthly revenue At ISC West 2019, FLIR will showcase its FLIR TruWITNESS solution for true situational awareness for city-level security and public safety operations. Worn on an individual’s body or mounted inside vehicles, TruWITNESS combines video, audio, location data and IoT capabilities. Together, these sensors send alerts and stream data back to a central command center running FLIR United VMS for improved incident analysis and intervention. FLIR will also display its FLIR Saros DH-390 Dome camera for perimeter and wide area protection for commercial businesses and alarm monitoring companies. With its ability to integrate with central station platforms, Saros DH-390 enables integrators to offer remote video monitoring services and increase their recurring monthly revenue. For more about their presence at ISC West, we contacted Fredrik Wallberg, Director of Marketing, Security, at FLIR Systems. Q: What was the first year your company exhibited at ISC West? Please share your remembrances of that experience. FLIR has been exhibiting at ISC West for over a decade. When we first exhibited at the show, there was very little knowledge about thermal imaging technology. Attendees primarily viewed thermal as a technology for specialty applications for night operations. Through the years, FLIR has used ISC West to introduce the security market to the value of and many uses for thermal cameras, from 24-hour surveillance to intrusion detection to condition monitoring. Now, security personnel not only know what thermal cameras are, but they are also actively requesting FLIR thermal cameras for a broader range of applications spanning the government, transportation, energy, industrial, commercial and safe city sectors. Q: What strategies do you use to get the most out of exhibiting at ISC West? As meeting with integrators and end users is our top priority while at ISC West, the majority of our efforts is centred around driving attendees to the FLIR booth. We will leverage print, digital and social campaigns to increase brand exposure and to secure booth appointments prior to the show. We’ve also hosted in-booth contests and giveaways during the show to encourage attendees to interact with the FLIR team. During these meetings with integrators and end users, we can truly listen to and assess their needs Q: How do you quantify your success at ISC West? What ROI do you receive from the show? For FLIR, success is measured by the quality and quantity of meetings we have with customers because getting face time with them is invaluable. During these meetings with integrators and end users, we can truly listen to and assess their needs. With this understanding, we can discuss solutions that can both address their pain points and provide added value. These conversations are often the beginnings of collaborating on projects together. Additionally, by having our technology partners, such as Genetec, Milestone Systems and Embedded Logix in the booth, we can showcase our technology integrations that attendees may not have been aware of. This can also spark product requests and ideas for future applications. For FLIR, success is measured by the quality and quantity of meetings we have with customers because getting face time with them is invaluable Q: What company activities (outside the show floor) does your company organise each year? ISC West is also a time of training for FLIR personnel. Each year, we have meetings with our global business development team to discuss annual goals, progress and strategies. Outside of business, FLIR has also hosted VIP dinners and events for key influencers and customers surrounding new product launches or other company initiatives. Q: What sets ISC West apart from other trade shows on the calendar? ISC West is the premier show for security dealers, integrators and installers, welcoming over 30,000 attendees and 1,000 exhibitors. No other event attracts FLIR’s target customers and technology partners on such a large scale. It is a prime opportunity to meet with current customers, answer questions from prospective customers, and discuss projects in the pipeline.
Vicon Industries, designer and manufacturer of video surveillance and access control software, hardware and components, attributes its dedicated A&E Support Tools as a key component in supporting Coffman Engineering Inc. in its security technology design for the City of Spokane Valley City Hall. The light-filled 65,712 square foot facility stands three stories, with a full underground basement, and was designed to accommodate the community’s anticipated needs for the next 50-100 years with minimal expansion. Integrated security platform Security needs are supported by Valerus Video Management software, IP megapixel cameras and VAX Access Control software, all manufactured by Vicon, as part of a tightly integrated, unified platform. Ben Helms, the project manager at Coffman Engineering responsible for the Spokane Valley security components, credits Vicon’s range of A&E tools and support services with helping him to get the job done right. Mr. Helms relied on ARCAT SpecWizard, a free online tool that automates the spec building process, 3D REVIT models of Vicon cameras that he dragged and dropped into the building plans, and calculator tools to accurately determine bandwidth and storage requirements for the system. In addition to simplifying the specification and design process, the tools helped Mr. Helms illustrate details like camera coverage to his client, providing assurance that the system would perform as intended. He describes use of the tools as incredibly easy. “To create the specs in SpecWizard, I just went in and checked the boxes for the cameras, servers and software that I wanted and downloaded the file in Word format. For the camera models, I just identified them from within the Autodesk library and dropped them into place. I really appreciate how much tools like these can make my job easier,” he said. Efficient work flow systems Fredrik Wallberg, Vicon’s Director of A&E Services, explains Vicon’s philosophy behind its investment in these resources. “We recognise that security systems are a small subset of the many solutions that A&E firms are expected to specify within their plans, and it’s impossible for them to be technical experts in all of them. The tools we provide, along with our free support services, help them work more efficiently and make sure that the systems they design have addressed all the details. It allows them to be fully confident in the solutions they present.”
Vicon Industries, Inc., designer and manufacturer of video surveillance and access control software, hardware, and components, announces that Fredrik Wallberg is joining Vicon as the Company’s Director of A&E Services. Vicon has created this new position to further expand outreach, resources and training to the A&E and consultant community, with the goal of simplifying the tasks they face in specifying surveillance solutions for today’s complex security challenges. Mr. Wallberg joins a team with an already strong history of providing some of the best A&E services and tools in the industry. Previous experience Fredrik has over a decade of relevant security experience, including a previous role at Vicon during which he played an instrumental role in launching the company’s newest flagship products, Valerus VMS and VAX Access Control. Most recently he served as Director of Marketing for Government at SureID, where he was responsible for all business related to Federal and Enterprise DoD deployments. He has also worked for Milestone Systems. “As a company, we are looking at every possible way in which we can deliver on our promise of a simplified customer experience, and are confident that Fred can help us do so within the important A&E channel,” said Bret McGowan, Vicon’s Senior VP of Sales and Marketing. “We’re pleased to welcome him back to Vicon.”
Fred brings extensive marketing management experience in the security industry to Vicon Vicon Industries, Inc. (“Vicon”), trusted designer and producer of video security systems and high-performance IP cameras, is excited to announce the newest addition to Vicon’s Marketing Department, Fredrik Wallberg. Fred has been appointed to a newly created position, Director of Field Marketing to further position the business for growth. In this new role, Fred will be responsible for developing the Vicon brand across markets and putting go-to-market strategies and programs in place to support Vicon’s new direction. Previous role: Fred brings extensive marketing management experience in the security industry to Vicon. For the past 8 years he has worked for Milestone Systems, Inc., where he served as Marketing Manager for the Americas as well as the Director of Corporate Marketing worldwide. As the Marketing Manager, he was responsible for the execution of all marketing related functions in the Americas region, including events, A&E program, communication strategy and budget responsibility. In his Corporate Marketing role, he and his team were responsible for branding, product launches, media relations and the website. Fred received his undergraduate degree from the University of Arizona and recently completed his MBA at the University of Oregon. Bret McGowan, Vicon Senior VP Sales & Marketing, commented, “As part of the corporate strategic direction of the New Vicon, Fred brings the expertise needed to help drive our marketing efforts forward. I am confident that with his marketing development skills, we will successfully promote business opportunities and further expand our activities.”