Round table contributions
Enterprise customers provide a large, and very lucrative, business opportunity for the physical security market. These customers include big global companies with plenty of revenue to spend and employees and facilities to protect. As a group, enterprise customers also tend to be a demanding lot, requiring systems that are large, scalable, that can operate across a wide geographic area, and that provide top-notch system performance. Enterprise customers set the standards of performance for the entire market, and they challenge manufacturers to up their game. We asked this week’s Expert Panel Roundtable to reflect on the industry’s biggest customers: What are the security challenges of the enterprise market?
The new year presents new opportunities for the physical security marketplace. In many ways, 2018 will undoubtedly see further development of trends we saw in 2017. In fact, some of the trends determining the future of the physical security industry have been in place for many years. However, not every event in 2018 can be foreseen or easily predicted. To be sure, it is sometimes the surprises that keep life interesting! We asked this week Expert Panel Roundtable: What will be the security market’s biggest surprise in 2018?
The end of the year is a great time to take stock of one’s accomplishments during the year, and to reflect on successes and failures, where we are and where we’re going. 2017 brought a lot of change to the physical security market, but were the changes positive or negative? Our Expert Panelists tend to be a thoughtful and reflective group, so we wanted to get their thoughts and insights at year-end about 2017 in the security market. We asked this week’s Expert Panel Roundtable: Was 2017 a good year or bad year for the physical security industry -and why?
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?
In a fast-moving market like physical security, sharing information is an essential component of growth. However, there often seems to be more information available than an integrator or end user could ever digest and put to use. How does one go about finding the information he or she needs in an environment that can seem to be drowning in information (sometimes the wrong information). We asked this week’s Expert Panel Roundtable to share their strategies and suggestions. Specifically, we asked: What can integrators and/or end users do to stay informed about the fast-changing technology landscape?
We in the physical security market tend to watch closely how the buying decision is made. If anything, the buying process has become more complex in recent years. We have seen the impact of security systems extending beyond the core security department, and with greater impact come more stakeholders. “Buying by committee” is more the rule than the exception, and the committee is getting rather large in some situations. We asked this week’s Expert Panel Roundtable: Who should be “in the room” when decisions are being made about physical security systems?
Articles by Jody Ross
The economy positively impacted the security marketplace in 2016 as end users have been more willing to invest in new security systems or upgrade existing systems. Organisations are breaking down department silos as it has become clear that security impacts everyone. Companies are realising they need to do more with the data they have. Utilising security system data Access control, video management, identity management and visitor management systems provide data that can help companies streamline operations, mitigate risk and save money. Terrorist and cyber-attacks over the past 12-18 months have also become a factor, as softer targets became the focus of nefarious organisations, forcing companies to review policies and vulnerabilities and make changes. Automation and integration of technologies Looking ahead to 2017, mobile access control will continue to gain in popularity as security manufacturers produce cost-effective solutions. Managing various types of identities will trend upwards as organisations understand they must utilise technology to improve security and business processes. Employees, contractors and visitors create different challenges that can be addressed with automation and technology. In 2017, mobile access control will continue togain popularity as security manufacturers produce cost-effective solutions Manufacturers will continue to consolidate, integrate and combine product offerings to provide the best product solutions. Organisations are demanding unified solutions to leverage a single technology for ease of use and cost savings. However, integrations between different technologies continues to expand as companies demand biometrics, identity management, mass notification along with other technologies to effectively secure their businesses. Adapting to user needs The end users reap the benefits as organisations are listening to their needs and providing solutions that solve problems. Manufacturers who are in tune and nimble enough to quickly adapt to the changing market will succeed. Unsuccessful companies turn a blind eye to end user needs and are not refined in their product development. With the launch of our visitor management solution Symmetry GUEST early this year, we at AMAG are starting to see more companies realise how hosted solutions create a better visitor experience while properly vetting visitors to mitigate risk. Our policy-based identity management system is gaining momentum as an affordable solution to help companies beyond access control to manage identities, operationalise business and help end users save money. Looking ahead, we will continue to help organisations realise how to streamline processes, meet audit and compliance requirements and save money, along with delivering the best access control system on the market. See the full coverage of 2016/2017 Review and Forecast articles here Save
AMAG saw growth across all vertical market segments, making 2014 an incredibly exciting year 2014/2015 AMAG Technology Review and Forecast: AMAG Technology saw growth across all vertical market segments, making 2014 an incredibly exciting year. End users are demanding unified, end-to-end total solutions, and I see that trend continuing into 2015 and beyond. Some users want access control and video management from the same manufacturer to eliminate integration challenges, or to work with companies who have close technology integration partnerships. AMAG’s Extended Business Solutions program expanded rapidly in 2014, delivering integrated solutions and opening the door to many new opportunities. Edge solutions are still growing in popularity as well, and we responded to that demand with the launch of our Symmetry EN-2DBC POE controller. Several Fortune 100 companies selected our Symmetry SR Retrofit system as an affordable solution for their legacy product challenges. We offer an easy way to upgrade to Symmetry while keeping existing infrastructure and hardware intact. Our robust data conversion utility helped customers overcome one of their biggest challenges in migrating to a new system – converting data. Plus, as a truly global company providing support in over 110 counties, these large customers have support close by. I believe the secret to success is to listen closely to what your customers want. Security needs are different for each vertical market and each customer, so take the time to understand what technology is needed to secure their people, property and assets, as well as be available for them. Show them you care through your actions. If a company can show empathy, be available and deliver the right solution, they will be successful – in 2015 or any year. It’s a great time to be in the security industry. There are so many opportunities out there to help customers in need either with their unique challenges or with their legacy systems. As each year goes by, more security systems become outdated and require upgrades. It is critical to understand the customer’s needs and provide a solution that works for them. See the full coverage of 2014/2015 Review and Forecast articles here
The Security Industry Association (SIA) announced its 2019 executive committee and welcomed five new members to the SIA Board of Directors at The Advance, SIA’s annual membership meeting, during ISC West 2019 in Las Vegas, Nevada. New voting members At The Advance – held Tuesday, April 9, at the Sands Expo Center – the SIA Board of Directors ratified the selection of five new voting members of the Board of Directors to serve two-year terms from 2019 to 2021: Greg Hill, director, intrusion architecture, Johnson Controls Kim Loy, chief marketing officer, ACRE Jody Ross, vice president, sales, AMAG Technology James Rothstein, senior vice president, global security solutions, Anixter Brian Wiser, regional president, North America, Bosch Security Systems Following the ratification, the SIA Executive Committee for 2019 includes: Chairman: Scott Schafer, SMS Advisors Chairman Elect: Pierre Trapanese, CEO, Northland Control Systems Vice Chairman: Scott Dunn, director, business development, Axis Communications Secretary: Lynn de Séve, president, GSA Schedules. Inc. Treasurer: Richard Brent, CEO, Louroe Electronics Immediate Past Chairman: Denis Hébert, president, Feenics Global security industry I look forward to the work we will do together to advance the global security industry and provide top-quality service" “SIA is thrilled to welcome its newest members to the Board of Directors and Executive Committee and leverage the insights of this esteemed group of industry leaders,” said Scott Schafer. “I look forward to the work we will do together to advance the global security industry and provide top-quality service to our members.” The SIA Board of Directors is comprised of industry professionals representing a broad spectrum of interests in the security industry. At The Advance 2019, in addition to announcing the new board members and executive committee, SIA presented its annual membership awards – the Milestone Awards, the Chairman’s Award, the Sandy Jones Volunteer of the Year Award, the Committee Chair of the Year Award and the inaugural Member of the Year Award. Attendees also enjoyed networking, lunch and a high-impact presentation from Sal Mani, security systems manager at Google, on the workforce imperative of developing cross-functional skill sets to stay competitive in the security industry.
AMAG Technology hosted its annual Security Engineering Symposium in Newport Beach, California, February 23-26, 2018 at the Balboa Bay Resort. Nearly 70 end users, integrators and consultants attended the highly interactive networking event. Threat Analysis AMAG Technology President, Kurt Takahashi and Vice President-Global Sales and Business Development, Jody Ross kicked off the conference with opening remarks and introductions of honored guests and AMAG staff. Chief Operating Officer, Howard Johnson presented Threat Analysis Through Machine Learning, and updated attendees on AMAG’s product roadmap and vision for the future. Breakout sessions educated attendees about Symmetry GUEST Visitor Management, Symmetry CONNECT Identity Management, the Symmetry Solution and RISK360 Incident management. Keynote speaker, Michael Gelles, managing director and security expert, Deloitte, LLP, presented Challenges to Building an Insider Threat Program where he outlined the program pillars to prevent, detect and respond, and how creating a program is a team sport. Every year I am amazed at the collaboration and networking that occurs at the Security Engineering Symposium" Security Energy Symposium “Every year I am amazed at the collaboration and networking that occurs at the Security Engineering Symposium and this year it was fantastic to see end users, integrators and consultants sharing ideas and interacting with the technology partners to learn about the latest technologies,” said AMAG Technology, Director of Business Development, Kami Dukes. “We had a record number of technology partners attend, which speaks for itself. The cutting-edge technologies demonstrated were on target with the trends we are seeing in the industry. Seeing those technologies close up and having the opportunity to ask questions was invaluable.” “This is my first SES and I was very impressed with the setup,” said Craig Vollman, a computer expert who works for a large health care insurance company. “As an end user, I especially enjoyed the break-out sessions being paired with integrators, manufacturers and consultants. It was a great experience to hear everybody’s perspective on deployment strategies and to learn about the new software and technologies being developed and implemented.” Seventeen certified technology partners demonstrated their products and solutions throughout the weekend Multiple technology partners Seventeen certified technology partners demonstrated their products and solutions throughout the weekend. Platinum and Gold level sponsors presented small breakout sessions. Silver sponsors shared a breakout session and associate sponsors setup booths. The impressive list of sponsors includes: ASSA ABLOY, Zenitel, Arrow, FST Biometrics with Gunnebo, HID Global, Hoverfly, NEC, Winsted, Flir, Idemia, SMI, Ticto, Arecont Vision, Barco, Life Safety Power and Wavelynx. “This is the first time I’ve participated in an event where you have so much interaction with the guests,” said Ticto Chief Marketing Officer, Bart Vansevenant. “The formula of combining end users, integrators, consultants and AMAG Technology partners is so powerful, and when combined with the small interactive breakout sessions, it is just wonderful.” The SES brings everyone to the same forum and creates an open dialog where the end users get to voice what they want to do in their business" End-users and integrators “The SES brings everyone to the same forum and creates an open dialog where the end users get to voice what they want to do in their business. The integrator exposes himself to what the consultants can bring to the table, and the consultants can see what the integrators are capable of,” said Automation Integrated, Director of Engineering, Ron Free. “It’s a great gathering of the minds that provides input and guidance for attendees to take back to their companies and make decisions about the direction they want to go in the market.” During the closing banquet, a representative from St. Jude’s Research Hospital presented about the mission and advances St. Jude’s is making in pediatric cancer research. Thanks to the generosity of the attendees and AMAG’s matching program, over $2000.00 was raised to support St. Jude’s. “I couldn’t be prouder,” said Dukes.
Nine partners presented in breakout sessions, allowing for interaction and questions AMAG Technology hosted its Security Engineering Symposium in San Antonio, Texas, February 17-20, 2017 at the La Cantera Resort and Spa. The theme for the event was ‘Where Collaboration Meets Success,’ which encouraged more than 80 consultants/engineers, end users, and integrators attending to network and engage in security related discussions about technologies, challenges, and trends. Symmetry GUEST visitor management system AMAG Technology President, Kurt Takahashi spoke about company direction and how it is working to deliver a unified solution to not only provide the best access control solution, but to help end users mitigate risk, meet compliance, and save money. Attendees heard from Chief Operations Officer, Howard Johnson about AMAG’s product roadmap and future direction. AMAG breakout sessions educated attendees on the Symmetry Access Control line, Symmetry CONNECT identity management system, Symmetry Blue Bluetooth mobile reader and Symmetry GUEST visitor management system. Yale University, Director of Public Safety and Chief of Police, Ronnell Higgins delivered a keynote address about Yale’s security story and how they overcame challenges to provide a safer environment for students by embedding IT with public safety. Building trusted partnerships “The collaboration between the end users, technology partners, resellers and consultants provided lively discussion throughout the weekend,” said AMAG Technology, Vice President of Global Sales and Business Development, Jody Ross. “All attendees left with a wealth of knowledge about new technologies available to help their business. End users, resellers and consultants alike shared ideas and the challenges they face with today’s security requirements.” “Learning about Symmetry CONNECT and how your technology partners can help us remain in compliance and reduce risk was valuable to me” “The SES allows me to understand and see the partnerships that AMAG has built with relevant technologies, which I find tremendously valuable as an AMAG customer,” said Red Hat, Global Security Coordinator, Jimmy McLeod. “I learn what’s coming, what’s available now and what I may want to apply at Red Hat. Networking with others who have similar challenges is a great way to leave with new ideas. The SES is very valuable.” Risk mitigation “This is my first SES and I was uncertain what value I would find in the event. Our data centre operations have a wide variety of customers, from financial to retail, that depend on us to meet or exceed our promises in the areas of compliance and risk mitigation. Making the daily operations simple and clean for the site security staff is key to our success and the AMAG products and partners help us achieve that,” said Digital Realty, Director, Global Security Operations, Diane Hines. “Learning about Symmetry CONNECT and how your technology partners can help us remain in compliance and reduce risk was valuable to me. The one on one time gave me the opportunity to express what our needs are and learn more about what is available to help my business.” Technology partners demonstrated their solutions throughout the weekend. Nine partners presented in small, breakout sessions. The breakout sessions were designed to be intimate, allowing for interaction and questions. The technology partners included: ASSA ABLOY, Vingtor Stentofon by Zenitel, Barco, Inc., FST Biometrics, Gunnebo Entrance Controls, HID Global, Hikvision USA Inc., NEC Corporation, RISK360, Winsted, BioConnect, CodeLynx and Seneca. “The level of interactivity and engagement is fantastic, and it’s been a great experience” Asset management “I just love the concept of the Security Engineering Symposium. The bread and butter of the event is the rotating breakout sessions. The groups are the right size, and there is a mix of audiences- integrators, consultants and end users, so you get all perspectives,” said Barco, Vice President Strategic Marketing, Industrial & Government, Hans Dekeyser. “The level of interactivity and engagement is fantastic, and it’s been a great experience.” “With incidents happening every day impacting security, facilities, human resources, legal, safety and more, end users need to have information and resources readily available to make difficult decisions on how to best protect their business, assets, brand, and, most importantly, their people,” said G4S North America & Technology, Vice President of Managed Services, Allison Whitley Maffei. “Integrating RISK360 with Symmetry allows end users to respond to customer needs quickly, providing an accurate record of the alarm in Symmetry to capture incidents and produce actionable data for better overall security.” “What has been really superior about your Symposium is that we could mix designers, security consultants, integrators, and end users into one forum so you get to see all aspects of the security business when most events organised by manufacturers usually will not have that dimension,” said Extravision, President, Andre Fiset. “The format provides better exposure to requirements and a better understanding of how everything interacts together.”
Jody will oversee global sales and business development and she will also manage inside sales AMAG Technology is pleased to announce that Jody Ross has been promoted to Vice President of Global Sales and Business Development for AMAG Technology. Jody will oversee global sales and business development for North America, EMEA, APAC and LATAM and she will also manage inside sales. AMAG security solutions Jody is filling the position that was previously held by Kurt Takahashi, who was promoted to AMAG Technology President in January 2017. AMAG Technology is a security solution manufacturer specialising in access control, intrusion detection, video management, policy-based identity solutions and visitor management. “Jody’s leadership and experience over the past two years have helped take AMAG to the next level,” said Kurt Takahashi. “Her leadership style, customer relationships and attention to detail have been incremental to our growth, and I don’t know anyone more deserving than Jody to fill this critical role at AMAG.” Previous experience at AMAG Jody Ross said: “I am honoured to lead the sales and business development teams during this exciting time at AMAG. I look forward to working closely with my teams to strategise and deliver superior service and support to all customers globally.” "I look forward to working closely with my teams to strategise and deliver superior service and support to all customers globally” Jody began working at AMAG in 2006 as Director of Business Development. She was promoted to Vice President of Strategic Accounts where she led the National Accounts and the Global Strategic Accounts programs to help bring Symmetry products to the worldwide marketplace. Prior to joining AMAG, Jody spent 12 years with Andover Controls/ Integral Technology. She was the company’s National Accounts Manager and Northeast Regional Sales Manager and was responsible for the growth of multimillion dollar accounts and developing new business opportunities to increase sales.
AMAG's seminar provided networking and engagement with experts about technology trends and end user expectations AMAG Technology hosted its 15th Annual Security Engineering Symposium (SES) in Orlando, Florida at the Rosen Shingle Creek February 19-21, 2016. Attendees experienced a weekend of educational seminars, networking and engagement with experts about technology trends and end user expectations. AMAG Technology is the worldwide leader of end-to-end security management solutions for access control, video management and identity management. AMAG products educational sessions AMAG conducted educational sessions about their newest products: Symmetry™ GUEST Visitor Management, policy-based software Symmetry CONNECT™ and Symmetry™ v8.1 scheduled for release in Q2. President, Matt Barnette held a session about Product Vision and the future, and Senior Vice President of Sales, Kurt Takahashi presented on Unified Security Technology. Break-out sessions offered attendees opportunities to learn about several technologies that integrate with Symmetry Access Control and Symmetry CompleteView Video Management. Special sessions included: “How to do Business with Consultants,” “How to Design a Symmetry system,” and “Why Yale University chose Symmetry for their Security Management Platform.” “Our 15th Annual SES attracted the best of the best again this year, including many new faces in the consultant, customer and reseller communities,” said AMAG Technology, Vice President of Strategic Accounts, Jody Ross. “The action-packed agenda provided insight into AMAG Technology and the direction the company is heading with new solutions for our customers. The educational sessions and networking opportunities proved valuable to all who attended.” “I’ve attended this event several times because of the incredible value I receive,” said Ross & Baruzzini, Senior Systems Project Manager, Ted Wheaton. “I like to learn about AMAG, as well as learn about their technology partners and where they are heading in the future with their product development. Not only do I learn about technology trends, but there is a lot of time for networking with consultants, manufacturers, integrators and end users.” Strategic technology partners The strategic technology partners who sponsored the event valued the interaction with the consultants, integrators, end users, AMAG staff and other partners. Technology partners included: ASSA ABLOY, HID Global, Hikvision, NEC, Salient Systems, Winsted and Zenitel/Vingtor-Stentofon, FST Biometrics and Risk 360. AMAG’s Security EngineeringSymposium is an original eventthat’s been often copied, but it’snever been duplicated “The SES is set up in a way that affords ASSA ABLOY many opportunities to be in front of the customer,” said Donna Chapman, Security Consultant Relations Manager, ASSA ABLOY. “Between the small group break-out sessions, networking and social time, I believe we had several opportunities to do a deep dive on our products and partnership with AMAG. This was one of the best events I’ve attended.” Dan Rothrock, Senior Vice President Global Strategic Alliances, Zenitel USA, Inc. said, “It’s hard to believe we’ve been doing this for 15 years. AMAG’s Security Engineering Symposium is an original event that’s been often copied, but it’s never been duplicated. We are looking for relationships. We are looking for return on investment, and we are looking for ideas for the future. All those things come out of this event every year that we attend. It’s been the best event for a return on our investment from a dollar AND relationship standpoint, and from what it helps us develop for the security industry. We are looking forward to coming back for our 16th year next year.” “The AMAG Security Engineering Symposium is unique for Salient because the forum enables us to collaborate and strengthen our engagements on several different levels,” said Tom Chamard, Executive Vice President, Salient Systems. “On one front, we’re collaborating with various AMAG resources with regards to our OEM strategy and integration enhancements of our joint platform. In addition, we view this event as the opportunity to reinforce our value propositions to integrators, end users and consultants alike. Not only do we get to extend and refine our OEM strategy with our partner, we have the opportunity to continue to support these channels and hopefully renew and fortify our position within the VMS space. The combination of these factors makes the SES conference an uncommon value for Salient.” Randy Smith, President, Winsted said, “This is the best event we do all year long. AMAG’s SES allows us to get in front of important decision makers in the security industry. It’s a key marketing event for Winsted and we make it a priority to sponsor and participate every year.” “I think this event was great,” said Yaron Zussman, CEO, FST Biometrics America. “It’s rare that you get an opportunity to see so many consultants, VAR's, and end users over a period of a weekend. For a new technology like IMID Access that is a fusion of facial recognition and behavioural biometrics, this has been great exposure to let people experience and understand our product. AMAG’s SES has generated much excitement for our product and how it integrates with AMAG’s Symmetry Access Control System.”