Articles by Ric McCullough
The overall economy and climate always has a bearing on growth from a macro standpoint and certainly the security market is impacted as well. US economic growth has been healthy at 3% through the first half of 2017. Combining that with jobs growth and we have a marketplace that is ripe for growth and expansion. Continued focus on cybersecurity One major trend that expanded in 2017 would be the continued focus and concerns on cybersecurity. There is stronger demand from customers and company executives that want to show their organisations are practicing good cyber hygiene. All of this focus leads to significant growth opportunities for cybersecurity product and service providers. Another trend we saw starting in 2017 was the transition from the traditional approach of selling a system and then moving to the next sales opportunity to managed services sales. This emerging model can really lower the upfront systems costs for a customer and lock a longer term commitment for recurring monthly services from customers as well. Influence of AI and machine learning A third significant trend in 2017 that is not new but is certainly pervasive is the rapid advance of technology in our security marketplace. The examples are many from the influence of artificial intelligence to machine learning to advances in security robotics as well as video analytics.Continuation of trends from 2017 will allow strong companies to grow even stronger Primarily, I think in 2018 we will see a continuation of trends from 2017 – continued economic growth, expansion of managed services offerings and cloud-based solutions, cyber, cyber, cyber and technological advances in security offerings – allowing strong companies (manufacturers as well as security service providers) to grow even stronger. In 2018, we may also see a return of the acquisition and consolidation trend from the past few years after the lull we experienced in 2017. First strategic acquisition for PSA PSA was very successful in 2017. Our equity owner security integration companies had a very successful year so therefore PSA had strong organic growth. In 2017, PSA also made its first strategic acquisition when we purchased USAV – a company that serves the Pro AV market. We continue to expand and grow our company by seeking to combine forces with the best and brightest integration companies in our respective markets as well as providing the best products and services available in our marketplace. 2018 will be challenging, just like every other year, but we feel we are poised for further growth as this new year unfolds.
Ten years is a long time, but it seems to pass in an instant in the world of security. In terms of technology, 2010 is ages ago. Changes in the market have been transformative during that decade, and we called on our Expert Panel Roundtable to highlight some of those changes. We asked this week’s panelists: What was the biggest change in the security industry in the 2010-2019 decade?
PSA, one of the pioneer consortiums of professional systems integrators, announced a partnership with Magnasphere, a US manufacturer of door contact technology. Magnasphere features magnetic, non-defeat resistance to permanent contact welding, and all-steel construction. Magnasphere Motion, powered by Inxpect, features advanced radar and radio sensors that dramatically reduce false alarms found in other motion sensing technologies. “Magnasphere’s technology is an excellent addition to an impressive line-up of secure door protection products offered through PSA,” said Ric McCullough, president of PSA. “Magnasphere has rapidly been innovating its product categories and we are thrilled to bring them on as a partner.” Magnasphere is fast becoming the standard when secure door protection is required. Replacing the antiquated reed switch, Magnasphere’s contacts allow for up to three systems to be controlled in a single contact - many of which are fire classified for use in fire doors. High level of security “We are very excited to become a part of the PSA family,” said Michael Keegan, Vice President of Security Products for Magnasphere. “The member companies are some of the finest integrators in the country and the training at PSA TEC is second to none. Magnasphere’s products will be a perfect complement to the high level of security that PSA members provide.”
PSA the systems integrator consortium, announces it will host an education track with sessions during ISC West in Las Vegas, NV on April 9-11, 2019. The PSA education track will be held exclusively on Tuesday, April 9. Members of PSA Committees, PSA executive leadership team, and other industry experts will lead the six sessions that are included in the PSA Track. The sessions being offered will include: The Emerging Leader: The Change Agent in the Security Industry April 09, 2019, 8:30 AM - 10:00 AM, Sands 308/309 In today’s fast-paced business environment, organisations are in need of innovative and flexible leaders In today’s fast-paced business environment, organisations are in need of innovative and flexible leaders. Emerging leaders should be the agents of change needed to lead their organisations to success. Emerging leaders must rapidly learn and implement fundamental management skills, develop wide-ranging strategic perspectives, and take their leadership to the next level. Attendees will discover key behaviors and essential skills needed in today’s marketplace for the evolving leaders of tomorrow. Moderator: Chris Salazar-Mangrum, USAV Presenters: Anthony Berticelli, PSA; Henry Hoyne, Northland Controls; Sharon Shaw, Google, LLC. Succession Planning: Hiring, Retaining, and Developing Teams To Keep Your Business Running Smoothly April 09, 2019, 10:15 AM - 11:15 AM, Sands 308/309 We’ve all felt the pain of having a key position unfilled for months, getting bogged down behind training plans, or even postponing retirement because there is no identified backfill. Whether you are an owner, manager, or an individual contributor, open positions can have an impact on your productivity. Succession planning for all positions is critical to the continuity of business, employee retention, and short and long-term success for companies large and small. In this session, panelists will identify how to succession plan for all positions, methods to stay on top of the process, and how to keep your company running on all cylinders through change. Moderator: Chris Salazar-Mangrum, USAV Presenters: Anthony Berticelli, PSA; Paul Boucherle, Matterhorn Consulting LLC Building a Culture of Accountability April 09, 2019, 11:30 AM - 12:30 PM, Sands 308/309 How do you get your employees to be more engaged and to take ownership How do you improve the culture of your business? How do you get your employees to be more engaged and to take ownership? To create a culture of accountability where employees are engaged and seek ownership, you start by practicing what you preach. Join leaders in the industry to hear how they work with their teams, discuss best practices, and describe the components that build a culture of accountability. Moderator: Paul Boucherle, Matterhorn Consulting LLC Presenters: Christine Lanning, Integrated Security Technologies; Shad McPheters, Northland Controls; Ric McCullough, PSA RMR: Transforming the Security Integrator April 09, 2019, 1:30 PM - 2:30 PM, Sands 308/309 Now more than ever, it is imperative for security companies to be successful at generating recurring monthly revenue (RMR). Security companies without an RMR component miss out on the steady, long-term monthly income that can be generated from service contracts, remote monitoring services, and other automated features and components end users are increasingly looking for. In this session, attendees will discover how to increase stability in their security company’s cash flow. Additionally, end users will learn about the value of having ongoing support and smooth, reliable operation of their systems. Presenter: Bill Bozeman, PSA Marketing Strategies for Small to Medium Sized Security Companies April 09, 2019, 2:45 PM - 3:45 PM, Sands 308/309 The goal of marketing is to connect your business’ value to the right customer base. Marketing to potential customers is the lifeblood of your security company. It is a simple concept but can take on many different shades. There is no magic bullet. In this session, attendees will examine which strategies may be viable and which could potentially be a waste of company resources. Session attendees will identify which marketing strategies and techniques to utilise and adapt to align within their business and company budget. Moderator: Tim Brooks, PSA Presenters: Robbie Danko, LVC Companies; David Morgan, Security Dealer Marketing; Jamie Goswieler, Vector Firm The Convergence of Cyber and Physical Security- A Shared Responsibility The IP-enablement of security technology has created an ever-growing cyber impact on the physical security industry April 09, 2019, 4:00 PM - 5:00 PM, Sands 308/309 The IP-enablement of security technology has created an ever-growing cyber impact on the physical security industry. While well intended, this convergence has created a new security threat that both public and private organisations are struggling to combat. In this session, attendees will hear about the shared responsibility of the manufacturer, integrator, and end user and the protections that are being implemented to harden physical security systems, along with the challenges that both the integrators and end users face with the implementation of technologies and the convergence of cyber and physical security. Moderator: Gary Hoffner, Photo-Scan of Los Angeles, Inc. Presenters: Andrew Lanning, Integrated Security Technologies; David Brent, Bosch Security
PSA has named Ric McCullough chief operating officer for the company as of February 1, 2018. McCullough has served as the vice president of sales and customer service for PSA since 2012 and was responsible for the daily sales and customer success operations for the company. With his appointment to COO, McCullough will expand his role to also oversee marketing, vendor relations and educational programs and services for the company. McCullough brings over 30 years of operations, sales and customer service leadership experience to the COO position. Prior to joining PSA, McCullough held a variety of senior level sales and customer service positions including Customer Service Manager for Amazon.com in 2010 and most notably as Director of Sales for IDenticard Systems for nearly seven years where he successfully helped to guide the privately-held company through three Fortune 500 acquisitions during a four-year time period. McCullough brings over 30 years of operations, sales and customer service leadership experience to the COO position Resourceful leader “Ric is held in high esteem by his colleagues and others in the industry, and for good reason,” said Bill Bozeman, president and CEO of PSA. “He has proven himself to be a resourceful leader to the PSA team and has been instrumental in helping build PSA to where we are today in terms of sales as well as how PSA can bring value to the industry as whole. His unrelenting commitment to serving our customers and true passion for this industry is palpable. I can think of no better person than Ric to take on this role and grow PSA even further.” McCullough is a frequent industry expert panelist at ISC West and PSA TEC. His expertise further extends beyond the security industry to include operational excellence strategies such as lean management principles including Six Sigma methodologies and leadership and talent development using the Lominger Competency Framework. McCullough holds a Bachelor of Arts degree in Economics from Millersville University of Pennsylvania.
The partnership provides PSA integrators with an innovative tool that reduces system design time by up to 50% PSA Security and System Surveyor recently announced that they have entered into a partnership to offer System Surveyor through the PSA Security Network. System Surveyor is a mobile app and cloud-based tool that simplifies the design, installation and maintenance of electronic security systems. The partnership provides PSA integrators with a breakthrough, innovative tool that reduces system design time by up to 50% and improves the efficiency of ongoing system life cycle maintenance resulting in better customer service and higher margins. iPad-based mobile app and cloud workspace System Surveyor’s intuitive iPad-based mobile app and cloud workspace provides system integrators with the ability to collect detailed survey and design information; capture, annotate, and associate photos to floor plan design elements; collaborate with technicians and project managers; and securely access plans back at their office. The all-in-one tool allows for more efficient design, maintenance and an established, accessible system of record. PSA Network is the world’s largest electronic security cooperative, owned by the most progressive security integrators throughout North America who are responsible for over $2 billion annually in security, fire and life safety installations. New business solutions partner “PSA is thrilled to be working with a very new kind of business solutions partner,” said Ric McCullough, Vice President of Sales and Customer Service. “There is a lot of excitement about simplifying and improving system design using innovative mobile apps and cloud technology that our industry has yet to truly leverage. System Surveyor is going to have a big competitive impact for our members and their businesses.” “We provide a way for integrators to eliminate expensive cumbersome CAD drawings, outdated system records, and "blind" service calls by pulling together floor plans with device placements, technical device details, photos and administrative system information on a single, secure, and accessible platform,” said Lisa Hugman, Co-Founder, System Surveyor. “The PSA partnership is important to reach more integrators with a revolutionary solution that we’re confident will benefit integrators and end users alike.” System Surveyor highlights: All-in-one iPad™ based tool and cloud workspace Secure collaboration among team members and across departments Import floor plans or capture them from the camera Easy and intuitive “drag & drop” system element placement Elements include all system components for video surveillance, intrusion detection, access control and IT systems Take photos and automatically associate to an element, annotate and label for designs Area of coverage control indicates direction and angle of coverage for fixed cameras, motion detectors and other devices Intelligent scripted site surveys and ability to duplicate elements Powerful reporting tools
As the newest provider of the PSA programme, Security Partners will offer access to 24/7 monitoring services Security Partners, a national monitoring company with three central stations across the United States, has partnered with PSA Security Network as part of its Business Solutions Programme, which offers a suite of exclusive value-added resources for its owner members. PSA Security Network is the world’s largest electronic security cooperative with members responsible for more than $2 billion annually in security, fire, and life safety installations. These leading security systems integrators specialise in the design, installation, integration, and maintenance of access control, video surveillance, intrusion detection, fire, and life safety systems. As the newest provider of the PSA Business Solutions programme, Security Partners will offer access to 24/7 monitoring services through its three central stations to members of the PSA network. “We are honoured to be selected as the monitoring service provider for the members of the PSA network,” said Michael Bodnar, president of Security Partners. “We are excited about the opportunity to provide our quality monitoring services to such a quality organisation, and of course, the members of the PSA Security Network.” In turn, involvement in the PSA Security Network will help build the Security Partners brand, as other members of the PSA network can take advantage of the many products and services offered through Security Partners, with its coast-to-coast central stations. “Security Partners looks forward to serving the PSA network, whose members are recognised as leaders in the installation and integration sectors of the security industry. We are committed to working together to support the operational needs of all members,” Bodnar said. “We are pleased to add Security Partners to our Business Solutions programme” said Ric McCullough, vice president of sales and customer service for PSA Security Network. “Through this partnership, we now offer a source for complete monitoring services to our members which will be a significant benefit to many of them. We are excited to help promote this valuable new addition to the integrator community we serve.”
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