Scott Schafer

Remarkable changes are happening in the video camera market for surveillance applications, including the emergence of lower-priced products that offer features that previously were only available at a much higher price point. Deflating prices of cameras are sometimes referred to as a “race to the bottom” – foreshadowing a market of low-cost cameras that all provide similar features. We asked this week’s Expert Panel Roundtable to comment on camera pricing trends and how customers can continue to find real value in the changing environment. Specifically, we posited: Lower-cost cameras have more features than ever. Why should a customer continue to buy “premium” cameras?

The world of politics, like the world of security, is an environment of constant change. But do changes in one have an impact on the other? Governments around the world are involved in buying a wide variety of physical security systems, so how those governments operate certainly affects how they spend money on security. But in a broader sense, governments (and the associated political forces at work) also impact how their citizens and those in the private sector view threats and, as a logical extension, the security systems they need to address those threats. We asked this week’s Expert Panel Roundtable: How does the political climate affect spending on security systems?

Open systems are great at providing freedom for end user customers. But does the term “open system” mean the same thing throughout the industry? In the bad old days before the introduction and broad acceptance of open systems, security vendors produced proprietary systems that used only their own hardware and software. This locked in a customer to a specific vendor’s product line, and if another vendor offered a better product, the only way to get it was to switch to that vendor’s total solution. Open systems changed all that, in theory allowing the selection of best-in-class hardware, software and other components to meet customer requirements. But is the term “open” understood consistently in the market? We asked this week’s Expert Panel Roundtable: What is an open system? Is there a consensus in the marketplace of the definition of “open?” Although there is mostly a consensus in the panel’s answers, we did notice some variables.

Our society is engulfed in social media, from Facebook to Twitter to YouTube and all the rest. Among other benefits, social media provides an immediate and accessible form of communication. They say that social media is changing everything in our society, so we wondered what specific impact social media might have on the security marketplace. We asked this week’s Expert Panel Roundtable: What role can social media play in the security marketplace and/or as a tool to promote better security in general?

The security market in the United States has been in a collective state of exhilaration since ISC West. The (possibly) unprecedented success of the big trade show has left us all feeling optimistic about the year ahead. Members of our Expert Panel Roundtable are joining the chorus of compliments for the show as they answer this week’s question: How successful was ISC West 2016? Did it meet your expectations?

A major benefit of technology innovation is more application opportunities. As video cameras become better and more versatile, new uses are emerging that extend the benefits of video surveillance, often outside tried-and-true parameters. Sometimes security camera manufacturers are on the front lines to see new ways video is contributing value to integrators and end user customers. We asked this week’s Expert Panel Roundtable participants: What is the most unusual application of surveillance cameras you have seen recently?

We asked this week’s Expert Panel: What are the limitations on where video cameras can be placed because of privacy? With hundreds of new cameras installed every day, the likelihood increases exponentially that a camera will be placed in a location where it violates privacy. In fact, threats to privacy are often among the largest objections when video surveillance is proposed, whether in a public area or in the workplace. Allaying fears about undermining privacy is a basic requirement to make such systems acceptable to the public. It’s a touchy subject, but one our Expert Panel is willing to address.

We have all heard the sales pitch: Use of megapixel cameras lowers the camera count needed to provide adequate video coverage, thus making the overall system less expensive. Use of fewer cameras equates to less infrastructure, bandwidth and storage, according to the claims, and megapixel cameras provide enough detail that you don’t miss anything using fewer cameras. It’s a compelling pitch, but one that has sometimes been questioned in the market. To look beyond the marketing hype, we asked our Expert Panel: How effectively can megapixel cameras take the place of multiple standard-resolution cameras? Has the ability of megapixel technology to lower the required camera count been overstated (or oversold) in the market? Some of the answers may surprise you.

The crystal clear images provided by new 4K cameras have attracted a lot of attention at recent industry trade shows in the security market. But the improved video resolution comes at a price. The cameras are more expensive, and the systems to support them – more bandwidth, more storage – portend even more expense. There have been higher-resolution cameras on the market for years, of course, but an advantage of 4K security cameras is that they represent a standard that could be applied industry-wide, much as HD has recently led a transition from standard (VGA) resolution. We asked our Expert Panellists: Is HD still the standard of resolution in the video market? For how much longer?

The evolution of IP video has placed a lot of attention on the resolution of video, as measured in the growing number of pixels in a frame. But another variable, receiving less attention, is the number of frames captured per minute (fps). We inherited the idea of “full-frame-rate” video from the analogue world, but increasing numbers of pixels (and more data!) have sometimes led to use of slower frame rates. We asked our Expert Panel: What is the value of “full-frame-rate” video? Absent specific compliance requirements, what might suffice as an acceptable frame rate (i.e., less than 30 frames per second [NTSC] or 25 frames per second [PAL])?

The Security Industry Association (SIA) looks forward to 2019, and it is apparent that physical security is moving into its most formative years. Changes presented by emerging technology, open systems and growing connectivity among devices and sensors will make a big difference for manufacturers, systems integrators/dealers and end users. With a more open, connected environment come cyber risk and data privacy concerns – which is why, in SIA’s 2019 Security Megatrends, cybersecurity’s impact on the physical security industry ranks number one on the list. Cybersecurity is affecting all areas of the industry landscape, from security implementation to attracting top talent to the workforce. Digital transformation The digital transformation we are experiencing impacts many other parts of the security industry as well, bringing opportunities like evolving identity management and collecting and delivering big data to customers. At this critical point in the industry’s development, it is important to embrace change, leverage disruptive technology in ways that give companies a competitive advantage. To determine this year’s Megatrends, SIA surveyed hundreds of executives from member companies To determine this year’s Megatrends, SIA surveyed hundreds of executives from member companies, along with current and recent Securing New Ground speakers and attendees, to identify which previous trends were still relevant, which trends were no longer as impactful and which broad trends should be added to our report. This year’s Security Megatrends 1. Cybersecurity’s Impact on Physical Security: It is important to prioritise cybersecurity for your business, your customers’ business and the vendors with which you work. This trend calls for continual process improvement and investment. 2. Internet of Things (IoT) and the Big Data Effect: The security industry makes use of IoT, analytics, artificial intelligence (AI), robotics and more, and data is coming from everywhere. The industry now faces the challenge of effectively managing and segmenting this information to be pertinent to the user. 3. Cloud Computing: Cloud platforms and applications are becoming prevalent across security solutions. This technology helps security integrators provide managed services and the advantages of off-site systems and services to customers. 4. Workforce Development: With historically low unemployment, finding skilled employees is a challenge to the whole security industry. Security stakeholders need talent with IT, cybersecurity, AI and even privacy expertise, presenting a need to grow students’ interest in the industry. 5. AI: Research firm Gartner predicts a new “democratisation of AI” that will impact more organisations than ever before. Companies are now testing this technology before offering it to customers and exploring how AI data can be used to improve security threat assessment and response. 6. Emphasis on Data Privacy: Growing connectivity brings new concerns over data privacy. Finding the balance between security and convenience is a dilemma the industry must now address. 7. Move to Service Models: The newest home security technologies are strongly impacting installing companies. Systems integrators must find ways to focus on services customers want and need and move to managed service models to make up revenues. 8. Security Integrated in Smart Environments: As everything becomes connected, smart environments will begin to proliferate. Buildings and cities are becoming more conscious, with connected systems now able to automatically respond to and even anticipate the needs of facility users and citizens. We must continue to find ways to make these environments smarter and safer. 9. Identity of the Future: With facial and voice recognition and biometrics growing in popularity and appeal, how will we enter buildings and access networks tomorrow? The industry will anticipate and adapt to constant technological change in identity and visitor management. 10. Impact of Consumer Electronics Companies: The influx of consumer electronics companies and DIY systems means changing rules and players in the security industry. This disruption presents both challenges and opportunities for security companies.

High definition (HD) megapixel cameras can help in the surveillance of larger areas with fewer cameras while delivering superior detail and improving overall security operations. This translates into lower infrastructure costs and improved overall return on investment (ROI), enabling users to deploy less expensive video systems with megapixel cameras and achieve better performance and functionality. In this article, Scott Schafer, Executive Vice President of Arecont Vision explains that these efficiencies become even more compelling with the deployment of panoramic view megapixel camera systems. Securing large areas with adequate camera coverage can be challenging, and the use of pan-tilt-zoom (PTZ) cameras often does not suffice in these applications. A PTZ camera can only be pointed in one direction at a time and can miss important or security-threatening events in another part of the coverage area. Panoramic view cameras don't miss anything; a single 180° or 360° panoramic view camera can cover a large area that would require many conventional cameras or multiple PTZ cameras. The following real-world examples demonstrate how panoramic view cameras can simplify and lower the cost of a video surveillance system: At a gasoline station in South Africa, three 180° panoramic view cameras provide detailed images of the fuelling islands while a 360° panoramic view camera keeps watch inside the store. The surveillance cameras are positioned strategically for wide-area coverage, with the ability to digitally zoom in for a close-up of specific parts of a larger image, such as a person's face or a licence plate number, without losing detail. At a supermarket distribution centre in Colorado, a 180° panoramic camera is installed outdoors on the side of  Panoramic megapixel cameras offer overall performance benefits and cost efficiencies that make them appropriate for a wide range of mainstream video surveillance applications the building to watch the guard shack, trucking lanes, parking area and shipping/receiving. The 20-megapixel day/night panoramic camera provides a complete view of the property, replacing a PTZ camera that provided only a limited angle both for live and recorded views. In contrast, the 180° panoramic camera captures the entire scene in high resolution with a much larger field-of-view. A heater-blower enables the camera to operate in temperature extremes. At a police department in New York State, 8-megapixel, 180° panoramic cameras are installed at the front and back entrance for exterior video coverage. The wide panoramic field-of-view eliminates the costs for additional security cameras and pan-tilt-zoom units. The cameras automatically switch from colour to black and white at night. A 180° megapixel camera provides a comprehensive view to enable police to watch for illegal dumping at a waste centre in Pennsylvania. The surveillance system has made it possible for the police to identify and issue citations to people who discard unauthorised items. The system can clearly see what people are disposing of and identify their faces and the number plates of their vehicles. 360° panoramic cameras can cover a large area that would require several conventional surveillance cameras 180° and 360° surveillance capabilities The examples above demonstrate how panoramic cameras enable the user to view and record an entire large field-of-view while simultaneously digitally zooming in on multiple regions of interest, something a PTZ camera cannot do. Panoramic view cameras are available with 180° and 360° imaging capabilities, and 8- or 20-megapixel resolutions (which will continue to increase). This allows even larger areas to be viewed with the ability to capture precise details. A panoramic camera with 20-megapixel resolution can replace many analogue or standard definition IP cameras to provide comprehensive and continuous coverage of a large area. This includes PTZ cameras which may be pointing in the wrong direction when events of interest occur.  The latest 20- and 8-megapixel panoramic view cameras have also been enhanced with day/night functionality. Using one camera instead of many establishes a new benchmark for cost savings by requiring fewer software licences, less network infrastructure and the elimination of the additional poles, cabling and power supplies required for installation. Panoramic surveillance becomes mainstream Once thought of exclusively for use in specialist applications, panoramic megapixel cameras offer overall performance benefits and cost efficiencies that make them appropriate for a wide range of mainstream video surveillance applications. Complete and continuous coverage of an area is especially important to ensure that there is forensic-quality video of an event for investigation and/or prosecution. Resolution is also a key aspect of video coverage, whether it's a car park or a city street outdoors, or an auditorium, atrium or other large area indoors or out. High resolution megapixel cameras can deliver usable video of an event, including details of faces and identifiable number plate digits, to help improve overall safety and security.

The Security Industry Association (SIA) welcomed a new chairman, announced its 2020 executive committee and welcomed five new members to the SIA Board of Directors at The Advance, SIA’s annual membership meeting, held virtually on Tuesday, March 17, 2020. SIA’s The Advance SIA ratified the selection of Pierre Trapanese, CEO of Northland Controls, as SIA’s chairman of the board. Trapanese has 33 years of international project and financial management experience in the security industry. He has been the sole owner of Northland Controls since 2005 and has transformed it into a global service provider with 250 Northlanders spread across offices in 5 countries. During The Advance, SIA also announced the addition of five new voting members to the SIA Board of Directors to serve terms from 2020 to 2022: Jonathan Aguila, director – systems and technology, Facebook – Global Security Stacy Deveraux, president, Electromechanical Solutions Group, ASSA ABLOY Opening Solutions Mike Mathes, executive vice president, Convergint Technologies Erica McBride-Rapp, logistics manager, Allegion Tim Palmquist, vice president, Americas, Milestone Systems Following the ratification, the SIA Executive Committee for 2020 includes: Chairman: Pierre Trapanese, CEO, Northland Controls Director of Technology: Kim Loy, Vandebilt Treasurer: Scott Dunn, director, business development, Axis Communications Secretary: Lynn de Séve, president, GSA Schedules Inc. Immediate Past Chairman: Scott Schafer, principal, SMS Advisors New additions to SIA Board I am thankful to SIA for welcoming me as SIA chairman and entrusting me with the responsibilities of this role" Additionally, three existing SIA board members – Janet Fenner, chief marketing officer at Intelligent Security Systems; John E. Mack III, executive vice president, co-head of investment banking and head of mergers and acquisitions at Imperial Capital; and Tom Nakatani, vice president of customer monitoring technology and product development at ADT – renewed their involvement in the SIA Board of Directors for an additional term. “I am thankful to SIA for welcoming me as SIA chairman and entrusting me with the responsibilities of this role,” said Trapanese. “We congratulate the new and returning members to the SIA Board of Directors and the SIA Executive Committee – this is a remarkable group of security leaders poised to guide the association and industry forward.” SIA Board of Directors The SIA Board of Directors is comprised of industry professionals representing a broad spectrum of interests in the security industry. The full list of current board members can be found here. During The Advance, in addition to announcing the new board chairman, new and returning board members and executive committee, SIA shared market intelligence for the year ahead and presented its annual membership awards – the SIA Chairman’s Award, Sandy Jones Volunteer of the Year Award, Committee Chair of the Year Award and Member of the Year Award.

The Security Industry Association (SIA) has named ASSA ABLOY as the recipient of the 2020 Member of the Year Award, which honours SIA member companies that have shown noteworthy involvement in SIA committees and working groups, SIA events and the SIA Education@ISC conference programme; leadership activity; recruitment of SIA members; and contributions to SIA thought leadership and the industry overall. SIA will present ASSA ABLOY with the award at The Advance, SIA’s annual membership meeting, during ISC West. ASSA ABLOY – the global provider of access solutions – is a long-time SIA corporate member that takes an active role in participating in SIA’s array of programs, products and services and fully supports its employees’ involvement in SIA committees, working groups and advisory boards. The company is a regular sponsor of key SIA events, including the Market Leaders Reception at ISC West, SIA GovSummit and Securing New Ground. On-demand training courses SIA is proud to honour ASSA ABLOY as the 2020 SIA Member of the Year and applauds the company for its invaluable engagement “SIA is proud to honour ASSA ABLOY as the 2020 SIA Member of the Year and applauds the company for its invaluable engagement, thought leadership efforts and contributions to SIA, our members and the security industry overall,” said Scott Schafer, Chairman of the SIA Board of Directors. “Thanks in large part to the outstanding support of members like ASSA ABLOY, SIA is able to continue building on its robust suite of resources, programming and education and training offerings to better serve our members and the industry.” ASSA ABLOY is a contributing member to the SIA Center of Excellence, SIA’s online repository of vendor-neutral, vetted information – including on-demand training courses, e-learning modules, articles and webinars – to foster industry knowledge and help organisations keep at the forefront of market demands. Significant resources and services Additionally, the company has contributed content to SIA Technology Insights, SIA’s journal distilling the most current thinking for applying today’s security technologies and moderated webinars in partnership with SIA and Security Systems News, and ASSA ABLOY executives have spoken at SIA events including Securing New Ground. “ASSA ABLOY is honoured to receive SIA’s Member of the Year Award. Since serving on the SIA Board of Directors, my eyes have been opened to the significant resources and services provided by the SIA management team and staff under the leadership of Don Erickson and Scott Schafer,” said Martin Huddart, Head of Smart Residential for ASSA ABLOY. Vast network of member volunteers The Advance will take place during ISC West 2020 on Tuesday, March 17, from 10:30 to 11:30 a.m" “I have also been impressed by the vast network of member volunteers who work on important committees and support SIA events – I think this is a reflection of the relevance and vitality of this trade association. I’d like to thank not only the ASSA ABLOY volunteers that led to this recognition, but all SIA members who contribute their time to the advancement of security in the workplace and in our homes. We shouldn’t forget that our collective impact makes a real difference in the world.”  The Advance will take place during ISC West 2020 on Tuesday, March 17, from 10:30 to 11:30 a.m. in the Sands Convention Center in Las Vegas, Nevada. Exchange market intelligence In addition to the presentation of the SIA Member of the Year Award, attendees will enjoy a high-impact presentation from William Wilkins, Executive Director of Global Security Operations at Valero Energy Corporation, on the Chief Security Officer framework and key lessons for security professionals. SIA will also review key association business, exchange market intelligence for the year ahead and present the SIA Chairman’s Award, Committee Chair of the Year Award and Sandy Jones Volunteer of the Year Award. Attendees of The Advance will receive complimentary lunch and have the opportunity to network with industry colleagues.

The Security Industry Association (SIA) has selected Janet Fenner as the 2020 recipient of the Sandy Jones Volunteer of the Year Award, which recognises SIA volunteers who have made tireless efforts to expand SIA’s programs and services. SIA will present Fenner with the award at The Advance, SIA’s annual membership meeting, during ISC West. Fenner is the chief marketing officer at Intelligent Security Systems (ISS), a developer of security surveillance and control systems for networked digital video and audio recording, video image pattern processing and digital data transmission. Prior to her time at ISS, she held marketing and leadership roles at Dahua Technology, Hanwha Techwin America and TemTec. SIA Women in Security Forum Fenner is a member of the SIA Board of Directors and serves as chair of SIA’s Membership and Marketing Committee, where she guides SIA in creating member value, especially for the purposes of increasing member retention, new member development and overall member engagement, and serves as a valued sounding board for validating the member benefits developed by SIA’s committees and staff. Janet Fenner truly embodies a spirit of volunteerism at SIA through her active involvement in SIA committees" She is also a member of the SIA Women in Security Forum steering committee, which engages all security professionals to promote, recruit and cultivate the leadership of women for a more inclusive and diversified industry. “Janet Fenner truly embodies a spirit of volunteerism at SIA through her active involvement in SIA committees, events and membership initiatives and by continually encouraging other members to grow their engagement with the association,” said SIA Chairman of the Board Scott Schafer. Collaboration between SIA and Mission 500 “SIA commends Janet for her exceptional contributions to SIA and the security industry and for partnering with SIA to provide top-quality programs, initiatives and services, and we look forward to recognising her for these accomplishments at The Advance.” Fenner has been continually engaged with SIA’s programming, including promoting and speaking at events like the SIAThere! series of networking and professional growth events and Securing New Ground, the security industry’s executive conference. Fenner has played an instrumental role in fostering collaboration between SIA and Mission 500 Leveraging both her role with SIA and her role as an advisory board member of Mission 500, a not-for-profit organisation focused on the professional security community’s efforts to assist families in need across the U.S., Fenner has played an instrumental role in fostering collaboration between SIA and Mission 500 on efforts like SIA Honours Night, a special event recognising industry leaders’ contributions to the security industry which supports the work of Mission 500 through donations to the organisation’s end-of-year campaign. The Advance at ISC West 2020 “I sincerely thank SIA for this acknowledgement and honour for which I am most grateful,” said Fenner. “This award represents the scores of friends, colleagues and family who help make the activities and events I’ve been involved with both possible and meaningful, and I extend my sincerest thanks to them as well.” The Advance will take place during ISC West 2020 on Tuesday, March 17, from 10:30 to 11:30 a.m. in the Sands Convention Centre in Las Vegas, Nevada. In addition to the presentation of the Sandy Jones Volunteer of the Year Award, attendees will enjoy a high-impact presentation from William Wilkins, executive director of global security operations at Valero Energy Corporation, on the chief security officer framework and key lessons for security professionals. SIA will also review key association business, exchange market intelligence for the year ahead and present the SIA Chairman’s Award, Member of the Year Award and Committee Chair of the Year Award.

The Security Industry Association (SIA) announces the 2019 keynote and featured speakers for Securing New Ground (SNG), the security industry’s annual executive conference taking place at the Grand Hyatt New York in Manhattan October 29-30. SNG 2019 will feature keynote remarks from Dr. Steven T. Hunt, chief expert for work and technology at SAP; George Oliver, chairman and CEO of Johnson Controls; and Gary Shapiro, president and CEO of the Consumer Technology Association (CTA). Significant security risks and threats SNG gathers the brightest minds in the security industry and offers a carefully curated program" Additionally, the 2019 conference will include featured presentations from Steve Jones, CEO of Allied Universal, and Brian Tuskan, senior director and chief security officer (CSO) at Microsoft Global Security; and a panel of CSOs and senior security executives from major industries and public safety highlighting significant security risks and threats and how executives mitigate them. “Each year, SNG gathers the brightest minds in the security industry and offers a carefully curated program that inspires these leaders about the potential of the global security industry,” said SIA CEO Don Erickson. “We are thrilled that these top security luminaries from some of the nation’s leading companies will be joining us at SNG 2019 and look forward to diving deep into the most critical industry trends.” Innovative workforce management methods In the conference’s opening keynote presentation, The Human Side of Security, Hunt will explore the impact of integrating security methods into workforce management systems. This session will examine the interaction between security risks, employee psychology, workforce management and information technology and illustrate how physical and information security risks can be mitigated through the use of innovative workforce management methods and technologies. Additionally, attendees will enjoy a keynote-style executive interview featuring Oliver and hosted by SIA Chairman Scott Schafer. This conversation will highlight major industry trends and market drivers and share insights into how one of the security solutions firms — delivering both security technology products and security integration services — is navigating evolutions in technology, business models and customer needs. Managing corporate risk Jones will explore how the business of security is evolving during the session No Off Season In the presentation Consumer Trends Destined to Shape the World, Shapiro will showcase what trends in innovation and consumer preferences are poised to shape the globe and your business. Shapiro is president and CEO of the CTA, the U.S. trade association representing more than 2,200 consumer technology companies and which owns and produces the CES show. In an interview-style session format, Jones will explore how the business of security is evolving during the session No Off Season: Managing Corporate Risk in an Era of Uncertainty. Jones – who, in addition to his role at Allied Universal, authored the book No Off Season – will share insights into what corporate leaders are seeking from security teams and how he has applied leadership lessons to grow his firm while remaining focused on the ultimate goal: managing his clients’ risk and protecting their reputations. Providing end-to-end enterprise security In the session Defining the Future of Security, Tuskan will share his vision on technology, strategy and where the security industry is headed. As CSO for one of technology firms and with a global footprint, Tuskan has a view of security that serves as not only a vision, but also a great example of how strategy and technology can work together. SNG attendees will enjoy Expecting the Unexpected: Security Leaders Speak!, a dynamic panel discussion Tuskan will also discuss the importance of having a strong relationship with the chief information security officer in providing end-to-end enterprise security. Additionally, SNG attendees will enjoy Expecting the Unexpected: Security Leaders Speak!, a dynamic panel discussion featuring Karen Frank, director of global security at Pratt & Whitney; Brad Hegrat, security principal director at Accenture; Andrea Schultz, director of strategic security programs and policy at the National Football League; Trisha Stein, director of administrative operations at the Detroit Police Department; and moderator Pierre Trapanese, CEO of Northland Controls. Small business security These CSOs and senior security executives from major industries and public safety will share perspectives on the significant security risks and threats in their sectors and how they’re mitigating those concerns while keeping an eye on future risks. Other highlights of SNG 2019 will include discussions on the future of consumer and small business security, what politics and policy mean for security businesses, investment insights for the security industry and managing corporate risk; topic-focused thought leadership roundtables; and a lively networking reception. SNG 2019 will be held at the Grand Hyatt New York, and attendees will be offered a special discounted rate at the hotel; the room block will close on Friday, October 11.

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.

The Security Industry Association (SIA) has selected the SIA Women in Security Forum as the recipient of the 2018 Chairman’s Award, which recognises SIA members’ diligent efforts in furthering the SIA mission and overall commitment to the association’s future. SIA will present the award at The Advance, SIA’s annual membership meeting, during ISC West. Supporting professional development The leaders of the forum have demonstrated outstanding engagement of SIA membership" The SIA Women in Security Forum supports the advancement of women in the security industry through programs and opportunities for professional development, networking and thought leadership. The group – led by a dedicated committee of volunteers – was established on International Women’s Day in 2018. “The Women in Security Forum got off to a remarkable start in its first year by quickly and effectively building the program, forming a charter and developing a strong committee,” said Scott Schafer, chairman of the SIA Board of Directors. “The leaders of the forum have demonstrated outstanding engagement of SIA membership and the security industry, planned and executed top-quality, well-attended events and advanced the mission of promoting professional development, mentorship and a path to success for women in the security industry.” Security forum offerings Key Women in Security Forum offerings include the SIA Progress Award, which celebrates individuals who advance opportunities and pave the way to success for women in the security industry; networking and professional growth events for women in the security industry; SECURE Perspectives, a monthly column that supports the participation of women in the security profession by highlighting successful women in the industry; and an all women-authored issue of the SIA Technology Insights journal. Talented industry It is exciting to see our efforts come to fruition during the most important security event of the year" “The Women in Security Forum is thrilled to be recognised with the 2018 Chairman’s Award as we celebrate our first anniversary. We are working diligently to create a movement by collaborating with industry leaders – men and women – to develop programs and initiatives that empower women and influence change,” said Maureen Carlo, co-chair of the Women in Security Forum Steering Committee. “Thank you to SIA for allowing us to embrace this opportunity; it is exciting to see our efforts come to fruition during the most important security event of the year. A talented and diverse industry will grow when we support each other – the best is yet to come!” Networking and insights At ISC West, members of the Women in Security Forum will participate in two panel sessions on women in security on Tuesday, April 9 – ‘being a woman business owner in the security industry is an advantage, not a disadvantage’ and ‘bridging the gender gap in the security industry’. The Women in Security Forum will also host its annual meeting and a complimentary breakfast event on Friday, April 12, featuring networking and insights from special guest Juliette Kayyem, a national leader in America’s homeland security efforts. Kayyem previously served as President Obama’s assistant secretary for intergovernmental affairs at the U.S. Department of Homeland Security and Massachusetts Governor Deval Patrick’s homeland security advisor. Diversifying leadership in security “Over the last year, the core leadership group that makes up the Women in Security Forum has come together to create a unique opportunity to diversify the leadership voices in security as we move toward the next iteration of innovation for our industry and beyond,” said Dawne Hanks, co-chair of the Women in Security Forum Steering Committee. Providing opportunities for fresh voices to take the lead in driving where we go" “Providing opportunities for fresh voices to take the lead in driving where we go and how we change the world is at the heart of what we are trying to do and will drive growth for the future. I am honoured that SIA has seen fit to present the Chairman’s Award to this esteemed group of women that, together with SIA, are looking to drive actionable change to diversify and grow our industry.” SIA’s Women in Security Forum offers programs, professional opportunities and networking and professional growth events to celebrate and advance the involvement of women in the security industry. Any employee of a SIA member company – regardless of gender – is eligible to join the forum. ISC West The Advance 2019 will take place during ISC West on Tuesday, April 9, from 10:30 to 11:30 a.m. in the Sands Expo Center in Las Vegas, Nevada. All SIA members are invited to attend. In addition to the presentation of the Sandy Jones Volunteer of the Year Award, attendees will enjoy a high-impact presentation from Sal Mani, security systems manager for Google, on the workforce imperative of developing cross-functional skill sets to stay competitive in the security industry. SIA will also submit five nominations to the SIA Board of Directors for ratification and present the SIA Milestone Awards, Sandy Jones Volunteer of the Year Award, Member of the Year Award and Committee Chair of the Year Award. Attendees of The Advance will also receive complimentary lunch and have the opportunity to network with industry colleagues.

The Security Industry Association (SIA) has identified and announced the 2019 Security Megatrends – the foundation of SIA’s signature yearly report defining the major trends and forces at play in the global security industry. Forecasting of 2019’s top 10 Security Megatrends was based on survey data generated in September and October 2018 from top security industry business leaders, association leadership and key volunteers and speakers for the next Securing New Ground (SNG) – the security industry’s executive conference –  taking place Oct. 25-26 in New York City. Modern security solutions By nearly 30 percentage points, industry leaders said cybersecurity’s impact on physical security solutions was the most impactful trend The Security Megatrends report is provided each year to SIA member companies and registered attendees of SNG. These trends – the top factors influencing both short- and long-term change in the global security industry – are expected to have sweeping impact on almost all businesses within the industry. As such, these Security Megatrends are an essential component of the thoughtful discussions at SNG, an annual conference attracting security industry business leaders, entrepreneurs, investors, industry visionaries and senior-level chief global security officers. Cybersecurity was identified in the 2019 report as the standout trend shaping the security industry. By nearly 30 percentage points, industry leaders said cybersecurity’s impact on physical security solutions was the most impactful trend they were expecting to face in 2019. A resounding number of respondents also called for artificial intelligence (AI) to be recognized as a megatrend, noting that AI is becoming vital to supporting the heightened volume of data produced by modern security solutions. Increases responsiveness Other new Security Megatrends emerging for 2019 include workforce development, the emphasis on data privacy, advancements in digital identity and the integration of security into smart environments like smart buildings and smart cities. The 2019 Security Megatrends are: Cybersecurity Impact on Physical Security Internet of Things (IoT) and the Big Data Effect Cloud Computing Workforce Development AI Emphasis on Data Privacy Move to Service Models Security Integrated in Smart Environments Advanced Digital Identities Impact of Consumer Electronics Companies “Today, modern physical security solutions are comprised of IoT devices and sensors that generate high volumes of security data. Applying analytics and artificial intelligence systems makes this data more actionable and increases responsiveness for security systems users,” said SIA Chairman of the Board Scott Schafer. Noticeable impact “Cybersecurity continues to be at the top of the list of the most important trends identified by security industry manufacturers, systems integrators, security practitioners, architects and engineers, and SIA will continue to address this trend over the next year and in the foreseeable future.” The forecast for 2019 also identifies other forces at play in the security industry that may have a noticeable impact on some or all businesses In addition to defining the latest Security Megatrends, the forecast for 2019 also identifies other forces at play in the security industry that may have a noticeable impact on some or all businesses, and the research identifies three potential areas of business disruption the security industry may face in 2019. Residential security market The official 2019 Security Megatrends report will be published in late November 2018 and available online for download and/or purchase. The 2018 Security Megatrends report is currently available to all members and non-members. Each year at SNG, senior-level industry leaders and financial partners gather, trends are spotted, connections are formed and minds are opened. In addition to highlighting these Security Megatrends, SNG 2018 will feature keynote remarks by Jerome Pickett, senior vice president and chief security officer at the National Basketball Association, and Valerie Thomas, executive information security consultant at Securicon, and panel discussions on topics like the shift from smart cities to conscious cities, harnessing cyber-physical security technologies and how the changing residential security market is staying nimble.

The Security Industry Association (SIA) welcomed a new Chairman and new Directors to the SIA Board of Directors during ISC West 2018 in Las Vegas, Nevada. The SIA Board of Directors ratified the selection of Scott Schafer, Principal at SMS Advisors LLC, as SIA Chairman of the Board during an organisational meeting of the Board held at ISC West. “I thank the Security Industry Association for entrusting me with the responsibilities of SIA Chairman of the Board,” said Schafer. “As a longtime member of SIA, I understand the value the association has delivered to its members the importance of driving even more value though great execution of our strategic plan going forward. I would like to thank Denis Hebert for his many contributions to SIA during his term as chairman. We look forward to his future engagement with the SIA board.” SIA executive committee Following the ratification, the SIA executive committee for 2018 now includes:These leaders will help SIA navigate through emerging opportunities while ensuring the association’s programmes are achieving their full potential" Chairman: Scott Schafer, SMS Advisors Vice Chairman: Dan Moceri, Convergint Technologies Treasurer: Rich Cillessen, Siemens Industry Secretary: Pierre Trapanese, Northland Controls Immediate Past Chairman: Denis Hebert, Feenics Voting members The SIA membership ratified new voting members of Board of Directors (listed alphabetically by last name): Scott Dunn, Senior Director, Business Development Solutions & Services, Axis Communications Janet Fenner, Director, Business Development, Dahua Technology Mike Foynes, Senior Director, Global Security, Microsoft Corporation John E. Mack III, Executive Vice President, Co-Head of Investment Banking, Imperial Capital, LLC Tom Nakatani, Vice President, IT, Customer Monitoring Technology, ADT The Chairman and Directors of the SIA Board serve two-year terms. “SIA members will continue to be well-represented through an impressive set of directors who are well-respected within the global security industry,” said SIA Chairman Schafer. “Collectively, these leaders will help SIA navigate through emerging opportunities and challenges while ensuring that the association’s programmes and events are achieving their full potential for all of our members.”

Technology, products and services are vital to the security market, but so are the people behind them. This year, SourceSecurity.com has been highlighting some of the key characters who make up the security market. Along the way, we’ve discovered a broad spectrum of experiences and viewpoints that make up the industry. Many of the most insightful responses were to the question: What is the best professional advice you have received (and from whom)? Don’t underestimate yourself, says Don Erickson, CEO of the Security Industry Association Scott Brothers, Executive Vice President of Corporate Development, Oncam Listen, listen and listen some more. Which continues to take real training because of my passion over spilling into a “need to be heard” when really, I should be listening. It’s a trait I continually work on and seek feedback on. Listening for me equals learning and the best ideas sometimes come from the unexpected voice in the room. The open environment we cultivate at Oncam really promotes this kind of interaction at all levels. Don Erickson, CEO of the Security Industry Association Don’t underestimate yourself. John Stroia who is a former chairman of SIA and presently the president of Hamilton was literally the first person who encouraged me to apply for the CEO role at SIA. I was perfectly content handling government relations at the time the position opened. I also hadn’t aspired to the role. John actively encouraged me to go for it despite my reservations about whether I was ready for it.  Liam McShane, Sales Director at Perfect Display Technology Take whatever chances come along. It’s much better to regret something you did than something you didn’t do! (From a mentor at my first financial services company) Return all calls as soon as possible and no later than the end of each day, advises Scott Schafer Eddie Reynolds, President & CEO of Iluminar Many of my childhood friends' parents would always say to me, “If no one wants to give you an opportunity, create your own.” Scott Schafer, Chairman-elect of the Security Industry Association My father was in the major appliance industry and showed by example the importance of outworking your competitor.  He also made sure to return all calls as soon as possible and no later than the end of each day. Kim Loy, Director of Marketing at Vanderbilt Industries The best advice I have received is that we are only in competition with ourselves. If we strive to always improve our knowledge and performance, success will follow. That there are no boundaries, we are all capable of doing anything we strive to do as long as we don’t set limits for ourselves. This advice is something that I heard from a very young age and grew up completely believing – it came from my dad, Chuck Robinson. Thomas J. Langer, President of ASIS International From my father and totally by accident. He was 60 and learning computer aided design which was making his drafting table obsolete. I asked him why, at 60, do that now? His response was that he doesn’t get to choose where advancements take his profession. I have never forgotten that and therefore never settled for the status quo. Change and advancement are a constant in everything. You have to have a work life balance and be resilient in order to manage the ups and downs of business and your career Thomas Cook, Vice President of Sales at Hanwha Techwin America My first manager, Marty Meyer, told me when to keep emotion out of everything you do at work; especially when you are negotiating and presenting your side or case. Fredrik Nilsson, Vice President of the Americas at Axis Communications My manager, Bodil Sonesson, VP of Global Sales at Axis has given me great advice over the years. She says that your career “is a marathon not a sprint,” meaning, in order to be successful long-term you have to have a work life balance and be resilient in order to manage the ups and downs of business and your career. Kenneth Hune Petersen, Chief Sales and Marketing Officer of Milestone Systems Flemming Tamstorf, CEO of my former company, showed me by example that you should never tell anyone “See, I told you so.” He never did it himself. If you play to the limit, there is a risk that you will fail. If you’re taking a risk, things can go wrong. And he never said “I told you so.”

Scott Schafer was formerly Arecont Vision's Executive Vice President, and serves as the Chairman-elect on the Executive Committee and Board of Directors of the Security Industry Association. Scott started out in the IT industry with NCR, where his teams introduced many breakthrough technologies including the first commercial notepad computer. After joining Pelco in 2004, Scott moved on to Arecont Vision. How did you come to work in the security industry? I was recruited by David McDonald, the CEO of Pelco, to join the company. Pelco was just starting its move from analogue security products and was ready to release its first IP/Networking based products. I joined to help the company prepare for and execute the changes needed to be a strong player in this new technology platform. What is the best professional advice you have received? My father was in the major appliance industry and showed by example the importance of outworking your competitor.  He also made sure to return all calls as soon as possible and no later than the end of each day. Quick Facts Biggest hero Orville and Wilbur Wright Last thing you cooked Paella First job Financial planning at an appliance factory Dogs or cats? Dogs Morning or evening? Afternoon! What's something few people know about you? That most of my career was in the IT industry, not the security industry.  What's the most rewarding thing about what you do for a living? The most rewarding part of my job is coaching people in my organisation. I really enjoy helping them understand how to successfully plan and deliver results that prepare them for their future. I keep in touch with many of my former direct reports and peers and it is terrific to see what they have accomplished. A very close second is the great opportunity I have experienced in delivering outstanding solutions and business opportunities to my customers. It is very rewarding to see the clients we serve get the advantages from the products and services that we deliver each day. Stepping back and realising how these systems helped customers protect their organisation, their employees and their clients is really gratifying. Scott Schafer admires the Wright brothers, generally credited with inventing the first successful aeroplane What are your interests, hobbies and passions outside security? Family, friends, and sports! Nancy and I are lucky to have come from big families and we have a large family of four children. We take every chance we can to spend time with them out here in California, Ohio and other parts of the USA. Our kids are all leading exciting lives, making exciting contributions, and are all off the payroll! I also enjoy playing golf. I have not played much business/customer golf in the past 10 years so I need to figure out a better schedule!   Where was your last vacation? Would you recommend it to others and why? Our last vacation, or holiday as you would say in Europe, was to Greece. We visited Athens, Santorini, and Crete as one of my sons is a doctor in the United States Navy and was stationed in Chania. I would recommend this trip as you get a chance to see where a lot of where history was made, enjoy great food, and terrific weather and scenery. 

Arecont Vision, the provider of IP-based megapixel camera technology, announces that its IP megapixel surveillance cameras meet the requirements of the April 18, 2017 Presidential Executive Order on Buy American and Hire American for manufactured goods. Arecont Vision is the only US-owned company making video surveillance cameras in the country. Executive order for manufactured goods “Arecont Vision is an American company that designs and builds customer-proven, award-winning megapixel surveillance cameras here in the USA, qualifying under President Trump’s recent Executive Order for manufactured goods,” said Scott Schafer, Executive Vice President, Arecont Vision. “The company has contributed more to the development of the megapixel camera industry through innovative design, outstanding quality, and advanced capabilities than any other vendor. Arecont Vision cameras are used by government and commercial customers for surveillance projects across a wide range of requirements.” Arecont Vision designs and assembles its products at the company’s headquarters and R&D facilities in Glendale, CA. The company-designed circuit boards used in each camera are built in Los Angeles county with a Field Programmable Gate Array (FPGA) integrated circuit at their core. The FPGA is used to run the Arecont Vision-developed Massively Parallel Image Processing (MPIP) architecture, which is now in its 5th generation of development. The MPIP architecture reduces the cybersecurity risks and hidden backdoors that common embedded operating systems and licensed code or chipsets may provide in surveillance cameras from other vendors. The architecture also extends the useful life of Arecont Vision cameras by allowing new features and security updates to be applied after installation for increased customer value and protection. Arecont Vision cameras Arecont Vision builds a comprehensive selection of American-made, feature-rich, single- and multi-sensor megapixel surveillance cameras for indoor/outdoor and day/night use. Arecont Vision cameras are integrated with the industry’s leading Video Management System (VMS) and Network Video Recorder (NVR) platforms to deliver world class video surveillance systems that address customer requirements. Arecont Vision cameras are available from the industry’s leading security systems integrators and dealers, and are proven in hundreds of thousands of government and commercial video surveillance projects.

Project registration programmes are a benefit manufacturers provide to systems integrators and security dealers who are bidding on an upcoming installation project. In effect, the integrator registers a project he or she is bidding on with a manufacturer, which offers pricing discounts to that integrator for that specific project. Such a programme seeks to encourage an integrator to specify a manufacturer's products, while making it more difficult for a competing integrator to bid lower on a project (because they do not have access to the discount). Megapixel camera manufacturer Arecont Vision has one of the most generous product registration programmes in the security marketplace, offering substantial discounts beyond the norm among other manufacturers. To find out more about the company’s project registration system for systems integrators and security dealers, we interviewed Scott Schafer, Executive Vice President of Arecont Vision. Following is that discussion. SourceSecurity.com: Project registration is offered by many manufacturers in the security industry. Some say these programmes are all similar and of limited practical value to a systems integrator or security dealer. How is Arecont Vision’s Project Registration Program different? Scott Schafer: Arecont Vision’s Project Registration Program is very different from competitor programmes. We believe that the systems integrator/dealer who registers a project has done valuable work with the end-user customer in defining the project requirements and determining the best possible solution. Many systems integrators do migration plans, job walks, demonstrations, proof-of-concept and pilots. We reward that effort by providing the systems integrator/dealer with significantly enhanced discount. The additional discount is typically 25 to 30 percent off normal purchase price from an Authorized Distributor. Significantly, only the initial registrant and distributor receive the project registration discount, except in a very few exceptions such as when the end user customer requires multiple installers in various geographies and advises Arecont Vision of that fact. SourceSecurity.com: How do integrators and dealers benefit? Schafer: The Arecont Vision programme protects systems integrators and dealers from last-minute competitors through this extra discount, at a time when most dealers selling security products are concerned with declining margins. The enhanced discount allows the registering systems integrator/dealer and the authorised distributor to earn more margin on the project, while offering an even better price to their customer. This model is unique to the Arecont Vision Project Registration Program. “The additional discount is typically 25 to 30 percent off normal purchase price from an Authorized Distributor” Most competitor programmes have common issues; for example, multiple systems integrators/dealers often get the same discount for any registration project. This means that the integrator who did the initial work isn’t rewarded for it; all who register get the same or very similar discount. And these “special prices” are usually only 2 to 5 percent better than contracted prices. Often this can also cause conflict for programmes that have multiple levels of partnership, where a lower level programme member can get a few points of extra discount that matches the discount available to a higher-level programme member. This negatively impacts margins for systems integrators, dealers, and distributors. Other issues include minimum deal sizes often required or strongly suggested in competitor programmes. Another common complaint we hear is that the submission and approval process can be complicated and take days or weeks to get a decision from a competitor. The deal may already be lost before the approval comes through in those situations. These issues are eliminated with the Arecont Vision programme. SourceSecurity.com: How long do registrations take to be issued, and how long are they good for? Schafer: Approvals for projects that don’t require additional information are issued within 24 hours, and often approved in two hours the same day. Unless otherwise noted, registrations are in effect until 60 days after the “Estimated Close Date” entered for the project. When necessary, a registration can be extended upon request. SourceSecurity.com: Can any systems integrator/dealer register a project? Schafer: Any authorised systems integrator/dealer can participate in the Arecont Vision Project Registration system. SourceSecurity.com: How does a systems integrator/dealer become authorised to sell Arecont Vision products? Schafer: It is quick and easy for a systems integrator/dealer to participate in the Arecont Vision Channel Partner Program.  First, they sign up online at arecontvision.com (Click on Partners and “Become a Channel Partner”). The required form is short and, once completed, the systems integrator/dealer will be taken to the online Partner Portal. The portal contains links to the registration system, a link to a video explaining how to use the registration system, plus links to Arecont Vision University channel partner training, design tools, the Technical Assistance Center, and other useful things.  SourceSecurity.com: What is the registration process? Schafer: The entire registration process for an individual deal or project is online. Arecont Vision authorised distributors participate in the project registration programme worldwide. Project registration requestors use the Partner Portal. Each requires sufficient information to provide Arecont Vision sales management with an understanding of the project scope and requirements. Once the application is completed, a project registration number is issued, available for review on the online dashboard with current registration status. Only Arecont Vision and the registering systems integrator/dealer can view the dashboard.  An email confirming that the registration request has been received by Arecont Vision is issued, and may be followed up with another or phone contact if any clarifications are required.  Once the registration has been approved (or declined), the dashboard is automatically updated and a confirming email sent to the systems integrator/dealer. SourceSecurity.com: Many manufacturers have minimum size requirements for project registrations. Is the Arecont Vision registration programme only for big project opportunities? Schafer: There is no minimum order size required for Arecont Vision project registrations. We encourage authorised systems integrators/dealers to register their projects to ensure the best possible pricing for them, their authorised distributor, and for the end user customer. SourceSecurity.com: Is project registration available outside the United States and Canada? Schafer: Yes. Arecont Vision authorised distributors participate in the project registration programme worldwide.  Systems integrators and dealers can log into the Partner Portal on the Arecont Vision website 24x7 and register new projects or review their existing registrations, regardless of their location. SourceSecurity.com: Have systems integrators and dealers responded well to the Project Registration Program? Schafer: Absolutely. We poll a representative sample of our authorised systems integrator and dealers each month on how we are doing with product innovations, reliability, pricing, support, and on project registration. We use that feedback to make our products, programmes, and support better.

SourceSecurity.com’s Expert Panel covered a lot of ground in 2016 about a variety of topics in our Roundtable discussions. The very most-clicked-on Roundtable discussion in 2016 was about how to choose between a cloud-based system and a server-based system. Other hot topics that made the Top-10 list of Roundtable discussions included edge-based video storage, the challenges of commoditisation, and mistakes customers make when buying and installing security systems. Here is a listing of the Top 10 Expert Panel Roundtable discussions posted in 2016 at SourceSecurity.com, 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 2016, including the quotable panelists named below! 1. What factors should a customer consider when choosing between a cloud-based system and a server-based security system? "Invariably the choices will be driven by security processes in place within the corporate environment and by ensuring the remote system is as impenetrable as the corporate network. Both options potentially leave the corporate network vulnerable to a determined cyber attacker, so the systems and access points to the network need to be sufficiently hardened to deter or prevent attacks.” [John Davies] 2. What is the most unusual application of surveillance cameras you have seen recently? "The most unusual application I’ve seen is the use of 360-degree fisheye cameras mounted on mobile poles for security along a marathon route. The poles were mounted on mobile units that contained power and communications infrastructure. Multiple mobile units were driven and placed along the route so that the entire route was constantly under surveillance. " [Jumbi Edulbehram] 3. What is the biggest mistake you see your customers make when it comes to buying or installing security or surveillance systems? "Too many businesses fail to take full advantage of the breadth of services available for maximising tools like remote diagnostic services, for example, which allow customer service teams to regularly and proactively check equipment quality and make repairs remotely." [Joe Oliveri] A number of major security companies are offering cloud video surveillance solutions apart from the traditional server-based systems, but which is best for the customer? 4. How many megapixels are enough? At what point does additional resolution not matter, or not make economic sense? "The industry commonly holds that 20 pixels/foot is enough for general surveillance, 40 pixels/foot is the minimum for facial recognition and licence plate identification, and 80 pixels/foot is used for higher detail like reading logos, names embroidered on a shirt, etc. " [Jason Spielfogel] 5. What is the value of edge-based storage and in what specific applications? "Recording at the edge frees up network bandwidth and PC processing power, allowing users to view and manage video feeds and store applicable images for later use or transfer to the network when necessary. " [Dave Poulin] 6. How can security integrators replace revenue in the age of commoditisation? "The integrator community needs to learn to embrace what hundreds of other contractor businesses have. They need to improve their predictable cash flow and margin by offering contracted services. Call it what you like – RMR, managed services, monitoring – the description makes no difference. The integrator community simply needs to get off their butt and make it happen. " [Bill Bozeman] 7. How successful was ISC West 2016? Did it meet your expectations? "It was unanimous that 2016 ISC West was the best show we have participated in Arecont Vision history! Activity on the first two days was especially strong with Systems Integrators, Dealers, Distributors, End Users, and A&E/Consultants. These people all came to see our new product line and were especially interested to see the product performance improvements and ease of installation and setup." [Scott Schafer] More of us are depending on social media smart phone apps as a source of information, providing new levels of immediacy that dovetail well into security, specifically in areas of emergency notification 8. What are the physical security challenges of "safe cities" applications, and how is the market meeting those challenges? "One of the challenges is, of course, to make systems from different manufacturers work together. Interoperability is important not only from an operator’s point of view, but also in how cities and their internal divisions should respond to incidents reported by the security systems. " [Per Björkdahl] 9. How should integrators/installers differentiate themselves or make themselves stand out in today’s market? "In today's market, it's all about customer service. Almost every integrator has good product – and most of these products do a lot of the same things – but what sets integrators/installers apart is the level of value-added support they are providing to their accounts. Increased support through training, follow-up, open communication and keeping them informed on emerging technologies can really speak to the needs that end users have and why they will remain loyal.” [Mitchell Kane] 10. What role can social media play in the security marketplace and/or as a tool to promote better security in general? "Social media has weaved its way into our daily lives and is an integral part of our interaction with customers in the marketplace. Social media outlets bring the human element to interfacing with our communities and customers. This humanization allows us to address sensitive topics like the recent events in Orlando and how to take preventative measures in the future." [Melissa Stenger] See the full coverage of 2016/2017 Review and Forecast articles hereSave Save

2016 was a year of fast-paced changes in the market for video surveillance, especially for higher-resolution and panoramic cameras. We spoke with Scott Schafer, Arecont Vision’s Executive Vice President, for his thoughts on 2016 and the year ahead.   SourceSecurity.com: Did your predictions for 2016 match up with what you thought back at the end of 2015? How has the intervening year changed the thoughts? Scott Schafer: Looking back on our predictions for industry trends and directions for 2016, we anticipated most of the technology announcements but some were a little faster than we thought.  Several more firms have entered the multi-sensor panoramic and multi-directional product sets that Arecont Vision pioneered 10 years ago. These copies may look similar to Arecont Vision designs but they are still first-generation offerings from these vendors. These firms have not done the product hardware, firmware, and software design and integration work that takes time and outstanding engineers to do. This has resulted in products that are much bulkier and harder to install from competitors in this market space. New 4K products will make a substantial impact going forward for the industry, but the volume purchases are still in the 1080-5MP, and 10MP platforms. Pricing continues to be interesting. Many new entrants and established firms continue to release new low cost products and lower the prices of their legacy products. This was expected. On the channel changes that happened this year, we did not expect major combinations to happen, for example Tyco and JCI. The great thing about it is that we enjoy very good relationships with both firms and are enthusiastic about our future partnerships. Similarly, Convergint made strategic acquisitions that will benefit their organisation and the industry. SourceSecurity.com: How did the overall economy impact the security marketplace? What important trends did you see developing? Schafer: The economy and currency changes had their biggest impact in Europe and the Middle East. I think both these regions will rebound in 2017-18. Pent-up demand for security systems by retailers, banks and governments will cause these markets to expand over the next three years. Pent-up demand for security systems by retailers, banks and governments will cause these markets to expand over the next three years SourceSecurity.com: What notable trends do you see playing out in the new year and what will be their impact?  Who will be the “winners’ and who will be the “losers”? Schafer: For manufacturers, companies with great, valuable technology will be the winners. Companies that depend on third party platform designs and a low-cost price point for their success will not flourish.  Low-price product providers have played an important role throughout the history of the security industry, but that position is not sustainable long-term. And their channel partners may get some upside in the short term, but they will be relegated to low-margin dollars and percentages on the low-price products. Selling low-price, low-margin products can cause firms to think they can make it up in volume, which of course only works in the short term. Low-price product selling can also diminish brand equity. SourceSecurity.com: What have been Arecont Vision’s successes and challenges in 2016 and looking ahead to 2017? Schafer: Arecont Vision continues to grow as a company. Our people have developed even faster than we predicted in sales, marketing, customer service, engineering, quality, and operations. It is truly amazing to see how far we have progressed as an organisation. Our product line has matured as we released several unique, first-to-market, highly awarded products. In addition, we made strong moves to improve the performance (image quality, low light performance, compression, noise reduction) of our new products, and those improvements in technology can be pushed to many of our past-generation platforms. That’s right. Our new technology is capable of being downloaded to many of our earlier generation products. This is a value that many of our customers use to add additional performance in the form of software/firmware updates that are unique to Arecont Vision’s Field Programmable Gate Array (FPGA) architecture. That is real investment protection, the Arecont Vision way. And “Made-in-the-USA” will continue to be a unique position that resonates globally, not just in the United States. See the full coverage of 2016/2017 Review and Forecast articles hereSave Save

Ms. Dougan was named 2012 Woman of the Year in the manufacturer category by the Women’s Security Council Arecont Vision has announced the retirement of Carole Dougan as Vice President of North American Sales. “Carole joined Arecont Vision six years ago as our Vice President of Strategic Accounts for the Americas. She did an excellent job building our business with our top distributors and systems integrators based in the USA,” said Scott Schafer, Executive Vice President, Arecont Vision. “When we promoted Carole to Vice President of North American Sales in 2012, she built a strong sales organisation that brought many new field sales people into the company that are contributing to our success today and will continue to do so in the future.” Growth of the company During Ms. Dougan’s tenure with Arecont Vision, the company dramatically grew its business in North America. North American sales are on plan for the first half of 2016, achieving significant year-to-date growth over the same period in the preceding year. “I leave Arecont Vision feeling very thankful,” said Ms. Dougan. “Being a part of this company has allowed me to grow both professionally and personally, working with an outstanding group of people and offering industry-leading products and support. It is now time for me to play a larger role in the lives of my spouse, my step-children and grandchildren, my family in New York, and my circle of friends.” Work History Ms. Dougan began working part time at age 14, and while still in school at age 16 she began working full time. Her forty-year career includes over 31 years in the security industry. Ms. Dougan was named 2012 Woman of the Year in the manufacturer category by the Women’s Security Council. During her tenure, Arecont Vision won significant channel partner awards and industry recognition in North America. “Carole and I have worked together for 12 years at both Arecont Vision and in previous assignments, and I will miss working with her going forward. She was someone we could always count on,” said Mr. Schafer. “I do know how excited Carole is about the next stage of her life, and that all of us at Arecont Vision wish her the best in the future.” New Promotions Arecont Vision has also announced important promotions in the North American Sales organisation. Two proven sales directors were promoted to regional vice president positions. Kyle Parker has been promoted to Regional Vice President, North American Sales West. Mr. Parker joined the company as Sales Director, North Central Region in 2013. Chris Sessa has been promoted to Regional Vice President, North America Sales East. Mr. Sessa joined Arecont Vision in 2009 as Sales Director, Eastern Region.

Under Sanjit’s leadership, MEAI has become one of the fastest growing and most important regions for Arecont Vision Arecont Vision has announced the promotion of Sanjit Bardhan to Vice President, Middle East, Africa, and India (MEAI). “Under Sanjit’s leadership, MEAI has become one of the fastest growing and most important regions for Arecont Vision,” said Scott Schafer, Executive Vice President, Arecont Vision. “We fully expect that with his new role, Sanjit will continue to accelerate company growth, market presence, and customer satisfaction in the region.” Promoted to Director of Middle East, Africa, and India in 2013 Mr. Bardhan leads an experienced team for the complex, multi-national region which supports Arecont Vision end user customers, integrators, and distributors with expert level sales, training, and technical assistance. He joined Arecont Vision in 2011 as Regional Manager for the Middle East and North Africa. Mr. Bardhan successfully drove the business across the region in this role, and in 2013 was promoted to Director of the expanded territory of Middle East, Africa, and India.  “Bringing Arecont Vision’s megapixel camera products to the Middle East, Arica, and India is extremely rewarding as customers learn of the benefits, quality, and reliability of our unique Made-in-USA technology,” said Mr. Bardhan. “We will continue to rapidly increase our customer base and provide world-class support throughout the region.” Prior to Arecont Vision, Mr. Bardhan held sales assignments with Clipsal Datacomms by Schneider Electric and later with Anixter Middle East. Bardhan holds a B.E. (Honours) in Computer Science and Engineering from the Birla Institute of Technology and Science. He is based with his family in Dubai, United Arab Emirates.  

Projects can be registered on-line in real-time to ensure rapid acknowledgement and turnaround of registration requests for Arecont Vision® Authorized Resellers Arecont Vision®, the industry leader in IP-based megapixel camera technology, is helping its partners to address their top business challenges quickly and efficiently with its online Project Registration Programme. The programme enables projects to be registered on-line in real-time to ensure rapid acknowledgement and turnaround of registration requests for Arecont Vision® Authorized Resellers. Protection and rewards The Arecont Vision Project Registration rogramme provides Authorized Resellers with assurance that they will be rewarded with additional discounts for their sales efforts, thus raising their margins. It also protects Authorized Resellers by reducing the ability for other resellers to enter the bidding process at the last minute in attempts to undercut pricing. “Security resellers have indicated that eroding margins and lack of training are among the main business challenges they face today,” said Scott Schafer, Executive Vice President, Arecont Vision®. “Our online Project Registration Programme ensures that our Authorized Resellers receive price protection and excellent margins along with industry-leading training and support. It also allows our reseller partners to provide outstanding value to end users.” Rather than simply providing two or three additional discount points which is common practice in most project registration programmes, Arecont Vision® provides substantial discounts for registered projects. This allows Authorized Resellers to offer their customers superior megapixel video technology with greater profitability. Arecont Vision’s Project Registration Programme is built on an easy to use on-line tool.  

TAC better assists systems integrators and dealers with system design, implementation, and post-installation support Arecont Vision®, the industry leader in IP-based megapixel camera technology, has announced the opening of the new Technical Assistance Center (TAC) to further enhance the company’s award-winning support services. Customer satisfaction surveys conducted by Arecont Vision® in the first half of 2015 indicated extremely high ratings for product quality and support. These findings were confirmed independently according to a survey of systems integrators conducted by Security Sales and Integration (SSI) magazine. Arecont Vision® subsequently received the SSI Stellar Service Award for Customer Service at the 2015 Electronic Security Expo (ESX) in Baltimore, MD. “We established Arecont Vision’s Technical Assistance Center to better assist systems integrators and dealers with system design, implementation, and post-installation support,” said Scott Schafer, Executive Vice President, Arecont Vision®. “This further enhances our proven and industry-recognised ability to provide best-in-class technical support for our customers.” TAC support initiative The Arecont Vision® TAC delivers live and on-line support for the company’s industry-leading megapixel cameras that are deployed around the world in a wide range of mission-critical and general surveillance applications. Arecont Vision® has invested in new management, additional technical representatives, and new online services as part of the new TAC support initiative which is built on four primary operating principles: Ownership – The TAC provides “Cradle to Grave” support for each individual request for assistance and the creation of a support ticket. A technical representative is responsible for each support ticket from creation through to resolution. Timeliness – All support tickets are managed to ensure that open issues are escalated and resolved in a timely manner. Responsiveness – Notification is issued whenever the status of a support ticket is updated by the TAC team. Convenience – Support tickets may be opened, updated, and status-checked online 24/7 using the TAC secure support portal.  User-friendly, self-service portal The Arecont Vision® TAC is ready to assist with support issues around the clock. This is provided securely through a user-friendly, self-service web portal to open new support tickets or check the status of existing ones. Email alerts are available for those who require instant updates to their support ticket status from creation through to closing.  Software and firmware downloads and tools for Arecont Vision® cameras also available online. Operating in conjunction with the TAC are several other Arecont Vision® teams: Inside Sales personnel provide expert sales support to customers and resellers seeking megapixel camera solutions, sales and technical materials, pricing, and project registration.               Field Application Engineers provide megapixel camera system design assistance, implementation guidance, and pre-installation help for Arecont Vision® products. The TAC also calls upon the resources of the FAE team for on-site post-installation assistance as needed. When an issue involves video management system software or other technology integrated into the video surveillance solution, the Arecont Vision® Technology Partner Program team is engaged. The team’s MegaLab™ facility is able to duplicate real-world environments for problem identification and resolution. The Technology Partner Program team is also engaged with certified technology partners to quickly escalate and resolve support issues. Arecont Vision® also provides the Advanced RMA Replacement program. Product replacements can be requested online or by contacting the TAC.

Can a U.S. manufacturing company compete and thrive in the global security market? Megapixel camera manufacturer Arecont Vision makes a strong case that it can. Dialogue and integration with VMS companies Assembling products in the USA helps Arecont Vision ensure quality. If there is a quality issue, the company can stop the production line and fix it. Although some of Arecont Vision’s components, such as camera housings, are manufactured in low-cost regions of the world, including China, everything is assembled in Glendale, California, with additional quality checks. The “Made in USA” tag line is a statement of quality in much of the world, says Scott Schafer, Arecont Vision’s Executive Vice President of Sales, Marketing and Service. Arecont Vision is expanding its technical support, especially maintaining a regular dialogue with technical support personnel from various video management system (VMS) companies. In effect, the goal is an “on-purpose, proactive teaming in the field” to provide a joint value proposition in the security market. Arecont Vision integrates with more than 100 VMS and NVR companies, including all the big ones such as Milestone, Genetec, Exacq, Lenel, DVTEL, 3VR and many others. “It depends on what the client wants,” says Schafer. "We have come a long way in ashort period of time. Our numbersare reflecting that. We are pleasedwith the progress we have made",said Sasha Ross, Senior Managerof Arecont Vision Technical SupportDepartment Faster, stronger technical support for customers Speed of technical support is another priority, and Arecont Vision is establishing processes and metrics to achieve faster support. Arecont Vision is strengthening its support team with new people, processes and systems. The company may have the same number of online and support calls as it did in 2012, but the business volume has tripled since then. The team is better organised, and behaviours are being established to prepare for installation of a help desk software solution to track service level agreements (SLAs), escalation procedures, etc. Technical support in the Glendale office opens at 5 a.m. Pacific time and closes at 6 p.m. Pacific, handling more than 91 percent of technical support calls (there is also technical support in Europe, and a French-speaking team in Montreal.) “We have come a long way in a short period of time,” says Sasha Ross, Senior Manager, Technical Support Department. “Our numbers are reflecting that. We are pleased with the progress we have made.” Technical support calls reflect any product problems, and the nature of calls has changed as quality improvements have been put in place. In fact, many of the calls are now from integrators who are installing IP systems for the first time and need extra hand-holding. Arecont Vision technical support personnel go out of their way to avoid finger-pointing and to help customers diagnose a problem, even if the problem stems from another company’s product and is not related to the cameras. "Overall, the process we use isvery robust. Because we work withthird party software providers, partof the QA cycle is to look at howour cameras work with the top five[VMS] products [in the market]", saysDarrel Tisdale, Director of Quality atArecont Vision. Robust quality control process Arecont Vision is embracing best practices related to quality control. They have better testing facilities, are using new metrics, and have a new quality director. Quality meetings are held often. All products get full quality inspections -- two of them -- and there are no more issues with wrong labels or missing screws or other problems with the cameras. Overall quality metrics have improved, even as growth in the company’s volume has exploded in recent years. Return rates have plummeted; RMA (return merchandise authorisation) rates have dropped three- or four-fold. In addition to quality control, cameras are tested – how do they work in low light, bright light or mixed lighting? How does a camera work inside an enclosure? “Overall, the process we use is very robust,” says Darrel Tisdale, Arecont Vision’s Director of Quality. “Because we work with third party software providers, part of our QA cycle is to look at how our cameras work with the top five [VMS] products [in the market].”

Check out our recent interview with Scott Schafer at IFSEC 2015 hereScott Schafer of Arecont Vision is outspoken about the limitations of standard resolution/VGA video cameras. The megapixel camera company’s Executive Vice President says standard resolution and analogue video cameras are the “most toxic asset” at end user companies because they produce the least value for the money. Megapixel video cameras, like those made by Arecont Vision, are much more cost-effective, says Schafer, citing “cost-per-pixel” calculations that support the claim. He says Arecont Vision has sold “probably nearly 3 trillion pixels by now.” Eliminating manufacturing costs I had an opportunity recently to tour Arecont Vision’s Glendale, California facilities. They were a pioneer in the use of CMOS sensors for video surveillance and an early adopter of H.264 video compression to lower bandwidth and video storage needs. Miniaturisation of electronics has enabled Arecont Vision to eliminate much of its manufacturing costs – and to assemble its cameras in a Glendale office building. The labour component of each camera is small – the parts go together fairly easily. Circuit boards used inside the cameras are assembled in another nearby facility in the Los Angeles area. Smaller electronics allow some cameras to operate using one circuit board instead of three, and the cameras now come in smaller form factors that reflect the change. Microdomes and other smaller camera formats provide the same functionality in smaller designs. Components such as lenses and day/night switchers come pre-assembled. Camera housings are imported. Miniaturisation of electronics has enabled Arecont Vision to eliminate much of its manufacturing costs – and to assemble its cameras in a Glendale office building Assembling its products in the United States avoids overseas shipping costs and minimum order quantities. More manufacturing flexibility enables Arecont Vision to build its cameras almost to order. If a big order comes in, the manufacturing operation can gear up on short notice to fill the order without interfering with day-to-day workflow. Competing with the best in security industry Arecont Vision cameras that are “Made in the USA” compete successfully worldwide – even in China, the centre of manufacturing for the latest wave of lower-cost cameras. Throughout Beijing, a city-wide surveillance system uses 4,000 Arecont Vision 5-megapixel cameras to capture license plate numbers in multiple lanes of traffic, to enforce red lights, and to watch for jaywalkers. Twenty of Arecont Vision’s 20-megapixel cameras are installed around historic Tiananmen square. The cameras are designed with backwards compatibility. The same circuit boards are used with multiple generations of a camera, so firmware upgrades can provide more up-to-date features, in effect, ”future-proofing” a customer’s investment. Field-programmable (FPGA) chips are used inside Arecont Vision cameras. The same basic architecture is used throughout the camera line, and firmware upgrades can add new functionality to existing cameras – even those that have already been installed. Arecont Vision’s rapid growth reflects the use of their cameras all over the world in a host of applications “The reason we can do all these things is that we are more like a software company than a hardware company,” says Schafer. “That chip in the middle of that board is field-programmable. It’s a more expensive architecture.” It’s also easy to update firmware remotely. One customer updated 5,000 cameras to accommodate a change in their video management system (VMS), says Schafer. Rapid growth and expansion Arecont Vision’s rapid growth reflects the use of their cameras all over the world in a host of applications, including data centres, retail, banking, universities, healthcare and government – and many Fortune 500 companies. Performance of megapixel cameras excels in big open spaces, whether a large auto dealership, a campus courtyard or a university auditorium. At Met-Life stadium in New Jersey, for example, 75 Arecont Vision 10-megapixel cameras (with really good lenses) can recognise faces in stadium seats 150 meters (about 500 feet) away. Schafer says it would have taken 2,500 standard-definition cameras to do the job. “The customer says unless two identical twins wearing the same outfit get into a fight with each other, he will be able to tell who caused the problem,” Shafer comments. Well aware of increasing competition from total solution providers, Arecont Vision continues to enhance integration of its cameras with video management system providers through their Technology Partner Program. The goal is for each VMS to be able to control every feature of every Arecont Vision camera -- and they’re almost there, says Schafer. Another important goal is to simplify setup. Working to increase integration is Arecont Vision’s MegaLab, an advanced certification and testing environment launched in 2010 at the Glendale headquarters.