Security training

Linx International Group, the global provider of security, risk management, consultancy and training services, has announced the appointment of Group Marketing Manager, Jerry Alfandari and Marketing Coordinator, Victoria Carter. Video production experts Fluent in both English and German, Jerry Alfandari has a proven track record managing international marketing campaigns, including social and digital content strategies. He is joined by Victoria Carter, who brings her expertise in social media, public relations and video production to the team. Jerry comments on his appointment: “I am excited to be part of a team that is working with security practitioners at all levels around the world, to develop and launch new courses, along with innovative training methods.” Victoria adds: “Training and education has always been central to my own career progression, so I am excited to be joining a company that shares my ethos and is committed to professionalism across the security sector.”  Linx International training centre Led by Director of Sales and Marketing, Sarah Hayward-Turton, the marketing team will promote the Linx International Group brand and the work of its companies - Tavcom Training (including the CTSP Register) PerpetuityARC Training and Linx Consultancy. Hayward-Turton, states: “It is an exciting time to be part of the Linx International Group. We are bringing new talent into the organisation, as well as nurturing and developing the skills of those that have been with us for many years.” Jerry and Victoria are based at the Linx International Group training centre in Bishops Waltham, Hampshire.

HID Global, a global provider of trusted identity solutions, introduced a game-changing augmented reality tool that innovates how integrators, installers and consultants deploy and use HID’s access control products. The new HID AR Reader Tool optimises and expedites installation, while simplifying onsite upgrades and support with a powerful combination of 3D data and guided animations in real-world environments.  “The HID AR Reader Tool is the natural next step in our digital transformation and our commitment to continually make it easier to do business with HID – including simplifying the deployment and use of our products,” said Stephen Carney, Vice President of Product Marketing, Physical Access Control Solutions with HID Global. “By taking 3D data and placing it in the real world, the tool goes a long way in using AR technology to provide HID’s installer, integrator, consultant and specifier community with enhanced access control project design, review, collaboration, installation and support capabilities.”  Reduces maintenance call times Organisations can leverage the HID AR Reader Tool to maximise investments in building information modellingThe augmented reality tool makes it possible to reduce maintenance call times as well as downtime by enhancing communication and collaboration between local and remote teams. It also improves install training and streamlines reworking installs with guided, step-by-step deployment, upgrade and troubleshooting walkthroughs using 3D models in the real deployment scenario. Organisations can leverage the HID AR Reader Tool to maximise investments in building information modelling, the process of generating digital representations of physical places. BIM can then be used to track installation progress, identify discrepancies, and assure quality by overlaying models and relevant information in the real world. It can also clearly and confidently illustrate the design intent and impact for all access control stakeholders to accelerate decision making.  Capabilities of HID AR Reader Tool app Initial capabilities are available by simply downloading the HID AR Reader Tool app to an Android or iOS tablet for the following use cases: OSDP/Bluetooth Low Energy (BLE) Module Upgrades: The tool renders and animates reader, the process of opening the reader, removing its foil cover, and plugging in the OSDP and/or BLE module to the reader. Backplate Installation: The tool renders and animates the mounting box and animates mounting the backplate onto the junction box, including animated detail such as the screws for mounting. OSDP Wiring of the Reader to Panel: The tool renders and animates reader wiring and animates controller and wiring. Demonstration at ISC West Popular iCLASS SE readers are immediately available in the complementary HID AR Reader Tool and additional readers are being added on a regular basis. The tool will be extended to include additional augmented reality capabilities throughout 2019 and beyond. Visit HID Global in Booth #11063 for hands-on demonstrations of the HID AR Reader Tool at ISC West from April 10-12, 2019 at the Sands Expo in Las Vegas.

Pulse Secure, the provider of software-defined Secure Access solutions, announces that it has teamed up with Dynamic Worldwide Training Consultants (DWWTC) and Westcon Americas, A Division of SYNNEX, to deliver the new Pulse Secure Authorised Training program to its reseller partners and customers. As Pulse Secure Authorised Education Partners, DWWTC and Westcon Americas, A Division of SYNNEX, will deliver Pulse Secure’s new program of Authorised Education Training Courses, designed to prepare users to pass the Pulse Secure Certified Technical Expert Certification exams. The instructor-led training program is open to Pulse Secure customers and reseller partners and is available globally in both virtual and classroom environments. Secure access offerings Joe Pittillo, vice president of services, SYNNEX Corporation, said, “By providing customers access to Pulse Secure products, services, and now education, our team can further enable their success in the channel around Secure Access offerings. Our goal here, as well as with all of our education and training programs, is to help increase partner profitability and the value they bring to their customers – all from a single, trusted source.” The certification program will uniquely benefit both Pulse Secure reseller partners and customers Dave Warren, CEO, DWWTC, commented, “We’re delighted to come on board as a Pulse Secure Authorised Education Partner to help companies gain that extra level of knowledge to help them stand out from their competitors and grow their businesses.” Authorised education partners The certification program will uniquely benefit both Pulse Secure reseller partners and customers, allowing each to maximise their Pulse Secure deployments and businesses. Customers will gain the expertise to implement and manage the Pulse Secure product suite more effectively while partners will be enabled to promote and deliver Pulse Secure solutions with confidence and to further differentiate their service offerings. Sudhakar Ramakrishna, CEO of Pulse Secure, said, “Pulse Secure recognises that an empowered and enabled partner and sales community is better able to deliver customer and business success. To this end, training and certification, and our partnership with our Authorised Education Partners, is a key business imperative for Pulse Secure. Attendees of the training delivered by our Authorised Education Partners will leave with the skills and the confidence needed to successfully implement and maintain Pulse Secure products and solutions.”

Door Group, a unit of ASSA ABLOY Opening Solutions UK & Ireland has appointed a new Business Development Manager to help steer and support the business’ service and maintenance offering. In his new role as Business Development Manager, Lee Cook will be responsible for developing and implementing strategies for Door Group’s Repair, Service and Maintenance department. Valuable asset Having worked his way up through British Steel; Lee went on to work for Kone, managing an extensive maintenance portfolio worth £1.5 million before securing his new role with Door Group. With his sights set on growing the team and developing Door Group’s service offering, Lee’s extensive history working in the mechanical and construction industry will bring a wealth of experience to his new position. Kevin Campbell, Sales Director at Door Group, comments: “We are delighted to have Lee join the team. His extensive knowledge of the service and maintenance industry will be a valuable asset to our business moving forward.” Develop new opportunities “The additional investment in our Repair, Service and Maintenance department is part of our commitment to further enhancing this offering to our customers, as well as enabling us to work proactively with our existing clients and develop new opportunities.” Lee adds: “I am really looking forward to sharing my expertise with the business, using my past learnings to bring my very best to Door Group in order to help customers get the most out of their doorsets.” Door Group is one of the few organisations to offer a complete doorset solution, as well as service and maintenance packages for end users and major contractors.

Openpath, a pioneer in workplace technology and security, unveils at ISC West 2019 its new Elevator Board and Partner Portal to provide channel partners, property managers and tenants with even more comprehensive and convenient office security systems. Elevator Board enables Openpath to connect commercial spaces under a single, streamlined and secure mobile access system. And now, with Partner Portal, integrators can access best-in-class training and education online, enabling them to easily implement the best possible solutions for customers. Top-notch technology for system integrators While many mobile access systems rely on only Wi-Fi, Bluetooth or LTE, Openpath’s proprietary Triple Unlock technology utilises all three methodsAlex Kazerani, Openpath’s co-founder and CEO, said: “We are excited to provide our partners with the elevator solution they have been asking for. By bringing Openpath’s signature convenience and ease of use to the elevator, we ensure every single interaction tenants have with an Openpath-equipped building is frictionless, from the parking garage to their desk. “The tandem release of Elevator Board and Partner Portal highlights our continued dedication to providing system integrators with both the top-notch technology that their customers want and the resources they need to easily and efficiently install our solutions.” The market demand for highly reliable, convenient and secure access control solutions continues to expand as integrators and customers seek mobile access solutions that actually work. While many mobile access systems rely on only Wi-Fi, Bluetooth or LTE, Openpath’s proprietary Triple Unlock technology utilises all three methods, exclusively guaranteeing the system remains online at all times and providing users with the most reliable, seamless experience every time they use the Openpath solution. Ability to handle mobile credentials Openpath’s unique ability to handle smartphone-based credentials, and the Elevator Board’s offerings, are especially exciting"Tully Zipkin, President at Global Integrated Technologies, Inc. said: “We recently showed the Openpath system, including its Elevator Board, to one of our long-term clients. Prior to completing the demonstration, the client noted that Openpath’s offerings were ‘exactly what they’d been looking for,’ and decided they would purchase the solution.” Regarding Openpath’s solutions, Mr. Zipkin states, “Over the past 30 years working in the access control industry, I have witnessed the market evolve and customers’ needs change. The Openpath product provides exciting features which, in today’s IT-centric environment, are desirable. In particular, Openpath’s unique ability to handle smartphone-based credentials, and the Elevator Board’s offerings, are especially exciting. “Having now installed multiple systems, Global’s technician’s integrators and clients are very impressed with Openpath’s technical support, training, and overall willingness to assist to ensure a smooth delivery. The speed and ease with which both Global and our clients have been able to implement the Openpath solution is impressive.” Openpath Elevator Board Elevator Board’s features include touch access for fast and convenient, hands-free, keyless entryElevator Board brings Openpath’s award-winning mobile access technology to the elevator. With the addition of Elevator Board to the Openpath product lineup, a single credential - a smartphone - can be used to access an office’s parking garage, building entrance, elevator and office door. Elevator Board’s features include: Smaller form factor with and easier installation process resulting in less downtime Easy wiring with removable connector blocks USB ports for streamlined product updates Touch access for fast and convenient, hands-free, keyless entry More efficient performance with customisable user permissions and the ability to place elevators on a schedule Proprietary Triple Unlock Technology Support for up to 16 floors and two Openpath Smart Readers Partner Portal learning platform Partner Portal is an online learning platform that enables system integrators to complete technical and sales training, as well as earn, manage and maintain their Openpath Certified Integrator certifications virtually and at their own pace. Some of the valuable features system integrators can access via Partner Portal include: Lead distribution Co-branded digital sales collateral Exclusive online training and certification Resource library Certified Installer Assets Opportunity registration Openpath will be displaying its new Elevator Board at ISC West April 10 - 12 at the Sands Expo Center, booth #23051.

March Networks, a global video security and video-based business intelligence pioneer, is pleased to introduce March Networks Insight. The new, hosted service provides March Networks customers with unmatched video network visibility, asset control, system health, and service level agreement (SLA) performance management. It offers a visual overview of an organisation’s entire video network, and valuable reporting capabilities accessible via a secure, cloud-based platform. Leveraging the proven expertise of March Networks’ dedicated Network Operations Center (NOC) team, which already provides daily managed services to more than 35,000 sites across North America, Insight leaves customers free to focus on their business while ensuring optimum video system performance. Recurring revenue stream For March Networks certified solution partners (CSPs), Insight delivers the tools needed to serve customers more efficiently For March Networks certified solution partners (CSPs), Insight delivers the tools needed to serve customers more efficiently. It reduces costly truck rolls, and enables partners to easily document and track product warranty status, software versions and other information. The service is also an opportunity for CSPs to build a new recurring revenue stream, working together with March Networks’ professional services team. With Insight, customers enjoy complete, end-to-end support – from system monitoring, performance optimisation and issue diagnosis, to remote resolution where possible. When onsite service is required, the NOC team generates a service ticket for customers or their certified partner along with valuable information on the likely issue, for faster, more efficient resolution. Cloud-based management platform That complete support is just one of the benefits enabled by this industry-first service. Insight offers unique features and reporting capabilities that save customers time and costs, including: Easy, self-service access to the cloud-based management platform via a web browser, enabling customers and/or their certified partner to securely access critical video network information, create customised reports, and generate and track their own service tickets. Comprehensive health reporting, for at-a-glance views of a customer’s video network health, problematic areas and more. Closed-loop field service workflows so customers know that escalated issues have been resolved successfully. SLA reporting on items including outstanding service tickets and time to resolution, validating that SLA commitments are being met. Scheduled software upgrades, ensuring timely updates that help protect the video network from possible security vulnerabilities and enable feature enhancements. Inventory and product warranty reporting, providing an invaluable audit of a customer’s entire video network, including device configuration, model number, firmware version and warranty status. Optional, third-party device health monitoring employing Simple Network Management Protocol (SNMP) scanning tools, leaving customers worry-free even when it comes to non-March Networks IP devices in the video network. Optional Field of View (FOV) reports, so customers and/or their certified partner can move quickly to fix any camera FOV that’s been changed or obstructed. Geographical and network topology views, for a more intuitive overview of a customer’s video deployment, as well as the ability to quickly spot trends by region or area. Physical access controls To ensure customer data is well protected, March Networks enforces strict security and management controls To ensure customer data is well protected, March Networks enforces strict security and management controls. The NOC runs on a dedicated network, has its own firewall, and uses sophisticated visibility rules to segregate customer data at multiple levels. It also incorporates state-of-the art physical access controls and restrictions, including a retinal scanner and 24/7 video monitoring. March Networks conducts cybersecurity audits and penetration tests regularly, and mandates regular employee training so NOC staff are always current on cybersecurity best practices. In addition, the company backs up NOC data frequently and systematically, and has an established disaster recovery process and redundant power sources in place to mitigate power and system downtime. March Networks Insight is currently available in the U.S. and Canada, with flexible one, three or five-year service terms, and monthly, quarterly or annual invoicing options. The company is demonstrating the new, hosted service in Booth 26041 at the International Security Conference & Exposition (ISC West), April 10-12, 2019 in Las Vegas, NV.

The extensive analysis and discussion preceding any decision to implement a new physical security solution – whether it’s hardware, software or a combination of both – often focuses on technology, ROI and effectiveness. When it comes to deciding what type of security entrances to install at your facility, you will almost certainly also consider the aesthetics of the product, along with throughput and, if you’re smart, you’ll also look into service concerns. Each of these factors has its important place within the evaluation process, and none should be overlooked as they all have a significant effect on how well your entrances will perform once they are installed. Culture influences door solution decisions How significant will the change from current entrances to security entrances be for employees? Still, one additional factor actually trumps everything: if you have not considered your organisation’s culture in choosing a security entrance, you may be missing the most important piece of the puzzle. Culture is a part of every other decision factor when selecting an entry solution. Before you make a decision about what type of entrance to deploy, you need to consider and understand the values, environment and personality of your organisation and personnel. For example, how significant will the change from current entrances to security entrances be for employees? If people are accustomed to simply walking through a standard swinging door with no access control, this will be a culture change. Beyond this, whether you are considering a type of turnstile, a security revolving door or possibly a mantrap portal, simply walking through it will be a significant change as well. Training employees on door security You’ll want to know whether employees have ever used security entrances before. If these types of entrances are in place in another part of the facility, or in a facility they’ve worked in at an earlier time, the adjustment will not be as great as if they’ve never used them at all. Consider, too, how your personnel typically react to changes like this in the organisation or at your facility. They may be quite adaptable, in which case there will be less work to do in advance to prepare them. However, the opposite may also be true, which will require you to take meaningful steps in order to achieve buy-in and train employees to properly use the new entrances. With the increased importance of workplace security, discussing new entrances with  workforces will help maintain a safer environment Communicate through the decision-making process All of this will need to be communicated to your staff, of course. There are a number of ways to disseminate information without it appearing to come down as a dictate. Your personnel are a community, so news about changes should be shared rather than simply decreed. As part of this process, you’ll need to give some thought to the level of involvement you want for your staff in the decision-making process. Finally, do not overlook the special needs among your personnel population. You undoubtedly have older individuals on staff, as well as disabled persons and others who bring service animals to the office. Entrances need to be accessible to all, and you never want to be in the position of having a gap in accessibility pointed out to you by the individual who has been adversely affected. New security entrance installation By communicating early and often with your personnel, you can alleviate a great deal of the anxiety Once you have made the decision about which security entrances to install, training your personnel on how to use the new security entrances – both before and after the installation – will help to smooth the transition. Because workplace security is such a big issue right now, it makes sense to discuss the new entrances in the context of helping to maintain a safer environment. They will prevent violent individuals from entering, decrease theft, and most of all, promote greater peace of mind during the workday. If you can help them take control of their own safety in a responsible way, you have achieved much more than just a compliant workforce. By communicating early and often with your personnel, you can alleviate a great deal of the anxiety and concern that surrounds a significant change in the work environment. Schedule group meetings Consider your employees; what type of communications do they respond best to? A few suggestions to educate staff on the benefits of the new entrances include: Typically, you would communicate a general message 2-3 months in advance and then provide more specific information (for example, impacts to fire egress, using certain entrances during construction) in a follow up message closer to the installation date. Schedule group meetings to: announce the rationale for increased security, share statistics on crime, review the new security changes that are coming, show drawings/photos of the new doors/turnstiles, and show the orientation videos available from the manufacturer. These meetings are an excellent way to work through user questions and directly address any concerns. Once the installation of a new security system is complete, it is a good idea to have an "ambassador" on board to help employees use these new systems Ensure you monitor public areas If you are implementing a lot of new changes, such as a new access control system, new guard service and security entrances, you might consider hosting a ‘security fair’ on a given day and have the selected vendors come for a day with tabletop displays to meet employees and answer questions during their lunch. This could be a great way to break the ice in a large organisation. Make user orientation videos (provided by the manufacturer) available in several ways, for example: Intranet Site Monitors in public areas—lounges, cafeteria, hallways, etc. Send to all staff as email attachments Immediately after installation, once the doors or turnstiles are operational but before they are put into service, train ‘ambassadors’ on how to use the door/turnstile. Have these people monitor and assist employees during peak traffic times. What is the ultimate success of the installation? By communicating clearly and openly with your population you can greatly facilitate adoption and satisfaction If you have thousands of employees, consider dividing them into groups and introduce the new entrance to one group at a time (Group A on Monday, Group B on Tuesday, etc.) to allow a little extra orientation time. Place user education ‘quick steps’ posters next to the door/turnstiles for a few weeks to help employees remember the basic steps and guidelines, e.g., ‘stand in front of the turnstile, swipe badge, wait for green light, proceed.’ Ask your manufacturer to provide these or artwork. While there are always going to be people who are resistant to change, by communicating clearly and openly with your population you can greatly facilitate adoption and satisfaction. Your responsiveness to any issues and complaints that arise during and after the implementation is equally fundamental to the ultimate success of the installation.

There’s only so much a corporation can do to counteract the threat of a major incident. You can ask everyone to be vigilant and to report anything suspicious, but you cannot stop someone intent on deliberately starting a fire, threatening a work colleague with a knife or something much worse. And of course, most businesses recognise that even routine events – such as burst pipes, IT system failures, extreme weather event or power outages – can have significant consequences unless they are quickly brought under control. Training security officers Governments and organisations across the world are increasingly encouraging businesses to re-assess risks and to plan for and conduct drills for major emergencies. This is driving different agencies and companies to invest in new skills, resources and systems, and encouraging businesses to routinely re-evaluate their emergency response strategies. UK police forces are increasingly training security officers in the public and private sectors on how best to react to potential terrorist incidents For example: UK police forces are increasingly training security officers in the public and private sectors on how best to react to potential terrorist incidents, as part of the UK government’s Action Counter Terrorism programme. And organisations including the Association of University Chief Security Officers (AUCSO) and Higher Education Business Continuity Network (HEBCoN) are developing customised training for their members to improve their own response and business continuity plans. Mass notifications systems Whether an organisation is facing a terrorist attack or a severe weather event, follow up reports consistently identify that the same types of challenges are common to all crisis situations, with similar errors often occurring again and again. Typically, these are centred on three key areas: poor communications, fractured command and control structures, and delayed deployment of resources. Communications skills and technologies clearly play a pivotal role in how effective an organisation is in responding to major incidents, particularly when it comes to assessing the situation and its implications, moving people towards safety and providing updates as an incident unfolds. However, when an organisation is considering its technology options, emergency response and mass notification systems (MNS) are often touted as the ideal platform to deliver all the required critical communications and ongoing updates. UK police forces are increasingly training security officers in the public and private sectors on how best to react to potential terrorist incidents Emergency notification system All the incident reporting, command and control, and communications functions have been brought together on a single platform But, if an organisation does not know exactly where all its staff or students are, and it cannot see the location and availability of its first responders and other emergency coordinators relative to them and the incident, then how useful is it to send a top-down alert to everyone? And what about fast moving or multi-centre incidents, where previously agreed evacuation procedures, recommended actions or mustering points may need to change if an incident takes an unexpected turn? Many organisations may have been lulled into believing that an emergency notification system will allow them to confidently handle all the communications aspects of virtually any crisis. In reality, too many businesses are still unaware that there are now much more sophisticated and proven technologies where all the incident reporting, command and control, and communications functions have been brought together on a single platform. Using live map tracking The benefit of using these advanced and more integrated approaches – often categorised as mobile distributed command and control systems – is that they enable faster and better decision making in a crisis using real-time feedback and two-way dialogue with those closest to the emergency. And they avoid the risks of any potential delays, miscommunications or mistakes that can happen when an organisation is under pressure to respond and often switching between multiple systems. Leading universities and multi-national corporations are already using new mobile/web-enabled platforms to improve their incident response These next generation emergency management platforms have been specifically designed to enable real-time mapping of an organisation’s security assets and its users on a single screen and to fully integrate it with a highly targeted geo-fenced notification capability. The mass notification aspect of the system can then be used to advise specific groups on the best actions to take at their location as an incident develops. The use of live map tracking enables real time mapping of an organisation's security assets  Segmented messaging Many leading universities and multi-national corporations are already using these new mobile/web-enabled platforms to plan, manage and improve their incident response, leading to 50% faster reactions and more positive outcomes.During a crisis, users can receive push notifications so the security centre can immediately see their exact location and advise them accordingly The systems have been widely adopted within the higher-education sector, but they are equally applicable to any large company with multiple international sites or those situated in research or corporate campuses where the bulk of assets and people are based in one or more key locations.  Typically, systems provide users with a smartphone app that they can use to call for immediate emergency or first aid support when at work, or to report something suspicious which could prevent an apparently minor incident from escalating into a full-scale emergency. During a crisis, users can receive push notifications, SMS and E-mails asking them to open the app if they are not already logged in, so the security centre can immediately see their exact location and advise them accordingly. Supporting dispersed mustering Now that communications can be more nimble, responsive and flexible this can support the increasing numbers of planners are recognising the advantages of dispersed mustering. This is a strategy that has been developed to reduce the risk of secondary attacks on unprotected people complying with instructions to evacuate from premises and gather in what are, effectively, exposed locations. It is now acknowledged that evacuees waiting outside for any length of time are more vulnerable to targeted attacks or to injury, from flying glass for example. With dispersed mustering – a strategy made more effective by these new mobile distributed command and control systems - a building’s occupants can be advised not to go outside, but to move to known safe internal locations. People in each specific area can then be kept regularly updated. Many corporations are now using new mobile/web-enabled platforms to improve their incident response Coordination between response agencies The software platforms can be integrated with an organisation’s fixed security infrastructure to take real-time sharing of information First responders are permanently logged in, so the emergency operations centre can see their exact locations in real-time and can advise what actions to take in mustering people or in setting up and protecting security cordons. Bringing everything together on one platform, with real-time feedback and in a fully integrated system also removes what is often seen as the weakest communication link in managing any major incident: the need to rely on conventional two-way radio as the sole means of communication between the command and control centre and its first responders and other team members on the ground. The software platforms can be integrated with an organisation’s fixed security infrastructure to take real-time sharing of information to a new level for improved collaboration, coordination and communications between users, the incident management team and external agencies. Improving emergency response strategies One of the most powerful features of some of these new systems is the ability to record and view all alerts, responses and the detailed conversations between first responders, emergency coordinators and other parties. This allows the systems to be used to simulate major incidents involving inputs from the emergency services and other key agencies and to ensure the organisation’s crisis management plans have been fully tested against a range of possible incident scenarios.

Whether you are a veteran in the access control world or have never installed a card reader before, there are always ways to increase profits in the ever-evolving world of access control. The hope is that by considering a few key focal points, you can find ways to increase market share. Whether we are releasing an electronic lock through a simple intercom button or using biometric and multi-authentication based on a database; the tactics for bringing on more revenue is the same. Learning to focus on a few key items can help open up opportunities. Business access controls Understanding vertical markets is a strong strategy for success in increasing your profits with access controlIf you are new to access control, it’s important to determine the right product offerings for your business model and experience level of your team. Mistakes in estimating or installing can be costly and complex. Take advantage of manufacturer training both online and in the classroom for both your sales team and installation department. It’s important to understand the fire and building codes in your area to make sure you design the proper solution for your customers. Furthermore, understanding the products, components and proper wiring can save you money in labour and materials.  Today we will look at four focus points: vertical markets, cloud-based access control, technology upgrades, and preventative maintenance and service agreements. These four focal points are simple to implement and can be easily added to your current operation. Vertical markets Understanding vertical markets is a strong strategy for success in increasing your profits with access control. The concept is that understanding a certain vertical and their security needs can increase your sales team’s marketability. If you spend your time focusing on the healthcare industry, for instance, you will see that HIPA requirements open doors for selling access control. Getting to know the regulatory concerns of different verticals is a great strategy for more effective sales Having logs of who entered your HR files room or patient records storage is a crucial part of addressing privacy concerns. Getting to know the regulatory concerns of different verticals is a great strategy for more effective sales.  Another example could be apartment communities or other multifamily dwellings. In this competitive marketplace, these complexes are looking for ways to stand out in their market. Knowing this and being able to offer amenities like secured locks with Bluetooth credentials that tenants can open with their smartphones is a selling point for you and for your customer. Building on each customer you contact within a vertical is like free sales and marketing training. The more you learn from each potential client, the more you increase your conversation starters for the next potential client. Cloud-based access control With the growing cloud-based access control market, integrators can find more opportunities in small businesses and vertical markets that typically wouldn’t be on the radar of your sales team. A typical card access system often makes the move from the traditional lock and key systems to electronic card access cost prohibitive. This is due to the large upfront costs for a server, software and annual licensing. With cloud access, integrators can offer less expensive upfront costs with low monthly subscription fees that cover all software updates, database backups, security patches and more. The real benefit for the integrator is the reoccurring revenue. By helping our clients save money on server, software and IT infrastructure costs, we are securing reoccurring revenue for our companies that increase our profitability. Building reoccurring revenue not only provides cash flow but also keeps your name on the top of the minds of your customer and that leads to additional sales. By helping clients save money on server, software and IT infrastructure costs, we are securing reoccurring revenue for companies that increase profitability Technology upgrades Another often overlooked opportunity is technology upgrades. Training your sales staff and even service technicians to watch out for clients with older technology can reap major benefits. When you bring new technology to your clients, you show another value that you bring to the table. Even if your client isn’t ready to make an upgrade, you can easily plant a seed that will get their minds and budgets rolling. An easy example is a customer with an older intercom door access system An easy example is a customer with an older intercom door access system. This may have met their needs 10 years ago when it was installed, but the office has grown and perhaps an integrated card access intercom system is a great technology upgrade. Bringing this to the customer will once again show that you are the “subject matter expert” and your customer will be more apt to refer you to their friends and colleagues. Another easy way to find technology upgrades is to dig through your ageing client list and build a list of potential targets that you have not visited lately. If you keep records of what was installed previously, it will make it easier to plan ahead and bring solutions to your next visit, saving your sales staff time and again building confidence with your clients. Preventive maintenance and service agreements One thing that sales teams often miss is the opportunity to add service agreements and preventative maintenance agreements. Even if a customer already has an access control system, they may not have a service provider and may be interested in securing a service agreement. Typically, a service agreement can be written to cover all parts and labour or just labour for an annual feeShowing the value of a service agreement is paramount, adding annual or semi-annual preventative maintenance to your service agreement is one way to add value. Inspecting locking mechanisms, request to exit motions and buttons, door status switches, headend equipment, batteries and power supplies, can save your customer from a costly after-hours service call or the inconvenience of a non-functioning access control system during business hours. Additionally, checking computer hardware and software logs for errors can save a customer from a catastrophic failure.  Typically, a service agreement can be written to cover all parts and labour or just labour for an annual fee. It is helpful to come up with a percentage of the install value that makes sense so that your sales team can easily quote a service agreement for your customer. Offering several levels of service also opens the table for negotiations. You can offer an “all parts and labour 24/7” or a “parts and labour M-F 8AM-4PM”, as an example. Offering guaranteed response times can also be a marketing strategy. Critical area access management Checking computer hardware and software logs for errors can save a customer from a catastrophic failureA 24-7 facility that has 200 employees moving in and out of critical areas may be a great potential customer for a high-level service agreement with semi-annual preventative maintenance and a guaranteed 4-hour response time. Where a small office that is only open during standard business hours may be better suited for a labour only M-F with annual preventative maintenance inspection. The point is that a creative, intentional, and focused approach to access control can yield the fruit that brings long-term success to your team. Building a plan and learning from each prospect, sale, and installation will develop a process that brings results. Attending a trade specific expo like ESX will give you the opportunity to meet with manufacturers and other integrators that can help you implement a product offering and strategy for success.

As digital transformation accelerates and touches more aspects of business operations, ASIS International is working to provide educational opportunities that security practitioners need to stay on top of those rapid developments. It’s a mission that will drive the ASIS Europe 2019 meeting, ‘From Risk to Resilience,’ this month (March 27-29) in Rotterdam. “What makes the event special is how it covers the full spectrum of security risks that organisations face, and in particular, looks at the human factors and management challenges involved,” says Eduard Emde, CPP, ASIS Europe 2019 Conference Chair, Head of the Health, Safety and Security Section, ESA (European Space Agency), the Netherlands. Examining technology-driven risk When we look at technology-driven risk, only a part of that can be addressed by new technology" “When we look at technology-driven risk, only a part of that can be addressed by new technology. Much of the work is helping people adapt and find new ways of working and managing – that is where I think this event excels.” The opening keynote on ‘Amsterdam: From Smart City to Smart Society’ will be delivered by Theo Veltman, Innovation Rainmaker at the Municipality of Amsterdam. The keynote will set the tone for the three-day event by showing practically how cities are evolving and why – from the perspective of society, business and government. “This a great way to challenge us to understand what is driving change outside the ‘security bubble’ so that we can be better prepared for what is coming,” says Emde. The growing exhibition at ASIS Europe in Rotterdam will feature 45 exhibitors, including Johnson Controls, Nedap, Securitas and Stratfor Mobile device security In addition, the show will cover some of the most relevant and challenging topics in emerging technology such as artificial intelligence (AI), drones, mobile device security and industrial control systems. Given the seniority of the audience, a lot of time will be devoted to management and leadership topics such as soft skills and building teams with diversity and inclusion in mind. In addition, Nick Lovrien, CPP, Chief Global Security Officer at Facebook, will speak about securing an innovation culture. Scenario-based training sessions will provide a hands-on experience to work through challenges such as a chem-bio attack, a fake news crisis, travel risk planning, practical ways to effectively engage business executives and red teaming on cyber-physical risk. The growing exhibition at ASIS Europe in Rotterdam will feature 45 exhibitors, including Johnson Controls, Nedap, Securitas and Stratfor. Advanced learning experience We have a large number of global CSOs, regional leaders, and specialists from key companies across a whole range of sectors" Online registration will be open until March 26. There is a Free Show Pass that provides access to the exhibition and to the education in the Innovation Track and Career Centre, plus two networking drinks and refreshments throughout the day in the exhibition hall. For a more advanced learning experience, the Professional Pass and Leadership Pass offer more sessions, training and networking functions. There are plenty of options aimed at all budgets, learning needs and schedules, says Emde. Last year there were 775 registrants in total. “This year is looking good. We already surpassed last year’s total number of conference delegates, and registrations are coming in steadily,” says Emde. “For me, the numbers only tell a small part of the story,” he adds. “We have a large number of global CSOs, regional leaders, and specialists from key companies across a whole range of sectors. That quality, diversity and expertise onsite is what really makes the networking experience so valuable.”

Security integrators are often tasked with a multitude of responsibilities which could include a variety of installation, integration or design tasks made up of sprinkler systems, fire alarms, access control, HVAC, video surveillance systems and networks; and then pile on maintenance, training and analytics. Traditionally, most security integrators have installation backgrounds but are now expected to be IT savvy, too. Even the most proficient IT professionals may not fully grasp the complexity of adapting computer servers for use with video systems. It’s not the area of expertise of security integrators as the complexities between IT data and video data are significant. Therefore, security integrators depend on system builders to provide solutions to meet the needs of video systems expertly and with few hassles. It’s a simple enough ask, but not so easy to deliver. Tom Larson, Chief Technology Officer, BCDVideo, lists some of the challenges: Data capture form to appear here! The gap between reality and customer expectations End users should expect a security integrator to provide services and a wide product line to ensure the right equipment for any size job Sometimes there is a gap between what a security integrator expects from a video surveillance solution (in terms of validation testing, dependability, technical support) and the performance of available choices, especially in the case of low-cost or generic equipment. Extra service and support are needed to bridge the gap. Unfortunately, some manufacturers entering the market have failed to deliver, and integrators (and their end user customers) have paid a price. The network is often overlooked Security integrators should pay special attention to engineering the network and calculating the bandwidth and storage needed for video projects, especially given how technology evolves so quickly. Security is an appliance-driven business, and integrators who just want to add another server to expand storage or functionality without configuring the network run the risk of i/o bottlenecks and other system failures. End users should expect a security integrator to provide services and a wide product line to ensure the right equipment for any size job. Unfortunately, traditional IT resellers are often married to a singular solution limiting their knowledge of a good fit for the job. Buying a video server based on a low price aggravates the problem, as “Frankensteined” or generic servers tend to generate additional costs over time Servers are mistakenly considered a one-time expense One mistake purchasing agents make and security integrators have a hard time quantifying is viewing video storage as a capital expense (as one more component of a security system) rather than considering ongoing operating expenses. Buying a video server based on a low price aggravates the problem. “Frankensteined” or generic servers tend to generate additional costs over time, such as firmware or supply chain issues, and some systems builders have failed to provide support to offset those costs. In fact, the high costs over time of supporting inexpensive servers have been unsustainable for some system builders, who have left integrators and end users holding the bag, and in some cases, the liability. Adapting to sustainable strategies “Systems builders to the video surveillance market must adapt and invest to meet the demands of security integrators’ expectations, and they need a business model that enables them to provide a substantial level of support and commitment,” says Larson. “Working with high-quality manufacturers and providing tried-and-tested, certified equipment upfront ensures manageable costs over the life of the system. Products that are fully tested and contain no firmware bugs ensure smoother installations. By providing adequate technical support to the security integrator and managing IT variables over the life of the system, the systems builder makes it possible for a security integrator to specify and install a video server as easily as any other system component.” Keeping IT professionals on staff to deal with server issues is cost-prohibitive for security integrators Taking a longer-term view and considering total cost of ownership is a more sustainable strategy for integrators, says Larson. Investing upfront in a higher-quality server is rewarded by dependability and lower service costs over the life of the system. And the lower costs of supporting a higher-quality server create a more sustainable business model for the integrator, thus ensuring the integrator and end user will have ongoing support. Adapting server technology to video applications Security integrators deliver a different skill set than IT integrators, who tend to be more hands-on in terms of updating firmware and providing maintenance. Keeping IT professionals on staff to deal with server issues is cost-prohibitive for security integrators, who therefore depend on systems builders to provide that expertise. They develop a long-term relationship with a systems builder they can depend on to meet their needs for each job. Larson says the best scenario for a security integrator is a combination of a high-quality server systems builder that understands the specific needs of the security integrator market. Adapting server technology to video applications requires knowledge of both disciplines. Dependable technology adapted to the needs of the video channel ensures successful installations and happy, long-term customers.

The last day of Global Security Exchange (GSX) in Las Vegas proved to be the calm after the storm. But a slower third day could not undermine a largely successful 2018 show for exhibitors and attendees. Sometimes the success of a trade show isn’t measured by numbers of attendees (which were reportedly down again this year). Sometimes it’s the individual successes that make an impression. “Just learning about this made the whole trip worthwhile,” said one GSX attendee at the Johnson Controls booth, referring to the company’s new PowerSeries Pro intrusion devices. It’s the kind of feedback that makes the expense of exhibiting at a big trade show worthwhile. The new PowerSeries Pro is an extension of Johnson Controls’ existing line that is expressly designed for the commercial security market. The ‘hybrid’ (wired or wireless) device offers ease of installation and full cybersecurity including 128bit AES encryption with spread spectrum for no jamming or interference. It employs frequency hopping technology first developed for the Israeli defence force. Wireless technology for cybersecurity PowerG eliminates the need for wires by providing ‘invisible wired technology’, a marketing term that emphasises the cybersecurity of the product PowerSeries Pro uses PowerG wireless technology and expands the portfolio of PowerG devices from residential through commercial. For use in a wired solution, the main advantage is ease of installation; terminal blocks ‘pop out’ easily and can be wired and plugged back in. Alternatively, PowerG eliminates the need for wires by providing ‘invisible wired technology’, a marketing term that emphasises the cybersecurity of the product – wireless at the same level of cybersecurity as wired. Johnson Controls addresses three big factors with the product line: cybersecurity, user control, and easy installation and dependability. It’s part of Johnson Controls’ broader approach to provide ‘one-stop shopping’, enabling an end user to control their environments, video and access, and protect their contents, according to the company. Need for more security in K-12 schools In addition to reaching end users, lock company Allegion sees the show as an opportunity to meet with technology partners. “It’s great to bring together a concentration of people in the industry,” said Brad Aikin, Channel Led Business Leader, Integrator Channel. “We have had good conversations with technology companies here at the show in terms of partnering, both physical access control and OEM partners. We have also had good conversations with the integrator channel.” From speaking with education end users at GSX, Aikin sees a large unmet need for security in K-12 schools, more so than in colleges and universities. “K-12 is underserved,” he says. “They need to identify their priority of needs, and now they can serve needs they couldn’t before, both layering levels of security and phasing in implementation over time. Now things can be applied and tried out without disrupting the environment.” An example is the Von Duprin RU RM (Remote Undogging and Remote Monitoring) door exit devices, which are being integrated by access control partners Sielox, IDenticard and Vanderbilt. Intelligence is added to the door exit device to enable inexpensive monitoring of secondary, previously unconnected doors. The doors can be monitored and locked or unlocked at various points in the day. Lock company Allegion sees the show as an opportunity to meet with technology partners Bridging the gap between IT and physical security One exhibitor – ADT – noticed more information technology (IT) professionals accompanying their physical security counterparts at this year’s GSX exhibition. “They come along to kill dreams on the spot,” said Morgan Harris, Senior Director Enterprise Solutions, noting the IT department’s frequent hesitancy to add untrustworthy elements to the network. ADT is looking to transform and expand its 144-year-old brand in the commercial security space and has completed eight acquisitions in the last year to accomplish the goal. Some of the acquisitions build on ADT’s expanding cybersecurity initiative, which is both a fully-functioning stand-alone business and an effort to bridge the divide between IT and physical security. ADT is positioning itself to manage enterprise risk in the broadest sense. Combining IT and cybersecurity The Internet of Things (IoT) is fuelling convergence but are we missing out on how to talk to each other and communicate effectively between IT and security?" “The Internet of Things (IoT) is fuelling convergence but are we missing out on how to talk to each other and communicate effectively between IT and security?” asked Harris. “Projects have failed because information was lost in translation.” ADT seeks to have skillsets, experience and certifications on both sides of the issue. “It enables us to be the in-between,” says Harris. “We can blend the two together and be the translator. It’s great for both sides, advocating for security counterparts and for the network simplifies deployment and processes.” Harris sees a trade-off between cybersecurity and convenience in the industry. For example, if a manufacturer says they have a simplified process and only offers firmware updates once a year, cybersecurity suffers, he said. Lack of third-party testing is another way that manufacturers sometimes trade cybersecurity for convenience, at heightened risk to integrators and end users. Training courses for integrators and partners Milestone Systems is expanding its level of involvement with integrator partners, and now provides Partner Business Reviews (PBR) to assess an integrator’s activities, sales and training, pipeline and marketing initiatives. The partner reviews often uncover issues that can be easily rectified through additional training, says Megan McHugh, Milestone’s Training Marketing Manager, Learning and Performance. Milestone uses a dashboard to track each integrator’s completed training courses and can point out additional courses needed to ensure an integrator partner’s success. Milestone offers a variety of in-person, e-learning and YouTube video courses to train installing partners, systems integrators and self-integrators on best practices Milestone offers a variety of in-person, e-learning and YouTube video courses (in 12 different languages) to train installing partners, systems integrators and self-integrators on best practices. ‘Cloud Labs’ are instructor-led online classes. All courses are linked to a variety of support resources. Sometimes a simple checklist accessed on a smart phone can ensure that every aspect of an install is performed and can instil added confidence in customers. The open platform company’s new agile development cycle – releasing multiple versions of XProtect software throughout the year – creates extra challenges to keep learning initiatives up to date. Along with each new release, various existing courses are updated. The concepts of “training and certification” are being replaced at Milestone with “learning and performance,” says McHugh. Milestone is also looking to hire 170 new R&D staff and open a new centre in Barcelona (in addition to current R&D centres in Copenhagen and Sofia, Bulgaria). Making camera installation easy Hanwha Techwin is another company that is seeing more interest in cybersecurity, as well as concern about whether a product is supported professionally. They have doubled-up production in South Korea and added capacity in Vietnam to avoid manufacturing in China. Thinking about their integrators, Hanwha Techwin is putting more emphasis on making installation easy. Installation costs may be up to 50 percent of a job, so easier installation frees up money to buy more or better cameras. With a new design of their cameras, an electrical contractor can now install the camera base and conduit, and then the integrator can easily plug in the camera later. Camera bases are common across multiple models, so a customer could switch out a 5-megapixel for a 2-megapixel camera later on if they want to (same housing plate). ‘Skins’ allow the colour of cameras to be changed to match surrounding décor. “We are changing the idea of how people approach selling a camera, and it’s a whole new idea of how to install cameras,” said Tom Cook, Senior Vice President, North American Sales, Hanwha Techwin. Hanwha cameras can include a sound classification analytic to detect sounds such as gunshots Cameras with sound detection technology Hanwha offers more flexibility in the field – interchangeable parts are packed together to enable configuration on site. And there is no need to stand on a ladder to position cameras; stepper motors help with remote camera positioning. Multi-sensor cameras have modules (combining lenses and sensors) that can be switched out at installation. Hanwha Techwin cameras can also include a sound classification analytic to detect sounds such as gunshots, screams or glass breaks, especially useful in K-12 education environments. Unification and the customer journey were a key emphasis for Genetec at GSX 2018. Unification for Genetec means combining multiple functions on one platform, from one vendor and using one source code. The company approaches the market by analysing each customer’s journey as it relates to Genetec products. A typical customer journey involves (1) a company looking for standalone systems; (2) the need to centralise systems through integration and unification; (3) increasing automation and workflow; and (4) adding intelligence for more informed decision-making. “Genetec wants to get more in-depth with customers, be more comfortable with their business, and understand their challenges,” said Derek Arcuri, Product Marketing Manager. “We want to get naked with our customers.” Machine learning engine for crime prevention In the city of Chicago, Citigraf detects patterns in crime behaviour and determines where a crime is likely to occur There was a big crowd at the Genetec booth, and not because the comment was applied literally. Genetec has divided itself into multiple parts, each focussed on a vertical market such as retail or transportation. The approach is to operate as a ‘federation of startups’, with each market sector accountable to fill in the gaps in the portfolio to meet the specific needs of each vertical. For example, Genetec’s Citigraf is an unsupervised machine learning engine with an algorithm to detect anomalies and trends from a large pool of data in a municipal environment. In the city of Chicago, Citigraf detects patterns in crime behaviour and determines where a crime is likely to occur. The system alerts operators in a bureau or area that has a higher risk level and should beef up the number of first responders. Chicago has seen a 39 percent decrease in average response time of first responders as a result. In the retail market, Genetec leverages the security infrastructure to analyse shopping trends and provide data for merchandising and operations. “Each customer is getting a portfolio of products tailored to the industry they are in,” says Arcuri. Demonstrating IoT devices Axis Communications displayed its range of products at GSX, demonstrating its almost total transformation from an IP camera company to a supplier of a full range of Internet of Things (IoT) devices. “Axis is broadening its portfolio to include more solutions,” said Scott Dunn, Senior Director, Business Development Systems and Solutions. “Our success is driven by continuing to innovate our portfolio. The market is continuing to grow, and Axis is continuing to expand its market share.” Eight ‘Axis Customer Experience Centers’ around the United States help Axis stay close to their integrators, customers, partners and prospects. IP addressable audio speakers from Axis can provide music as a service, and then can be interrupted for audio messages on behalf of physical security Axis has offered access control IP edge devices since 2013, and now has a new A1601 door controller being sold with partner-only software (no embedded Axis software like previous A1001 devices). In audio products, Axis has a portfolio of speakers, intercoms, and public address systems. Acquisition of IP door intercom company Enhancing the audio line was acquisition in 2016 of 2N, an IP door intercom company headquartered in Prague, Czech Republic. In North America, the 2N team is now fully part of Axis. The line emphasises simple architecture, programmability, and the ability to integrate widely. The products use Session Initiation Protocol (SIP) to integrate through the cloud or peer-to-peer. IP addressable audio speakers from Axis can provide music as a service, and then can be interrupted for audio messages on behalf of physical security. Retail, education and enterprise customers are gravitating to IP audio. An IP bridge can tie existing analogue components into the IP system. For perimeter security, Axis offers a radar device to help eliminate false alarms, as well as thermal cameras.

3xLOGIC, Inc., a provider of integrated, intelligent security solutions, and a three-time Deloitte Technology Fast 500 winner, announces that the Bradley Business Center, located in Chicago, has installed a 3xLOGIC infinias CLOUD access control system throughout the redevelopment project. HTML Global, an IT Managed Services Provider (MSP), oversaw system installation and continues to provide remote system management. Bradley Business Center (BBC) is the largest redevelopment project on Chicago’s north side, comprising over 500,000 square feet, spread over 22 acres. The BBC offers a unique shared office environment for entrepreneurs and professionals and boasts a wide array of features and amenities. Controlling common areas Both organisations do the day-to-day administration of the system, with HTML Global providing back-up and higher-level functions At present, the 3xLOGIC infinias system manages a total of 43 internal doors throughout the complex, split between BBC-managed doors and those for a tenant company, Compass Health Center. The two organisations manage their own access separately but use some of the same network and PoE switches. BBC doors managed are mainly those controlling common areas and shared amenities— parking, fitness facility, rooftop terrace, and others—but also data rooms and other sensitive areas within the office space. Both organisations do the day-to-day administration of the system, with HTML Global providing back-up and higher-level functions when requested. “When we started with BBC, they were looking to us for our knowledge base, and we installed a few doors at that time. Then, we built out the system as they added new offices and common areas to be managed,” explained William Hunt, Managing Director, HTML Global. Cloud-based system “The distributed Ethernet network can easily handle all the doors and that simplified installation and on-going management. The BBC property management staff don’t want a server onsite, so a cloud solution nicely fits their needs. Another advantage for BBC is our RMR services and the fact that a cloud-based system is mainly operating expenses, not hardware capital expenses—that’s economically advantageous for a property management business.” “There are so many other advantages to a cloud-based system, especially our ability to add doors when any of the resident companies want to join the system, or to expand the number of doors for existing customers—we can add one door or hundreds of doors upon request,” said Hunt. “Compass likes the system functionality and ease-of-use so much, they recently expanded it to their Northbrook location, too. That way, when staff move between the two facilities, they only need one set of credentials.” Access control system Such high-level control and ease of use is accomplished with minimal hardware on site BBC controls access by zone and/or amenity for each credential holder, administrators can add zones and close access to other zones with a few keystrokes. Door control is granular, making it easy to provide all-areas access to senior staff and highly-limited access, for example, for contractors and temporary workers. Such high-level control and ease of use is accomplished with minimal hardware on site. Many administrators were up and running on the infinias system with very little training, if any. With a cloud-based access control system, new tenants can join the system with ease, or a tenant can be removed from the system in a matter of minutes. Fix things remotely Hunt again, “As an MSP, we are overseeing a system that updates itself automatically, and because BBC management doesn’t have a full-time IT person, that’s where we come in.” The future looks bright for HTML Global with the Bradley Business Center. Current office space is nearing fully-leased status, and BBC management is looking to expand their property offerings into additional buildings located on the same parcel. Hunt is impressed with another feature of the cloud-based system, “The network is set up on PoE switches, so if a door isn’t acting properly, we can fix things remotely, we don’t need to roll a truck—that’s very cost-effective.”

A 300-plus camera city centre video surveillance scheme in Lincoln has been installed and commissioned using cameras, monitors and switching equipment from Dahua Technology. The previous analogue-based CCTV system was more than 20 years old and had become expensive to maintain, so City of Lincoln Council decided to replace the analogue cameras and transmission equipment with HD digital equipment. The total cost of ownership has been reduced by the savings made on legacy fibre lease costs, as well as reduced energy consumption and the ability to configure and maintain the cameras remotely. Installation of IP full HD system The installation of the new IP full HD system and network is part of Lincoln’s smart city strategy – Vision 2020 The design of the new all-wireless encrypted system was based around delivering flexible technology, reducing the total cost of ownership, ease of installation, lower maintenance requirements, smart edge analytics and remote connectivity. Environmentally friendly aspects of the project included specifying lower-energy equipment, integrating remote support and recycling hardware wherever possible. The council employed independent consultants Lever Technology Group to help them ensure they had a robust and future-proof radio network design. The installation of the new IP full HD system and network is part of Lincoln’s smart city strategy – Vision 2020 – which seeks to drive innovation in the city and harness new technologies to improve the lives of citizens. One of the results is the provision of free Wi-Fi in the city, working alongside the Dahua cameras using the same IP wireless network. Bandwidth efficiency using H.265 compression A combination of fixed and PTZ cameras were installed over a new 1GB duplex network. These include cameras from the Dahua Pro series, which features high image quality, bandwidth efficiency using H.265 compression and excellent low-light performance. Bullet cameras from the Ultra series – with powerful optical zoom, IR distances of up to 50 metres and software which supports people-counting and heat-mapping – were also installed. The design of the scheme incorporated both camera and server-side analytics with legacy motion and audio detection The bandwidth efficiency of the cameras meant that multiple cameras could be installed in any given position, providing 360° coverage of locations and up to 20 Megapixels of video capacity per location – compared with less than 400,000 pixels with the previous analogue cameras. The design of the scheme incorporated both camera and server-side analytics, including video content analytics, facial recognition, ANPR, heat maps and pedestrian counting, as well as legacy motion and audio detection. The objective of the facial recognition aspect is to support operators in areas such as the search for missing and vulnerable individuals. PoE switches for providing power The superior image quality of the new system is borne out in figures which show an increase in ‘actionable’ images from 5% with the previous system to 60% successful reviews with the new one. Dahua PoE switches were also installed to provide power to the cameras, which are then connected to a layer-2 network. A new video wall comprising ten Dahua DHL49-4K LED backlit 49-inch 4K Ultra HD video wall display units featuring industrial level wide-viewing LCD panels, was fitted into a newly refurbished control room in City Hall and connected to i-Comply wonderwall video display drivers. This is a great collaboration of key project partners that have a tried-and-tested pedigree and working relationship with Videcom Security" Supplied through authorised distributor Mayflex, the entire system was installed by public space CCTV specialists Videcom Security, which worked with other partners to provide a high-performance, efficient and feature-rich system. Cost-effective and reliable equipment Bill Mead, Managing Director at Videcom Security, said that working largely with Dahua video equipment meant it was easier for engineers in terms of configuration, as well as being cost-effective and representing good value for money. “Working with the Dahua product range has been great. The products have proved to be reliable and we experienced very few problems, from the initial configuration through to installation and commissioning. “This is a great collaboration of key project partners that have a tried-and-tested pedigree and working relationship with Videcom Security. We broke new ground with the development of 4K H.265 decoding, the support through Luxriot for camera-side analytics and edge recording, and the development by Dahua of camera-to-camera communication, allowing for non-connected systems to communicate locally.” Infinet 5GHz and Siklu E and V band radios Videcom Security is a certified Dahua Integration Partner, training for which was delivered both by Dahua and the Mayflex Academy Dahua is a solution provider in the global video surveillance industry and associated technology and has a keen focus on innovation by investing heavily in research and development. For the Lincoln city scheme, its products were selected based on their performance and cost-effectiveness to meet project budgets. Videcom Security is a certified Dahua Integration Partner, training for which was delivered both by Dahua and the Mayflex Academy. This helped Videcom negotiate key firmware enhancements, which added to many of the analytical features available in each of the cameras. The wireless network is built with Infinet 5GHz and Siklu E and V band radios. Resilience and diverse routing has been built into the network design, which supports video surveillance as well as public Wi-Fi and capacity for smart city services. Luxriot have worked closely with Dahua, supplying their Evo Global video management system and supporting edge analytics integration through their ‘events and actions’ management, which has also been integrated through to i-Comply’s VTAS CRVMS software (now rebranded as Viewscape). Real-time control and video streaming The Dahua system implemented by Videcom Security provides the main elements of our tier-1 solution" The introduction of H.265 compression was ground-breaking for such a project, with the system capable of displaying 4MP and 6MP H.265 to the operator’s spot monitor with real-time control and video streaming. “The Dahua system implemented by Videcom Security provides the main elements of our tier-1 solution,” said Martin Byrne, CCTV Team leader at Lincoln City Council. “The police are extremely pleased with the system and we’ve had very positive feedback from them. “There is really no comparison from how we operated previously to how we can now. It revolutionises how we manage the CCTV systems and data. The potential for what we can achieve going forward is remarkable. We have now started to get real results from the investment in analytics; in particular vehicle and people-counting has been deployed and data is used to enhance other city projects.” Martin added: “Dahua has taken time out to visit and discuss with us our ambitions for smart city services. We have adopted Dahua as our brand of choice for CCTV cameras and have so far been very pleased and impressed with their reliability, low-light performance and overall image quality.”

Edesix, a provider of Body Worn Cameras (BWC), announces that it has teamed up with retailer Asda to enhance in-store security. After a successful trial, which began in 2016, there are now over 900 Edesix VideoBadges being utilised in over 250 sites nationwide, with more growth expected in the near future. Edesix collaborated with CBES, Asda's preferred security installer, to design and install a tailored wearable CCTV deployment system perfectly suited to the retail giant's needs. Edesix and CBES worked closely at Asda's national security centre and across four store deployments to provide them with the knowledge and expertise so the cameras could be rolled out in the remaining stores with minimum impact on store efficiency. Improved colleague security Asda has been able to improve colleague security, diffuse aggressive and volatile situations and reduce valued investigation time This system, which is intuitive to use and requires minimum training, has enabled staff to integrate the cameras into their daily working processes with minimal fuss. As a result of this partnering strategy, which relied on both the innovative nature of Edesix's technology and communication between all parties, Asda has been able to improve colleague security, diffuse aggressive and volatile situations and reduce valued investigation time, thus reducing costs. Since the deployment, Asda has proven the viability of these cameras by securing numerous convictions relating to theft and violence against staff. Confrontation preventer Richie McBride, managing director of Edesix, explains: "Asda, along with CBES, identified the need to re-think its key security policy around challenging aggressive behaviour towards staff. In searching for a technology partner, CBES chose Edesix as their BWC provider, to deploy initially to the most affected stores, eventually rolling out to over 250 sites across the UK. The aim was to improve the safety of colleagues in public facing roles and shoppers within the stores, whilst producing compelling evidence when needed." The Body Worn Cameras act as a confrontation preventer, as it is proven that members of the public are far less aggressive to staff members" McBride adds: "The Body Worn Cameras act as a confrontation preventer, as it is proven that members of the public are far less aggressive to staff members if they know they are being filmed." Winning major contracts Edesix, which was recently acquired by US-based security specialists Vigilant Solutions, has enjoyed a great deal of success lately, ranging from winning some major contracts with the likes of UK prisons, Scotrail and South Australian Police, to being named in the Sunday Times Hiscox Tech Track 100 league table. Edesix currently supplies markets across the globe, through direct sales and international partners, to geographies including the UK, Europe, USA, Canada, the Middle East and Australasia.

One of the UK’s top business and management schools, the Bloomsbury Institute, has upgraded its access control capabilities to the award-winning ASSA CLIQ Remote wireless locking technology from ASSA ABLOY, the global leader in door opening solutions. Based in central London and formerly the London School of Business and Management, the Bloomsbury Institute delivers full-time undergraduate and postgraduate courses in business, accounting, finance and law, which are awarded by the University of Northampton. ASSA CLIQ Remote wireless locking technology The Bloomsbury Institute has to contend with a high turnover of students each academic year, as well as any changes to staff. The sheer number of people using the Institute’s buildings meant that its existing mechanical master key system was simply no longer feasible, unable to provide adequate protection for areas that might hold sensitive information, such as exam scripts. As a result, the Bloomsbury Institute needed a flexible access control system that would be easy to maintain, granting secure access to individuals as and when needed, while delivering greater key control too. Electromechanical locking system Providing an easy-to-use electromechanical locking system, the ASSA CLIQ Remote solution uses high-end micro-electronics and programmable keys The answer was ASSA CLIQ Remote, which has been installed throughout the Bloomsbury’s Institute’s 7 Bedford Square teaching site, and selected areas within the institute’s 99 Gower Street building. Providing an easy-to-use electromechanical locking system, the ASSA CLIQ Remote solution uses high-end micro-electronics and programmable keys and cylinders to offer flexible control over access rights. The Bloomsbury Institute can now programme and update each key remotely, removing or granting access privileges for the key holder in real time. This allows only those with the necessary authority to obtain access to private areas without inconveniencing others and removes the security risks associated with lost or stolen keys. Remote Key Access ASSA CLIQ Remote also provides a full audit trail for assured peace of mind and has the functionality to create time-defined user keys, only allowing access to an individual for a specified period. This feature is proving invaluable to the Bloomsbury Institute, which plans to eventually convert all cylinders at its 99 Gower Street site to ASSA CLIQ Remote, as part of its expansion plans. Stephane Middleton, Estates & Facilities Manager at the Bloomsbury Institute, explains: “We are committed to the security and safety of student data, which led us to consider upgrading the mechanical master key system that we previously had in place. Using ASSA CLIQ Remote could not be easier. It is saving us countless hours of key cutting and changing cylinders, while significantly improving our key control.” ASSA CLIQ Remote key for enhanced security When a new employee joins the team, the ASSA CLIQ Remote key is the only one they will need"“When a new employee joins the team, the ASSA CLIQ Remote key is the only one they will need, irrespective of how many rooms they may occupy or how many areas they may need access to during their time with us. In addition, the system provides robust security; if a key is lost or stolen, we can cancel it, safe in the knowledge that we are completely secure.” “The service from ASSA ABLOY has been outstanding. The company really made the effort to understand our business and its requirements. During the implementation phase, ASSA ABLOY provided comprehensive training on how to use the system to all staff that have administration rights, while working with our IT team to ensure the systems’ software is uploaded onto their machines.” High-security physical master key system “The best part of the service has been having a dedicated contact that has been onboard since the start, providing us with new updates, support and guidance. This part of the service is proving to be of great value, filling us with confidence to continue using ASSA ABLOY products in the future. Indeed, as we look to expand the sites we operate in, we envisage that all the cylinders will one day be converted to this system.” Simon Wilson, National Sales Manager for ASSA CLIQ Remote at ASSA ABLOY, said: “Our ASSA CLIQ Remote solution combines all the benefits of access control with a high-security physical master key system. The system was easily retrofitted, meaning there was very little disruption to the university during the installation process, and the institute no longer has to worry about the security concerns that come with a misplaced key. Data security “The fact that ASSA CLIQ Remote also offers the capability to log and provide a record of who has entered and exited an area is helping to ensure rooms that hold confidential papers or sensitive information remain secure.” “We’re delighted to help the Bloomsbury Institute revolutionise its key management systems, delivering greater security, flexibility and key control.”

To succeed in business, one must be brilliant at one thing. In many cases it’s a skill, such as art, coding, engineering or design. Or that one brilliant attribute can also be a personality trait or a business process. No business will be successful unless it is at least adequate, and preferably superb, in product development, sales, and customer engagement - not to mention finance, planning, marketing and recruiting.  Too many VMS producers are trying to do all these things themselves when they should be doubling up on what they are best at and leveraging the rest. It is a new mindset. Instead of obsessing about which ‘me-too’ product to supply, software producers could make their first priority finding complementary and compatible partners. Developing a partnership ecosystem One partner might see the opportunity to sell a solution. Another partner might know a better way to distribute a product. A third partner might provide the vertical expertise to get the customer a perfectly tailored solution. By leveraging partners and developing a partner ecosystem, a company will tend to have more unique offerings and the ability to execute faster in an ever-changing world. All this additional partner horsepower is still no guarantee a company will succeed but partnerships will also give a company a feedback channel.  Many stand-alone companies plod along, never quite failing, but never getting better either. Partners are less likely to tolerate business limbo. They will be quick to utilise great products, and less wedded to the concept if it doesn’t prove out. Because the partners are in close contact with the market, they are the first responders to changing or developing needs. This is why a company should listen very closely to their partners: They are the feet on the street and the ears to the beat! Open platform matters Producing software takes time, and producing great software takes even longer All of this is not possible, however, if a company produces closed platform software. This is software whose functions can only be changed by the original developers. Producing software takes time, and producing great software takes even longer. This means low agility. The partners might identify great opportunities, but before the closed platform software producer can react, the opportunities might be gone - or worse, be grabbed by competitors. The slow reaction capabilities of closed platform providers will frustrate partners and may lead to the worst of all complications in a partnership: distrust. Add-on modules and intrinsic scripting When the products are based on an open platform, however, they are adaptable. Then the partners have the ability to change the solution through the open software architecture. Not by changing the basic code (that would be open source) but by add-on modules and intrinsic scripting abilities. Total integrated solution Open platform means that the partner can easily extend and enhance the software into a total integrated solution Open platform means that the partner can easily extend and enhance the software into a total integrated solution to fulfill the customer’s needs with the minimum of effort. This gives agility, and agility means fast go-to-market abilities. Just what is needed in this fast-moving world. There are some important things to note here. The ways to extend and enhance the software have to be easy and well documented. The partners must have access to training and knowledge sharing. (It does not help to have a system for extending the capabilities of the software if the partners have to guess at the process and the documentation is rudimentary.) Open access is key It is important that the business philosophy is based on openness, giving the partners full access to all relevant information. And openness is a two-way street: By being open for your partners, you also have to be open about their business. A partner might be able to develop a highly sophisticated solution but be unable to market the solution. By building a catalogue of partner solutions easily accessible to customers, openness extends to ensure open access to the partners. Openness is not something a business can just tack on to their approach. It has to be in the DNA of the business from the start. In a Harvard Business Review article entitled ‘Predators and Prey: A new ecology of competition,’ JF Moore says: “A business ecosystem, like its biological counterpart, gradually moves from a random collection of elements to a more structured community.” Structured business ecosystem Milestone has seen this progression within the company's ecosystem Milestone has seen this progression within the company's ecosystem. They introduced training and certification requirements as part of the partnership success structure, ensuring knowledge is shared and also used in a way that is most mutually beneficial for all involved. Moore also writes: “Every business ecosystem develops in four distinct stages: birth, expansion, leadership and self-renewal.” At present, Milestone and its partners are entering into the ‘leadership’ stage, where video enabling is creating opportunities beyond those offered by a traditional video surveillance system, and into areas that provide additional business benefits to our customers. Video enabling “A leader must emerge in the ecosystem,” Moore says, “to initiate a process of rapid, ongoing improvement that draws the entire community toward a grander future.” This is the role Milestone has played in leading the industry towards the video enabling phase and redefining the industry’s expectations of what a surveillance system is capable of. In the article, Moore underlines that “executives whose horizons are bounded by the traditional industry perspectives will find themselves missing the real challenges and opportunities that face their companies.” Getting connected Connectors are those people with a wide range of contacts across different social circles In his book The Tipping Point, Malcolm Gladwell describes what he calls ‘The Law of the Few,’ which says: "The success of any kind of social epidemic is heavily dependent on the involvement of people with a particular and rare set of social gifts." This is based on the 80/20 principal, “which is the idea that in any situation roughly 80 percent of the 'work' will be done by 20 percent of the participants." He goes on to identify three types of people with these gifts: Salesmen, who are skilled in persuasion and negotiation; Mavens, who collect and disseminate useful information; and Connectors. Connectors are those people with a wide range of contacts across different social circles who can make introductions and create links between otherwise disparate individuals. Milestone, key connector in physical security industry In the wider scheme of things, Milestone effectively acts as a ‘Connector’ in the business ecosystem and in the overall physical security industry. Milestone brings together companies who are brilliant in their respective fields and make it easy for them to work together to create a valuable solution for the customer. The company provides the environment for that to occur and work closely with them to ensure that the end result is useful and effective. At Milestone, partners realised that significant investments in education and training was required to create the demand for the company's products and solutions that the conservative physical security industry required. The value of partnership was learnt and the ‘open’ approach adopted, which was a central part of the thinking behind our software. Adopting the Scandinavian management model Milestone effectively acts as a ‘Connector’ in the business ecosystem and in the overall physical security industry Milestone extended this approach to the entire business model, creating the ecosystem that has been the driving force for success. And while the company embraced the best of the Scandinavian management model, its inclusiveness and encouragement of creativity, they still needed to have the courage to make changes to the business, changes which would ensure the best possible position to take on whatever challenges the future might hold.  Milestone partner ecosystem Milestone have always worked in a partner-driven business mode. The company from the start was designed to be open and partner oriented. The Milestone partner ecosystem is a fundamental part of its mindset and daily operations. It is one of the major reasons for getting the company to the position where it is today. To be in a company without the partner component would be like cutting the internet and phone cables while reverting to telex and written paper letters! The company would be developing products in the dark, not knowing the demand. Open business world Today, Milestone's partners are delivering optimal solutions to mutual customers, building a better and open business world with video as a business enhancer. All thanks to the company's open platform and community approach. To have a flourishing partner ecosystem, one must think not as a corporation but in human terms. Because companies don’t think, humans do. In all senses of the word, there is one thing that will contribute more to the success of a partnership than anything else; 'Give before hoping to receive'.

Siemens Rail Automation is a supplier of signalling systems to the rail industry worldwide. The signalling system is fundamental to the safety of a rail network as it maintains safe separation and prevents collisions. Signallers rely on the safety critical signalling features to ensure safe operation in both normal and degraded conditions. Thorough initial training and regular refresher courses in a realistic environment is essential to maintaining the signallers’ competency and knowledge of operating procedures. Siemens collaborated with Matrox to implement a unique, IP-based simulation environment for their European-rail-network client with an innovative use of streaming and recording of multiple video feeds. Simulator for signal monitoring A simulator allows a trainer to vary scenarios—by changing the weather, introducing obstacles on the line, incidents in stations, broken-down trains, or other things that affect the scheduling of movement of rolling stock. Additional screens from other collaborative applications, such as timetabling, are displayed for the trainee The trainer needs to monitor a trainee’s reaction(s) to a particular scenario, as it transpires. To be able to view the entire session later, for analysing, and pinpointing areas of improvement, each individual trainee’s performance needs to be recorded as well. The trainee operator’s signalling desk contains multiple monitors for the signalling application that shows, amongst other things, the state of the signals, dynamic speed limits, state of points on the track, and train positions. Additional screens from other collaborative applications, such as timetabling, are also displayed for the trainee. Trainers too have multiple screens where they define and manage the training scenario. Networked training ecosystem Siemens Rail Automation met their client’s need by leveraging Matrox’s video wall and enterprise encoding portfolio as building blocks to create an end-to-end, IP-based simulation system—all on the client’s 1 Gigabit Ethernet network. At the individual trainee stations, ‘operator’ workstations host a Matrox multi-display graphics card to power an eight-monitor, 4x2 desktop configuration. In the same PC system are two Matrox Maevex 6100 quad 4K enterprise encoder cards. Capable of simultaneously capturing, streaming, and recording up to four 4K inputs, Maevex 6100 in this case captures quad Full HD inputs, composites them as a single 4K signal, and streams them to a collaborative video wall. Doing so ensures that the time correlation between the individual screens is not lost—a cursor moving across a desktop from screen to screen is seen as it happens. One of the training objectives is to support the team working between the signallers and planners Monitoring trainee cursor movements This is important for the trainer to get a realistic picture. A jerky or delayed cursor movement could be construed by the trainer as indecision or hesitation on the part of the trainee. If the cursor movement by the trainee—including between screens—is smooth, it is imperative for it to be seen live and recorded as being smooth. In addition to the above are three dual-monitor timetabling workstations and a quad-monitor trainer workstation, each with a Matrox graphics card and Maevex 6100 encoder card to stream desktop content to the collaborative display wall. The timetabling workstations are used by trainee timetable planners to make on-the-day changes. One of the training objectives is to support the team working between the signallers and planners. Reviewing training sessions On the video wall are 12 monitors in several arrangements that enable the trainer to control the simulation environment and monitor trainee signallers and planners. The video wall can also be used collaboratively to replay and review the training session. This is all from a single, low-footprint Blue Chip Ultima 2M system that hosts a combination of Matrox Mura IPX decoder cards and Matrox Mura MPX input/output video wall cards, which work together to seamlessly decode and display the various incoming streams. The rail network uses Matrox MuraControl for Windows video wall software to manage the incoming IP sources, presenting the information on the wall in a way that looks like the original setup at the trainee’s desk. Matrox provided product and configuration training for Siemens personnel, onsite at Siemens Rail Automation’s headquarters Product and configuration training These ‘video wall copies’ allow trainers and other decision makers to remotely, and instantaneously, see the trainee’s reaction to a given situation. Desktop views are easily switched between trainees. Additionally, Maevex 6100 allows training sessions to be simultaneously recorded to network storage from where the simulations are played back on demand to the individual trainee, or to other interested parties. To complete the offering, Matrox provided product and configuration training for Siemens personnel, onsite at Siemens Rail Automation’s headquarters. Successful implementation Siemens Rail Automation has deployed the IP-based signalling simulator as part of a major project in a leading European-rail-network organisation where it is performing in line with the rail industry’s stringent standards. Similar deployments for other clients are being planned. Using Matrox’s video wall and recording technologies has been instrumental to the successful implementation of this IP-based signalling simulator" Using the standard network to stream the various elements of the simulator in real time has offered many benefits to the client. The video wall displays copies of the trainer’s own screens, as well as a selected trainee’s screens. This IP-based implementation is easily scalable and allows multiple trainees to be participating in the same training session—with the trainer able to select which trainee to be overseeing at a given time. Andy Powell of Siemens Rail Automation says, “Using Matrox’s video wall and streaming and recording technologies has been instrumental to the successful implementation of this pioneering IP-based signalling simulator in our client’s organisation. Without Matrox, this clearly wouldn’t have been achievable.”

Cybersecurity continues to be a major theme in the physical security industry, but effective cybersecurity comes at a cost. Higher cost is contrary to another major trend in the market: lower product pricing, which some have characterised as a ‘race to the bottom’. Chinese manufacturers, whose products tend to have lower prices, have been the target of cybersecurity concerns and even a government ban. So what is the overall impact of cybersecurity on pricing trends in video products? We asked this week’s Expert Panel Roundtable: Are cybersecurity concerns slowing down the ‘race to the bottom’ (i.e., the dominance of lower-cost cameras)?

The new year 2019 is brimming with possibilities for the physical security industry, but will those possibilities prove to be good news or bad news for our market? Inevitably, it will be a combination of good and bad, but how much good and how bad? We wanted to check the temperature of the industry as it relates to expectations for the new year, so we asked this week’s Expert Panel Roundtable: How optimistic is your outlook for the physical security industry in 2019? Why?

Even the most advanced and sophisticated security systems are limited in their effectiveness by a factor that is common to all systems – the human factor. How effectively integrators install systems and how productively users interface with their systems both depend largely on how well individual people are trained. We asked this week’s Expert Panel Roundtable: What is the changing role of training in the security and video surveillance market?