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If you’re responsible for a medium or large-sized office, it’s more important than ever that you have access to a means of ensuring people’s safety, managing risks and fraud, and protecting property. Any security system that you employ must therefore meet the most demanding commercial requirements of today’s offices, and tomorrow’s. This means thinking beyond a basic intrusion system and specifying a comprehensive solution that integrates smart features like access control, video management and intelligent video analytics. Because only then will you have security you can trust, and detection you can depend on. Reliable entry management Access control systems have been developed that guarantee reliable entry management for indoors and outdoors Access control is becoming increasingly important for ensuring the security of office buildings, but as the modern workplace evolves you’re unlikely to find a one-size-fits-all solution. Today, it’s commonplace to control entry to individual rooms or restricted areas and cater to more flexible working hours that extend beyond 9 to 5, so a modern and reliable access control system that exceeds the limitations of standard mechanical locks is indispensable. Access control systems have been developed that guarantee reliable entry management for indoors and outdoors. They use state-of-the-art readers and controllers to restrict access to certain areas, ensuring only authorised individuals can get in. With video cameras located within close proximity you can then monitor and record any unauthorised access attempts. The system can also undertake a people-count to ensure only one person has entered using a single pass. Scalable hardware components As previously mentioned, there is no one-size-fits-all system, but thanks to the scalability of the hardware components, systems can adapt to changing security requirements. For example, you can install Bosch’s Access Professional Edition (APE) software for small to medium-sized offices, then switch to the more comprehensive Access Engine (ACE) of the Building Integration System (BIS) when your security requirements grow. And, because the hardware stays the same, any adaptations are simple. APE’s ‘permanent open’ functionality allows employees and guests to enter designated areas easily and conveniently The APE software administers up to 512 readers, 10,000 cardholders and 128 cameras, making it suitable for small to medium-sized buildings. With functions like badge enrollment, entrance control monitoring and alarm management with video verification it provides a high level of security and ensures only authorised employees and visitors are able to enter certain rooms and areas. Of course, there will always be situations when, for convenience, you need certain doors to be permanently open, such as events and open days. APE’s ‘permanent open’ functionality allows employees and guests to enter designated areas easily and conveniently. Growing security needs You switch to the Bosch Building Integration System (BIS), without having to switch hardware (it stays the same, remember?). This is a software solution that manages subsystems like access control, video surveillance, fire alarm, public address or intrusion systems, all on a single platform. It is designed for offices with multiple sites and for large companies with a global presence. Bosch Building Integration System (BIS) manages subsystems like access control, video surveillance, fire alarm, public address or intrusion systems, all on a single platform The BIS Access Engine (ACE) administers up to 10,000 readers and 80 concurrent workplace clients per server, and 200,000 cardholders per AMC. An additional benefit to security officers is the ability to oversee cardholders and authorisations through the central cardholder management functionality and monitor all access events and alarms from every connected site. For consistency, multi-site cardholder information and access authorisations can be created on a central server and replicated across all connected site servers, which means the cardholder information is always up to date and available in every location. Intrusion alarm systems Bosch B Series and G Series intrusion control panels can also send personal notifications via text or email Securing all perimeter doors is vital when protecting employees, visitors and intellectual property. Doors are opened and closed countless times during business hours, and when intentionally left open, your office is vulnerable to theft, and the safety of your employees is compromised. For this reason, intrusion control panels have been developed with advanced features to ensure all perimeter doors are properly closed, even when the system is not armed. If a door remains open for a period of time (you can specify anything from one second to 60 minutes), the system can be programmed to automatically take action. For example, it can activate an audible alert at the keypad to give employees time to close the door. Then, if it is still not closed, it will send a report to a monitoring center or a text directly to the office manager, and when integrated with video it can even send an image of the incident to a mobile device. Customised intrusion systems What about people who need to access your building outside of working hours, like cleaning crews? Your intruder system allows you to customise the way it operates with a press of a button or swipe of a card. This level of control enables you to disarm specific areas, bypass points and unlock doors for cleaning crews or after-hours staff, whilst keeping server rooms, stock rooms and executive offices safe and secure. Bosch B Series and G Series intrusion control panels can also send personal notifications via text or email. You can program the panel to send you opening, closing, and other event alerts, which means you don’t have to be on-site to keep track of movements in and around your facility. Video management system A video management system will add a next level of security to your access control system Every office building has different video security requirements depending on the location, size and nature of the business. Some offices may only need basic functions such as recording and playback, whereas others may need full alarm functionalities and access to different sites. A video management system will add a next level of security to your access control system. For example, the video system can provide seamless management of digital video, audio and data across IP networks for small to large office buildings. It is fully integrated and can be scaled according to your specific requirements. The entry-level BVMS Viewer is suitable for small offices that need to access live and archived video from their recording solutions. With forensic search it enables you to access a huge recording database and scan quickly for a specific security event. For larger offices, embellished security functions for the BVMS Professional version can manage up to 2,000 cameras and offers full alarm and event management Full alarm and event management For larger offices, embellished security functions for the BVMS Professional version can manage up to 2,000 cameras and offers full alarm and event management. It’s also resilient enough to remain operative should both Management and Recording Servers fail. Large multi-national companies often need access to video surveillance systems at numerous sites, which is why BVMS Professional allows you to access live and archived video from over 10,000 sites across multiple time zones from a single BVMS server. When integrated with the BVMS Enterprise version multiple BVMS Professional systems can be connected so every office in the network can be viewed from one security center, which provides the opportunity to monitor up to 200,000 cameras, regardless of their location. Essential Video Analytics Video analytics acts as the brain of your security system, using metadata to add sense and structure to any video footage you capture If your strategy is to significantly improve levels of security, video analytics is an essential part of the plan. It acts as the brain of your security system, using metadata to add sense and structure to any video footage you capture. In effect, each video camera in your network becomes smart to the degree that it can understand and interpret what it is seeing. You simply set certain alarm rules, such as when someone approaches a perimeter fence, and video analytics alerts security personnel the moment a rule is breached. Smart analytics have been developed in two formats. Essential Video Analytics is ideal for small and medium-sized commercial buildings and can be used for advanced intrusion detection, such as loitering alarms, and identifying a person or object entering a pre-defined field. It also enables you to instantly retrieve the right footage from hours of stored video, so you can deal with potential threats the moment they happen. Essential Video Analytics also goes beyond security to help you enforce health and safety regulations such as enforcing no parking zones, detecting blocked emergency exits or ensuring no one enters or leaves a building via an emergency exit; all measures that can increase the safety of employees and visitors inside the building. Intelligent Video Analytics Intelligent Video Analytics have the unique capability of analysing video content over large distances Intelligent Video Analytics have the unique capability of analysing video content over large distances, which makes it ideally suited to more expansive office grounds or securing a perimeter fence. It can also differentiate between genuine security events and known false triggers such as snow, rain, hail and moving tree branches that can make video data far more difficult to interpret. The final piece in your security jigsaw is an intelligent camera. The latest range of Bosch ’i’ cameras have the image quality, data security measures, and bitrate reduction of <80%. And, video analytics is standard. Be prepared for what can’t be predicted. Although no-one can fully predict what kind of security-related event is around the corner, experience and expertise will help make sure you’re always fully prepared.
The term “smart city” gets thrown around a lot nowadays, but as different technologies that strive to be defined in this way are adopted by different countries globally, the meaning of this phrase gets lost in translation. The simplest way to define a “smart city” is that it is an urban area that uses different types of data collecting sensors to manage assets and resources efficiently. One of the most obvious types of “data collecting sensor” is the video camera, whether that camera is part of a city’s existing CCTV infrastructure, a camera in a shopping centre or even a police car’s dash camera. The information gathered by video cameras can be used with two purposes in mind, firstly: making people’s lives more efficient, for example by managing traffic, and secondly (and arguably more importantly): making people’s lives safer. Live streaming video all the time, everywhere In the smart and safe city, traditional record-only video cameras are of limited use. Yes, they can be used to collect video which can be used for evidence after a crime has taken place, but there is no way that this technology could help divert cars away from an accident to avoid traffic building up, or prevent a crime from taking place in the first place. However, streaming live video from a camera that isn’t connected to an infrastructure via costly fibre optic cabling has proven challenging for security professionals, law enforcement and city planners alike. This is because it isn’t viable to transmit video reliably over cellular networks, in contrast to simply receiving it. Video transmission challenges Transmitting video normally results in freezing and buffering issues which can hinder efforts to fight crime and enable flow within a city, as these services require real-time, zero latency video without delays. Therefore, special technology is required that copes with poor and varying bandwidths to allow a real-time view of any scene where cameras are present to support immediate decision making and smart city processes. The information gatheredby video cameras can beused to make people’s lives more efficient, and to make people’s lives safer There are many approaches to transmitting video over cellular. We’ve developed a specialist codec (encoding and decoding algorithm) that can provide secure and reliable video over ultra-low bandwidths and can therefore cope when networks become constrained. Another technique, which is particularly useful if streaming video from police body worn cameras or dash cams that move around, is to create a local wireless “bubble” at the scene, using Wi-Fi or mesh radio systems to provide local high-bandwidth communications that can communicate with a central location via cellular or even satellite communications. Enhanced city surveillance Live video streaming within the smart and safe city’s infrastructure means that video’s capabilities can go beyond simple evidence recording and evolve into a tool that allows operations teams to monitor and remediate against incidents as they are happening. This can be taken one step further with the deployment of facial recognition via live streaming video. Facial recognition technology can be added on to any video surveillance camera that is recording at a high enough quality to identify faces. The technology works by capturing video, streaming the live video back to a control centre and matching faces against any watch lists that the control centre owns. Importantly, the data of people who aren’t on watch lists is not stored by the technology. Identifying known criminals This technology can work to make the city safer in a number of ways. For example, facial recognition could spot a known drug dealer in a city centre where they weren’t supposed to be, or facial recognition could identify if a group of known terror suspects were visiting the same location at the same time, and this would send an alert to the police. Facial recognition technology captures and streams live back to a control centre, matching faces against any watch lists that the control centre owns In an ideal world where the police had an automated, electronic workflow, the police officer nearest to the location of the incident would be identified by GPS and would be told by the control room where to go and what to do. Most police forces aren’t quite at this technological level yet, and would probably rely on communicating via radio in order to send the nearest response team to the scene. As well as this, shopping centres could create a database from analogue records of known shoplifters to identify criminals as soon as they entered the building. This would be even more effective if run co-operatively between all shopping centres and local businesses in an area, and would not only catch any known shoplifters acting suspiciously, but would act as a deterrent from shoplifting in the first place. Live streaming for police As mentioned above, live streaming video from CCTV cameras can help the police fight crime more proactively rather than reactively. This can be enhanced even further if combined with live streaming video from police car dash cams and police body worn cameras. If video was streamed from all of these sources to a central HQ, such as a police operations centre, the force would be able to have full situational awareness throughout an incident. This would mean that, if need be, officers could be advised on the best course of action, and additional police or other emergency services could be deployed instantly if needed. Incorporated with facial recognition, this would also mean that police could instantly identify if they were dealing with known criminals or terrorists. Whilst they would still have to confirm the identity of the person with questioning or by checking their identification, this is still more streamlined than describing what a person looks like over a radio and then ops trying to manually identify if the person is on a watch list. The smart, safe city is possible today – for one, if live video streaming capabilities are deployed they can enable new levels of flow in the city. With the addition of facial recognition, cities will be safer than ever before and law enforcement and security teams will be able to proactively stop crime before it happens by deterring criminal activity from taking place at all.
The use of drones has increased dramatically in the last few years. Indeed, by 2021, the FAA says the number of small hobbyist drones in the U.S. will triple to about 3.55 million. With that growth, drone capabilities have increased while costs have decreased. For example, the DJI Phantom 4 can deliver a 2-pound payload to a target with 1.5m accuracy from 20 miles away for the less than $1000.00. This is an unprecedented capability accessible to anyone. This new technology has created an entirely new security risk for businesses and governments. Drone security risks Already, rogue groups such as ISIS have used low cost drones to carry explosives in targeted attacks. Using this same method, targeting high profile locations within our borders to create terror and panic is very possible. Security professionals and technologists are working furiously to address the gaps in drone defence. Currently, the most common technologies in use for drone detection are video, acoustic sensors, radio, and air surveillance radar. Each of these has advantages, but they also have flaws that make it difficult to detect drones in all conditions. Both optical and thermal cameras, as well as acoustic sensors, do not operate in severe weather such as fog and snow. And while radio and air surveillance radar cover a wide area of detection, they suffer from high installation costs and limiting technical challenges, such as being unable to detect low flying drones on autopilot. Compact Surveillance Radar (CSR) Compact Surveillance Radar (CSR) is a security technology addressing the problems with other types of detection. CSR, like traditional radar, has the benefit of being able to detect and track foreign objects in all weather conditions, but at a fraction of the size and cost. The compact size allows the radar to be mounted on existing structures or even trees, providing extensive perimeter defence almost anywhere that you can imagine. CSR can also filter out clutter such as birds by using an advanced algorithm reducing the number of false alarms. While the use of CSR and the other detection technologies are legal in the US and in most locations throughout the world, the response mechanisms are generally not. Current regulations in the US prohibit the use of jamming or GPS spoofing in all cases except for a few federal agencies Regulations limiting drones Current regulations in the US prohibit the use of jamming or GPS spoofing in all cases except for a few federal agencies. This makes it difficult to stop the damage that drones can cause. The FAA has put into place new regulations that limit some uses of drones. However, in most cases it is still illegal for even state or local governments to stop or interfere with drones other than to locate the operator and have them land the drone. In 2016 the first law to neutralise a drone in the United States was passed in Utah to respond to drones in wildfire areas because of their interference with airborne firefighting. This law may very well provide a model for other states dealing with drones in situations where people’s lives are being put at risk by drones. At the federal level, much effort is being put into evaluating the regulations and technology surrounding the misuse of drones. In the 2016 reauthorisation bill for the FAA, Section 2135 included a pilot program for the investigation of methods to mitigate the threat of unmanned aircraft around airports and other critical infrastructure. There are many federal agencies that are evaluating the use of a variety of technologies to respond to this threat. Both optical and thermal cameras, as well as acoustic sensors, do not operate in severe weather such as fog and snow Effective countermeasure technologies The most effective countermeasure for drones is jamming, currently off-limits to the private sector. This includes stadiums, convention centres, and other large gathering areas. A number of companies are developing new response technologies that do not require the use of jammers or hacking. Several companies have developed net guns that shoot a net at an approaching drone. These are only effective at less than 100m and frequently miss the target, especially when the drone is approaching at high speed. Several other companies have taken this method a step further, with drones that capture other drones. Once a radar detects a drone, another defence drone is launched and flies to the point of detection. Then, using video analytics it homes in on the drone and fires a net to disable the drone and take it to a safe location. While this drone capturing technique is still in its infancy, it shows a great deal of promise and will not be restricted in the same fashion as jamming. However, even this solution is difficult under current regulations, as all commercial drones in the US must be under direct control of a human operator within their line of sight. This effectively means that a drone operator is required to be on-site at all times to protect a facility, event, or persons. One thing is for certain, technology will continue to adapt and security companies will continue to invent new methods to protect their facilities and the people they are sworn to protect.
Vandalism and arson attacks at schools have been on the rise in the Swedish city of Malmö since 2001. In the five years between 2001-2006, school property damage cost the city more than 60 million Swedish Krona (SEK), the equivalent of nearly $6.5 million USD. In addition to parents not feeling safe about sending their children to school, academic performance also dropped, as many students found it difficult to concentrate with so much disruption.The municipality of Malmö realized that something had to be done to increase security at its schools. The cost in damages was intolerable and the children's safety was a key issue. With a new state-of-the-art security solution, including an advanced video analytics system from VideoIQ, Malmö was able to achieve significant cost savings while offering students and faculty a new level of proactive security protection. The challengeAside from arson attacks providing a constant source of worry, one of the biggest problems in Malmö was vandals breaking windows and panes of glass. On one occasion in particular, 600 panes of glass were smashed at a school which cost 1.2 million SEK. Some students contributed to the archaic atmosphere at the schools by regularly pulling fire alarms, causing everyone in the school to immediately evacuate while the fire department surveyed the scene, only to determine there wasn't a threat. With each incident, feelings of anxiety and concern grew while time spent learning in the classroom was diminished. With no security system or mechanism in place, the school had to find a way to protect the staff and students and identify the culprits. To meet that need, Malmö municipality contacted systems integrator TAC Säkerhet to discuss the purchase and installation of a state-of-the-art surveillance system. Mårcus Djerf, business area manager at TAC Säkerhet, said: "The city of Malmö believed that the amount of money being spent to repair property damage caused by arson and vandalism could be far better spent on things like new computers and technology for the students, or on field trips. They sought something that would help prevent crime while allowing them to save considerable money."The solutionWith no security system or mechanism in place, the school had to find a way to protect the staff and students and identify the culprits The right solution for the schools came in the form of video surveillance cameras mounted at strategic, highly trafficked places across five schools. It was critical, however, that the solution didn't just consist of "dumb" cameras that passively record events while acts of crime go undetected. Said Djerf: "While recording events could help provide forensic evidence after an incident had taken place, Malmo wanted to be proactive and address potential security issues before they happened. We looked for an intelligent analytics system that would serve as the ‘front line' for the schools since they did not have any security guards on-site."TAC recommended the use of VideoIQ's HD Intelligent Video Analytics Engine, which acts as a digital guard, providing instant alerts and security protection across nearly any environment or condition, including bad weather and at night. The technology is in use at hundreds of customer sites around the world and is recognized for its ability to transform passive video surveillance into a dynamic, real-time and proactive system for early warning and security protection.Djerf said: "The VideoIQ HD system continuously watches for security threats across all of the cameras at all of the schools. Just one HD can simultaneously analyze eight video streams from eight different cameras. When an intruder comes onto the property, the system instantly captures a video clip and sends it to our remote guards and security personnel at the Malmö City Alarm Center who can then contact the police, fire department or other emergency responders.""The combination of VideoIQ's next-generation analytics and remote guards is the ideal approach to minimize costs while maximizing security protection," said Scott Schnell, president and CEO of VideoIQ. "Our technology works accurately and reliably in any weather, is simple to install and has been in use for years at schools, chemical sites, water facilities, border crossings, and many other kinds of businesses that want to keep their most prized assets safe."The VideoIQ HD system continuously watches for security threats across all of the cameras at all of the schoolsTAC also chose the VideoIQ HD Analyzer for its self-learning capabilities which enable it to learn and get smarter with each incident detected. The analyzer watches and learns its environment, as well as patterns of motion, so that it can instantly distinguish between a person, automobile, cat, tree, or any other object. Additionally, the system responds to rules established by the user, enabling a high level of customization and specificity to minimize false alarms and increase accuracy."VideoIQ's self-learning technology is a huge asset because the system recognizes viable threats instantly and accurately, which reduces the number of false alarms generated. This enables security personnel to respond only when needed, saving the city of Malmö considerable time, energy and money," said Djerf.The self-learning capabilities were not the only user-friendly feature that the VideoIQ HD Analyzer offered. VideoIQ is the only video analytics technology without required calibration and TAC found the system to be extremely easy and fast to install, without any lengthy testing or set-up time required. Said Djerf: "VideoIQ's plug-and-play approach saved us considerable effort, while ensuring very reliable protection." Another reason TAC chose the VideoIQ HD Analyzer is because it can work with any type of stationary analog PTZ or other video camera - whether color, black and white, thermal or ones that use infrared illumination. The ability to support a heterogeneous camera environment was essential since the cameras used by the Malmö schools come from a variety of camera manufacturers and vendors.The right solution for the schools came in the form of video surveillance cameras mounted at strategic, highly trafficked places across five schoolsThe resultAfter just one year of having the security system in place, the municipality of Malmö reduced costs by an astounding 90 percent and the city saved 3 million SEK on a reduction in smashed panes and broken glass alone. Djerf said: "Malmö's expenses were improved within a very short space of time. They now have more money which can be used to make other needed improvements at the schools. The security system is seen as an investment and one that will help reduce crime for years to come."Additionally, the number of false alarms has been reduced dramatically and both school personnel and students feel safer. Several of the teachers have reported an improved school environment and that the children find it easier to concentrate on their studies. "TAC's goal is to offer our customers effective solutions that improve security while increasing profitability. VideoIQ's intelligent security products are an important part of this equation and we are proud to provide the city of Malmö with a reliable, effective and easy-to-manage security system," said Djerf.
Chiron’s IRIS alarms-over-IP used in Danish education projects International building systems integrator TAC has utilised the operational benefits of Chiron Security Communications' IRIS alarms-over-IP monitoring solution to help protect a large educational institution in Denmark. As part of TAC's ongoing contract to install integrated access control and intruder alarm systems at a large number of on-site university buildings, Chiron's IRIS 840 IP dialler is being installed at each location.TAC's Project Manager - Technical support, Henrik Olsen, explains that his client required security coverage for up to 150 separate buildings within its large, distributed campus area, all of which will be linked to a common management system at a centralised control room. "We opted to use Chiron's IRIS system at every one of the locations because it's simple to install and engineer, as well as being reliable in operation in our experience," he says.So far, some 10 buildings have been completed in this ongoing project and the Chiron systems are transmitting alarm signal information via IP links to a third party alarm receiving centre, Rednings-Ringen, Lemvig A/S. Mr Olsen adds that the university employs some 5-10,000 staff and has around 30,000 students. Once fully installed, he adds, the IRIS system may be expanded to include visual verification of alarm alerts.Meanwhile, in another important move, TAC has also selected Chiron's latest IRIS Touch system for use with its powerful I/NET Seven integrated building control solution. Offering a comprehensive package for end users such as telecoms providers, manufacturing plants, military bases and government institutions, I/NET Seven's distributed architecture incorporates HVAC, digital video, lighting and access control. "We opted for IRIS Touch because it offers the most usable and user-friendly system available on the market and as such complements the I/NET Seven system perfectly," Mr Olsen comments."We opted to use Chiron's IRIS system because it's simple to install and engineer, as well as being reliable in operation in our experience"Chiron's Corporate Account Manager, Vikram Datar, adds that the advantages of IRIS and IRIS Touch alarm transmission and monitoring systems include faster alerting, cheaper line monitoring, a range of value-added services such as building management system monitoring, plus improved network resilience. IRIS Touch is a recent major update to the IRIS range that provides a variety of extra user-friendly features as well as a fresh new design and operating interface, which makes life much easier for end users and installers alike. It now boasts independent, Europe-wide VdS verification and accreditation - the benchmark standard most widely recognised across Europe."IRIS is now supported by around 100 monitoring centres across Europe and being used by businesses including Travelex, the largest retail foreign exchange specialist in the world, High St retailers such as Halfords, Toys ‘R' Us and Topps Tiles, leading financial institutions, as well as schools, petrol station operators, chemist chains and a variety of other companies," Mr Datar notes.Many alarm panel manufacturers are also now offering IRIS technology embedded within their panels, while an increasing number of insurers are backing the system too. IRIS offers the reassurance of secure primary and back-up communications routes between a monitored site and alarm receiving centre, while providing the ability to make tangible operating cost savings and significantly adding value to a company's existing IT network.
Day Automation, a TAC partner integrates security with building controls Day Automation Systems, headquartered in Victor, N.Y., experienced an 85 percent increase in product sales in 2008 from the previous year. Day Automation is the volume-leading partner for TAC, the building management, energy services and security solutions business of Schneider Electric. Day Automation attributes its strong showing to its dedication to expanding from building controls into the security market. With four office locations, Day Automation represents TAC for heating, ventilating and air-conditioning (HVAC) control, security and door access control, and digital video surveillance systems in Central and Eastern New York State.Day Automation, a TAC partner since 1978, began selling security the mid-90s, believing that it had the potential to be a major growth engine for its business. Success did not come easy or happen overnight; rather, it took a major commitment from management along with dedicated resources."We've recommended integrating security into building management systems for years, and I think the marketplace is becoming receptive to the advantages of this approach," said Eric Orban, president of Day Automation. "Integrated systems provide a tremendous amount of value, and our customers see the difference that Day Automation brings to the table. Our focus on quality is demonstrated by the fact that most of our business is generated by word of mouth from end-user customers to consulting engineers. As a result, we've been able to expand our security business through existing HVAC customers."In 2003, after observing other control integrators adding security to their portfolios and analyzing the security market, the Day Automation management team committed to making security a major part of its business and began to grow the offering. The company added resources to focus solely on security and to build out the expertise in-house by investing in the right people and putting a dedicated sales force in place.Day Automation, a TAC partner, attributes its strong showing to its dedication to expanding from building controls into the security market. "At that time, the marketplace saw us only as an HVAC systems integrator," observed Orban. "We anticipated that there would be a perception that we lacked security expertise and experience, so we made it our mission to attract and retain knowledgeable and dedicated people on staff. It's critical to be viewed in the marketplace as competent and capable - and this starts with building your knowledge base one person at time."This meant hiring a dedicated security sales professional from the industry as well as hiring students out of college and providing them with extensive on-the-job training and mentoring. Once the expertise and a sales force were in place, the next step for the partner was to carefully analyze the marketplace to determine the type of customers that would most benefit from its solutions. Then the Day Automation sales team began tapping into its existing customer base, which consisted mainly of HVAC customers."Our strategy today is that when we lead with BAS, we follow up introducing security. And when we lead with security, we introduce our BAS solutions," explained Orban. "We always make sure to bring all of our expertise to the table in order to maximize on the total opportunity."
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