Author: Deborah L. O'Mara - (about) Date: Jul 26 2011 - 1:21pm
According to a recent report by InformationWeek.com, Apple is riding high in profitability, stemming from iPhone and iPad2 sales. (Apple's record fiscal Q3 revenue reached $28.57 billion, with a net profit of $7.31 billion, or $7.79 per diluted share.)
After Apple got the tablet ball rolling, the wave of entrants from the smartphone crowd included Samsung, Motorola, HTC and RIM. Other new entrants include: Lenovo, HP, Dell, Toshiba, Sony, NEC and ASUS. Some are hinting Amazon will soon do the tablet dance.
Now while you may be obsessed with Angry Birds on your iPad, for the systems integrators, these tablets hold so much power and can put you in a nice position with your customers above the competition. So what can an iPad or similar tablet do for systems integrators? Quite a bit once you think about it.
You can use tablets for sales presentations and to show videos to your customers, or even YouTube postings. (Make sure it runs Adobe Flash ‘cause you will need it.)
Your technicians can use it on the job for system programming or to teach new customers how to use their systems, or operate their systems via the iPad or other remote connectivity device. It can be used as a project management tool to keep track of scheduling, equipment orders and more.
Speaking of remote connectivity, keep your eyes peeled for the August issue of SD&I magazine. (Our digital content is slated to be up on the site August 3. Here’s the direct link: http://sdi.epubxpress.com.) In August you will see our issue devoted to mobility and remote connectivity. Did you know, according to In-Stat, that mobile video consumption is slated to surpass 693 billion minutes by 2015?
If you are thinking about buying an iPad or a clone, don’t go crazy and buy too many; just like everything else the technology is rapidly changing. Perhaps you can share tablets among your employees, unless you are someone who can’t live without it.
How are you using tablets or other remote connectivity devices on the job? Send me an e-mail and let me know: deborah.omara@cygnus.com. Deborah L. O’Mara, editor, Security Dealer & Integrator magazine
Joe Gibbs, ESX and the meaning of it all
Author: Deborah L. O'Mara - (about) Date: Jun 13 2011 - 8:29pm
Joe Gibbs, ESX and the meaning of it all
Having just returned from a highly successful ESX show in Charlotte where the educational sessions, networking, speakers and exhibits were top in its class, I struggled with what to write about because it was all key (and you will see more on SIW and the coming July issue of SD&I magazine) but decided to focus on the session by former Washington Redskins Head Coach Joe Gibbs, now turned NASCAR team owner.
The keynote luncheon was one of the stellar highlights of the events because Joe Gibbs brought, quite frankly, the meaning of it all to me. We all run hurriedly from event to event and meeting to meeting; staring at our smart phones and not really interacting face to face when we should be, and that’s just what Gibbs talked about in his speech. May I add that SD&I and SIW sponsored the sold-out keynote luncheon with 400 in attendance?
Gibbs talked about many things. About his players, his winning teams, who he wanted to be as he grew up and why we all, at first thought, want to make money over everything else. Here stood before the ESX crowd the NFL coach of the year (1982, 1983, 1991) and the man who won Super Bowls XVII, XXII, XXVI with three different quarterbacks. In 12 years, the Gibbs-led Redskins compiled a 124-60-0 regular-season record and a 16-5 record in 21 post-season games. His combined .683 winning percentage is surpassed only by Vince Lombardi and John Madden.
So you would think that this would not be of interest to those of us who don’t follow football closely, but I immediately got a sense that this was someone who had been in the trenches and had learned from every walk of life and of humanity and he proved me right.
Sure, he talked about football and NASCAR and how those experiences had led him to the real meaning of life and how to, of all things, be successful in business! He recounted his experience and parlayed it into a fantastic talk on how work ethic and motivational skills can help anyone be successful.
“You win with one thing: people,” Gibbs explained to the audience, flashing one of his Super Bowl rings. “My entire life has been spent trying to recruit people for a team and to put teams together to be successful, so in many ways we have similarities. You have your own businesses and you have your own teams. You are coaches.”
Gibbs told the luncheon audience that there were many more similarities between himself and those in attendance. “Sometimes you have to sacrifice your goals for the team. This is a fast-paced world. You are here to please the customer, to try to pick up all the technology that’s happening. There are some critical things to team building from my 35 years of experience I want to share.”
Here are the keys Gibbs provided the audience:
• Make sure you define goals in the shortest time span possible,
• Make sure you have rewards in place for your people,
• Recognize people in front of their peer groups,
• Remember that your most important asset is the people on your team and make them feel important, and
• Find people who care and treat them well.
“If you have the right priorities in your life, like your family and friends, you will be successful. You are going to have the best year going forward because I’m giving you this game plan.” – Deborah L. O’Mara, editor, SD&I magazine
ESX 2011 education: the IP migration
Author: Deborah L. O'Mara - (about) Date: Jun 8 2011 - 7:10am
ESX 2011 education: the IP migration
Education kicked off with a bang yesterday with more sessions in business development and management; central station operations; installation management, RMR; sales and marketing; technology; and workshops on the books for the second full day of the busy show today in Charlotte. Integrators eager to gain prowess in technical and business management crowded the sessions, poised with queries in hand in an effort to do business better and secure their success in the ever-evolving security marketplace.
In the session: Migrating to IP Technology it was consistently clear that selling hardware alone, with shrinking and sometimes non-existent profit margins, just won’t cut it anymore. Speakers Tim Feury, president of Altec Systems; Stephen Washburn, Business Development Manager for Convergint Technologies LLC; and Christopher Wetzel, Chairman of the Products Committee for Security-Net and Co-Founder and Executive Vice President of Intertech Security concurred that the true migration to IP technologies will only become successful if integrators position themselves with a service model; adding value to the solutions they bring to the marketplace and making for a stickier customer overall.
“The end user wants a long-term relationship with the integrator,” Feury told attendees. “And it’s all about being service based,” he said. He added that cloud computing and managed services will allow the end user to move security expenses from a capital expense to an operating expense, which too may work in the integration company’s favor as the user can plan for and deduct these expenses on a monthly basis.
Of course video was the focus of the session, including the ever-important infrastructure and recording. Washburn talked about the continued move to edge recording and streaming video for archiving through exceptions garnered via video analytics. “Edge recording will continue to grow as SD storage cards become more robust,” he said.
Wetzel reiterated the importance of edge recording and smart cameras coupled with targeted video analytics. “There is so much development happening now that will determine how we throttle video,” Wetzel said. “Cameras are becoming more and more intelligent. These are truly exciting times for the industry,” he added. – Deborah O’Mara, editor, Security Dealer & Integrator magazine
Crossing the chasm
Author: Deborah L. O'Mara - (about) Date: May 19 2011 - 11:40am
Exclusive PSA-TEC coverage: crossing the chasm
Several times during PSA-TEC this week in Westminster, Colo., I heard about “crossing the chasm,” a theory and thought process by Geoffrey Moore for marketing high-tech products, different strategies than other industries. This theory follows the technology adoption lifecycle and as Dr. Bob Banerjee of NICE Systems pointed out, every technology goes though this cycle.
While it’s a type of technology curve to adoption, Banerjee pointed out that you have to ‘cross a chasm’ from the visionary to pragmatist stage, and that’s what is currently happening with IP video, video analytics, video management, PSIM and other services-based technological offerings coming to fruition in our formerly hardware or box-based industry. This jump or crossing to mainstream and widespread adoption can be difficult, no matter whom you are—a manufacturer or an integrator or anyone involved with technology for that matter.
Banerjee spoke of this theory in his PSA-TEC educational session: “Generating Superior Profit with IP Video,” one of dozens of superior, thought-provoking, high-level topics delved into at the conference. (See more in SD&I’s July issue.)
How appropriate that this was highlighted at the show, because it applies to the systems integration industry in so many ways. Many products are beginning to cross that imaginary line or hump if you will. And it’s been hard, for the manufacturers, and especially for the integrators, because they just can’t make the profit margins they used to make and that will continue to be not the exception but the rule. Boxes don’t cut it anymore. You have to sell real, tangible services, managed video/access control, maintenance and much more; adding value to every piece and parcel of the integration package. It’s not something to be scared about, unless you decide to stick with the status quo and not recognize the reality of the marketplace. You can hear more about this at Securityinfowatch.com, where we recorded and posted the State of the Industry Report from PSA-TEC and don’t miss it, because there are real implications for your future and for everyone’s in the industry.
Systems integrators too are crossing into the territory that was once unknown, unclear or obstructed in many ways—the chasm if you will. But it’s happening now and these PSA Security members are a perfect example of the right road to travel. These are the integrators who truly ‘get it’ but whether or not they succeed in the future is up to them and how badly they want it.
They have technical knowledge, but need more business acumen. That’s job one. Job two is getting to know every piece and parcel of the integration specification—every person you have to do business with, from the end user to the specifier, to the consultant, to every part of the consuming public. Job three is understanding fully that you can’t make money on installations alone today; that you have to have services that make for a sticky customer, keep them coming back, and add succinctly to the recurring monthly revenue coffers.
And it hasn’t been easy during this long-running recession. Profits have been cut into deeply; smart integrators have not spread themselves too thin, but instead, worked to excel at several strong vertical markets, custom tailoring solutions and proven technologies to the many customers who need to meet regulations, compliance and other orders of fashion. The fact is, what became increasingly clear at this conference was that these integrators, the integration community, is core and critical to what’s happening in the marketplace, and PSA members in particular have taken their destiny into their own hands, attending this conference for educational needs, networking with peers and looking forward, crossing that chasm, if you will, in every thing they do.
Bill Bozeman, president and CEO of PSA Security, said that the industry is changing and PSA recognized that. But he pointed out a missing piece as he addressed the audience in his state of the industry address. “PSA has always been good at technical education, but it’s also about running a profitable business. The major challenge is more in tuned to how to run your business more successfully, not necessarily the technical side. It’s a new business model; this is a technical meeting, but business experience is extremely important.” He pointed out that another major issue is that smaller companies have cash flow issues and “each job has to be profitable.” “The banks are unfriendly to the business, so cash flow continues to be an issue. Running your business today is so different than before. You have to focus on being a better integrator.” Bozeman also explained to SD&I magazine that six percent profit margins will become the norm; it will stay that way, so managed services will be the deciding factor on real profitability.
The PSA-TEC conference is at attendance levels similar to last year, according to Lisa Cole, director of Marketing. But the educational sessions, the message, is different or upped from the communications of prior years, because these are critical times and we have to learn to move to a service model now, or we won’t be in business tomorrow. The chasm is definitely being crossed and whether the integration community makes it standing upright and confident is up to all of you out there. – Deborah O’Mara, editor in chief, Security Dealer &Integrator magazine
Streaming live from PSA-TEC
Author: Deborah L. O'Mara - (about) Date: Apr 28 2011 - 5:22pm
Streaming live from PSA-TEC
As a premier media sponsor to the upcoming PSA-TEC show in Westminster, Colo., we have the inside skinny on all the cool educational and networking functions scheduled for the event, May 16 through 20 at the Westin Westminster. PSA Security Network members and PSA-TEC will literally take over the hotel grounds for education, exhibits and lots of other events designed to bring out the best in networking and training.
Securityinfowatch.com and SD&I magazine will be streaming live video and reporting daily from the show to bring you all the action if you can’t attend in person or want to scope out all the coverage while you’re there.
State of the industry panel streamed live!
One of the highlights of the event will be the State of the Industry presentation on Tuesday, May 17 at 8 a.m. mountain time. For the first time ever, this panel discussion will be streamed live—to Securityinfowatch.com/SIW TV.
The session will analyze current and future market trends, convergence and strategic partnerships from a panel representing different sectors of the security industry. Thought leaders will provide systems integrators with the latest information they need to succeed in every vertical market they work in.
“The State of the Industry presentation is designed to provide attendees with critical insights to better position themselves and their companies for success in the future,” said Bill Bozeman, president and CEO, PSA Security Network.
Moderated by security consultant Sandra Jones of Sandra Jones and Company, the panel will comprise top industry leaders in physical security, network integration, low voltage communications, commercial sound and info-security, including:
•Jerry L. Bowman, RCDD, NTS, RTPM, CISSP, CPP, CSI, President-Elect of BICSI: Representing information technology systems (ITS) including voice, data, electronic safety and security, and audio and video technologies;
•Bill Bozeman, CPP, CHS, CEO and President, PSA Security Network: Representing electronic security systems integrators;
•Dave Carter, Managing Director, Security Network of America (SNA): Representing independent security alarm monitoring, installing and servicing companies;
•Paul Cronin, CEO, 1nService: Representing network and technology integrators;• J. Matthew Ladd, President, The Protection Bureau: Representing Security-Net and electronic security systems integrators; and
•Chuck Wilson, Executive Director, National Systems Contractors Association (NSCA): Representing integrators in commercial electronic systems and low-voltage
There are many noteworthy educational sessions and networking opportunities as well as dedicated exhibit hours and you can see our recent print coverage online at the SD&I editorial digital content at this link: http://sdi.epubxpress.com/link/SD/2011/apr/12?s=0.
Make plans now to be part of this exciting event by registering at .http://www.psatec.com
AICC focuses on national monitoring license
Author: Deborah L. O'Mara - (about) Date: Apr 21 2011 - 3:50pm
AICC Focus on National Monitoring License
The Alarm Industry Communications Committee (AICC), organized as a subcommittee of the Central Station Alarm Association (CSAA) unanimously voted to move forward with the extensively deliberated initiative creating a nationally recognized monitoring license.
AICC formed a subcommittee that will focus its energy on central monitoring companies engaged in interstate commerce, a particular portion of the industry that appears to have been an afterthought in otherwise well-developed state and local legislature. The subcommittee is co-chaired by Jim McMullen, president of C.O.P.S. Monitoring, Williamstown, N.J., and Bill Cooper, ADT Security Services’ industry liaison manager, Louisville, Ky.
“This project has been a long standing goal of CSAA, and now the intense interest generated as a result of the recent New York licensing issue has brought it to the surface,” said Ed Bonifas, president of CSAA and vice president at Alarm Detection Systems in Aurora, Ill.
National monitoring companies encounter strenuous compliance requirements such as obligating company qualifiers to travel to numerous states to take licensing tests often devoid of any monitoring-related materials and mandates. They also require that companies provide duplicate criminal background checks and fingerprinting for employees in states many miles away from their home states. While these rules, regulations, statues, and policies have been well developed to help protect both consumers and businesses, the AICC believes they do little if anything to address alarm monitoring directly as many of the monitoring regulations are piggybacked or attached as part of other legislation that often governs other industries such as electricians and private security guards.
In response to these and other licensing impediments, the AICC subcommittee intends to introduce a bill in Congress that would create a “National Monitoring License” permitting companies to monitor across state lines.
AICC is calling upon the experience and expertise of national monitoring companies and other industry professionals to provide input in its draft bill that details the criteria or requirements of a “Nationally Recognized Monitoring Company.” The AICC has established a web site located at http://alarminfo.net/aicc/ that contains the first draft of the proposed bill along with an online form to collect the input from various sources. The AICC will be accepting input until the close of business on May 13, 2011. -- Deborah O'Mara, editor, SD&I magazine
0 comments:
Post a Comment