This year’s SIA Education@ISC program will kick off a day prior to the exhibits portion of ISC West, on April 10 – and there is no shortage of dealer/integrator focused educational opportunities. In all, there are more than 85 accredited sessions covering a range of industry topics.
Again this year, PSA Security Network will feature a full schedule of security integrator focused sessions on April 10. “There are a number of critical issues facing today’s integrators from a technology and go-to-market strategy perspective,” explains PSA Security Network CEO Bill Bozeman. “In our sessions, we like to pull back the curtain and really show integrators what they can do to better manage their businesses, take advantage of industry changes, and prepare for the future.”
SD&I has culled through all of the educational sessions at ISC West and categorized them for dealers and integrators to take full advantage (dates and presenters are subject to change). For more information on any of the sessions listed, and to access those that could not be included, visit www.iscwest.com/Education/Sessions.
SALES TRAINING
Target Practice - Strategic Sales Prospecting (April 10, 8:30 a.m., Sands 307): A panel of sales experts will tackle topics that include: identifying the right targets; when to engage; best practices for keeping the pipeline full; self-monitoring reality checks for the sales team; increasing accountability and productivity; and knowing when to cut prospects loose. Panelists include Tracy Larson, President of WeSuite; Gretchen Gordon, President of Braveheart Sales Performance; and SD&I columnist Chris Peterson of Vector Firm.
Finding and Winning New Business (April 10, 10:30 a.m., Sands 307): Join SD&I Modern Selling columnist Chris Peterson of Vector Firm for this workshop, where you will learn specific methods that will enable you and your salespeople to find and win new business, and new customers.
Move Customers from Buying CCTV to RMR Monitoring (April 12, 11 a.m., Sands 201): Panelists will discuss topics including: Challenges when selling video monitoring as a service as opposed to selling video surveillance systems; overcoming common questions and sales objections; and the differences between selling new installations compared to taking over existing installations. Panelists include: AJ Frazer of Agent Video Intelligence; Daniel Forrest of Eyeforce Remote Guarding Solutions; Brandon Niles of Acadian Monitoring Services; and Clayton Kemp of Global Guardian Sentry.
YOUR BUSINESS
How to Build, Earn, and Retain Loyal Customers (April 10, 10:15 a.m., Sands 309 – PSA track): Loyal clients are your most valuable customers. This session examines how to create customer loyalty, how to determine the wants and needs of customers, and how to deal with difficult customers. Presenters: Tim Brooks, PSA Security Network; Christine Lanning, Integrated Security Technologies; Bruce Pontier, security consultant; Jerrod Johnson, PetSmart.
Executing Business Strategy (April 10, 4 p.m., Sands 309 – PSA track): Paul Boucherle of Matterhorn Consulting will share real-world experiences to help you understand best practices in disciplined hiring, role clarity and process definition that will meet your long- term strategic business goals.
New Technologies to Engage Customers (April 11, 1:15 p.m., Sands 309): This panel will cover how security dealers can use data to their advantage to build a customer relationship by marketing locally and promoting themselves as the local go-to guru for smart home and home security. Panelists include: Mitchell Klein of Z-Wave Alliance, Jeremy McLerran of Qolsys and Avi Rosenthal of IoT Consulting LLC.
Using New Media Platforms for Customer Acquisition, Service, Satisfaction and Retention (April 12, 9:45 a.m., Sands 309): Attendees will learn how social media can help listen to customers and prospects, relate to their community's issues and concerns, and grow through both new and repeat business. Presented by Diana Wolff, President of LRG Marketing.
How to Operate your Business in the Cloud (April 12, 11:00 a.m., Sands 309): Explore how to run and operate a security business using cloud solutions for business management, financial accounting, central station/monitoring, CRM, sales automation, phone, and other business-related services. Panelists include: Michael Marks of Perennial Software; Rod Coles of Bold Technologies; Tracy Larson of WeSuite; and David Crawford of Communication Service Solutions (CSS).
Referral Programs that Work (April 12, 2:30 p.m., Sands 309): Referrals can be extremely powerful and prospective customers are exponentially more apt to buy when they are referred by a friend. Consultant Bob Ryan, David Morgan of Security Dealer Marketing, and Mike Dove of ADS Security will share what works in their own referral programs.
VIDEO SURVEILLANCE
Troubleshooting Surveillance Networks (April 10, 1:30 p.m., Sands 201): Workshop instructors will review the lifecycle of troubleshooting issues, the nature of the underlying systems and the symptoms of failures. Students will determine breakdown common failures and tricky scenarios that require systemic methods for diagnosing effectively. Presented by David Nelson-Gal of Viakoo and James Marcella of Axis Communications.
Body Worn and Mobile Video (April 12, 9:45 a.m., Sands 103): Body worn and mobile, always-connected wireless cameras are changing the rules for many industries including guard services, sports and events, hospitals and healthcare, customer service agents, and industrial inspection services – to name a few. Bob Ehlers of RGB Spectrum will review the impact body-worn technology will have on vertical markets and present some new opportunities.
CYBERSECURITY
The First Steps of Cyber Hardening (April 10, 1:30 p.m., Sands 309 – PSA track): This presentation introduces PSA’s Cybersecurity Tier Zero Playbook, which provides simple and effective steps, questions, answers, and resources to begin the implementation of an internal cybersecurity plan. Presenters include: Bill Bozeman, PSA Security Network; Andrew Lanning, Integrated Security Technologies; Paul Schmick, Alliance Security; and Darnell Washington, SecureXperts.
Protecting Security Systems from Cyber Attacks (April 11, 11 a.m., Sands 307): This session highlights the most important issues, approaches and examples of how security technology gets hacked and defines a roadmap to greatly reduce the risk. Presented by Dave Tyson of CISO Insights, an enterprise security consultancy.
The Elements of Cyber Protection (April 11, 3:45 p.m., Sands 309): A panel of industry vendor experts (Rick Caruthers, Galaxy Control Systems; Kurt Measom; Boon Edam; Simon Morgan, SureView Systems; Bud Broomhead, Viakoo; and Stuart Rawling, Pelco by Schneider Electric), spanning the intelligent power, surveillance, access control, identity management and cyber security categories, will address important cybersecurity topics.
IoT Security (April 12, 11 a.m., Sands 304): This talk will cover the security of IoT hardware, firmware, and software, including current attacks, what manufacturers should be doing, and how to reduce the attacks. Presented by Brian Knopf, Senior Director of Security Research, Neustar.
Legacy Wiegand Hacked in 60 Seconds (April 12, 1:15 p.m., Sands 307): Biometric readers and modern credentials may work flawlessly, but pairing them with the Wiegand protocol means leaving the job half finished. Learn how SIA's OSDP standard secures the reader-panel connection in this session with ethical hacker Babak Javadi of The CORE Group security auditors, and Cypress CTO Tony Diodato.
HOSTED/MANAGED SERVICES
Building Managed Services into Your Business (April 10, 2:45 p.m., Sands 309 – PSA track): Join this panel of industry experts – moderated by SD&I Modern Selling columnist Chris Peterson of Vector Firm – discuss best practices for creating a managed service program and building it into your business.
Access Control and Video in the Cloud (April 11, 2:30 p.m., Sands 309): This presentation from BluB0X Security CEO Patrick Barry provides an overview of why access control and video surveillance will migrate to the cloud over the next five years and what you need to know to make the transition.
RESIDENTIAL SECURITY
Connected Home – The Future is Now (April 11, 9:45 a.m., Sands 305): The next evolution of IoT will have a big focus on connected and smart homes. Scott Harkins of Honeywell Connected Home, Mike Buckingham of August Home, and Eugene LaNois of Nest Labs will discuss how these technologies can provide opportunities for end-users, integrators and others in the physical security channel.
The Evolving DIY Market (April 11, 11 a.m., Sands 309): Industry expert Peter Giaclone will explain the details, challenges, and required infrastructure necessary to become a viable competitor in this rapidly growing market. Points of discussion will include marketing, sales, hardware selection, backend services selection, provisioning, support, central station services and more.
The Residential Video Craze (April 12, 1:15 p.m., Sands 201): Consumer attitudes have changed with the advent of name brands like SkyBell, Ring, NestCam, Canary and others – which have, in turn, skyrocketed acceptance of video for residential use. This session will focus on bundling residential intrusion and video systems to drive more RMR, reduce attrition and create satisfied customers. The panel includes: Brian Lohse, Alarm.com; Steve Butkovich, CPI Security Systems; Steve White, Vector Security; Taylor Proudfit, Titan Alarm; and Robert McDonald, Vintage Security.
EMERGING MARKETS & TECHNOLOGIES
The Future of Physical Security: The Decade Ahead (April 10, 10:15 a.m., Sands 304): Terry Gold of D6 Research will share research findings that include analysis of physical security programs from some of the world’s leading global organizations. Learn about what is driving organizations to adopt security technology.
Convergence in Residential and Small Business Markets (April 11, 2:30 p.m., Sands 305): We have already seen the convergence of logical/cyber and physical security in corporate/enterprise environments. The small business and home markets are next. Laurence Russell, CEO of Oak Tree Logic will discuss why this change is coming, what to do about it and how to profit from it.
Mitigating the Drone Threat (April 11, 3:45 p.m., Sands 201): Because of the disruption and potentially disastrous consequences posed by drones, there has been an upsurge in technological development to mitigate drone threats. This session will cover practical methods of testing counter drone technologies as well as the regulatory constraints around the use of counter-drone technology for both government and private facilities. Presented by Logan Harris, SpotterRF; Nancy Ford, Security 101 - Utah; Rob Ehrich, Slipstream Strategies; and Cal Smith, Butchko Inc.
Securing Data Centers: The Human Element (April 12, 11 a.m., Sands 302): This presentation will address the unique security challenges faced by data centers, and how the human elements of the security system can add to the traditional focus on detecting attacks. Presented by Zvi Kremer and Michael Rozin of Rozin Security Consulting LLC.
LEADERSHIP
Essential Skills for the Emerging Leader (April 10, 9 a.m., Sands 309 – PSA track): Organizations are facing complicated challenges that demand the hasty development of new and agile leaders. Attendees will discover key behaviors and essential skills needed in today’s marketplace for the up-and-coming leaders of tomorrow. Presenters: Paul Boucherle, Matterhorn Consulting; Sharon Shaw, Tech Systems; Scott Ranger, Paladin Technologies; Jerrod Johnson, PetSmart.
Using Conflict to Foster Leadership (April 10, 10:15 a.m., Sands 309 – PSA track): Perceptive leaders use conflict to propel an organization rather than disrupt. This panel discussion will provide strategies to utilize conflict to propel the organization forward and develop leaders. Presenters: Paul Cronin, Cronin Corp.; Nigel Waterton, Aronson Security Group; Christine Lanning, Integrated Security Technologies; Ric McCullough, PSA Security Network.
Paul Rothman is Editor in Chief of Security Dealer & Integrator (SD&I) magazine. Access the current issue, archives and subscription information at www.secdealer.com or visit us at ISC West Booth #23141.
