This article originally appeared in the March 2022 issue of Security Business magazine. When sharing, don’t forget to mention Security Business magazine on LinkedIn and @SecBusinessMag on Twitter.
With no virtual option in 2022, the SIA Education@ISC West sessions are robust, and there isn’t an integrator or consultant anywhere who couldn’t find many options for continuing education at the show in Las Vegas.
Here is a roundup of the many sessions that should appeal to integrators and consultants. Times, dates and locations are subject to change, so be sure to consult www.iscwest.com/en-us/seminars/sessions.html#/sessions as you plan your attendance.
TUESDAY, MARCH 22
Onboarding Sales Teams to Sell Recurring Monthly Revenue
10 a.m., Venetian 304
Transforming your Company for Success - Lessons from the Trenches
11:15 a.m., Venetian 309
Business leader and 41-year security industry veteran Kirk MacDowell
of MacGuard Security Advisors will lead a panel that includes Robert Few of General Monitoring Services, Rob Post of Post Alarm Systems, and Chuck Petrusha of Advanced Security Systems to discuss how they compete and win against cable operators, large mega companies and new entrants.
Vetting Technology Partners Based on Cybersecurity Hardness
11:15 a.m., Venetian 304
A panel of integrators - including Gary Hoffner of PSLA Security, Josh Cummings of VTI Security, Chris Peckham of Ollivier Corp., and Jim Cooper of Integrated Security & Communications - will discuss the important cybersecurity hardness fundamentals technology partners should be implementing.
Key Factors for Achieving Profitability & Growth in Systems Integration
1 p.m., Venetian 309
Veteran integrator John Nemerofsky of SAGE Integration joins WeSuite's Tracy Larson and business expert Isac Tabib to highlight key factors systems integrators need to concentrate on and why in order to grow in a shifting business climate.
Developing a Mindset of Inclusion
1 p.m., Venetian 304
A panel of industry leaders, including Kasia Hanson of Intel, Trevor Stewart of Security Control Integrators, Christine Lanning of Integrated Security Technologies and Candice Aragon of PSA Security Network discuss how to attract more diverse talent to an organization.
New Partnerships Between Sales & Services
2:15 p.m., Venetian 304
A panel of integrators - including John Nemerofsky of SAGE Integration, Ken Whelan of Engineered Security Systems, John Maffey of M3T Corp., and Charles Denney of Ollivier Corp. - will share best practices and discuss how integrators can shift to a Managed Service Provider model.
From Distant Boss to Engaged Leader
3:30 p.m., Venetian 304
Anthony Berticelli of PSA Security Network will lead a panel discussion with integrators Shaun Castillo of Preferred Technologies, Jim DeStefano of Unlimited Technology and John Nemerofsky of SAGE Integration on leadership best practices for engaging teams and keeping a positive working environment.
Add Drone Services to Your Company
3:30 p.m., Venetian 307
With the growing industry of drones (UAS) and counter-drone (CUAS) systems, many security integrators do not know how to partner with manufacturers of these solutions. This presentation and group discussion aims to address this knowledge gap.
Pivot to a Service Model to Build More RMR
3:30 p.m., Venetian 309
This session, presented by experts from TAMCO, gives integrator leadership a blueprint for making the pivot to become more of a service company.
WEDNESDAY, MARCH 23
How 5G Will Change IoT Security
10 a.m., Venetian 202
5G services are driving the need for ultra-low latency, driving a more distributed edge architecture. It also necessitates visibility and control over an expanding number of devices collecting and sharing data, ideal for a Zero Trust based approach. Presented by Jonathan Morgan, Akamai.
360-degree Imagery for Assessment, Design and Project Communication
10 a.m., Venetian 307
Consultants Ben Butchko and Michael Newsome team with Kelly Watt, CEO of Visual Plan Inc., to details the use of 360-degree imagery to streamline systems design and site assessment projects for integrators and consultants.
An Integrator’s Guide to Understanding and Implementing OSDP
11:15 a.m., Venetian 304
Stephen “Shep” Sheppard of Farpointe Data will provide a practical understanding of the OSDP communication standard, when to use it, and how to install it.
Converged Technology: How to Build a Bridge Between Expectations and Implementation
11:15 a.m., Venetian 202
Expert consultants Pierre Bourgeix and Jim Henry of ButchkoESI will outline how to manage end-user expectations for technologies including converged intelligent sensors, AI, machine learning, deep learning, cameras, analytics and biometrics.
CPTED Applications of Touchless and Frictionless Access Control
11:15 a.m., Venetian 307
CPTED expert Dr. Randy Atlas will address CPTED strategies for access control: natural (circulation patterns), mechanical (technological solutions), and organized (manpower), to access sites and buildings.
How to be a Trusted Advisor for K12 Clients Using PASS Guidelines
1 p.m., Venetian 307
This panel discussion that includes an integrator, consultant and a former K-12 security director will outline how the PASS Guidelines and Checklist helps secure funding for schools, as well as helping them avoid implementation mistakes.
When to Cloud and When to On-Prem
1 p.m., Venetian 202
Joe Grillo and a team from ACRE will discuss the myths associated with the use of the cloud and how to address these concerns with SMB stakeholders who are dipping their toe into the deployment of cloud-based solutions.
Smart Home Growth Opportunities
3:30 p.m., Venetian 202
Omdia expert analyst Blake Kozak looks at recent developments in the smart home market, including the introduction of the Matter standard, and how residential integrators will be able to leverage these developments.
THURSDAY, MARCH 24
Inovonics Breakfast & Mobile Duress Panel Discussion
8-10 a.m., Location TBA
Enjoy a catered breakfast as you learn from a diverse expert panel why and how mobile duress should be a standard addition to any system, especially for K-12 and hospital campuses.
Lead Generation Strategies for Integrator Success
10 a.m., Venetian 309
Effective marketing doesn’t require having a huge marketing budget, but it does require the right skills and industry knowledge. Take a deep dive into the top 3, time-tested, and security industry vetted lead generation strategies with expert David Morgan of Security Dealer Marketing.
Redaction: Balancing Privacy with Effective Security
11:15 a.m., Venetian 304
Drake Jamali of SIA, James Marcella of Axis Communications and Florian Matusek of Genetec will explore the challenges that impede the protection of public privacy and how video redaction on the server and at the edge can allow organizations to strengthen their security and safety protocols without compromising privacy.
Key Elements to Excellent Sales Proposals & Presentations
11:15 a.m., Venetian 309
An expert panel, including John Nemerofsky of SAGE Integration, Shantel Summers of Mountain Alarm, Tracy Larson of WeSuite and Janet Fenner of Defined Marketing will cover the role of company branding, graphic design and marketing, pricing options, scopes of work and more.
Real World Cybersecurity for Secure Installations
11:15 a.m., Venetian 202
Jim Cooper of Integrated Security & Communications will cover cybersecurity concerns related to video surveillance and access control installations and ways to help mitigate them.
How Cloud Video Surveillance Makes Cities Smarter
1 p.m., Venetian 304
Take a deep dive into the challenges and ongoing successes of the Mexico City cloud video deployment (read more in our July 2020 cover story: www.securityinfowatch.com/21142587) with expert consultant Ray Bernard, integrator Jaime Abad Valdenebro, and Eagle Eye Networks president Ken Francis.
How to Select an Integrator with Cybersecurity in Mind
1 p.m., Venetian 202
A panel of integrators - including Gary Hoffner of PSLA Security, Josh Cummings of VTI Security, Chris Peckham of Ollivier Corp., and Jim Cooper of Integrated Security & Communications - will share the resources and skillsets end users should be looking for when selecting a security company that has cybersecurity front of mind.
The Evolution of Security in Gaming
1 p.m., Venetian 302
Taylor May of the SecurityVIP Podcast brings together a four-person panel of casino security directors to discuss how their security challenges have evolved over the last decade, as well as insights into cutting-edge technologies and the budget/approval process.
Ensuring Systems Meet their Intended Objectives
3:30 p.m., Venetian 304
This session, which includes security consultants (Jim Henry and Pierre Bourgeix of ButchkoESI), integrator (Gray Hoffner, PSLA Security), end-user (Jerrod Johnson, Ferguson Enterprises), and manufacturer (Tim Palmquist, Milestone), will discuss approaches to take throughout a project to improve the end-result and client satisfaction.
Can’t-Miss Events for Charity
Foundation for Advancing Security Talent (FAST) Golf Tournament
March 22, Desert Pines Golf Club
This annual ISC West event supports initiatives to grow the workforce in the electronic security industry. Learn more at https://advancingsecurity.org/event/the-fast-golf-classic-tournament.
Mission 500 Security 5k/2k Fundraiser
March 24, 2601 East Sunset Road, Las Vegas, NV.
Mission 500's annual Security 5k/2k fundraiser benefits children and families in need across the United States. Learn more at https://runsignup.com/Race/Register/?raceId=82008.
