Security Business

MAR 2019

Find news and information for the executive corporate security director, CSO, facility manager and assets protection manager on issues of policy, products, incidents, risk management, threat assessments and preparedness.

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68 Security Business / / March 2019 and Cisco will share lessons learned from their efforts using LiDAR as a part of smart city security solutions. Session: RMR – Transforming the Security Integrator Start time: 1:30 p.m. Location: Sands 309 Bill Bozeman, President and CEO of PSA Security Network will explain why it is imperative for security inte- gration companies to be successful at generating RMR, including by ser- vice contracts, remote monitoring services, and other automated features and components. Session: Marketing Strategies for Small- to Medium-Sized Security Companies Start time: 2:45 p.m. Location: Sands 309 Part of the PSA Security Network track for integrators, in this session, a panel of security industry marketing experts will examine which strategies may be viable and which could potentially be a waste of an integrator's resources. Session: Being a Woman-Owned Business Owner in the Security Industry is an Advantage, not a Disadvantage Start time: 2:45 p.m. Location: Sands 101 This panel of woman-owned security business owners – including a security vendor, security integrator, security recruitment firm and a government security contracting consultant – share what led them to starting their businesses and the advantage of being a woman in the security industry. Session: The Convergence of Cyber and Physical Security – A Shared Responsibility Start time: 4 p.m. Location: Sands 305 Part of the PSA Security Network- sponsored sessions, examine the shared responsibility of the manufacturer, integrator and end-us- er and the protections that are being implemented to cyber-harden physical security systems. 2019 EDUCATION PREVIEW DAY: APRIL 10 Session: The Challenges and Opportunities of Artificial Intelligence in Physical Security Start time: 3:45 p.m. Location: Sands 309 In this session, experts from Axis Communications and Dell EMC will explore what the near-term future of AI looks like in the security indus- try –including how to leverage AI and machine learning with existing cus- tomers to grow their business. Session: Getting Smarter and Safer – The Campuses of Tomorrow Start time: 3:45 p.m. Location: Sands 302 Learn about the vision of tomorrow's safe, smart campuses – including surveillance and security hardware and software needs, and new student expectations of safety and security on campus – from James Robertson and Oliver Stoetzer of Fanshawe College. DAY: APRIL 11 Session: Social Media Marketing Start time: 9:45 a.m. Location: Sands 309 Social media has become important to an integrated marketing program, but how can a security integrator use social media to move the needle on sales? Learn how from Diana Wolff, President of LRG Marketing. Session: IP Cameras: Vulnerability Scanning and Pen Testing Start time: 11 a.m. Location: Sands 201 David Brent of Bosch Security and Safety Systems will cover the funda- mental considerations that an organi- zation needs to evaluate before plac- ing any IP camera on its network. Session: Delivering Amazing Sales Presentations Start time: 1:15 p.m. Location: Sands 309 Have you read something interest- ing in the Security Business Modern Selling column recently? Here's your chance to share your ideas and opin- ions with columnist Chris Peterson of Vector Firm. In this session, you will learn more about the methods he uses to maximize security sales efforts. Session: Design and Win More Security Jobs with Solutions Selling Start time: 2:30 p.m. Location: Sands 309 Join Chris Donohue of Security Door Controls (SDC) for a session for inte- grators to become more comfortable with the type of technology expertise required to successfully bid jobs, and how to apply those technologies into solutions they actually submit. Session: Burglary Statistics – The Data You Need to Effectively Sell Comprehensive Security Start time: 3:45 p.m. Location: Sands 309 Analysis of a recent study conducted by the Alarm Industry Research and Education Foundation (AIREF), in con- junction with the University of North Carolina at Charlotte and Eastern Kentucky University on burglary victims and incarcerated offenders illustrates the importance of adding advanced security in residential. Session: Delivering the Smart Home of the Future Start time: 3:45 p.m. Location: Sands 305 The Smart Home is getting smarter. Is your business? Learn how your business can take advantage of this growing opportunity in a manageable, scalable way. Session: Partner Alliance for Safer Schools (PASS) – New Guidelines for a Layered and Tiered approach to K-12 Safety and Security Start time: 3:45 p.m. Location: Sands 103 Examine the elements of the the fourth edition of the PASS Safety and Security Guidelines for K-12 Schools, which provides guidelines for imple- menting a layered and tiered approach to securing and enhancing the safety of school environments. ■

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