Security Business

APR 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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20 Security Business / / April 2019 “We believe there will always be room for smaller regional integrators in the industry,” adds Mark Cernese, CEO of No. 11-ranked TWG Security. “While the large companies serve a purpose, they definitely lose agility and service responsiveness as they grow, generally speaking.” By the same token, the usually nimbler regional integrators are, over and over, proving to be enticing acquisition targets. “As an acquirer of smaller businesses, we have not seen any material drop off in ongoing sales from smaller companies who sell accounts to us,” says Anastasia Bottos, COO and Chief Strategy Officer for Alarm Capital Alliance/My Alarm Center, which is ranked at No. 36. “Based on what we are seeing today, there is still a stable market for these smaller businesses and new entries. The ‘local’ brand appeal on the security side is still a powerful selling point for consumers.” That local appeal, in fact, might actually be creating more business for everyone. “The demand for a wider portfolio of services has increased and all integrators – regardless of size – are tasked with providing end-to-end solutions that address unique client needs,” says Hank Monaco of No. 27-ranked Johnson Controls. “While customers want to implement comprehensive, integrated security solutions, they often seek ways to upgrade, retrofit and reconfigure their legacy systems. This presents increased opportunity for larger integrators to collaborate with smaller, regional integrators on projects. Likewise, there are immense opportunities for smaller integrators to actively partner with and leverage the expanded portfolio of solutions and technologies of larger integrators.” In the end, the increased consolidation may be perceived as game-changing for the industry, but the opportunities for all integrators seem to be ever-increasing. “We are witnessing strength in all verticals that include even the smallest of integrators,” says Jamie Bumgardner, COO of No. 5-ranked Prime Communications. Fast50 Executives Speak There are many pitfalls and brick walls for DIY. (Users) will likely need the help of a pro sooner or later. Eyal Akler, CEO, ATTYWON (No. 21) All departments are equally important – successes and failures happen as a team. Joseph Allen, VP, Sonitrol Security of Delaware Valley (No. 30) Don't look at the dollars – they will come if you take care of the customer. Aaron Alexander, VP Operations, Security 101 - Charlotte (No. 32)

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