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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54 Security Business / / April 2019 ongoing issue. “Our primary challenge is finding qualified talent in all areas of our business – sales, engineering and operations – to help support our growth and maintain the level of quality we expect,” Cagnazzi says. “We also see a fast move towards artificial intelligence, machine learning and cloud computing, and we need to make sure we keep up with this accelerated demand from our customer base.” To offset some of these daily challenges, Presidio invests heavily in training, making sure its culture keeps and attracts top talent, while leveraging qualified contractors where it makes sense. With industrial, healthcare and education its top-performing vertical markets, the company has built strong sales, presales and engineering teams to help align with their client’s security and business needs. “We can move quickly to understand unique business requirements, build solutions and enable delivery teams to execute,” Cagnazzi says. “Having done a sizeable amount of healthcare, we have a deep understanding of industry trends, requirements and regulations.” For Presidio, traditional physical security technologies – integrated security management solutions, video storage and retention, network video and access control management – have generated the most sales during the last 24 months. Leading-edge technologies, such as video analytics, license plate recognition, cybersecurity, audiovisual and 4K video solutions have also generated significant sales over the last two years. “Video analytics as well as facial and license plate recognition are critical pieces of a proactive security platform,” Cagnazzi explains. “We are deploying all of these solutions for customers in a number of use cases such as large campus environments, retail, highly-secured areas such as R&D facilities, as well as trucking and freight organizations.” Pacing Ahead of the Curve Fast50 integrators are companies that embrace change, work to outpace it and stay poised to address market shifts. As other companies stand on the precipice of making the move to a more Managed Service Provider (MSP)-type business model, Presidio is ahead of the curve. “Our mission is to enable our clients to capture economic value from the digital transformation of their businesses by developing, implementing and managing cloud-ready, secure and agile IT Infrastructure solutions,” Cagnazzi explains. “We deliver this technology expertise through a full lifecycle model of professional, managed and support services – including strategy, consulting, implementation and design.” Managed services are essential to the company’s long-term success, and Presidio’s clients are demanding partners who have the ability to manage the solutions they sell and deploy. “To remain relevant in our industry, we must be able to offer options ranging from monitoring to fully managed and ‘as-a-service’ models,” Cagnazzi adds. For others seeking to emulate the growth and success of Presidio, Cagnazzi urges them to invest in talent, build a culture employees love, and partner with OEMs and customers who share in their vision. ■ » Deborah L. O’Mara is the managing director of DLO Communications. She has been writing about the physical security and systems integration industries for more than two decades. Reach her at Presidio has more than 60 locations and 100 full-time employees in its Physical Security business unit. Its Michigan-based team includes Shaun Purvis, Ed VanWinkle, Luke Leatrea, Ryan Bailey, Adam Glaser and Charlie Booth. Photo: Laura Muysenberg, Presidio

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