Security Dealer & Integrator

JUL 2016

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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July 2016 Contents Vol. 38 • No. 7 32 Create a Community Developing a network of vendor partnerships ensures an integrator's ability to meet customer needs Fritz Werder 34 Partnership Possibilities SD&I;'s annual roundup of active dealer/ integrator recruitment and certification programs offered by vendors, distributors, monitoring providers and more 48 RESIDENTIAL SECURITY Local Connections Partnering with community businesses may be the key to customer acquisition in the home security industry Lindsay Lougée 50 When Distributors Unite How partnerships in the product distribution world can bring benefits to the channel Dennis Holzer SPECIAL SECTION: Partnership Possibilities FEATURES 52 VIDEO SURVEILLANCE Video Surveillance Storage Trends to Watch The rise in retained video data means security must evolve as the entertainment industry did before it Brian Grainger 54 NEW PRODUCTS Product Spotlight: Video Surveillance Storage The latest DVR, NVR, hybrid and other offerings from vendors 58 FIRE & LIFE SAFETY Locking Down Door Codes Rule clarifications for door locking and release as it relates to fire alarm systems Greg Kessinger 60 TECHNOLOGY FOCUS How to Evaluate a Cloud-Based Service Embracing and identifying risks as a reseller are critical to success Ray Bernard 64 ACCESS CONTROL Fulfilling FICAM Six challenges to deploying a government PACS solution, and how to overcome them Derek Greenland 4 Security Dealer & Integrator / www.SecurityInfoWatch.com July 2016 32 » BONUS PUBLICATION Access Control Trends & Technology The key game-changers in the development of today's access control systems; disruptive technologies; installation and sales strategies; new products and more Trends Technology A ccess control & July/August Supplement to Locksmith Ledger International, Security Dealer & Integrator, Security Technology Executive www.LocksmithLedger.com www.SecurityInfoWatch.com 2016 Disruption brings Opportunity • Electromechanical solutions for integrators • Upselling access control • Product showcase COVER STORY Market Report: New Attack Vectors in Healthcare Security With violence down in hospitals and cyber attacks on the rise, the role of the security integrator in this market is rapidly evolving Paul Rothman 26

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