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April 2017 Contents THE ANNUAL SD&I; FAST50 16 Changing of the Guard Several new companies joined familiar names atop SD&I;'s annual Fast50, while market trends and technologies evolved as well Paul Rothman 30 COVER STORY Hit the Ground Running NextGen Security leverages its critical infrastructure market expertise to become the fastest-growing systems integrator in North America Paul Rothman 36 Succession by Merger Through regional dealer acquisition, SafeStreets USA has paved both its path to the future and its path to growth and success Paul Rothman 42 Woman-Owned and Proud Thanks to president Bobbie Hirschy, Star Asset Security is a true representation of female advancement in the security industry Curt Harler 48 A Shining Example Over just four years, Beacon Protection has posted an impressive growth rate fueled by the simple, steadfast principles of its founders Curt Harler 54 The Security and IT Unifier GC&E; Systems Group has embraced both sides of the house for enterprise customers Curt Harler Security Dealer & Integrator (USPS 460-650), (ISSN 1941-0891, print; ISSN 2157-507X, online) is published monthly by SouthComm Business Media, LLC. 1233 Janesville Avenue, Fort Atkinson, WI 53538. 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MEMBER EDITORIAL Editor-in-chief | Paul Rothman PO Box 366 1595 Peachtree Parkway, Suite204 Cumming, GA 30041 800-547-7377, ext. 2226 prothman@Southcomm.com Editorial director | Steve Lasky 800-547-7377, ext. 2221 slasky@Southcomm.com Expert contributors Ray Coulombe - Tech Trends Greg Kessinger - Fire & Life Safety Eric Pritchard - Legal Watch HR Group - People Power SALES Group publisher | Nancy Levenson-Brokamp 800-547-7377 ext. 2702 nbrokamp@Southcomm.com Northeast US & East Canada | Janice Welch 800-547-7377 ext. 6288 jwelch@Southcomm.com Midwest | Brian Lowy 800-547-7377 ext. 2724 brlowy@Southcomm.com Western US & Western Canada | Bobbie Ferraro 310-800-5252 bferraro@Southcomm.com Display/classified | Kristy Dziukala 800-547-7377 ext. 1324 kdziukala@Southcomm.com PRODUCTION Production manager | Jane Pothlanski jpothlanski@Southcomm.com Art director | Bruce Zedler bzedler@Southcomm.com Audience development manager | Suzanne Carlson scarlson@Southcomm.com SOUTHCOMM INC. Chief executive officer | Chris Farrell Chief financial officer | Bob Mahoney Chief operating officer | Blair Johnson EVP, public safety & security | Scott Bieda VP Events, public safety & security| Ed Nichols VP, production operations | Curt Pordes VP, technology | Eric Kammerzelt Subscription customer service Toll-Free 877-382-9187; Local 847-559-7598 Circ.SecDealer@omeda.com Article reprints • Brett Petillo Wright's Media 877-652-5295, ext. 118 bpetillo@wrightsmedia.com Published by SouthComm Business Media, Inc PO Box 803 1233 Janesville Ave Fort Atkinson WI 53538 920-563-6388 800-547-7377 Vol. 39 • No. 4 SECURITY WATCH 8 ALARM.COM SETTLES WITH HONEYWELL Joel Griffin 10 FRESH OFF THE WIRE Smart home market report; Cybersecurity and the FCC; Channel M&A;: Paladin acquires Criterion, Invision acquires SAFE Security, Guardian Alarm sold; Alarm.com acquires ObjectVideo; Comcast's SMB surveillance offering; ESX keynote 10 INDUSTRY EVENTS CALENDAR 12 TOP HEADLINES FROM SECURITYINFOWATCH.COM COLUMNS 6 EDITOR'S NOTE Avoid the Classic Trap It's the last place you want your company to be Paul Rothman 14 TECH TRENDS What IT is Saying About Us A sampling of what IT experts have to say about physical security runs the gamut from good to bad and ugly Ray Coulombe 66 INSIDER INTELLIGENCE Effective Communication: Old is New Again Clear, concise and effective messages never go out of style Ric McCullough SPECIAL ISSUE: DEPARTMENTS 60 NEW PRODUCTS 62 MARKETPLACE 65 ADVERTISERS INDEX 4 Security Dealer & Integrator / www.SecurityInfoWatch.com April 2017