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www.securitysystemsnews.com June 2015 SeCuRITY SYSTeMS neWS CommerCial & systems integrators 24 Helix. ConneCted to life, not tHe Wall. WWW.ResolutionPRoduCts.Com 715.808.8225 I sales@resolutIonproducts.com I 1402 Heggen street, Hudson, WI 54016 More than a new wireless security panel. The Helix platform is a revolutionary new architecture. Install Helix anywhere in the home providing a more discreet, secure, and cost-effective installation. Helix provides security and automation with breakthrough performance. + Encrypted security sensors for improved privacy and account retention. + More than twice the range of other wireless security systems. + Ethernet standard, with optional cellular and WiFi. Cellular can be used as primary or back-up communications. + Easy take-over of existing installations with integrated Translator option cards. + Complete security plus full home automation features over Bluetooth LE and Z-Wave ® communications. InteractIve servIces powered by MSA Security is a group of security companies that provide a number of different services, including bomb-sniffing dogs, threat and risk assessment, coun- terterrorism threat and intelli- gence analysis and remote X-ray screening through its "SmartTech Technology." Since 2008, MSA SI grew from one offce here to six (New York, Pittsburg, Philadelphia, Boston and Los Angeles) and now has 75 employees. MSA SI had $30 million in revenues in 2014. Its management team includes Dave Hickson, Kevin Mulligan and Ray Dean. Dean joined the company in July 2014. Hennessy said MSA SI will likely rebrand in the future. The systems By Martha Entwistle EATONTOWN, N.J.—Jim Hennessy, who sold his systems integration frm to MSA Security in 2008, has repurchased the company with the help of other members of the man- agement team and MidCap Equity Partners. "It's a very amicable split. We have a great relationship with MSA Security. We will continue to rec- ommend [their services] and they will continue to recommend us. We'll share some leads," Hennessy, president of MSA SI, told Security Systems News. Terms of the deal, which closed on April 13, were not released. After Hennessy sold his frm it was renamed MSA SI. MSa Systems Integration is independent—again [for customers and potential customers]…. where we bring the technology to them." This gives IST an opportunity to talk to end users and the end users in turn "get invested in the technology and nine times out of 10, they stick with you," she said. The most proftable vertical for IST tends to be the large commercial businesses IST works with because they tend to choose an integrator based on expertise rather than price. Lozano said Condortech is really only in one major verti- cal, government, but that also involves hospitals, education and border security. Bozeman asked Franklin and Oetjen to talk about the key to delivering novel and unique technology. Franklin said his team is constantly scouting technology, but it's important to stay con- nected to the customer so you "realize what the next steps are with that customer." Confronting novel tech- nology is something to think about, Oetjen said. In order to get a customer to "rely on you to deliver a novel solution and trust you to deploy and execute the solution, [the relationship] starts way back … you educate and consult with the customer over time," he said. "You prove your thought- leadership," Oetjen said. "You need to talk to and educate your customer at the same time, not just send invoices and ask, 'What other camera or door can I do?' " How can systems integrators develop a culture of innovation in a company? A culture of innovation starts with company leader- ship, Lanning said. "Are you showing passion, curiosity, adaptability?" Lozano concurred with Lanning, saying that the indus- try is on the cusp of a new revolution. Company leaders need to be doers. "Leadership is an action, not a position," he said. SSN pSa-TEC integrator works in a number of vertical markets and has particular expertise in the energy market. MidCap Equity Partners, based in New York, knows the company well; it helped Hennessy sell the company to MSA in 2008. Hennessy said MidCap "picks and chooses who they do work with, and it's usually a long-term investment." SSN Continued from page 22