Security Systems News

APR 2017

Security Systems News is a monthly business newspaper that reaches 25,100 security installers, product distributors, central stations, engineers & architects, and security consultants. Our editorial coverage focuses on breaking news in all major se

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www.securitysystemsnews.com april 2017 SECU ri TY SYSTEMS NEWS Commer C ial & systems integrators 16 briefs Digi Security Systems offers surveillance solutions for healthcare PRYOR, Okla.—Digi Security Systems, a provider of video security systems, announced that it develops complete integrated electronic surveillance sys- tems ideal for the healthcare environ- ment. Digi's systems feature IP cam- eras, electronic access control, infant monitoring systems, nurse call and fire alarm systems as well as emergency notification systems. Also available are voice over Internet protocol (VOIP) phones, and video conferencing devic- es that can communicate with doctors and nurses. Digi's systems include one simple customer interface specifically designed for the healthcare environment. Digi works closely with its partners to ensure that system installation causes no dis- ruption to hospital operations and ser- vices. Adaptable to healthcare facilities ranging from hospitals to outpatient centers, to retirement homes, Digi's system components include complete video surveillance access control. Systems also incorporate video analyt- ics for patients in bed that can trigger alarms and notifications if patients leave a space or fall. Digi specializes in meeting custom- ers' current need cost effectively, while helping accommodate future needs stemming from facility growth and expansion. With a range of options, health care facilities can begin with a basic system for one building and add components as the facility grows. Digi's equipment solutions feature various brands, including Avigilon, AXIS and March Networks. DHS is looking into anti- drone technology WASHINGTON.—While drone technol- ogy continues to gain traction within the security space, the Department of Homeland Security is looking into anti- drone technologies. Science and Technology Directorate, Program Executive Office Unmanned Aerial Systems (PEO UAS), recently sent out a "request for information for partici- pation" or RFIP, which "seeks technolo- gy solutions that are capable of detect- ing, identifying, and tracking ... small unmanned aerial systems (SUAS) that are perceived as threats to people or critical infrastructure to participate in the DHS S&T 2017 Technical Assessment of Counter Unmanned Aerial Systems (C-UAS) Technologies in Cities (herein called TACTIC)." East Coast Security: new name, focus TechSec 2017 panel: mining big data By Paul Ragusa SALEM, N.H.—East Coast Integrated Systems, formerly known as East Coast Fire and Security, is in the midst of a rebranding as the company renews its focus on commercial and enterprise customers. "The former company, East Coast Fire and Security out of Salem, N.H., had been around since 1990, and then in September of last year the company was pur- chased by SPS - New England," East Coast Integrated Systems' CEO Justin Davis told Security Systems News. "The team (outside of the former owner who retired) from East Coast Security is still here servicing the same customer base but our focus is renewed on enterprise and commercial customers versus the residential market." Although the company is still Guardian acquired By Spencer Ives D E L R AY B E A C H , F l a . — Companies are starting to look at the data that is already being collected by various access control and video surveillance devices as an opportunity for additional ser- vices or RMR. A panel at TechSec Solutions 2017, held here Feb. 27 and 28, explored where the value is and how or where companies should get started. "If you are going to get into big data in the next 12 months in the physical security industry, you are going to be ahead of the curve," panelist Steve Carney, senior director product marketing, video and integration platforms, TycoSP, said. "Being at that cutting edge and learning is a key element to longevity in what will probably be a large, lucrative part of our business going forward." The panel's moderator, Brian Phillips, associate director, glob- al security and resilience for Alexion Pharmaceuticals and one of Security Systems News' "20 under 40" Class of 2016 End Users, opened the session with a basic question: What is big data and why should we use it? Carney answered first: "It's the aggregation and storage of data, but along with the term 'big data' is the analytics portion: what is happening to that data? That data is being mined for trend analysis, for patterns and for anomalies." This data is used to gain insight, Carney continued, "That insight can be [from] a forensic stand- point—what is happening now or in the past—but it can also be predictive; what could happen in the future and what should my business do to take advantage of those odds." Panelist Rick Urban, vice presi- dent of operations at Edge360—a company that designs, manu- factures and installs situational awareness systems—said, "In the physical security industry, I think [big data's] really just starting to scratch the surface." Though, Urban said that the industry fits "the three Vs" of big data: volume, velocity and variety of the types of data. "We certainly do that in this space, but we haven't gotten big into the data fusion and the machine learning aspects. … I think that based in Salem, there are plans this year to "relocate our space to handle our growth," said Davis, who pointed out that as a result of some major integrator acquisi- tions that went on in the Boston market over the past few years, there was "a substantial void left by these companies after being acquired by the big national integra- tors for the customer who wants that white- glove service with a local presence and all of the things that come with being owner-operated in the market in which you are working." For 2017, the company is actively adding to its staff, and Davis said the company is also continually reevaluating and aligning its product mix with enterprise products that fit more business, and this is a great platform for them to introduce themselves into the security industry," David Goldstein, Guardian's newly named CEO, told Security Systems News. Goldstein joined Guardian Alarm as its president in 2009. G o l d s t e i n n o t e d t h a t this is the first investment in the security space for both Certares and Vanwall Holdings. Financial terms were not released. Also announced alongside the acqusition was that Mike Snyder, former president of ADT Security, will join the team as chairman and advisor to the company. The deal will give Guardian access to capital that will help the company grow organi- cally and through acquisition, according to Goldstein. Guardian currently has acquisitions on the horizon. "We've got three pending acquisitions that should hap- pen in the next 60 days in our footprint, which is Ohio [and] Michigan," Goldstein said. T h e c o m p a n y i s a l s o working on internal growth initiatives. "We intend to add an additional 20 sales reps over the next two years," said Goldstein. The company has about 55 security salespeople now, with an additional 12 in Guardian's medical division. "We're going to also throw a heavy emphasis in the recruit- ing of the areas we just dabble in: in the northern Michigan and western Michigan areas, as well as Ohio," said Goldstein. " We h a v e o f f i c e s i n Cincinnati, Cleveland and Toledo, and we've really not given them the attention or the growth opportunity that we think [they have]. We're going to emphasize those offices while we're heavily trying to pursue acquisitions in the state of Ohio," he con- tinued. "We are still Guardian Alarm, still the same team," said Goldstein. The company currently has four offices across Michigan and Ohio. Guardian's account base is "north of 100,000 customers," according to Goldstein, and about 55 percent commercial. It operates its own UL-listed monitoring center. SSN more conversations and some of the thinking from a products perspective is—where there is smoke there is fire, even if you can't prove it, why take a chance? So, the safer route many times is to just go with another product that has a better track record." He continued: "Products come and go, but the conundrum that integrators face today is the price point on a particular product and all of the things that go with it, such as with cameras, for exam- ple, where some are expensive and some are not. When you are going up against the competition, lots of times some integrators try to price out lesser equipment to get their price point lower. My mantra, and how I have always operated, is to bring the best value to the customer, but that value may not necessarily equal lowest price." SSN closely with its renewed focus on servicing enterprise accounts. "A big focus and goal for 2017 is to reestablish our brand and our new identity as East Coast Integrated Systems," he explained. "We are doing a lot of training internally on the new technolo- gies that we adopt and making sure that we are buttoned up from an installation and service perspective, going back out and familiarizing the marketplace with our capabilities, as we truly are a design and build house and we can do full security as well as fire." On the technology side, Davis said that cybersecurity issues are "gaining more and more traction both at the customer level and at the industry and consultant level," he said. "This topic is getting into Justin Davis Continued from page 1 DAT A see page 20

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