Security Systems News

OCT 2017

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briefs SECURITY SYSTEMS NEWS o CT ob ER 2017 www.securitysystemsnews.com suppliers 27 By Paul Ragusa LAGUNA HILLS, Calif.—Robotic Assistance Devices (RAD), a North American distributor for SMP Robotics, announced its acquisition by On the Move Systems or OMVS. The deal was finalized on Aug. 31. The reverse merger with OMVS allows RAD access to capital to scale its product port- folio and help further increase its market position in the robotic guard market, according to Steve Reinharz, RAD president and CEO. "The goal is to really work to be the dominant player in the delivery of a variety of differ- ent robotic solutions and the first robotic solution that we are working with is the security robot," Reinharz told Security Honeywell names new global leaders for fire and security businesses MELVILLE, N.Y..—Honeywell announced last month that it has appointed Richard (Rich) Lattanzi as the president of Honeywell's global security business and Dino Koutrouki as the president of Honeywell's global fire business. In their new leadership roles, Lattanzi and Koutrouki will drive greater cus- tomer focus, the press release read, and both will continue to report to Michael Flink, president of Honeywell Security and Fire. "Serving our customers and growing our business are at the core of every- thing we do in our security and fire businesses," Flink said in the announce- ment. "Having two independent teams focused on their business will bring us closer to our customers, maximizing our core strengths and enabling increased efficiencies. I am confident that Rich and Dino will drive performance in their respective businesses to better serve our customers." As the new president of security, Lattanzi will be responsible for all opera- tions, business strategy and growth for the global security business. He previ- ously served as the vice president and general manager for Honeywell Security and Fire Americas, and prior to that held the position of global vice president and general manager for buildings within Honeywell's Environmental & Energy Solutions. Lattanzi joined Honeywell through the acquisition of Elster, where he was president of the global thermal solutions business. As the new president of fire, Koutrouki will be responsible for all operations, busi- ness strategy and growth for the global fire business. He previously served as the vice president and general manager for Honeywell Security and Fire EMEA, and prior to that held the position of vice president and general manager for the Honeywell Scanning and Mobility APAC organization. Koutrouki joined Honeywell as part of the EMS Technologies acqui- sition, and held a variety of leadership roles across the company. Honeywell Security and Fire is part of the Home and Building Technologies strategic business group. Pelco appoints Jean- Marc Theolier as CEO CLOVIS, Calif.—Pelco by Schneider Electric announced its new CEO, Jean- Marc Theolier, in September. He follows Sharad Shekhar, who had served as CEO since November of 2015. Theolier comes to Pelco having served in a variety of leadership and engineering roles within Schneider Electric and other technology companies. After graduating with a degree in Mechanical Engineering and an MBA, he started his career with Schneider Electric in Power Controls (Merlin Gerin) as a Mechanical Engineer. RAD completes reverse merger Pivot3 Global Partner Program expanding By Spencer Ives AUSTIN, Texas—Pivot3, a supplier of hyperconverged infrastructure solutions, in late August announced changes to its Global Partner Program, including new partner tiers, new certifications and a Partner Advisory Board. "We expanded our Global Partner Program in response to the exploding hyperconverged infrastructure (HCI) market. More businesses are adopting HCI, and both Pivot3 and our channel partners are growing exponentially as a result," Mark Maisano, Pivot3's vice president of channel sales, told Security Systems News in an email inter- view. "This program is designed to help partners of all sizes compete on a level playing field and succeed." Pivot3 announced several additions to its partner program, including a refined compensa- tion structure, allowing partners more options for ongoing ser- vices, proposal-based market development funding, and co- marketing options. The Global Partner Program now has two tiers—Associate and Premier—and "The dif- ferences between tiers fall into three categories," Maisano said. There are economic incentives, such as larger deal By SSN Staff HOUSTON and HUDSON, WIS.—Resolution Products and ipDatatel announced a merger of the two companies. As part of the transaction, veteran technology industry executive, Robin Pederson, will become chairman of the combined company. Financial terms of the deal were not disclosed. "Both of these companies were founded by technology leaders that have advanced the home automation and s e c u r i t y i n d u s t r i e s f o r decades," Pederson said in the announcement. "I am excited to help them join forces to continue to introduce new products and services for the tens of thousands of independent security dealers and home entertainment and technology integrators making secure smart homes and intel- ligent, efficient workplaces a reality." When combined, the complementary companies will do more for customers in less time and at a lower cost, the press release read, offering dealers and install- ers higher, long-term recur- ring revenue, noting: "The combined organization helps dealers by focusing on reduc- ing account creation costs, increasing recurring revenue and reducing attrition rates. Together, the products and services provide security deal- ers, alarm installers and home technology experts a platform to service and retain accounts and, takeover existing prod- ucts and services in a uni- fied, secure communications environment. Since there is virtually no overlap between the offerings of ipDatatel and Resolution Products, the two companies will mostly be unchanged." Brian Seemann, CEO, Resolution Products, said in the announcement the com- bination of the two companies "will create a comprehensive, vertically-integrated solution for independent home and commercial installers of secu- rity, technology, entertainment and automation." Today, the companies joint- ly sell a complete security, alarm, access control and automation solution for smart homes and commercial instal- lations. Imperial Capital LLC served as the financial advi- sor to the two companies on the transaction. SSN registration discounts or prior- ity partner development funds. Sales and technical support benefits include assigned chan- nel account managers and beta product evaluations. Lastly, with marketing resources, partners can have content syndication or qualified lead passing. "When a partner registers a deal, regardless of tier, they are protected from a price perspec- tive. It allows every partner the ability to feel confident leading with Pivot3. Both tiers can also become service delivery autho- rized—increasing their margins and most importantly, their value to their end customer," he said. The company is also start- ing three new certifications for its partners: the Pivot3 Certified Sales Professional, Pivot3 Certified Pre-sales Technical Professional and Pivot3 Certified Service Delivery Professional. "Both Associate and Premier partners are eligible to become sales, pre-and post-technical certified. Sales and pre-technical certifications are a standard requirement for both tiers. Post technical (Service Delivery) is also available but each part- ner must demonstrate their current technical expertise, Systems News. "To attain that goal, I knew that I needed a finan- cial model that would sustain rapid growth, and rapid funding of additional development in order to achieve that dominant position." As the demand for robotic security guards continues to grow at a rapid rate, Reinharz noted, "RAD will be ideally positioned to deliver customized services and solutions to its broad client base across North America. Specific reasons for this include expected demand, tremendous initial inter- est and growing momentum for demand, and a very positive financial model that provides an amazing return on investment for the end user." He continued: "We feel this is the beginning of a multi-billion dollar new industry in security alone." Garrett Parsons, CEO, OMVS, said in the announce- ment, "Steve and his team have success- fully built a compa- ny focused on their mission of delivering results to the security and guarding indus- tries. Now, with this merger, they will be able to take that mission to the next level expanding the reach of the security guard robot and cre- ating a shift in the way guarding companies do business." Reinharz pointed out that RAD's security robots serve as a force multiplier and remove secu- rity personnel from potentially dangerous situations, reducing liability for organizations that deploy the security guard robot. Additionally, the robotic guard costs approximately 50 percent less per hour than traditional guards, resulting in significant long-term savings, he said. RAD deploys its robots using a "robots-as-a-service" rental program charging on a monthly basis for the robot. Included in the monthly fee are regular maintenance, warranty, upgrades, training and retraining, and deployment. Founded in 2016, RAD is a h i g h - t e c h s t a rt - u p t h a t is an exclusive partner of SMP Robotics, based in San Francisco. SSN Resolution Products and ipDatatel merge Steve Reinharz P IVOT3 see page 29

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