Security Systems News

SEP 2018

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 september 2018 se CU r I t Y s Y stems N e W s Commer C ial & systems integrators 14 briefs ADS Security expands to eight branches in Alabama, 24 overall NASHVILLE, Tenn.—ADS Security recently acquired Systems By Design in Oxford, Ala., its fourth acquisition in 2018. ADS will retain the Systems By Design office in Oxford, marking the eighth branch in Alabama for ADS and the 24th branch location compa- ny wide. Systems By Design owner, Bob Bobo, and all seven employees will be joining ADS Security. "I have long admired Systems By Design and their commitment to delivering a great experience to their customers. As a friend of Bob's for many years I can say that today is a great day for ADS Security," John Cerasuolo, ADS president and CEO, said in the announcement. Cerasuolo told Security Systems News, "We are excited about having Bob and his company join ADS, and he will be leading the team there from that location in Oxford, which is the perfect scenario for us." He continued, "It is a great loca- tion because it is nestled right between two of our other branches, Birmingham and Guest, so it fills out the network of locations so we can support a broad section of the entire state of Alabama with those eight branches that we have." ADS picks up approximately 1,500 accounts that are a good mix of residential and commercial—"very similar to our kind of account mix," Cerasuolo noted. "Their specialty and expertise is in what we look for, which is the pre- mier local provider in a market that we want to get into," he said. "They did it well, whether it was residential or small commercial, and do a great job of serving the community among the whole range of customers that would be in that Oxford area." Cerasuolo said that he expects the same acquisition pace to con- tinue for the balance of the year. "We have a good group of owners that we are working with now and we hope to have more announcements as the year progresses," he said. Systems By Design customers will have access to the ADS advanced suite of residential and commercial services, including a mobile app, smart home technologies, video sur- veillance and access control solu- tions. ADS also owns and operates a monitoring center located in Nashville. Launch Security now Defendify Convergint acquires By Paul Ragusa PORTLAND, Maine—Launch Security, a cybersecurity con- sulting firm started last year by Security Systems News' "20 under 40" winner Rob Simopoulos, announced a name change to Defendify, a move that is in line with the launch of the company's new cybersecurity platform. Simopoulos told SSN that when he and company partner Andrew Rinaldi started the company 14 months ago, and began helping small businesses and systems integrators make improvements through a cybersecurity program, "we decided to put together a development team and create an all-in-one cybersecurity platform for small businesses." The new online platform allows a business to do a self- assessment, build policies and New CEO at EGD By Paul Ragusa S C H A U M B U R G , I l l . — Convergint Technologies recently announced the acquisition of New Jersey-based Access Control Technologies (ACT), adding approximately 1,000 customers and bringing greater expertise and depth to the Eastern region of the U.S. "They have a tremendous repu- tation in the New York market and are one of the top Lenel integrators in that part of the country," Ken Lochiatto, CEO of Convergint Technologies, told Security Systems News. "ACT's leadership and service-oriented focus are exactly what we look for when evaluating whether an organization is a cultural fit for Convergint Nation." Lochiatto said Convergint has increased its presence in the East, particularly in the Boston and New York markets, where "combined between the two we are probably doing around $150 million in revenue," he said. "We have so much need for great talent from companies like ACT, which have brought great additional depth to us now as well as some tremendous accounts. We are very excited about adding them as part of our team and supporting them across the U.S. and the world." Headquartered in Clifton, N.J., ACT provides integrated security solutions involving access control, video surveillance, identity man- agement and alarm monitoring to customers in New York, New Jersey, Connecticut, Delaware and eastern Pennsylvania. All 38 ACT colleagues, including leaders Joe Liguori and Remo Cinquino, will be joining Convergint. Lochiatto pointed out that Convergint also closed on another acquisition that it will announce next week, and has many more planned for the remainder of the year, both in the U.S. and overseas. "We are benefitting greatly from the strategy of buying outstanding companies that are known first as service-focused organizations," he added. In terms of overall growth, Lochiatto said Convergint will finish the year with strong organic growth in the mid-teens percent- age-wise. "And if you take that along with the acquisition activity, we should be north of a billion dollars by year's end, which is very exciting when you consider that we finished last year at $840 million." He said that the com- pany will also surpass the 4,000 employee mark by year's end. SSN incident-response plans, and train their team with videos and simulations. "We do phishing simulations, for example, to see if their employees will click on links and open files and then train them on what to look out for," said Simopoulos. "And they can actually deploy technology to protect themselves as well." One of the top chal- lenges for business owners when it comes to cybersecurity is "just knowing where they stand," Simopoulos noted. "So we tried to solve that with our solution, which has a built-in health check- up tool that a business owner can go through and do a cybersecurity assessment of the company, and get a scorecard and recommenda- for sales force growth, and improved employee satis- faction. Wesley is a grad- uate of the United States Naval Academy and holds an MBA from The Wharton School of the University of Pennsylvania. He served for five years as a logistics officer in the U.S. Marine Corps. "We're pleased to have someone with Mark's suc- cessful track record join Electric Guard Dog," Electric Guard Dog chairman and Snow Phipps Group operat- ing partner John Kenny said in the announcement. "We also want to thank Jack for making Electric Guard Dog what it is today." He noted that DeMao sig- nificantly transformed and grew Electric Guard Dog during his tenure as CEO, professionalizing the infra- structure of the company and building on the its foot- print. Today, the company has a net promoter score above 95 and a 4.8-star rat- ing on Glassdoor, while DeMao himself managed to achieve and maintain a 99 percent approval rating as CEO on the same platform. "I look forward to watch- ing the company's continued success as a member of the board of directors," DeMao said in a prepared statement. "Mark is a great fit for the customers and employees of Electric Guard Dog." Wesley told SSN that he is excited to spend time with customers, employees and suppliers "to learn as much about the company and the industry as possible," he said. "I look forward to working with my team here to develop plans to take this great business, and great foundation, and find ways to accelerate growth and provide even greater value to our customers, both our existing customers and pro- spective new ones." Electric Guard Dog pro- vides electric security fences and perimeter security to approximately 4,000 com- mercial and industrial loca- tions across the U.S., and is a portfolio company of Snow Phipps Group LLC, a private equity firm. SSN organization, so it is entirely flex- ible in that way," he explained. Another important push for the company is the continued development of its partner pro- gram, and Simopoulos said he thinks there is a "tremendous opportunity" for integrators to get into cybersecurity. "We have had a huge response from security and alarm companies who would like to take the Defendify platform and start reselling it to their customer base," he said. "And we take them through a full sales and market- ing training so that their team understands how to promote Defendify in their business and to their customers. The platform and all the marketing materials are co-branded as well, so it is a really well thought out sales training playbook to help them be able tions of where they can improve." He continued, "We felt that it was important to provide a digi- tized solution, make it an efficient process and allow our customers to utilize the tool at the pace that they felt would work for them, and it seems to be successful so far." The platform has three layers of cyberse- curity solutions, with more than 20 services, solutions and tools built inside the platform, Simopoulos noted. "The platform is modular, so the customer can select what they would like to start out with, such as a small plan to get started, and then begin to grow and add modules into the platform as their budgets grow, or their needs or risks grow inside of the Continued from page 1 Rob Simopoulos Name change in sync with release of company's new cybersecurity platform for SMB LAUNCH see next page

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