Security Systems News

OCT 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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headquartered just outside of Montreal, and they were look - ing to expand and grow, which is exactly what we want to continue to do as well. We get requests constantly from our customers to have a more sig - nificant presence in the Mon - volume 21, number 10 october 2018 n $7.00 Commer C ial & Sy S & Sy tem S i ntegrator S n ABCO Security announces rebrand strategy page 12 n ADT acquires another commercial integrator page 12 m onitoring n EMERgency24 celebrates 50-year anniversary page 16 n DICE announces new VP of sales, new BDM page 16 r e S idential Sy S Sy tem S n ADS purchases two, its fifth and sixth of the year page 20 n Alarm Detection Systems celebrates 50 years page 22 Supplier S n DTT acquires EZUniverse, including its 360iQ platform page 23 n ACRE, AlertEnterprise announce alliance. page 23 n SnapAV expands security offerings, staff page 24 great C all see page 19 Best Buy to purchase PERS maker GreatCall for $800m Convergint acquires, expands in Canada By Paul Ragusa S C H A U M B U R G , I l l . — C o n - vergint Technologies, a global systems integration compa - ny based here, in September announced the acquisition of Altel, a commercial integra - tor with 28 years experience By Spencer Ives SAN DIEGO—Chicago-based PE firm GTCR recently announced that it has signed a definitive agree - ment to sell GreatCall to Best Buy for cash consideration of $800 mil - lion. GreatCall provides connected health and personal emergency response services devices to more than 900,000 subscribers across the United States. The company will maintain its headquarters here, as well as its Care Centers in Carlsbad, Calif., and Reno, Nev. "It was a truly strategic deal for both the company and the buyer— both GreatCall and Best Buy," Dave Donnini, managing director for GTCR, told Security Systems News. By Chris Peterson I F THERE is one thing all s a l e s p e o p l e c a n a g re e upon, it's that most compa - nies have a poor CRM process. Fortunately, most of these challenges can be corrected by the sales m a n a g - ers, so I've decided to o f f e r t h e s i x b e s t p r a c t i c e s t h a t I ' v e s e e n h e l p companies fully utilize a CRM system. 1. Don't expect a CRM system to solve your sales problems. Many sales man - agers dream of the day their company decides to purchase a C R M s y s t e m . Wi t h t h e vision of their sales people never missing a task, having one location to find all the information they need, and reporting that is pushed to them exactly when they need them, sales managers often "Since the launch of GreatCall, we've focused on providing the very best technology and services to the aging population, giving them and their families the peace of mind that comes with the right technol - ogy and support to help keep them safe and improve their lives," David Inns, CEO of GreatCall, said in the announcement. Inns has been with GreatCall since its formation in 2006 and will remain as CEO. Inns continued, "We are excited By Spencer Ives NASHVILLE, Tenn.—ADS Security on Sept. 12 bought Mid America Security Sys - tems, based in Louisville, Ky., to partner with Best Buy to serve the active aging population on a bigger scale. GreatCall is already a growing, profitable business with annual revenue in excess of $300 million. By joining forces, we can do even more for this popula - tion, combining our products, services and expertise with Best Buy's customer focus and scale to meaningfully expand our reach." The transaction is expected to Six CRM strategies for sales managers stats ....................................... 2 H o W I use m Y s Y stem .......... 3 spec IFI call Y call spea KI ng ...... 6 ADS adds branch in Kentucky Chris Peterson "It was a truly strategic deal for both the company and the buyer—both GreatCall and Best Buy." — d ave d onnini, gtcr treal area, and this deal does that for us." L o c h i a t t o p o i n t e d out that Altel expands C o n v e r g i n t 's p r e s - ence in the province of Quebec, and it also brings additional cov - erage with offices in Toronto and Calgary. Founded in 1989 by Ricky Dumas, Jacques Leclair, and Yves Paquin, Altel has since built a strong, diversified cus - tomer base across the govern - ment, pharmaceutical, finan - cial, and educational markets. "Joining Convergint presents & Sy S Sy S C rm see page 13 C on V ergint see page 12 STATS Global home security market growing See page 2 produc TS See what's new in video analytics See page 25 developing electronic security solutions for customers across many vertical markets. Ken Lochiatto, CEO of Convergint Tech - nologies told Security Systems News that he is excited to bring all 54 employees from Altel into the Convergint family, and to expand the company's pres - ence in Canada. "Altel is a company that has an incredibly deep service back - ground, and is really deep from a technical standpoint, espe - cially with Software House," L o c h i a t t o s a i d . " T h e y a re expect a CRM system to solve all their problems. That's the dream. Reality shows up six months after implementation as an unor - ganized database, unhappy sales force, and lower sales numbers. The benefits of a CRM system are many, but you've got to earn them. Expect slow adoption, push - back, and the need to hold the team accountable through the first 12 months. A CRM system won't solve your sales problems, but it can be a tool to help you solve the problems. and will be maintaining that location as its second in the state and 25th overall. "Our other office in Ken - tucky is in Paducah, and we're also in Clarksville, which is in Tennessee, right on the Kentucky border. So, www.securitysystemsnews.com ad S see page 12 call Y ed I tor I al ............................... 8 FI ve quest I ons ................... 27 databan K ............................. 27 Ken Lochiatto Introducing the XTLtouch™ — Your Enhanced All-In-One Solution You want quick installations, but never at the expense of real security. DMP's new XTLtouch delivers both in a single solution, designed into an elegant, 5-inch touchscreen keypad. Place it in the best location with the option of wireless keypads and wireless sirens anywhere to fit your needs. Visit DMP.com/XTLtouch for details about these and other features: ‣ 99 Zones of 900 MHz Two-Way Wireless ‣ LTE Cellular and Wi-Fi Communication ‣ Entry Check-In Protection ‣ Up to Seven Wireless Keypads ‣ Six Areas or Home/Sleep/ Away Arming ‣ Up to Eight Wireless Sirens ‣ Up to 140 Z-Wave Plus™ Devices ‣ Easy Table-Top, Wall-Mount, or In-Wall Installation Option ‣ Z-Wave Plus™ On-Board ‣ Remote Control via Virtual Keypad App or VirtualKeypad.com ‣ Up to 20 Customizable Actions We make your company more valuable. 877-725-1114 • DMP.com Keep updated on our new products and features: @DMPAlarms The benefit of an all-in-one solution without sacrificing security. Introducing the XTLtouch™ — Your Enhanced All-In-One Solution You want quick installations, but never at the expense of real security. DMP's new XTLtouch delivers both in a single solution, designed into an elegant, 5-inch touchscreen keypad. Place it in the best location with the option of wireless keypads and wireless sirens anywhere to fit your needs. Visit DMP.com/XTLtouch for details about these and other features: ‣ 99 Zones of 900 MHz Two-Way Wireless ‣ LTE Cellular and Wi-Fi Communication ‣ Entry Check-In Protection ‣ Up to Seven Wireless Keypads ‣ Six Areas or Home/Sleep/ Away Arming ‣ Up to Eight Wireless Sirens ‣ Up to 140 Z-Wave Plus™ Devices ‣ Easy Table-Top, Wall-Mount, or In-Wall Installation Option ‣ Z-Wave Plus™ On-Board ‣ Remote Control via Virtual Keypad App or VirtualKeypad.com ‣ Up to 20 Customizable Actions We make your company more valuable. 877-725-1114 • DMP.com Keep updated on our new products and features: @DMPAlarms The benefit of an all-in-one solution without sacrificing security.

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