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16 CommerCial & systems integrators www.securitysystemsnews.com Bozeman on integrators going national [Convergint Technologies' CEO Dan Moceri] WESTMINSTER, Colo.—In the next few for building a very solid company. years, Securadyne Systems, a two-year old Bozeman identified three growth-stage startup that in January acquired Intelligent milestones for integration companies and the Access Systems, could be a forspecifc challenges that arise when midable competitor to the likes of companies grow past a certain stage. systems integration frm Convergint Those milestones occur when a Technologies, according to Bill company reaches: A) $3 million to Bozeman, CEO of PSA Security. $5 million in revenue, B) $10 milBozeman offered his opinion of lion to $15 million in revenue and the union (See story on page 1) and C) $50 million in revenue. also discussed the stages of growth Bozeman said many companies for integration companies—and the get stuck in the frst stage, and it's Bill Bozeman new challenges that come along with often because they want to remain those different stages. small and owner-driven. Getting past the "I know both guys [Carey and Ron] very second stage, where hiring a management well. They're both PSA Security equity part- team and building infrastructure is essential, ners and owners. The consolidation, from our is challenging for companies that are not perspective, appears to be a good solid one. well fnanced, he said. Carey is building a hell of a company with The third stage of growth is "when you Securadyne; it looks to be the next Convergint, really start to need a CEO and a senior man[and] congratulations to him [for that]," agement team made up of VPs that are expeBozeman said. rienced and are well paid," Bozeman said. Convergint is not a member of the "Carey has already been president of PSA Security fock, but Bozeman praised Netversant and Siemens. He's the ideal By Martha Entwistle ADS buys in Wis. Deal brings $15k in RMR to super-regional ing to their customers instead of AURORA, Ill.—With its acqui- having to outsource that." sition of Apex Alarm Systems, ADS has had a close workAlarm Detection Systems deep- ing relationship with Pascucci ened its presence in the south- and the two businesses shared eastern corner of Wisconsin, similar goals. while bolster"When ing the servican outstand"...we are very es available to ing operator aggressive in putting in our area is Apex's customers. a seller-friendly deal available for The acquisipurchase, we together." tion helps ADS, are very aggreswhose market sive in putting saturation is mainly in northern a seller-friendly deal together," Illinois, expand its footprint in the said Terry Olah, VP and CFO of Kenosha area, where it already has ADS. "The seller will get a great some accounts, marketing direc- deal from us, the new accounts tor John Schwartz said. will enjoy our responsive service Located between Milwaukee and expanded offerings, we will and Chicago, Kenosha sits on the be a great employer for the seller's western shore of Lake Michigan. employees, and fnally, we select In the deal, ADS picked up several and integrate acquisitions in a hundred accounts from Apex, manner that makes fnancial sense worth about $15,000 in RMR, to us. Everyone wins." said Schwartz. The accounts are Apex's sales office is stayevenly split between residential ing open, while proprietor Jim and commercial. Pascucci and his son, James, are ADS will maintain all of the ser- joining the ADS team. vices Apex offered its customers. In its 45-year history, ADS has "One of the main changes is that acquired 60 companies. "We're we have our own UL-listed moni- always looking for quality comtoring station," he said. "They'll panies to invest in," Schwartz have the ability to bring monitor- said. SSN By Leah Hoenen guy [to shepherd this company along] because he already knows what it's like to run a company that's $70 [million] to $100 million or $200 million and beyond [in revenues]," Bozeman said. "Carey's a polished, senior level business guy who's experienced on the large corporate side as well as on the entrepreneurial side. … And with Ron he's got a super feld general [who brings with him] a strong middle-management team. Put that with Carey's existing team and you have a nice equation for further success," Bozeman said. Bozeman said, it's very important that Securadyne has a fnancial partner that knows the security business. "That's an advantage," he said. Pamlico Capital is a $2 billion Charlotte, N.C.-based middle-market private equity group. Pamlico was an investor in Sonitrol, but exited when that company was sold to Stanley Works in 2008. Of course, Bozeman said, growing a national integration company is not an easy thing to do. "The proof will be in the pudding." SSN IAS: Securadyne's latest purchase Continued from page 1 Why did IAS agree to be acquired? Oetjen said his business partner wanted to retire, so he began looking at several possibilities, including new debt to fnance buying him out. A shared vision is the reason Oetjen settled on being acquired by Securadyne. "Their vision is similar but bigger," Oetjen said. He noted that IAS has been "a Southeast company" but "Carey's vision is national." The two companies share a disciplined approach, and an interest in innovation and cloud computing, Oetjen said. "IT IQ is big for us; we've been investing in it for the last four years. We've done a lot with Microsoft and CompTia and [other] network training," Oetjen said. "What I found out is that they [Securadyne] were traveling down the same path. The two organizations are very like-minded." Oetjen will serve as senior vice president of Securadyne. He'll continue to run the former IAS business and take on some cloud computing initiatives at the corporate level. "I've been telling our employees and customers it will be business as usual for the most part for me. Our strategic goals are still intact," he said. In a prepared statement, Boethel praised IAS for its focus on core values of "excellence, innovation, partnership and trust." Securadyne experienced organic growth of 21 percent from 2012 to 2013, excluding two acquisitions in 2012, according to the company. It plans to expand into at least two new markets in 2014. This is the fourth and largest acquisition for Securadyne, which was launched in February 2012 by Boethel and Pamlico Capital with the acquisition of SecureNet. Both Oetjen and Boethel are former Security Systems News "20 under 40" honorees. Oetjen was part of the class of 2010 and Boethel was a member of the Class of 2009. SSN february 2014 SeCurITy SySTeMS NeWS briefs Kratos wins $4.25m in integration awards SAN DIEGO—The Public Safety & Security Solutions division of Kratos Defense & Security Solutions will design, engineer, deploy and integrate surveillance, analytics, access control and other security system components in the new World Trade Center, the company announced Dec. 3. Kratos was awarded $4.25 million in security integration contracts for tenant security systems in the new trade center building, according to the release. "The entire PSS team is honored to have received these important security system integration awards," said Ben Goodwin, Kratos PSS division president, in a prepared statement. "PSS is known as a premier provider of security systems protecting United States critical infrastructure and strategic assets, and we are committed to meeting our customers' security needs and requirements and protecting their assets and personnel." PSA launches new specialty committees for members WESTMINSTER, Colo.—PSA Security Network is introducing three new specialty committees with the launch of a new committee website. The site offers detailed information on the new Sales & Marketing, Project Management, and Technical committees. Business outcome highpoints include shared knowledge, industry best practices, and proven tools and processes. Acting as a support system for PSA, the committees are tasked with consolidating PSA's cumulative experience, knowledge, and resources by identifying, investigating, and brainstorming solutions to everyday challenges faced by integrators. This is an invaluable tool for owners and customers. "Members are looking to the future, contemplating where the industry is headed and what tools, technology, and approaches are going to keep them competitive as systems integration evolves," Jennifer Phillips, PSA committees manager, said in a statement. PSA received a tremendous response to the initial enrollment campaign and is pleased to report that committee membership is at full capacity. "Our vision for the committees is they will become an invaluable tool for our owners, vendors and the end users," said Bill Bozeman, president and CEO of PSA Security Network. The committees will operate under charters. The committees will also lead discussions at PSA-TEC in May 2014.