Security Systems News

JUL 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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Page 26 of 30 J U l Y 2018 SECURITY SYSTEMS NEWS suppliers 20 Industry execs weigh in on M&A Innovations, and Coffey said that the LPI deal is a good example of DTT's strategy when it looks at a potential acquisition. " W h e n d o i n g a n a c q u i s i - tion, we are typically look- ing for complimentary servic- es or markets," he said. "LPI has the distinct advantage of providing both. This means that we can go to both cus- tomer bases within DTT/LPI and offer them a tremendous set of services by utilizing video, analytics, and DTT's software, or utilizing LPI's prescriptive analytics and field services. We now offer a more comprehensive traditional industry—and per- haps even viewed as slow to change by some—then M&A becomes a good tool to catapult a more traditional player toward the future." DTT worked with Capital One during its acquisition of LP set of services in this space than anyone else, and we can do this for both small operators as well as for very large organizations at scale." He continued, "The DTT his- tory comes from the hospital- ity space where we deliver a B2B solution, but targeted at LTE is the Future CHOOSE DMP AND MOVE YOUR BUSINESS FORWARD You need cellular technology that works best for the long term — that's why our LTE strategy relies on Cat-M1 technology that's locked in to give you 10 years of service. It also provides faster connect speeds and better penetration inside buildings. Longer lasting, better range, plus you'll save on every module. Choose DMP and move your business forward. Long lasting. Better range. We make your company more valuable. 877.725.1114 • Keep updated on our new products and features: @DMPAlarms those organizations who have a heavy consumer customer base themselves (we think of this as B2B2C). Now with LP Innovations (LPI), we have expanded both our loss preven- tion capabilities as well as our retail focus while staying in a similar model." Robuck added, "We have also seen M&A used as a tool to develop new or existing tech- nologies. From expanding into new regions to acquiring new, adjacent capabilities to offer clients, with the right partners, companies can strategically pair M&A with their organic growth strategy." B o t h R o b u c k a n d C o f f e y stressed the importance of com- panies doing their due diligence when vetting a potential acqui- sition. "If I'd kept count for every time someone offered a 'new technology' as an M&A oppor- tunity over the last 10 years, I'd have a pretty big number," said Coffey. "We think the key to new technology M&A is going with proven, scalable technologies. A lot of our industry is deal- ing with life, health and safety issues, or dealing with applica- tions that have real-time or daily needs. Therefore, we would argue that a high premium is placed not just on new technol- ogy, but on new technology that is proven and operating with some scale." Coffey also pointed out that a strategic acquisition could bring a company more value beyond traditional security, which he sees as a growing trend. "We think that a lot of the opportunities are going to be 'beyond security,' and this is a mantra that we really live by," Coffey said. "While we have surveillance roots, we think the future opportunities are right where we play—at the inter- section of analytics, video, and SaaS solutions that offer value in terms of loss prevention, guest experience, merchandising, vir- tual management presence, and more." Robuck also sees this trend of companies offering more than just security, noting, "We are continually seeing our clients find ways to deliver new value above and beyond many security basics." He continued, "In this rapidly evolving environment, security executives must maintain high levels of awareness in the market to keep up, as change also brings opportunities for those busi- nesses willing to look ahead and grow knowledgeably—particu- larly by leveraging M&A." SSN Continued from page 1

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