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Reorg at IdentiSys

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03/18/2014

EDEN PRAIRIE, Minn.—IdentiSys, an integrator specializing in identification, card issuance, emergency response, and access control security systems, in early March announced several organizational changes

Millennium hired in Ft. Lee

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03/18/2014

FORT LEE, N.J.—The Fort Lee school district in early March hired systems integrator Millennium Communications Group, to purchase and install a surveillance system at six district schools, according to a report in The Record.

Is Avigilon in a buying mood again?

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Tuesday, March 18, 2014

Avigilon will soon have more cash for purchases.

The HD surveillance provider on March 17 increased a previously announced financing to $100 million (Canadian).

The official statement said that the “company intends to use the net proceeds from the offering for general corporate purposes and for potential strategic acquisitions.”  

I have a call in to Avigilon to see if they'll comment on why they're increasing the financing.

The offering is expected to close just after ISC West this year “on or about April 8, 2014,” the company said.

The financing, “a bought deal offering of common shares of Avigilon,” is an expansion of a previously announced bought deal offering for $69 million, which was announced in November, just before Avigilon acquired VideoIQ on Dec. 31.

Under the terms of the expanded financing, a “syndicate of underwriters led by GMP Securities L.P. and including BMO Capital Markets, National Bank Financial Inc., CIBC World Markets Inc., RBC Capital Markets and PI Financial Corp. have agreed to purchase, on a bought deal basis pursuant to the filing of a short form prospectus, an aggregate of 3,448,280 Common Shares at a price of $29.00 per common share for aggregate gross proceeds to Avigilon of $100,000,120,” the announcement said.

The syndicate may purchase an additional 517,242 shares at the same price up to 30 days after the closing. If that happens, an additional $15,000,018 will be raised, and Avigilon’s gross proceeds will be $115,000,138.

Nazarenus new president of iTech Digital

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03/03/2014

INDIANAPOLIS—In February, iTech Digital, an integrator and manufacturer of video surveillance solutions, named Mark Nazarenus as the company's new president.

Hikvision and ObjectVideo sign agreement

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03/03/2014

HANGZOU, China and RESTON, Va.—Video surveillance provider Hikvision announced March 3 that it has signed a worldwide patent licensing agreement with video analytics provider ObjectVideo.

Diebold adds three

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02/24/2014

CANTON, Ohio—Diebold in February added three new executives to its leadership team: Rob Raymond, as vice president, global financial sales; CJ Dailey, as VP of electronic security installation operations; and Michael Campbell, as VP, sales operations and development of E

Qolsys IQ Panel available now

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02/24/2014

CUPERTINO, Calif.– Qolsys, a provider of home security and automation systems, announced in February that its IQ Panel, powered by Alarm.com, is now widely available through distributors in the United States.

Milestone IPO? Other MIPS news

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Wednesday, February 5, 2014

I’m in Orlando for the Milestone Integration Platform Symposium (MIPS), the VMS provider’s annual partner conference.

One of the first topic addressed: Will Milestone be doing an IPO anytime soon? You see, an UK-based publication here reported as much.

Milestone CEO Lars Thinggaard said going public is something Milestone may do and it “will be great if it ever happens,” but that the company “had not decided to do that.”  He declined further comment on the topic.

Founded in 1998, Milestone is based in Copenhagen, Denmark. It reported 2012 revenues of  $55.3 million 19.5 percent over 2011), EBITDA of $9 million (up 16 percent), and net income of $2.2 million (up $23 percent).  In 2012 the company invested $9.6 million in R&D. In 2012 it had 350 employees, Thinggaard said yesterday Milestone now employs 400.

In his opening address to the crowd—which numbers about 350 and includes integrators, manufacturer partners and folks from Milestone—Thinggaard talked about the forecasted growth for IP video surveillance and how Milestone is set up to take advantage of growth opportunities. He reviewed the company’s organizational set up—which was changed last year to include: the Professional Business Unit for lower complexity systems; the Corporate Business Unit for highly complex systems; and the Incubator Business Unit, which is based in Silicon Valley.

Thinggaard said IP video is in its third stage of growth right now. The first stage was the move from analog to digital, the second was video integration and the third is “video enabling. ... the business optimization processes that video is enabling.”  He cited, as an example, the medical school at St. Andrews University in Scotland, which is using a Milestone system as the basis for a new learning technology system called MedVu. It's a video capture system that the students use to “record, delete, share, bookmark and present video evidence of key practical medical experience in the areas of clinical and communications skills. …MedVu is also being used by the school’s post graduate researchers to gather and analyze evidence.”

Eric Fullerton, Milestone chief sales and marketing officer, said that video is becoming “mission critical.”  Video “adds value to the bottom line, it can be a significant profit generator, companies cannot live without their video working,” he said.

Further, he said that Milestone’s ability to bring multiple manufacturers together “is adding more value to end users than one company [one of those manufacturers] can do alone.”
Some companies try to “get vertical” or proprietary, he said. “We try to maintain horizontalization … to partner with the best of class.” It may be easier to partner with just one vendor, but then “you lock yourself into [proprietary] jail.”

Cheolkyo Kim, president and CEO of Samsung Techwin, gave a talk and then spoke to reporters afterwards. He said that Samsung Techwin believes it can be the number one IP camera globally by 2016, (the company is currently between number three and four.)

Bernhard Shuster, EVP Bosch Security Systems, also spoke to the group about how Bosch is making a radical change from closed to open products.

MIPs featured three panel discussions, all worthwhile: one with camera manufacturers, one with access control providers, and the best of all—and I am not being facetious here—was a panel discussion among five storage providers. Ken Mills of EMC; Duke Duong of HP; Dave Taylor of IBM; Dick Cecchini of Seneca; and, Scott Sereboff  of Veracity

Storage? Yup. All eyes were on the stage during this storage discussion.

It was lively from the first question: Why should the integrators in the audience really care about storage?

What you store is the most important piece of security, said Veracity’s Scott Seraboff.  Duke Duong of HP said “it’s all about protecting your data … [the actual storage] is just one component.”  Taylor said, the real value of your system is “when your first event occurs [and it needs to have been properly stored]."

There was  a lot of disagreement about the value of RAID storage.

There was one uncharacteristic point of agreement during the discussion when Dave Taylor, of IBM, was asked about the cloud. He said that, for some applications the network infrastructure necessary to move video to the cloud is prohibitively expensive. For some, cloud is not going to be the right option. A “hybrid capability is where we see cloud going in the future.” None of the other speakers disagreed. 

Taylor, by the way, said earlier in the discussion that your storage provider should also provide you with their home phone number.

More on the MIPS storage smackdown later, but the crowd did seem to appreciate a theme that Veracity’s Sereboff spoke to more than once: that storage has too many bells and whistles, what systems integrators want is storage that’s simple, easy and safe. 

Roundup of debut Honeywell Connect2013

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Wednesday, November 13, 2013

The Honeywell Connect2013 event, which took place November 8-10 in Los Angeles, was declared a success by all the dealers I spoke to.

Of course, dealers generally enjoy themselves at these conventions. There are networking events and parties, educational sessions and parties, awards and parties, speeches and more parties. You get the idea. Honeywell works hard to ensure that its dealers are treated well.

But this particular event was new; It's the is first time the manufacturer gathered all three dealer programs for one convention in one place: First Alert Professionals, CSS Dealers, and HIS dealers. So you've got resi-focused dealers, commercial installers and systems integrators. Honeywell pulled it off—that's what I heard.

The two general sessions featured Honeywell executives talking about priorities, trends, new products and initiatives. A handful of dealers from all three programs also gave 10-minute talks during the general sessions. Here are some highlights:

John Loud of LOUD Security, spoke about the builder market. It was something LOUD was heavily invested in pre-recession. Business dwindled during the recession, but has since been revamped and revived. Loud talked about the "LOUD way" his company rebuilt the new LOUD Builder Program. In the past 12 months, that program has generated $1 million in new revenue for LOUD Security and also helped generate a 72-percent increase in interactive services revenue.

Dave Hood of First Alarm sounded the alarm about going with the all-in-one L5100 panel. Tradition is good, but staying traditional means losing business, he said.

RFI's Brad Wilson, a systems integrator, does business in Silicon Valley with some of the most tech-savvy customers in the country. Wilson obviously has some insight into how security technology—and Honeywell dealer attitudes and priorities—need to progress. He talked about the importance of "building your bench" in the workplace, the advent and affect of the cloud on the security business, importance of RMR even in large systems integration projects, and how many technologies are coming down market, and fast.

Honeywell Security president Ron Rothman talked about sales and advised attendees to spend more time figuring out why you won the someone's business than analyzing why you lost another job. Think about this, he said, and then share what you learn with your employees.

Keynote speaker Roy Spence, of Southwest Airlines fame, talked about the need for thosein the room to reenergize their "entreprenuerial drive to get the 75 percent of the market [that does not have home security.]" He advised the group to think about "where your talent [in security] and the needs of the world intersect." That intersection, he said, is "peace of mind." The same way Southwest Airlines "democratized air travel," the security industry can "democratize peace-of-mind." He warned that if the security industry doesn't take this task to heart, someone else will.

Arturo Ramirez Jr. received the Honeywell Life Safety Award this year for rescuing a woman and four children from a fire. The award is always given by Larry King via video presentation. This year, Larry King presented the award in person. King said: "I couldn't be here in spirit, so I thought I'd come in person." Yup, it was Larry King Live this time.

Jeremy Bates of Bates Security talked about social media. It's part of the company's overall marketing plan. Bates Security engages in a number of social media but focuses its efforts on Facebook, and it hired a marketing specialist to oversee company efforts. A couple of interesting statistics: 46 percent of consumers turn to social media before making a purchase; 70 percent of people on social media don't post, they "lurk." Bates says he wants to ensure that those lurkers have plenty of information about Bates Security available to them via social media.

Todd Bertocchi of Safeguard Security discussed the benefit of managed and hosted service, making the analogy of security dealers moving "from being peddlers [of products] to partners." He said that "hosted systems create RMR, standalone systems do not."

Other product annoucements and initiatives announced at the show:

Total Connect with Voice. Honeywell had a little clubhouse outfitted like a livingroom with "Total Connect with Voice" at the Thursday night cocktail party. In a demonstration for some members of the media, Honeywell's David Gottlieb would say a command for the room to go into nighttime mode: Instantly shades drew shut, the television shut off and lights dimmed. When he issued the command for daytime mode, it all reversed. Very George Jetson.

Honeywell announced that it will have a Casi-Rusco migration solution. There's "a huge installed base, it's a huge opportunity for you," Honeywell's senior director of marketing, Alan Stoddard said.

Stoddard gave these details on the soon-to-be-released Honeywell LYNX Touch 7000/L5200: You can view video on display and connect 84 zones. It has a 7-inch display; two-way voice over wifi, and a number of other newer features.

Honeywell's Marek Robinson talked about how the manufactureris helping FAP, CSS and HIS dealers with demand creatioin. He said that in 2013 year to date, the Honeywell website has "generated 2,000 plus leads that its given to dealers. His goal is to "double that in 2014."

Robinson also described two new partnerships. Honeywell is launching a partner program in Atlanta where it will sell alarm systems from kiosks at Sprint stores. The pilot project will commence next month with Ackerman Security in Norcross, Ga. Honeywell declined to comment further on the deal at this point. I saw Ackerman's Jim Callahan at the event, and he promises to fill me in on details at a later date.

The other partnership is with LifeWay Christian Stores. The goal of this program, according to my notes, is to generate a whopping 40,000 leads for commercial facilities.

 

 

 

 

 

 

 

Off to L.A. for Honeywell Connect2013

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Wednesday, November 6, 2013

I'm getting ready for a quick trip to the West Coast for the HoneywellConnect 2013 event, which is taking place Nov. 7-10 in Los Angeles. This is a debut event for Honeywell, combining what used to be its First Alert Professional conference with events it did with its CSS and HIS dealers. I heard they're expecting more than 800 people. I'm looking forward to catching up with Security Systems News' readers that fall into all of those categories.

I was just checking out the App for the program. I'm impressed. The App includes descriptions and locations for the educational sessions and other events and a list of attendees. It also allows you to set up a personal schedule. What I like the best, however, is it allows you to send a message to another attendee from the App itself. Great idea. If you're reading this and have news to share, send me a message via the App. 

The educational sessions at FAP have always been well attended and interactive, and I'm assuming Connect2013's will be as well. I'm looking forward to these sessions in particular: Connected Home/Connected Small Business; Integated Systems Revenue Opportunities; Strategic Business Planning; Demand Creation; 2G to 4G Migration; Grant Writing; Business Metrics; The Right Acquisition Strategy; Server Virtualization; Hosted Video; Regulatory Compliance Management; and Vertical Market Success.

I'll be blogging and tweeting during the event. Look for updates here Thursday, Friday and Saturday. Going to be a busy three days.

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