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Senate immigration bill includes major security measures

The bill, which passed the Senate 68-32, would devote more than $40 billion over the next decade to security enforcement measures
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07/10/2013

WASHINGTON—A major security-focused amendment to the Senate immigration bill, proposed by a pair of Senators one day before the legislation passed 68-32, might have played a critical role in making the overhaul more palatable to several more Senate Republicans.

SIA: Biometric ID cards 'sound policy' for immigration

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06/12/2013

WASHINGTON—With immigration reform gaining momentum in Congress, the Security Industry Association is calling on lawmakers to approve biometrics on identity cards to ensure the highest level of security at U.S. entry points.

Kratos has new SVP

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Wednesday, May 29, 2013

Don EricksonAt the PSATEC conference earlier this month, SIA CEO Don Erickson was talking about government opportunities for independent integrators large and small. The contracts and jobs are out there, Erickson said.

One of PSA Security’s largest integrators, Kratos Public Safety and Security Solutions’ Public Safety & Security division has created a new SVP position to go after the “growing DoD/DHS market.”

James Cotter, who has been with Kratos since 2007, has been promoted to senior vice president of the Government Solutions Sector.

In his new role, he’s charged with working with Kratos leadership “researching, identifying and ultimately captur[ing] those opportunities.”

Ben Goodwin, president of Kratos’ PSS division called Cotter an “idea fit for this position.”

SIA steps up fight for school security funding

Industry faces new hurdle on TWIC as report faults pilot program
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05/24/2013

WASHINGTON—The Security Industry Association has expanded its fight for school security funding, taking the issue to the House and asking the Senate to consider a stand-alone bill after grant money was denied during the debate over gun control.

Fire-Lite MNS wins top award

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05/16/2013

NORTHFORD, Conn.—Fire-Lite Alarms, a division of Honeywell, has earned the top mass notification system award in the Security Industry Association’s new products showcase competition, according to a company statement.

The "haves and have-nots of security integration companies"

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Wednesday, May 8, 2013

PSA TEC is in full swing. The action started on Sunday night, but I arrived late on Monday. Yesterday I spent the day (Tuesday) talking to PSA Security integrators and members and attending four different educational sessions.

I attended the State of the Industry panel, moderated by PSA Security CEO Bill Bozeman and featuring a large group of integrators and industry experts; a discussion on Big Data, Business Resiliency and Physical Security moderated by Chris Peckham of Kratos; a session on security finance moderated by Bozeman; and a session on how to adopt managed services, moderated by Sharon Shaw, of Integrators Support.

These folks covered a lot of ground. I’ll be writing more in-depth stories on some of the topics covered, but below are some highlights from the day.

Haves and have-nots

Bozeman started the first session of the day quoting Imperial Capital’s Jeff Kessler, who in a recent report wrote that increasingly the world of systems integration is dominated by the "haves" and the "have-nots." The "have" have an RMR base, are making a good margin on jobs, and are profitable. The have-nots have not moved into managed services and are surviving on installation revenue. Bozeman agreed with Kessler, recommended all read his report, and spent a great deal of time in this session and others talking about how all PSA Security integrators can join the "haves."

Know your verticals
Phil Aronson of Aronson Security Group, Ron Oetjen of Intelligent Access, and Eric Yunag of Dakota Security all said “deep focus” on your vertical markets is key. Yunag, whose Dakota Security is growing rapidly, said that his company made a strategic misstep 7 or 8 years ago when it decided to expand outside of the financial vertical. Banks are something that Dakota had grown to know very very well. The mistake the company made was not the fact that it expanded outside of that vertical, but it did so without the focus and understanding of other verticals.

The message from integrators on the panel was this: Focusing on different verticals is good, but get to know them. And don't delve into too many. How many verticals should an independent integrator focus on? Three, most agreed.

Mad about channel conflict? Look within
Another topic that came up was the problem of channel conflict and manufacturers going direct to end users. Jim Henry of Kratos, said it’s important for systems integrators to remember that manufacturers who go direct to end users fail. However, he noted, “it’s important that and end user sees you as a value, not a middleman making a margin.” Yunag added that if an end user is going direct in your coverage area “that’s your failure as a systems integrator.” You need to know what’s happening in your region, and if this kind of stuff happens take a look at your own organization.

Government Opportunity
Don Erickson, CEO of SIA, was banging the drum about the opportunity for integrators who want to do business with the federal government. Despite sequestration and budget problems, money is in the pipeline for K-12 projects, ports, transportation. “Consider the GSA Schedule program, it’s a very effective contract vehicle for doing business with the federal government.”

How to build an effective business?
During the State of the Industry, Ron Oetjen of Intelligent Access Systems broke it down this way: hire the right people and focus on your strategic plan.  Later, during a finance educational session that got pretty granular about how to make your business attractive to buyers, Kratos’ Jim Henry said that the businesses that he’s attracted to are the ones that are not for sale, the ones with a “clear vision and a mission.”

Boston bombing and video surveillance
In the aftermath of the Newtown gun massacre and the Boston Marathon bombing, Yunag said that now is a “significant watershed for our industry and the services we provide … in the next five to ten years, the way video surveillance is used will change,” he predicted.  The general public has seen, particularly with Boston, how video surveillance can be useful. Jim Henry said that the incident clearly demonstrated how video can be used for “actionable intelligence and business intelligence.” Further, he said, it's important to note that the ability to find the suspect was not because the camera in question was a certain quality or manufacturer,  but because it was a “well positioned camera installed by a professional.” This horrific event showed the world how video can be used, Yunag said, and it's incumbent on integrators now to have those conversations with law enforcement and others about how they can best take advantage of video and other physical security offerings to help prevent and detect situations like these.

There are many more highlights that I’ll report on later, now I need to get to the conference.

Connecticut governor to speak at SIA summit

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04/30/2013

WASHINGTON—Connecticut Gov. Dannel Malloy will be a keynote speaker at the Security Industry Association’s Government Summit, to be held here June 4-5 at the W hotel.

School security funding dealt setback as part of gun-control bill

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04/17/2013

WASHINGTON—Legislation to provide $40 million a year to improve security in the nation’s schools has bipartisan support, but it was dealt a blow after the Senate rejected an amendment to which it was linked: expanded background checks on gun purchases.

Video surveillance holds the key in Boston bomb probe

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Wednesday, April 17, 2013

Marcus Dunn was late for the phone call Tuesday morning, but there was no need to apologize (although he did so anyway). As director of government relations for the Security Industry Association, he had been in a meeting to discuss the bombings in Boston and it ran longer than expected.

Our conversation—we speak every month about legislative issues affecting the industry—quickly turned to Monday’s deadly attack. Less than 24 hours had passed and speculation was rampant about who had done it and why. There were few new facts, but police had started to sift through surveillance video that likely will be key to solving the crime.

That provided a silver lining, however slim, for Dunn.

“When these things happen, despite all the craziness, there’s a little bit of pride in being with an organization that often prevents these types of things or plays a large role in apprehending those responsible,” he said. “There are some critics of the technology and how there are cameras on the streets, but I think we’ve seen time and time again that they’re effective in preventing crime and certainly very effective in capturing perpetrators.”

Dunn said that was the case after bombs killed 52 people aboard three London trains and a city bus on July 7, 2005. The examination of CCTV images helped investigators identify the suicide bombers and arrest others connected to the attacks.

“We’re trying to determine what was deployed in the area in Boston and if a [SIA] member company had equipment deployed there,” Dunn said. “In London, it’s just decked out—there are cameras everywhere. That’s what they used [in 2005]. They were able to go through the surveillance footage very quickly.”

In the aftermath of Monday’s attack, there was also the realization that “soft targets” like the Boston Marathon will always be vulnerable. No matter what security precautions are taken, the risk can never be eliminated—at least not in a free society. With it comes a loss of innocence that deepens the grief.

“The marathon is one of those things that is very open, you can come and go,” Dunn said. “Those days are gone now.”

After SIA’s meeting Tuesday morning, CEO Don Erickson—who is also a marathon runner—echoed the thoughts of many with the following statement:
 
“As someone who has personally experienced the strong community spirit that exists on marathon days, I am incredibly saddened by the horrific events that tragically occurred yesterday in Boston. On behalf of SIA, our thoughts and prayers are extended to those who were injured and to the families of those who lost their lives on what should have been a day of accomplishment and excitement for the city of Boston. We extend our thanks to the first responders who acted so quickly to help the victims of this attack.”

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