Subscribe to RSS - PSA-TEC

PSA-TEC

Making managed services work

 - 
05/21/2013

WESTMINSTER, Colo.—Once you make the decision at the management level to sell managed services, how do you get your sales staff to follow through?

ISD booth at PSA-TEC draws integrators’ attention

First Windows-based camera launched at ISC West
 - 
05/15/2013

WESTMINSTER, Colo.—Innovative Security Design (ISD) launched its netSeries—the first IP camera that uses Microsoft Windows as the base operating system—at ISC West in March, but a lot of PSA Security integrators were taking a good look at the product last week at the PSA-TEC conference.

PSA-TEC to hold educational sessions

 - 
10/03/2012

WESTMINSTER, Colo.—PSA-Tec and PSA Security Network plan to hold a full day of educational sessions at ISC East this year.

M&A and your company

PSA-TEC sessions look at measuring a company's growth and prospects for exiting this year
 - 
05/23/2012

WESTMINSTER, Colo.—Thinking about selling your systems integration company this year? What kind of price can you expect for your business?

ISCWest Day 2, some notes

 - 
Friday, March 30, 2012

So much to write about Day 2 at ISC West 2012, but here are some notes from the day:

Stanley held a luncheon reception to introduce the new combined leadership of Stanley CSS and Niscayah. The combined company serves 460,000 customers from 80 North American locations. The team includes: Marty Guay, VP-national accounts and market solutions; Mike Bishop VP-field operations; Pete Straka, VP-human resources; Steve Walker, VP ProtectionNet customer service centers; Damon Kanzler, VP-opeartions support; Joe Richards, VP-infomation technology, Felix Gonzales, VP-Strategic Initiatives& business development; Jim Kopplin, VP-field sales & integration leader; Tony Byerly, president North America; Ina Staris, senior legal counsel; John Nemorofsky, VP market solutions; Raymond Radis, VP-national accounts.

--I did a number of video interviews including ones with Jamie Haenggi, chief marketing and customer experience officer for Protection 1, where we talked about Protection 1's focus on national accounts.

--Sharon Shaw, PSA Security director of education filled me in on what's new at PSA-TEC this year for integrators.

--Kristen Simmons, founder of LiveSmart Security, and a veteran marketing executive of several Fortune 500 companies. Kristen will be delivering the keynote address at ESX this year and talking about the customer experience as the "next battleground" for security companies.

--Jay Hauhn, CTO for the newly named Tyco Integrated Security,  talked about what Tyco International's priorities once it splits into three separately companies and Tyco International becomes a pure play security and fire group for the first time.

I did several booth visits, but one of the most interesting was speaking to Yohav Stern, CEO of DVTEL. Stern talked about the company's new "TruWitness" product which turns a smartphone into a camera on your surveillance network. Stern also talked about how DVTel has changed in the past year since he assumed leadership. The  R& D team now has some simple but firm guidelines. Products being innovative is not enough, he said, they need to be reliable, scalable,  end-to-end solutions that are also open.

What’s PEG?

Why PSA integrators will come back to PEG
 - 
05/26/2011

WESTMINSTER, Colo.—Dakota Security president Eric Yunag showed up a day early for the PSA-TEC conference here last week so he could meet with seven other systems integrators for a quarterly meeting of a ‘PEG’.

Advice from PSA-TEC 2011: Embrace change

 - 
05/26/2011

WESTMINSTER, Colo.—What’s the biggest challenge for independent integrators today? According to Bill Bozeman, “it’s not the need to learn the latest and greatest technology,” and it’s not learning how to sell better or more efficiently. Rather, it’s understanding how to run and adapt their business models so they can run profitable businesses.

Skunk Baxter's idea for a value-add service

Are you teaching your customers situational awareness?
 - 
06/14/2010

CHICAGO—At what is by many measures a successful PSA-TEC 2010 here, perhaps one of the more anticipated elements of the show was the keynote address by Jeffrey “Skunk” Baxter, a Grammy-winning guitarist and producer and now highly trusted national defense consultant. Just what was this guy going to talk about?