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New role for Jay Hauhn

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Wednesday, October 23, 2013

Jay Hauhn, chief technology officer and VP of industry relations at Tyco Integrated Security, has been named president of CSAA. The announcement was made at the organization’s recent annual meeting in Quebec City. Hauhn, who most recently served as vice president for the organization, assumes the role held by Robert Bean, whose term expires this year.

Hauhn is actively involved in several industry organizations. Since 2011, he has served as chairman of the board at The Security Industry Association, a role in which he has executive responsibility for all interaction with industry associations, regulatory agencies and state and federal governments. His current term as Chairman of the Board at SIA ends this year.

Hauhn also sits on the board of directors at the Security Industry Alarm Coalition, and he is chairman of the Electronic Security Association’s government relations committee.  

I’m scheduled to speak with Hauhn later this week about his expanded role at CSAA. In that interview, I’ll discuss some of Hauhn’s short- and long-term ambitions as the newly minted leader of the organization.

SDI redesigns sales effort

Integrator hires Jeremy Howard to set up national vertically focused sales effort based in Dallas
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10/18/2013

CHICAGO—With two major acquisitions closed in the past several months, SDI has grown rapidly and is now turning its attention to its sales organization. It announced Oct. 17 that it has hired former Jeremy Howard, a former Avigilon VP, to set up a national vertically focused sales effort.

SecureNet launches cloud-based platform

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Wednesday, October 16, 2013

A few developments surfaced today out of the SecureNet Technologies camp. The Longwood, Fla.-based company, which provides video monitoring services and interactive home features, announced the launch of the SecureNet platform, a system that gives alarm providers a cloud-based management service.

The system is designed to increase the speed of alarm responses while improving their accuracy by eliminating errors caused by traditional notes-based dispatching systems, the company noted in a news release.

As we continue to see, there are several benefits for central stations who deploy a cloud-based platform. First off, it improves redundancy in the event of outages or natural disasters. It also reduces the man hours required for continual technological upgrades. Interestingly enough, while SecureNet’s platform is clearly moving with the hosted solution wave, it is also offered as a traditional on-site service.

The other piece of news, less of a strictly monitoring nature, is that SecureNet has joined the Z-Wave Alliance, a group of technology companies that design wireless home control products based on the Z-wave wireless communications standard.

SecureNet’s Interactive Gateway Modules, a line of hardware devices that integrate with the with alarm panels, is designed primarily for its adaptability to home management services. The devices use Z-wave technology to control and communicate with interactive video monitoring, access controls, as well as an array of home automation features.

In the coming days I’ll be following up with SecureNet to get a closer view of these latest developments.  

TechSec 2014 to feature security directors from salesforce.com, MIT, leading banks

New and emerging technology conference will also honor 40 young professionals
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10/15/2013

YARMOUTH, Maine—Organizers of TechSec Solutions 2014 announced the educational program for the conference, which will take place Jan. 28-29 at the Delray Beach Marriott in Delray Beach, Fla.

Henry Edmonds presents on PERS valuations

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Wednesday, October 9, 2013

As I encounter new theories and projections about PERS valuations, I continue to find a refreshing lack of uniformity among the experts. That’s not to say there aren’t areas of agreement. There are. Those watching the market often cite similar determinants of valuation, such as attrition rates, cash flow and the costs of creating new accounts. But experts seldom endow the same metrics with equal importance.     

For example, Barry Epstein, president of Dallas-based Vertex Capital, believes reducing attrition rates to be a critical component of increasing PERS valuations. Conversely, Mark Sandler, a principal with SPP Advisors, downplayed the importance of churn, saying instead that a company’s value hinges more on how efficiently they can redeploy their units.

Today I came across a presentation on PERS valuations delivered by Henry Edmonds, president of The Edmonds Group, at the Medical Alert Monitoring Association conference held last week in Orlando. Edmonds’ insights reflect another nuanced interpretation of the market. In the presentation, he boiled PERS valuations down to four key metrics: cash flow; churn (attrition rate); growth rate/new account volume; and creation cost.

Just as vital for maximizing value is the ability of dealers to compile solid data on these metrics, Edmonds noted in one of the slides.

Edmonds developed some pretty in-depth calculations that he believes dealers should be cognizant of. For instance, churn rate metrics should account for total lost RMR on a trailing 12-month or trailing six-month basis. That figure should then be divided by average outstanding RMR. With respect to the cash flow, Edmonds advises dealers to focus on adjusted EBITDA and steady state free cash flow.

Edmonds’ presentation also offered a trove of information about buyers. He noted that buyers will create finance models for target companies, develop key assumptions based on a target company’s past performance and determine a capital structure based on current market conditions.

Edmonds also provided the following aphorism: “Buyers never pay more than they think they have to.”

In the coming weeks I plan to speak with Henry Edmonds himself to get a more in-depth take on PERS valuations and the state of the market in general. Stay tuned.

ESA Leadership Summit homes in on growth

Event will bring together perspectives from inside and outside the industry
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10/08/2013

IRVING, Texas—The design of the 2014 ESA Leadership Summit is as inclusive as it is basic: The summit will cater to companies, whatever their size or revenue, with ambition to grow their accounts.

North America owns 70 percent of mobile video surveillance market

A robust American market continues to dominate the global share on the strength of school bus and police car verticals
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10/07/2013

LONDON—By a vast margin, North America remains the dominant sales region for mobile video surveillance equipment, according to a recent report from IHS, a global market research firm.

NFPA 2014 National Electrical Code now available

Changes include new language on fire resistant cable systems, modular data centers and surge protection for emergency systems
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09/30/2013

QUINCY, Mass.—The 2014 National Electrical Code, available in digital format and as a hard copy, contains changes of import to dealers and installers.

Is the 2G sunset causing outages?

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Friday, September 27, 2013

AT&T’s 2012 announcement that it would phase out 2G service left most in the alarm industry, well, unfazed. With wireless technology, such changes come with the territory. Moreover, it’s not the alarm industry but the mobile phone industry that dictates network “sunsets.” As Lou Fiore, Chairman of the Alarm Industry Communications Commission, put it in a recent conversation: “As long as you go cellular, there is no endgame here.”

A few months after the initial announcement, AT&T attached a deadline (Jan 1, 2017) to its 2G sunset. Since that time, the AICC has established a regular line of communication with AT&T, which sends a representative to attend the organization’s quarterly meetings.

AT&T informed AICC that, while interim changes would take place in advance of the 2G sunset, the changes would not affect the alarm industry. AICC members, Fiore said, were “skeptical.”

“We tried to impress upon [AT&T] the fact that our control sets hang on the wall, and if you change the operating parameters of that network, it may not work anymore,” Fiore said. “You can’t ask the homeowner to move the unit around to see if it works.”

Fiore, who is in the process of gathering information regarding possible outages for units tied to AT&T’s 2G network, said that in given locations, customers might still get 2G coverage but that there’s a chance it “won’t be as deep as it was before.”

Fortunately, there are some steps alarm companies can take to mitigate outages. Companies can switch to AT&T's 3G or 4G network by choosing matching hardware from a cellular alarm communicator, or to one of AT&T's competitors (the 3G and 4G networks of Verizon and Sprint are an option, Fiore said). Certain companies may be able to go with a wired network, but this is highly contingent upon business model, Fiore noted.

Still three years from the deadline, AT&T’s 2G sunset promises to be a story with several more chapters. I’ll be watching closely to see what kind of ripple effects it has on the industry.

Integrators get a sales edge with edge storage

More manufacturers offering video recording on the camera itself
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09/27/2013

Steve Gorski has experienced some déjà vu at recent trade shows. As GM Americas for Mobotix, a network camera company that takes a decentralized approach to storage, Gorski has been evangelizing the benefits of storage onboard the camera for a while.

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