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Phil Aronson

Business optimization at ASG

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Wednesday, February 26, 2014

Aronson Security Group, the Seattle-based systems integrator, is putting more resources into its Business Optimization Center.

The integrator announced this week that Nigel Waterton has been promoted to SVP of Corporate Strategy and Development for ASG. in this new role, Waterton—who was a speaker at TechSec 2014 on the topic of big data—"will guide the value proposition for ASG’s professional services, engineering, implementation, and performance that their management teams fulfill."

In a statement, Phil Aronson, CEO of Aronson Security Group, said: “Our growth demands another layer of leadership to identify and lead existing and future senior leadership. As well, Nigel will be extending and evolving our new Business Optimization Center which is a key foundation to our business model.”

ASG's Business Optimization Center helps security executives create a "Common Operating Picture" for their security program. ASG takes a look at the end user's the current operation to "understand the gaps between the as-is and to-be vision."

The next step, is to “establish a roadmap that guides the strategy, execution, measurement and budgeting of the program as it evolves over time,” Waterton said in a statement.

Waterton served in the British military for 16 years before he started working in the security industry in 1996.

Congratulations to Nigel!

Aronson Group to host ‘Great Conversation’ event

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10/29/2013

RENTON, Wash.—Integrator Aronson Security Group will host The Great Conversation in Security 2014, an event focusing on leadership, operations and technology, the company announced Oct. 25.

Business Optimization Center is key element of integrator's new world HQ

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Wednesday, August 28, 2013

Aronson Security Group, the Washington-based independent integrator,  is opening a new world headquarters in Renton, Wash. next week.

I'll be speaking with Phil Aronson on Aug. 29 about the new headquarters and other ASG news. Look for that story next week. The official opening is Wednesday, Sept. 5., so if you're in the Seattle area, give ASG a call to see if you can attend and get a tour of their new facility. The event starts at 3 and tours will go until 6 p.m.

In a prepared statement, Aronson said guests will tour ASG's new Business Optimization Center that "provides tangible examples" of how ASG ensures that an end user's security system aligns with organizational goals and also "follows a proper technology roadmap." The tour will illuminate how security data from "people, processes and ... technologies ... is gathered, organized, consumed and measured."

Aronson's father founded the company in 1963, so the opening of the new HQ coincides with the systems integrator's 50th year in business.

 

 

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.