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Steve Van Till

Answers in Austin

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Wednesday, May 25, 2016

When I looked at the SIA update this morning, I saw a headline about the cloud and cybersecurity concerns. Want to learn about cybersafety in the cloud? Come to Cloud+ in Austin in November!

Cloud+ is the only conference where you can learn how cloud technology is reshaping the security industry, what the potential is for your business and what steps you can take now to enhance your bottom line with cloud-based technology. Cybersecurity is on the agenda.

Sponsored by Security Systems News, the inaugural Cloud+ took place in Silicon Valley in December 2015. This year we’re thrilled to be holding the event in the high tech hub of Austin, Texas. Cloud+ 2016 will take place at the Lost Pines Resort in Austin on Nov. 29 and 30.

SSN launched this conference because we believe that cloud-based technology is the new frontier in physical security. Just as early adopters jumped on IP a decade ago, early adopters today are moving to the cloud.
We’re looking forward to building on the success of last year’s event, which featured speakers from Google and Microsoft.  

As usual, we'll take a TechSec-style approach to the educational program. Expect interactive educational sessions featuring cloud experts from inside and outside of the security industry.

I’m putting together the conference educational program right now. Have a great idea for a speaker or session topic? Call me.

One of the sessions that's already lined up will address central station capabilities in the cloud. It will include cloud providers and will be moderated by one of the country's leading integrators Jeffrey Nunberg of ISS in Miami. Nunberg will be asking the hard questions that all integrators want answered: How is it done? What are the options? Which integrators will benefit the most from moving monitoring to the cloud? What kind of the front-end investment is required and what kind of ROI should integrators and end users expect?.

Stay tuned for more on the educational program.

One of the coolest things about Cloud+ is the exhibit hall: It’s solely focused on cloud-based technology and it’s the only place you can see physical security cloud technologies side-by-side in one room.

Steve Van Till, CEO of Brivo, and one of my Cloud+ advisors, had this to say about Austin: “Austin is perfect because it combines great accessibility for travelers, a very strong tech-focused business community, and lots of local culture for those who want to get out and do something memorable with colleagues or customers.”

Yes! Austin is not your old-school, typical-security-industry-style convention location. In addition to the fact that every important high-tech end user has an office here, I’m convinced you cannot find a bad musician in the town.

It’s also home to a first -class university, restaurant options galore, and there’s easy access to the great outdoors.

Mark your calendar for Cloud+, Nov. 29-30, 2016. Here's a link to the Cloud+ website.

Market Trends: Mobile access control today—where are we?

Smartphone usage for access control and security management increasing
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05/19/2016

YARMOUTH, Maine—Access control is one of those areas in commercial security that just screams for smartphone compatibility. People seldom leave their home, car or office without their phone in tow, and scanning a prox card or identity badge seems so, well, 2006.

Brivo ‘Mobile Pass’ brings smartphone access control to all

Brivo's digital credential enables smartphone door access without hardware upgrade
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09/23/2015

BETHESDA, Md.—Cloud-based access control provider Brivo Sept. 21 introduced a new "mobile pass" that will enable 7 million current Brivo users to use their smartphones for access control.

Clearing up cloud confusion

The promise of the cloud, definitions, trust
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08/17/2015

DELRAY BEACH, Fla.—Cloud pioneers—security manufacturers who say they’re fully committed to cloud-based systems—believe it’s only a matter of time before all security systems rely, to some degree, on the cloud.

Security Systems News launches Cloud+

SSN introduces the security industry’s first conference dedicated to ‘all things cloud’
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06/22/2015

FOSTER CITY, Calif.—Security Systems News today announced it is launching the security industry’s first conference dedicated to all things cloud. Cloud+ will take place Dec. 7-8 in Silicon Valley at the Crowne Plaza Hotel in Foster City, Calif.

Drako-Brivo deal and ‘the new security dealer’

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Wednesday, June 10, 2015

There’s been a lot of talk about cloud services and managed services proliferating in the security industry, but “to a large degree it has been a head fake,” according to John Mack, EVP and co-head of investment banking at Imperial Capital.

Many of the so-called cloud products are not true cloud-based systems, and managed services is in it infancy as well, Mack said.
 
He believes that the news that Dean Drako, owner of cloud-based VMS provider Eagle Eye and founder of Barracuda Networks, has purchased Brivo, the original cloud-based access control system, may help propel the emergence of a new kind of security dealer.

“These guys will be the leader,” he said.

“My guess is that we will see the evolution of a new class of dealer focused on the managed services and cloud-based model” who will do high volumes of business with small- and medium-sized businesses, Mack told me.

The combination of Brivo and Eagle Eye products (the companies will offer an integrated version of their products beginning in July) would provide a “complete solution” for dealers to sell as a managed services offering to the SMB market and multi-site location businesses, Mack said.

This new managed services security dealer would have to be more like an alarm dealer who focuses on RMR as opposed to an integrator who focuses on install revenue. They would also have to be “sales oriented guys not tech-oriented guys,” Mack said.

But, they’ll have to have the technical sophistication to deal with SMB owners, he said.

This model involves high-volume work, which requires capital to subsidize the installation, larger dealers would likely have to secure a lines of credit from banks.
 
But the RMR would be much higher than the alarm model. It could be as much as a couple hundred dollars versus $40 for an alarm monitoring contract, Mack said. Importantly, the attrition rate for Brivo customers “is meaningfully lower than the 12 percent you hear about [in the residential market],” Mack said.

“It will be a great business model that can create a ton of value for dealers,” Mack said. With a lot of managed services RMR, that dealer would be an attractive acquisition target for ADT, Stanley, Protection 1, and Diebold that want to increase their presence in the SMB and multi-location business market.

Who knows, Mack surmised, the future may find a Monitronics-type business that runs a dealer program and buy accounts from security dealers who sell Eagle-Eye/Brivo-type products. “That would take bank capital- raising out of the equation.”

“A lot of positive things for dealers could spin out of this business model,” Mack said.

Imperial Capital advised Brivo in the deal.

 
 

Drako pays $50m cash for Brivo

Barracuda Networks and Eagle Eye Networks founder buys cloud-based access control company, said move to cloud-based systems is accelerating
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06/10/2015

AUSTIN, Texas–Dean Drako, founder of Barracuda Networks and Eagle Eye Networks, today announced his purchase of Brivo Systems for $50 million cash.

Cloudy distinctions with off-site and hosted access control

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12/30/2014

YARMOUTH, Maine—The question of whether cloud-based security systems are synonymous with Web-based access control or hosted systems is one that still hangs over the security industry—like a cloud. It’s not a dark cloud, but sometimes it gets in the way of clarity.

SIA to award distinguished members at upcoming meeting

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10/22/2013

SILVER SPRING, Md.—The Security Industry Association will honor its distinguished members during its annual meeting at the ISC East exposition, the association announced Oct. 22.

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.

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