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James Marcella

SIA honors Axis Communications’ James Marcella

Wednesday, March 7, 2018

The Security Industry Association (SIA) has selected James Marcella, director, Technical Services, Axis Communications Inc., as 2017 SIA Committee Chair of the Year for his work with the SIA Education Committee.

With this award, SIA honors Marcella for his work in strengthening education programming for the security industry through SIA Education. SIA Chairman Denis Hébert will present the 2017 Committee Chair of the Year Award to Marcella at The Advance, SIA's annual membership meeting, scheduled to occur on Tuesday, April 10, 2018, during ISC West in Las Vegas.

“I am humbled and honored to be recognized for my work with SIA,” said Marcella. “SIA serves as a keystone for the security industry, connecting many different companies together in a common cause. It serves as a powerful platform for promulgating the latest industry education, whether to share news of regulations and best practices or to update professionals on the latest developments in state of the art technology. I look forward to continuing to guide SIA course offerings as the association’s Education Committee Chair.”

Scott Dunn, senior director, Business Development Solutions & Services, ‎Axis Communications, said, “James takes every opportunity to educate our current and new team members on the mission and values of SIA and the importance of being involved in moving our industry forward to meet the challenges we face. He is a great internal teacher as well. He instructs us on our work with SIA and how to maximize the efforts with various other committees to bring value to SIA and its members. He has made us all better in that work.”

SIA CEO Don Erickson added, “I very much appreciate the time James has put into leading the Education Committee and working with SIA. I recognize there are many different places he could spend his time with associations and the fact that he has made so many important contributions to help educate the industry in this role is greatly appreciated!”

The contributions Marcella has made as SIA Education Committee Chair include:

•    Co-creating the curriculum for the Systems Technology Associate in Applied Science Degree in Security Systems and Technologies, and serving as the main instructor
•    Leading the update of the Security Project Management Common Body of Knowledge Guidebook
•    Serving as a member of the ISC Education Conference Advisory Board
•    Assisting with the development of Securing New Ground executive conference program content
•    Championing the Certified Security Project Manager certification
•    Promoting SIA across the security industry

Hébert will present the Sandy Jones Volunteer of the Year Award and SIA Chairman's Award, at The Advance, held during ISC West in Rooms 505/506 of the Sands Expo in Las Vegas, Nevada, on Tuesday, April 10, 10:30-11:30 a.m. The Advance is co-located with ISC West, produced by ISC Security Events. Find more info, click here.

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Pushing the IP tipping point with sales training

Wednesday, August 14, 2013

An announcement from Axis Communications that landed in my inbox this week caught my eye. It's a new “sales essentials" training program, a one-day training program that starts Aug. 27 and will be offered in 40 cities in the U.S. and Canada. It is the first all-sales focused training session the network video provider has offered.

James Marcella, Axis director of technical services, said the session offers attendees the best answer to “Why network video?”

That very basic question is one that a large segment of installers need and want training on, according to installers that Security Systems News spoke to this month for a market trends report on the status of hosted video today.  Look for that report online later this month and in the September printed publication.

I spoke to Marcella and he said: "One thing we’re seeing is that the technology has matured to the point where IP surveillance is now cost effective for small systems and the installer base that serves those small systems is the last to take up IP surveillance,” he said.

For those installers who are just making the leap from analog to IP cameras, “there’s a real learning curve on the technical and the sales side.” The cameras may be “easy to install and configure, but we still need to educate on the sales side.”

The course will address the “video surveillance sales cycle, selling against objection and developing communications strategies that focus on the value of network video to meet the customer’s needs," according to the announcement. The best way to demonstrate network cameras and the benefits of the Axis Channel Partners, “including pre- and post-sales support, vertical market solutions and the complete ecosystem of the Axis partner network.”

The first course will take place in Detroit on Aug. 27. U.S. cities on the tour include: Chicago, Cincinnati, Denver, Houston, Miami, Minneapolis, New Orleans, Philadelphia, San Diego, Seattle and at Axis headquarters in Chelmsford, Mass. In Canada, training will begin in Toronto on Oct. 2. Other locations in Canada area; Montreal, Calgary and Vancouver.

Marcella said the Axis’ training sessions have evolved over the past decade in response to channel partner requests. Sales training was always part of the training until a couple years ago when integrators really wanted “a deeper dive on the technology side” but then Marcella said, Axis “started to hear that they were missing the sales aspect, that [installers] had new sales people who’ve come on board [who needed training].”