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Bill Bozeman

PSA TEC 2018 call for presentations now open

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Wednesday, July 19, 2017

The PSA Security Network, a security and systems integrator cooperative with headquarters in Westminster, Colo., is accepting presentations through Aug. 4, 2017 for its TEC 2018 annual conference. Proposals can be submitted at www.psatec.com/cfp.

TEC 2018, which will be held at the Sheraton Downtown Denver in Denver, Colo., March 12-16, 2018, is a premier education and networking event for all professional systems integrators in the security and audio-visual markets. TEC features education and certification programs, networking, and dedicated exhibit hours designed to advance the skills and expertise of industry professionals nationwide. This training venue is open to all industry professionals and is designed to meet the educational needs of all employees within an integrator’s organization.

PSA Security Network’s president and CEO Bill Bozeman told Security Systems News that the move from Westminster—where the conference had been held for several years—to downtown Denver fro 2018 was needed to accommodate the growth of the show.

“The hotel [Downtown Denver Sheraton] is bigger, so we look forward to having everyone under one roof,” Bozeman told SSN. “In addition, I think some of our younger members and supporters are going to enjoy being in downtown Denver, where there is so much to do.”

The education program will deliver sessions tailored to physical security and audio-visual integrators focused on emerging technologies, critical issues in the industry, and tool development to augment attendees’ knowledge needed to continue to drive these industries forward. Sessions will be selected that serve a variety of disciplines including business management, sales and marketing, HR and recruiting, project management and operations, and installation and service.

Proposals are welcome for both certification programs and general education sessions for the security and audio-visual markets. All sessions must be unbiased and minimize commercial references and overt branding. Submissions are evaluated based on topic relevance, speaker expertise, and originality of the content. Additional guidelines are available within the call for presentations submission tool.

Accepted and approved presenters will receive complimentary registration to TEC 2018 and will have the opportunity to solidify their reputation as an industry resource and subject matter expert while expanding their own professional network and gaining access to strategic partnerships. PSA does not pay honoraria or expenses for accepted proposals.

PSA Security Network moving dates, location for TEC 2018

Conference relocating to downtown Denver during ski season
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05/24/2017

WESTMINSTER, Colo.—PSA Security Network, a global electronic security cooperative, announced that its PSA TEC conference is moving to the Downtown Denver Sheraton in 2018, from March 11-15. 

PSA Security acquires USAV and CI Edge

Deal helps to accelerate PSA’s growth in the ProAV sector
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05/03/2017

WESTMINSTER, Colo.—PSA Security Network, a global electronic security cooperative, announced this week that it has acquired USAV, a close-knit team of professional audio-visual (ProAV) integrators. USAV’s affiliate CI Edge, a buying group designed to support middle market commercial technology integrators, was also acquired as part of the transaction.

Inside the PSA Security Network

President and CEO Bill Bozeman talks PSA TEC, trends and the industry’s future
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04/12/2017

WESTMINSTER, Colo.—As the PSA Security Network—one of the largest electronic security cooperatives—gets ready for its annual security conference, TEC 2017 in Westminster, Colo., May 7-11, Security Systems News caught up with the organization’s president and founder, Bill Bozeman, and director of marketing, Kim Garcia, to get their thoughts on the show, the network and the integrator community as a whole.

The robots are coming

Sharp Robotics Business Development is developing robots for security; Sharp is also founding sponsor of new Robolliance group
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05/11/2016

WESTMINSTER, Colo.—The robots are coming, and they represent one of “the biggest game changers” in decades for security integrators, according to PSA Security CEO Bill Bozeman.

PSA Security a cyber champion

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10/19/2015

WESTMINTER, Colo.—PSA Security Network was a Champion of National Cyber Security Awareness Month last month. It joined a growing global effort among colleges and universities, businesses, government agencies, associations, nonprofit organizations and individuals to promote online safety awareness.

Where integrators can go for cybersecurity advice, expertise

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Wednesday, September 9, 2015

Researching cybersecurity is eye-opening, PSA Security Network CEO Bill Bozeman told me during a recent call about PSA's cybersecurity program, which is moving into its second year.

Bozeman said that "when and if" a cybersecurity breach occurs in a physical security system, integrators will be "in the line of fire" in terms of liabillty.

With the objective of "educating our partners about cybersecurity so they can mitigate the risk," PSA has formed partnerships with cybersecurity service providers and manufacturers who have "proven expertise" in cyber security.

Among the partners is a law firm that specializes soley in cybersecurity law for physical security companies. In my opinion, that alone should make integrators think twice about ignoring cybersecurity education.

Bozeman emphasized that PSA is not in the business of certifying or testing any products or services. Rather, Bozeman has been working with a group of cybersecurity experts and some integrators to "vet" partners for integrators.

PSA is launching a webinar series to introduce cybersecurity partners to integrators and "set up potential parnterships." The series launches this month and will go through April.

PSA has also come up with a checklist of "Six things integrators can do now" to protect their businesses. Here's the list. More details are available here.

1. Conduct a cybersecurity assessment

2. Educate your team

3. Purchase cybersecurity insurance

4. Update your contracts

5. Choose cyber-hardened products

6. Educate your customers

 

PSA-TEC: Integrators on how to adapt and thrive

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Wednesday, May 6, 2015

WESTMINSTER, Colo.—The subtitle for this year’s “State of the Integrator” panel discussion at PSA-TEC was “Adapt or Die.”

Despite the foreboding subtitle, the panelists' outlook was decidedly optimistic ... for some integrators anyway.

Panelists agreed that independent integrators who do not embrace changing technology and update to service-centric business models will not survive, but Jorge Lozano, president of systems integration firm Condortech, pointed out why independent integrators are ideally suited to adapt and thrive.

“We’re nimble … and this is the time for nimble companies,” he said. If you look at government regulations, the threat of cyberhacks and new technology as opportunities, Lozano said, “the horizon looks good.”

The panel discussion was moderated by Bill Bozeman, PSA Security CEO, and included Lozano, Brent Franklin, president of Unlimited Technology, Ron Oetjen, SVP of Securadyne, and Christine Lanning, president of IST. It took place May 5 here, where PSA-TEC is ongoing this week. The event is attended by independent integrators of all sizes, and includes more than 100 classes and panel discussions.

Other speakers agreed with Lozano. Ron Oetjen said Securadyne’s growth strategy involved acquisitions, organic growth and this year the company has invested in a consulting division. However, the company’s growth strategy is not etched in stone: “Leadership is willing to talk about it [the best ways to grow and overcome obstacles] and re-write the book if we need to," Oetjen said.

Christine Lanning said it’s important to realize that top company executives “don’t know it all.” Lanning uses “the collective knowledge base” of information she gathers from a number of sources such as PSA Security, ASIS as well as from groups outside the security industry. She also seeks mentors “who I want to mimic or emulate … that has been extremely helpful to us.”

Bozeman asked the panelists which vertical markets the companies work in and which are the most profitable.  

Subject matter experts are important said Brent Franklin, especially when you’re working in regulated industries. Unlimited Technology “takes a team approach in attacking new business opportunities,” sending out staff members who best understand the particular vertical. Those staff members need to know more than the applicable regulations, he said. “They need to understand who [the customers] are, how the business works, what the challenges are.”

Oetjen said Securadyne “encourages sales teams to become experts in one of the six vertical markets we’ve identified.” In terms of profit margins, Oetjen said the “data center market is the strongest margin-wise” and they have to follow a number of regulations. “Number two is easily power and utility companies. Number three is the oil and gas guys … but that market is the most volatile,” he said. “Everything is tied to the gas price,” he said.

IST works in a lot of verticals including local, county and state government; DOD work; and, top commercial companies in Hawaii.

As a small company, IST relies heavily on manufacturers for required training and certifications, she said. The company has also started to do “lunch-and-learns and user-group meetings [for customers and potential customers]…. where we bring the technology to them.” This gives IST an opportunity to talk to end users and the end users in turn “get invested in the technology and nine times out of ten, they stick with you,” she said.

The most profitable vertical for IST tends to be the large commercial businesses IST works with because they tend to chose an integrator based on expertise rather than price.

Lozano said Condortech’s is really only in one major vertical, government, but that also involves hospitals, education and border security.

Bozeman asked Franklin and Oetjen to talk about the key to delivering novel and unique technology?

Franklin said his team is constantly scouting technology, but it’s important to stay connected to the customer so you “realize what the next steps are with that customer.” Also, “getting the manufacturer involved with the customer is not a bad thing,” he said.

Confronting novel technology is something to think about Oetjen said. “What are we going to do when there’s only one smart camera out there [instead of many]? When one smart camera replaces fire systems because the camera [can detect fire]?” In order to get a customer to “rely on you to deliver a novel solution and trust you to deploy and execute the solution, [the relationship] starts way back … you educate and consult with the customer over time,” he said.

“You prove your thought-leadership,” Oetjen said. “You need to talk to and educate your customer at the same time, not just send invoices and ask, ‘What other camera or door can I do?’”

What about developing a culture of innovation in a company? How should systems integrators go about doing that?

A culture of innovation starts with company leadership, Lanning said.  “Are you showing passion, curiosity, adaptability?”  It’s important to “evaluate yourself and how you come across to your employees.”

Lanning said IST has an all-company meeting every Monday and every third Monday they do a team building or other educational exercise. She also send weekly emails focused on innovation and inspiration to all employees.

Lozano concurred with Lanning saying that we’re on the cusp of a new industrial revolution. Company leaders need to be doers. “Leadership is an action, not a position,” he said.

Cyber security a recurring theme at PSA-TEC

Drako: ‘Where was your DVR made? Is it connected to the Internet?’
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05/07/2014

WESTMINSTER, Colo.—The data breach that brought down Target CEO Gregg Steinhafel is being used as a cautionary tale here at PSA-TEC.

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