PSA®-TEC @ ISC

PSA TEC @ ISC

PSA Security Network is dedicated to providing systems integrators with the necessary training to be successful in business, service, system design, installation and deployment. Join PSA in their full track of sessions on Tuesday, April 1st:


Tuesday, April 1, 2014

The Top 10 Lessons Learned Implementing IP Centric Solutions
8:30 am – 10:00 am

Implementing IP centric solutions can involve multiple system types and opportunities for all kinds of custom options. This session focuses on the top 10 lessons learned by integrators and other solutions providers for implementing IP centric solutions. Join us to educate yourself on the most common pitfalls in IP implementations, how to remedy a mistake and prevent your team from making the same mistakes others have made before it’s too late.

Learning Objectives:

  • Identify and avoid the most common pitfalls in IP implementations.
  • Get back on course after a mistake or “Please return to the highlighted route.
  • Develop prevention strategies to help your team avoid the common pitfalls.

Dealing with the GC Dilemma
10:15 am - 11:15 am

Moderator:  John DeGeorge
Speakers: Jim Henry, Phil Aronson, Chad Parris, Daniel M. O'Neill

It is not uncommon for a security project to be well conceived, competently designed, and properly specified. Manufacturers, specifiers and integrators of choice may well be on the same page, only to have the project fail in its goal of providing the level of security envisioned. Why? Often, it’s because the owner has delegated the oversight responsibility to a third party representative or general contractor (GC) who cares more about profit maximization and time schedule than the owner’s true security needs. In this session, participants hear actual examples of this disconnect and learn potential remedies and approaches for the “GC dilemma”.

Learning Objectives:

  • Discuss the relationship between the consultant, integrator, manufacturer and general contractor in security project implementation.
  • Identify how the GC’s profit motivation could be a hindrance to the provisioning of adequate security systems.
  • Explain how an owner’s awareness and participation can lead to better security.
  • Identify possible approaches to facilitating a successful security project in a GC-managed project.

Open for Business: New Opportunities in Recurring Revenue
11:30 AM – 12:30 PM

Moderator: Deborah O'Mara

Cloud and Internet-based products open a world of new possibilities for recurring monthly revenue for technology service providers, who can now think beyond meager margins on hardware and instead concentrate on substantive service fees. Imagine opening a whole new door to additional recurring revenue streams for your business. Think digital signage, multi-room audio, managed IT services and networking, retail surveillance/business intelligence analytics, energy management and much more.

But, how do these offerings differ from your current product mix in pricing strategy and sales and support requirements? How do you gain the technical proficiencies to adequately install and service these new products? What are acceptable creation costs for these new RMR accounts? Do you need to modify your sales compensation plans? Is your existing monitoring center equipped to support these new services? These questions and more will be answered in this session as you hear from your peers on how they are approaching this new world of RMR opportunity.

Learning Objectives:

  • Identify new ways to pursue RMR and gain a firm grasp of how they can start to transform your business from a hardware-oriented, time and material billing entity to a company focused on high-end services that customers love and pay for.
  • Identify new potential business in adjacent contracting spaces and strategies in pricing and contractual agreements.

PSIM 101: Understanding the Core Elements of PSIM
1:30 PM – 2:30 PM

Speaker: Dr. Bob Banerjee

Physical Security Information Management (PSIM) systems are becoming a more common fixture in command and control centers, enabling organizations to be more situationally aware, to manage incidents better and adapt for the future. This session introduces the core elements of PSIM and how they are being used in real organizations, and serves as the foundation for the PSIM 201 workshop session immediately following in which attendees will put the lessons learned in PSIM 101 to practice.

Learning Objectives:

  • Identify the three PSIM core elements: Situational Awareness, Situation Management and Situation Reconstruction.
  • Consider how PSIM-based migration strategies maximize existing assets and favor smaller multi-year budgets over a one-time intense capital expenditure.
  • Evaluate how PSIM impacts training, compliance and consistency across multi-location facilities.
  • Discuss the broader applications of PSIM, beyond physical security and encompassing operations.
  • Discuss the future of PSIM and its relationship to Big Data.

Workshop: How to Identify and Cultivate PSIM Opportunities
2:45 pm - 3:45 pm

Speaker: Dr. Bob Banerjee

Most System Integrators have to work harder to maintain profit levels. Declining margins on commoditized products and expanding competition are encroaching on the bottom line for many companies. Adding PSIM to your organizational portfolio can be an effective strategy to putting profits on an upward trajectory. Several mid-range integrator are mistakenly under the impression that PSIM is too pricey or too complex and may not even know how to identify PSIM opportunities or dialogue with prospects about it. In this session, PSIM authority Dr. Bob Banerjee will dispel the myth that PSIM is only for large integrators and multi-million dollar projects, and detail why it’s attainable. He’ll also demonstrate how to identify and cultivate PSIM opportunities for numerous organizations.

Learning Objectives:

  • Articulate what PSIM is and identify the level appropriate for your customer base and mid-range business.
  • Explain the key criteria for identifying and qualifying PSIM prospects.
  • Review real-world PSIM business cases and effectively dialogue with your prospects about PSIM.

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