course guide - world’s largest systems integrator consortium

COURSE GUIDECourse schedule subject to change.Visit www.PSATEC.com for complete session content and the current schedule.

MAY 3 - 6 • LIVE & ON-DEMAND

UPDATED 020421

www.PSATEC.com • #PSATEC • Schedule Subject to Change

TABLE OF CONTENTS

Pricing and Hotel Information..................................

Education Program Highlights ...............................

TEC Schedule At-a-Glance ..........................................

TEC Certification Schedule .........................................

VIRTUAL Session Schedule by Day .......................

Monday ......................................................................

Tuesday ......................................................................

Wednesday .............................................................

Thursday ....................................................................

LIVE Session Schedule by Day .................................

Monday ....................................................................

Tuesday ....................................................................

Wednesday ...........................................................

A-Z Session Descriptions ...............................................

3

4

5

6

7

7 - 8

8 - 9

9 - 10

10 - 11

12

12

12 - 13

14

15 - 37

2


PSA OWNER

EXCLUSIVE PSA Training Bucks

PSA Training Bucks can be used to cover TEC registration fees, travel expenses

and hotel accommodations.

Visit www.PSATEC.com for the reimbursement form.

Early Bird Pricing Ends March 4, 2021!

FULL CONFERENCE PASS

EXECUTIVE PSA OWNERS/MEMBERS & USAV DEALERS (LIVE)Registration Opens February 8th.

EARLY BIRD

$949

STANDARD

$1,099Access to all meals and networking events. Select sessions may have additional fees. Includes access to the TEC virtual platform.

PSA OWNERS/MEMBERS & USAV DEALERS (VIRTUAL)Registration Opens February 8th.

EARLY BIRD

$499

STANDARD

$649

TEC 2021 HOST HOTELSheraton Denver Downtown1550 Court Pl.

Denver, CO 80202

303.893.3333

Book Now:www.PSATEC.com

BOOK BY APRIL 12 TO LOCK IN THE

DISCOUNTED ROOM RATE:

$229 / NIGHT

3

PRICING AND HOTEL INFORMATION

GENERAL ATTENDEES (VIRTUAL)Registration Opens February 15th.

EARLY BIRD

$649

STANDARD

$799Includes access to the TEC virtual platform. Select sessions may have additional fees.

Includes access to the TEC virtual platform. Select sessions may have additional fees.

LEARNING TRACKSTEC has education for every department of a systems integration company. Learn more about TEC Learning Tracks:

CERTIFICATIONValidate your knowledge and skills and obtain some of the most well-known certifications programs from leading industry associations and vendors, ranging from half-day to five-day courses.

CYBERSECURITYGain insight on cybersecurity issues and learn how to protect your company during these sessions presented by industry experts. This track provides attendees an opportunity to research and discuss the latest standards, trends and best practices in cybersecurity while discovering products, tools and procedures they can apply in their offices or with their clients in the field.

EXECUTIVE LEADERSHIPThis track offers sessions designed for the executive leaders at your company. Look ahead to what will keep your company best positioned for future challenges and achievements.

MANAGED SERVICES / RMRExplore sessions focused on the technologies and best practices from industry and financial pros designed to help RMR become a reality in your company. Attendees will identify recurring revenue streams and managed service opportunities that provide value to customers and integrators alike and discover how their businesses can receive recurring revenue every single month – a predictable income!

MANAGEMENTAre you a business owner or manager looking to maximize your leadership role? Find sessions designed to provide you with a better understanding of emerging industry trends and topics in leadership and organizational development. Attendees can enhance their leadership capabilities and cultivate and empower organizations that create lasting results.

MARKETINGStay current on marketing techniques being utilized in the industry and discuss plans for growing your brand; this track offers education for professionals looking to put their companies in front of the rest.

OPERATIONSDiscover the project management concepts that drive operational efficiency, increase productivity, and improve quality standards for managing systems integration projects. The operations track focuses on the application of operations principles, project management, and business practices.

PROCUREMENTStep through a series of sessions designed to help purchasing professionals navigate common pitfalls and improve processes. The procurement track focuses on learning and engaging with industry peers and vendors about continuous improvement with stakeholders and successful implementation of purchasing and procurement best practices.

SALESGet an edge on your competitors by attending sessions aimed at arming attendees with solutions, approaches, and strategies to grow your customer base and support your sales efforts. Attendees will learn how to apply these techniques directly to specific marketing initiatives and sales challenges for positive results.

TECHNICALSessions under the technical track are hands-on and technically specific in nature. Attendees will discover technologies driving industry growth and competition, and learn how to leverage the technologies to benefit their organizations.

*Sessions are marked with colored icons throughout the guide.

TEC hosts education designed for all systems integration professionals, from newcomers to industry vets.

Keep an eye out for the live-streamed marking throughout the course guide. These sessions are live in Denver and streamed virtually:

LIVE- STREAMED SESSION

Peer-led sessions from PSA committees are among the most popular at TEC:

COMMITTEE SESSION

Next Generation education schedule powered by USAV:

NEXGEN SESSION

EDUCATION OVERVIEW

www.PSATEC.com • #PSATEC • Schedule Subject to Change 5

VIRTUAL AGENDA (MT)

MONDAY, MAY 3 MONDAY, MAY 3

11:30 AM - 3:30 PM Education Sessions 1:00 PM - 5:00 PM Education Sessions

5:30 PM - 7:00 PM Welcome Reception

TUESDAY, MAY 4 TUESDAY, MAY 4

8:00 AM - 11:00 AM Certification Sessions 7:00 AM - 8:00 AM Breakfast

9:30 AM - 10:30 AM Education Sessions 8:00 AM - 10:30 AM Education Sessions

11:00 AM - 12:00 PM State of PSA 11:00 AM - 12:00 PM State of PSA

12:00 PM - 5:00 PM Certification Sessions 12:00 PM - 1:00 PM Lunch

1:00 PM - 2:00 PM Education Sessions 1:00 PM - 2:00 PM Education Sessions

2:15 PM - 3:30 PM Virtual Exhibit Show Live Stream Show Floor 2:15 PM - 5:15 PM Exhibit Show

5:15 PM - 6:00 PM Exhibit Show Reception

6:30 PM - 8:00 PM PSA 50th Anniversary Dinner & Paul Marcus Presentation

WEDNESDAY, MAY 5 WEDNESDAY, MAY 5

8:00 AM - 11:00 AM Certification Sessions 7:00 AM - 8:00 AM Breakfast

9:30 AM - 10:30 AM Education Sessions 8:00 AM - 10:30 AM Education Sessions

11:00 AM - 12:00 PM State of the Integrator 11:00 AM - 12:00 PM State of the Integrator

12:00 PM - 5:00 PM Certification Sessions 12:00 PM - 2:00 PM Exhibit Show with Lunch

12:00 PM - 2:00 PM Virtual Exhibit Show 2:15 PM - 3:15 PM Education Sessions

2:15 PM - 3:15 PM Education Sessions 3:30 PM - 5:00 PM PSA Stockholders’ Meeting

THURSDAY, MAY 6

8:00 AM - 11:00 AM Certification Sessions

9:30 AM - 10:30 AM Education Sessions

10:45 AM - 12:00 PM Virtual Exhibit Show

12:00 PM - 5:00 PM Certification Sessions

12:30 PM - 3:45 PM Education Sessions

FRIDAY, MAY 7

8:00 AM - 11:00 AM Certification Sessions

12:00 PM - 5:00 PM Certification Sessions

LIVE AGENDA (MT)

AGENDA TEC 2021 CONFERENCE


CERTIFICATION OVERVIEW

CertificationsObtain some of the most well-known certifications programs from leading industry associations and vendors, ranging from half-day to five-day courses. We have worked diligently with our vendor partners to convert the certification courses to a virtual model and get your technicians the training they need to keep your company on track for success. Certification prices are in addition to TEC registration fees. Dates are listed in Mountain Time.

ADVANCED PROJECT MANAGEMENT ($550)Tuesday, May 4, 8:00 AM - Wednesday, May 5, 5:00 PM

BOSCH G SERIES CERTIFICATION ($1,200)Tuesday, May 4, 8:00 AM - Wednesday, May 5, 5:00 PM

AMAG SYMMETRY ESSENTIALS CERTIFICATION* ($850)• Monday, April 19, 8:00 AM - Friday, April 23, 5:00 PM (8 Seats)

• Monday, April 26, 8:00 AM - Friday, April 30, 5:00 PM (8 Seats)

• Monday, May 3, 8:00 AM - Friday, May 7, 5:00 PM (8 Seats)



C•CURE 9000 SYSTEMS INSTALLER/MAINTAINER PHASE I* ($1,080)Tuesday, May 4, 8:00 AM - Thursday, May 6, 5:00 PM

EXACQVISION TECHNICAL RESELLER TRAININGThursday, May 6, 8:00 AM - 5:00 PM

FIELD MANAGEMENT OF SECURITY AND SYSTEMS PROJECTS ($125)Thursday, May 6, 8:00 AM - 11:50 AM

LENELS2 ONGUARD HARDWARE & SOFTWARE FUNDAMENTAL* ($1,800)Tuesday, May 4, 8:00 AM - Friday, May 7, 5:00 PM

LIFESAFETY POWER CERTIFICATION - BASICS AND NEWThursday, May 6, 8:00 AM - 11:50 AM

PARTNER ALLIANCE FOR SAFER SCHOOLS (PASS) PARTNER PROGRAM TRAINING ($195)Tuesday, May 4, 8:00 AM - 5:00 PM

SIA SECURITY PROJECT MANAGEMENT TRAINING WORKSHOP ($895)Monday, May 3, 8:00 AM - Wednesday, May 5, 11:00 AM

ZKTECO LENELS2 ONGUARD BIOPACK CERTIFICATION FOR BIOMETRIC ELEVATED TEMPTuesday, May 4, 8:00 AM - 11:00 AM

ZKTECOUSA PRO-SERIES CERTIFICATION ($199)Tuesday, May 4, 12:00 PM - 5:00 PM

VIRTUAL

6

*TEC Registration price discounted to $150. TEC content on-demand available until August 2021.

Schedule Subject to Change • Dates Listed in Mountain TIme

Certification

Cybersecurity Managed Services / RMR Technical

Operations Sales

Marketing

Executive Leadership Management

Procurement

SCHEDULE OVERVIEW MONDAY

7

VIRTUAL

MONDAY, MAY 3

11:30 AM - 12:30 PM Are You Locking Doors but Leaving the “Windows” Open?

11:30 AM - 12:30 PM Critical Environmental Monitoring as a Managed Service

11:30 AM - 12:30 PM Edge-Based AI for Improved Surveillance Workflow

11:30 AM - 12:30 PM Get’n Stuff Done: How to Execute! Concepts of Projects vs Operations

11:30 AM - 12:30 PM HID Credentials/Reader Part Numbers Q & A - Procurement Track

11:30 AM - 12:30 PM Must-Have Digital Marketing Tools for the Modern Integrator and AV Company

11:30 AM - 12:30 PM PSA Cybersecurity Committee: CIS Controls – Operationalize and Go from 0 to 60!

11:30 AM - 12:30 PM The Benefits of Data-Driven Digital Signage to Make Smarter Decisions

1:00 PM - 2:00 PM Can a Regulated Utility Move its Security to the Cloud?

1:00 PM - 2:00 PM How Integrators Can Turn Their Cybersecurity into More Sales

1:00 PM - 2:00 PM How to Expand My Services Internationally

1:00 PM - 2:00 PM Improving Sales Organization Performance

1:00 PM - 2:00 PM Maximizing the Use of D-Tools as a PSA/USAV Member

1:00 PM - 2:00 PM Prox to Smart: Making the Move to More Secure Technology

1:00 PM - 2:00 PM PSA Emerging Technologies Committee: Technologies Making an Impact Today

1:00 PM - 2:00 PM The Future of Access Control

2:30 PM - 3:30 PM Building a Stronger Business Post-Pandemic with Intelligent Video

2:30 PM - 3:30 PM Create New Solutions with Evolving Workspaces - Want to Know the Secret?

2:30 PM - 3:30 PM Cybersecurity of Video Surveillance Devices From the Inside Out

2:30 PM - 3:30 PM Define Your Credential Strategy, or Others Will Define it for You!

2:30 PM - 3:30 PM How to Use Mass Notification System for Scattered Workplace Communication


Certification


Operations Sales

Marketing


Procurement

SCHEDULE OVERVIEW MONDAY - TUESDAY

8

2:30 PM - 3:30 PM Partner Alliance for Safer Schools (PASS) - Review of New 5th Edition Guidelines and Checklist Tool

2:30 PM - 3:30 PM PSA Sales & Marketing Committee: Keys to Selling in the New Normal

2:30 PM - 3:30 PM Purchasing Planning Post COVID-19

TUESDAY, MAY 4

9:30 AM - 10:30 PM Are You Living on the Edge?

9:30 AM - 10:30 PM Cloud Video Surveillance in a Cyber Secure World

9:30 AM - 10:30 PM Creating a Culture of Excellence

9:30 AM - 10:30 PM How Community and Public Relations Can Help Grow Your Business

9:30 AM - 10:30 PM Integrated Thinking in Security Design and Selling Lessons Learned From a Pandemic

9:30 AM - 10:30 PM PSA Leadership Committee: Managing Growth – Considerations, Strategies, and Tips for Expanding Your Business

9:30 AM - 10:30 PM PSA Operations Committee: Important KPIs to Consider for Your Operations Team

9:30 AM - 10:30 PM Purchasing Best Practices: Integrator Tips & Tricks

9:30 AM - 10:30 PM The Cyber Hygiene Perfecta - How Integrators Can Secure What They Sell

9:30 AM - 10:30 PM The Great Divide: Interdepartmental Conflict Resolution

DON’T MISS TEC’S MOST POPULAR SESSION!

S T A T E O F P S A

Tuesday, May 4 • 11:00 AM - 12:00 PM

1:00 PM - 2:00 PM 15 Cybersecurity Controls Every Security VAR Should Deploy

1:00 PM - 2:00 PM Are Gender Communication Gaps in the Workplace Growing or Shrinking?

1:00 PM - 2:00 PM Career Transformation: A Journey of Self Discovery

1:00 PM - 2:00 PM The Power of Peers: Growing in Community with a Small Group

1:00 PM - 2:00 PM Identity Management: A Critical Security Vulnerability

VIRTUAL


Certification


Operations Sales

Marketing


Procurement

SCHEDULE OVERVIEW TUESDAY - WEDNESDAY

9

WEDNESDAY, MAY 5

9:30 AM - 10:30 AM Having the Tough Conversation

9:30 AM - 10:30 AM How to Secure Your Edge Switches from a Network Intrusion

9:30 AM - 10:30 AM Inside The Mind Of Your Prospect - How To Sell With Contagious Energy

9:30 AM - 10:30 AM Monetize Your Training Opportunity: Impress Your Customers

9:30 AM - 10:30 AM Navigating PSA Purchasing Processes & Resources

9:30 AM - 10:30 AM PSA Sales & Marketing Committee: Navigating the New Normal with Social Networks for Marketing

9:30 AM - 10:30 AM Recurring Revenue & The Cloud – Adopting Cloud-Based Technology to Help Improve Efficiency, Offer Better Services & Increase Recurring Revenue

9:30 AM - 10:30 AM Surveillance Privacy Best Practice: Digital Transparency, Notice and Meaningful Consent

9:30 AM - 10:30 AM The Necessity and Power of an Aligned Company Culture – Actively Building it Every Day

9:30 AM - 10:30 AM Top Cyber Threats in Systems Integration You Need to Know About

INTEGRATORS TAKE THE STAGE TO SHARE THEIR VIEWS ON

TODAY’S MARKETPLACE

S T A T E O F T H E I N T E G R A T O R

Wednesday, May 5 • 11:00 AM - 12:00 PM

VISIT THE VIRTUAL EXHIBIT ROOM OR CHECK OUT

THE LIVE STREAM

E X H I B I T S H O W

Tuesday, May 4 • 2:15 PM - 3:30 PM

1:00 PM - 2:00 PM PSA Managed Services Committee: From Old Box Mentality to a Modern Approach

1:00 PM - 2:00 PM Starting a Marketing Plan – Marketing 101

1:00 PM - 2:00 PM Technically Speaking - Taking The Fear Out of Presenting Technical Topics

1:00 PM - 2:00 PM The Age of Voice: Intelligent Voice Communications as the New Value Hub

1:00 PM - 2:00 PM Vendor and Integrator Roundtable & Breakouts

VIRTUAL


Certification


Operations Sales

Marketing


Procurement

SCHEDULE OVERVIEW WEDNESDAY - THURSDAY

10

2:15 PM - 3:15 PM Cultivating and Keeping Young Talent Through Inclusion

2:15 PM - 3:15 PM Door Interlocks: Applications and System Design

2:15 PM - 3:15 PM How to Handle Objections in the 2020s

2:15 PM - 3:15 PM Is Your Warehouse the Heart of Your Organization or a Black Hole?

2:15 PM - 3:15 PM Moving from Security Systems Integration to a Managed Services Model

2:15 PM - 3:15 PM PSA Emerging Technologies Committee: Emerging Technology – What’s Coming Down the Pipeline?

2:15 PM - 3:15 PM Staying Relevant in a Virtual World: Optimizing Marketing Both In-Person and Virtual

2:15 PM - 3:15 PM The Cloud and You: Moving to and Operating Applications in the Cloud

2:15 PM - 3:15 PM Using Individual Sales Plans To Increase Sales Performance

THURSDAY, MAY 6

9:30 AM - 10:30 AM Colliding of Industries: Fact or Fiction?

9:30 AM - 10:30 AM GSA Contracting for Rookies and Seasoned Veterans: The New Consolidated GSA Contract Program

9:30 AM - 10:30 AM Next Gen AI Video Analytics Platform

9:30 AM - 10:30 AM PSA Operations Committee: Hiring, Training and Retention of Employees

9:30 AM - 10:30 AM The AWS Shared Responsibility Model - Cyber & Information Security from AWS to the Customer

9:30 AM - 10:30 AM The Fastest Way To Immediate Sales

9:30 AM - 10:30 AM The State of the Cannabis Market and Video Surveillance

9:30 AM - 10:30 AM Video - Cloud Configuration and System Design

VISIT THE VIRTUAL EXHIBIT ROOM


Wednesday, May 5 • 12:00 PM - 2:00 PM

VIRTUAL

VISIT THE VIRTUAL EXHIBIT ROOM


Thursday, May 6 • 10:45 AM - 12:00 PM


Certification


Operations Sales

Marketing


Procurement

SCHEDULE OVERVIEW THURSDAY

11

12:00 PM - 5:00 PM IBC 2018/2021 Codes and NFPA 80 - 2019 - Codes Which Affect Access Control Projects

12:30 PM - 1:30 PM Blockchain: What is it and What do I Need to Know?

12:30 PM - 1:30 PM Comprehensive Approach for Customer Acquisition and Retention

12:30 PM - 1:30 PM Five Ways to Improve your Digital Presence Now!

12:30 PM - 1:30 PM OSDP for Integrators

12:30 PM - 1:30 PM Phishing and Malware and Botnets: What to Look Out for in the COVID Era

12:30 PM - 1:30 PM PSA Managed Services Committee: Managed Service Adoption Success Stories

12:30 PM - 1:30 PM Remote bSMART® Entry Assessments - Partnering with PSA Member and PSA for Customer Success

12:30 PM - 1:30 PM Why Selling Audio Solutions Makes Sense Now

1:45 PM - 2:45 PM Developing and Deploying Deep Learning Solutions for the Security Industry

1:45 PM - 2:45 PM Generate High-Value Video RMR with Remote Guarding

1:45 PM - 2:45 PM Leveraging a Hyper Converged Infrastructure for Video Surveillance

1:45 PM - 3:45 PM PSA Cybersecurity Committee: Quantifying the Effectiveness of Physical Security and Cybersecurity Deployments Using Probability Theory

1:45 PM - 2:45 PM Surveillance Storage in Today’s World - What do your Clients Really Need?

1:45 PM - 2:45 PM Telling the Story through Data and Visualization Tools

1:45 PM - 2:45 PM Top 5 Lead Generation Strategies for Small to Medium-Sized Security and AV Companies

1:45 PM - 3:45 PM Using Today’s Video Technologies to Create a Path to Business Resilience by Attaching Higher RMR Service Models

VIRTUAL


Certification


Operations Sales

Marketing


Procurement

MONDAY, MAY 3

1:00 PM - 3:30 PM A Security Consultant’s Secrets of Selling the Business Value of Security

1:00 PM - 3:30 PM Beyond KPIs - Forecasting

2:30 PM - 3:30 PM 7 Reasons The Connected Business Process Improves Growth & Profitability

2:30 PM - 3:30 PM Read (Hidden) Emotions - Know What Others Are Thinking and Feeling

4:00 PM - 5:00 PM Cyber Risk Transfer and Incident Response: You’ve Been Breached - What Happens Next?

4:00 PM - 5:00 PM Leverage Technology to Grow Your RMR

4:00 PM - 5:00 PM Technical Expectations of Today’s Integrators

4:00 PM - 5:00 PM The Importance of Growth Paths: Compensation Calibration, Bonus Plans, & Performance Management

TUESDAY, MAY 4

7:00 AM - 8:00 AM Breakfast

8:00 AM - 9:00 AM A New Way of Looking at the Value of Security Companies!

8:00 AM - 9:00 AM PSA Leadership Committee: Back to the Office – How to Manage the Return to Work

8:00 AM - 9:00 AM Remote Power Management: The First Step to Troubleshooting Any Solution

8:00 AM - 9:00 AM What Attracts the Next Generation of Talent to Our Industry?

9:30 AM - 10:30 AM Creating a Culture of Excellence

9:30 AM - 10:30 AM Creative Ways to Compensate Key Employees

9:30 AM - 10:30 AM Effectively Managing Sales and Operations to Maximum Effectiveness

9:30 AM - 10:30 AM PSA Leadership Committee: Managing Growth – Considerations, Strategies, and Tips for Expanding Your Business

12

SCHEDULE OVERVIEW MONDAY - TUESDAY LIVE

TEC IS BACK! JOIN YOUR PEERS FOR A RECEPTION

W E L C O M E R E C E P T I O N

Monday, May 3 • 5:30 PM - 7:00 PM


Certification


Operations Sales

Marketing


Procurement

SCHEDULE OVERVIEW TUESDAY

12:00 PM - 1:00 PM Lunch

1:00 PM - 2:00 PM Are Gender Communication Gaps in the Workplace Growing or Shrinking?

1:00 PM - 2:00 PM Employee Misclassification - Is Your Contractor Really a Contractor?

1:00 PM - 2:00 PM Leading Effective Strategic Planning Sessions: Key Ingredients for Success vs Just Another Off-Site Event

1:00 PM - 2:00 PM The Power of Peers: Growing in Community with a Small Group

13

DON’T MISS TEC’S MOST POPULAR SESSION!

S T A T E O F P S A

Tuesday, May 4 • 11:00 AM - 12:00 PM

NETWORKING HAPPY HOURJoin your peers and our sponsors for an hour of networking!

E X H I B I T S H O W R E C E P T I O N


VISIT THE LIVE EXHIBIT ROOMS



LIVE

A N N I V E R S A R Y C E L E B R A T I O N50th P

SA

Tuesday, May 4 • 6 :30 PM - 8 :00 PMDINNER + FEATURING THE PAUL MARCUS AWARD PRESENTATION


Certification


Operations Sales

Marketing


Procurement

WEDNESDAY, MAY 5

7:00 AM - 8:00 AM Breakfast

8:00 AM - 9:00 AM Digital Twins as a Means for Maximizing Design, Implementation, Operations, and System Support Success (and Profitability)

8:00 AM - 9:00 AM Fifteen Ideas to Leading a Virtual Sales Call

8:00 AM - 9:00 AM How Buyers Value Integrators in Both a COVID and Post-COVID Environment

8:00 AM - 9:00 AM Trends in MSSP Solution Sales

9:30 AM - 10:30 AM An Introduction to Ultra-Wideband (UWB) Connectivity

9:30 AM - 10:30 AM Monetize Your Training Opportunity: Impress Your Customers

9:30 AM - 10:30 AM The M&A Market for Technology Integrators is Evolving - Why it Matters to You

9:30 AM - 10:30 AM The Necessity and Power of an Aligned Company Culture – Actively Building it Every Day

SCHEDULE OVERVIEW WEDNESDAY

14

INTEGRATORS TAKE THE STAGE TO SHARE THEIR VIEWS ON

TODAY’S MARKETPLACE

S T A T E O F T H E I N T E G R A T O R

Wednesday, May 5 • 11:00 AM - 12:00 PM

VISIT THE LIVE EXHIBIT ROOMS WITH LUNCH STATIONS ALONG THE WAY

E X H I B I T S H O W + L U N C H


2:15 PM - 3:15 PM How to Handle Objections in the 2020s

2:15 PM - 3:15 PM Moving from Security Systems Integration to a Managed Services Model

2:15 PM - 3:15 PM The Threat of Industrial Espionage & How to Counter it Through Technical Security Countermeasures (TSCM)

PSA OWNER ONLYP S A S T O C K H O L D E R S ’ M E E T I N G


LIVE


Certification


Operations Sales

Marketing


Procurement

SESSION DESCRIPTIONS A

15

15 Cybersecurity Controls Every Security VAR Should DeployJoel Rakow, Partner, Cybersecurity for Building Systems, Fortium PartnersTuesday, May 4 • 1:00 PM - 2:00 PMToday’s security systems frequently include hundreds of IoT devices, all connected to both the Internet and to the building’s owners’ and tenants’ computer systems. These provide back doors dreaded by all CIOs. What is unique to security system VARs is that they perform most of their work inside the network perimeter of their customers. This means the cybersecurity standards and frameworks, such as NIST, ISO, GDPR, CIS and others, do not readily apply to the work performed by PSA members. Consequently, each VAR must use NIST 8228 IR to determine their own cybersecurity hygiene. This hygiene is determined by considering the systems the VAR sells and the markets they serve. In almost all cases there are 15 security controls that every VAR should deploy for every installation. This presentation discusses the security controls and places “cybersecurity hygiene” in the context of NIST 8228 and how this can make life better between the VAR and CIOs.

7 Reasons The Connected Business Process Improves Growth & ProfitabilityArturo Bravo, Director of Operations - Deployment & Client Services, WeSuiteFrancis Kamp, President, Black Leaf Solutions, LLCTracy Larson, President, WeSuiteJohn Nemerofsky, COO, SAGE IntegrationSamantha Perry, Senior Account Executive, WeSuiteMonday, May 3 • 2:30 PM - 3:30 PMIn examining your security integration business, do you lose time and money due to disconnected business processes? Do you lack visibility into key metrics needed to validate direction and make decisions? Do you find manual processes are eating away resource time and exposing your business to increased risk, or growth is not possible due to inefficiencies throughout the process? Implementation of new business software is needed, however you fear the time, deployment process, technology refresh, and costs. We’re here to help take away the fear and expose key reasons implementing a connected process in your business saves money, lowers risk, enables growth and increases profitability. Join our panel of seasoned experts, who have worked with hundreds of companies of all sizes, to discuss problems solved by the implementation of connected sales and ERP solutions and the importance of technology infrastructure and system management.

A New Way of Looking at the Value of Security Companies!Ron Davis, President, Davis Mergers & Acquisitions GroupTuesday, May 4 • 8:00 AM - 9:00 AMTraditional RMR companies have historically been valued at a multiple rate. The larger the company, the more RMR, the higher the multiple. Integrators are valued at a multiple of EBITDA, (or profitability) depending on their size and ranging from perhaps 4X to 7X, including annual revenue.

A new business model, known as a Hybrid, blends RMR and integrator revenue. Ron Davis, whose company Davis Mergers & Acquisitions Group originated this term, Hybrid, explains how the valuation of each corporate entity is determined. He describes how a thoughtful and detailed business plan can assist in building a more successful corporation that will increase its value over the years to the time when the owner decides to sell the company.

A Security Consultant’s Secrets of Selling the Business Value of SecurityPaul Boucherle CPP CSC, Principal, Matterhorn Consulting LLCMonday, May 3 • 1:00 PM - 3:30 PMAs a security consultant you are hired for your skills, experiences, credentials, and reputation. Delivering actionable results is a vastly different skill stack. To achieve a successful business outcome, you must know how to sell professionally to a diverse group of stakeholders. This session is designed to enable system integrator’s to approach new security/safety problems with new diverse stakeholders more effectively. Take a bigger picture perspective when selling business outcomes by improving your sales skill stack. This will be a very interactive session and will share a simple yet effective process. With the pandemic of 2020 you may have experienced some of the challenges of working with so many different new stakeholders and department agendas. Bring them and share them during this session, we all learn from each other in this industry!

Advanced Project Management* ($)Nadim Sawaya, Principal, Enterprise Performance Consulting (EPC)Tuesday, May 4, 8:00 AM - Wednesday, May 4, 5:00 PM This course is designed for project managers and project leads who are involved in managing security and systems projects. The course provides a practical guide on how to play the construction game. It also introduces the whole organization to the principles and concepts of effective project management. Sales teams will also benefit from this course. What will be covered: overview of project management principles and best practices, how to accurately estimate security projects, and manage the business side of security and systems projects.

AMAG Symmetry Essentials Certification* ($)Moses Ramos, Training Manager, AMAG TechnologyVarious Time Offerings - See Certifications OverviewThis course will provide in-depth instruction on the features and capabilities, hardware installation, software installation processes, hardware troubleshooting techniques, initial setup and configuration of the Symmetry Security Management System for a single site. In addition, an overview of basic networking fundamentals will be provided. A hands-on practical test and a written exam will be administered for certification.Note: You must be a certified VAR for this company in order to register for this session.


Certification


Operations Sales

Marketing


Procurement

SESSION DESCRIPTIONS A - B

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An Introduction to Ultra-Wideband (UWB) ConnectivityBrandon Acrement, Training Manager, HID Global - PACSWednesday, May 5 • 9:30 AM - 10:30 AM This session will be an introductory discussion on UWB (Ultra-Wideband) technology: what it is, how it works and how it is expected to transform our future connectivity experiences. In the access control world, UWB can support a hands-free access experience in which an authorized user is granted access through a controlled portal without intrusive actions, while maintaining or enhancing the level of security. Other new user experiences, such as those around indoor location services, will also take advantage of the unique positioning capabilities of UWB technology. HID is a Sponsor member of the FiRaTM Consortium (https://www.firaconsortium.org), a non-profit organization that is dedicated to the development and widespread adoption of seamless user experiences using the secured fine ranging and positioning capabilities of interoperable Ultra-Wideband (UWB) technologies.

Are Gender Communication Gaps in the Workplace Growing or Shrinking?Janet Dabice, President, Defined MarketingCameron Javdani, President, SoundSecureMary Beth Shaughnessy, ISC Event Director, Reed ExibitionsTuesday, May 4 • 1:00 PM - 2:00 PM Presented by the SIA Women in Security Forum, this session will focus on workplace gender communication gaps: why men and women communicate differently, and how to process and address the differences to influence progress and change. For this to happen successfully, men and women need to be involved in the conversation and in the solution together; communication spawns awareness and promotes fair and respectful workplaces. Women make up nearly half the workforce today. Women are embracing their power more than ever – but to really own it, barriers must be addressed. Do power plays work? Our panel will discuss communication styles and how to avoid or respond to communication bias. Does the gender communication gap affect career growth? Do women suffer more consequences? Are communications styles changing during COVID-19, as work environments are increasingly remote and virtual? Adaptive strategies will be shared on bridging the gap to promote more confident communications and reduce gender disparity. This panel of SIA Women in Security Forum members will explore how shrinking the gap creates opportunities for a more inclusive and supportive workplace, resulting in happier employees who stick around longer. Inclusive and diverse workplaces are good for business! Please join us and participate in our conversation during this interactive discussion.

Are You Living on the Edge?Kelly Lake, Director Global Strategic Alliances, ZenitelJody Ross, Vice President, Sales, AMAG TechnologyTuesday, May 4 • 9:30 AM - 10:30 AM We are all “Living on the Edge” today – pushing boundaries and setting new standards for an IT-driven marketplace, supported by intelligent edge and mobile technology that

enables easy, frictionless, interoperable, and secure solutions. Every day you engage customers who need to solve very specific problems, unique to their businesses. As you seek to understand their challenges and provide guidance, you are also dealing with accelerating trends in digital transformation that are pushing your customers to address fundamental business optimization issues. By providing solutions that are driven by these trends, with seamless interoperability and flexible system architectures, you enable your customers to optimize their operations, reduce risk while minimizing cost, and intelligently analyze their data to respond faster and make better real-time decisions. In this session, we will be aligning the use cases you uncover every day with global IT and Security trends such as digital transformation, IoT, mobility, and intelligent analytics. By aligning your business with these trends, you can be on the front edge of what it means to be a value-added reseller, becoming a trusted advisor, and bringing increased value to your customers. Join us to explore the emerging technology architecture, use cases that leverage it, and how access control, communications, video, and data management can be unified into a complete ecosystem platform, allowing your customers to position their security programs as a business driver – creating healthier buildings and benefiting their entire companies.

Are You Locking Doors but Leaving the “Windows” Open?Rob Kay, Global Director of Professional Services, Northland ControlsMonday, May 3 • 11:30 AM - 12:30 PM The security of credentials has been in the spotlight for some time. This is an important step in reducing the risk your business is exposed to. However, this only addresses a fraction of the communication protocols and mediums in use in an access control system. Following a recap of credential security, this session will discuss the roadmap to end-to-end encryption and explore options to reduce vulnerabilities on data in transit and at rest to achieve a holistic security solution.

Beyond KPI’s - ForecastingBrad Dempsey, CEO, Solutions360 Inc.Brad Malone, Managing Partner, Navigate Management ConsultingJoel Harris, Principal Consultant, Navigate Management ConsultingMonday, May 3 • 1:00 PM - 3:30 PM By now, we have all heard about KPI’s. They are the foundation to begin taking financial and operational control of your business. However, where do we go once we have a grasp of our metrics? The next phase of analysis is forecasting. Whereas a KPI can be a leading indicator of what may happen in the future, a forecast is a roadmap. Some key areas for forecasting are: 1. Cash flow 2. Labor demand 3. Sales funnel 4. Work in progress.


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Blockchain: What is it and What do I Need to Know?Kyle Elicot, Co-Founder, Topio NetworksThursday, May 6 • 12:30 PM - 1:30 PM Attendees will learn about the blockchain landscape as a relatively new and secure way of building a database. Blockchain is entirely software-based, meaning that this isn’t a piece of hardware. It’s a way of writing code. Learn about the blockchain ecosystem and if this makes sense for your business.

Bosch G Series Certification ($) *Brian Hughes, Technical Trainer, Bosch Safety & Security Systems, LLC Tuesday, May 4, 8:00 AM - Wednesday, May 5, 5:00 PMThis Bosch Intrusion course provides an in-depth look at our new G Series Panels, highlighting the functions and abilities of the products. Students will receive hands-on experience with the B9512G Control Panel as well as extensive exposure to the Remote Programming Software (RPS), used to program and configure panel functionality. All students must take and pass all online prerequisites for the G Series/B Series Expert Certification (US) and G Series Master Certification (US) the online Introduction to G Series Panels (B9512G/B8512G) (Online) prior to attending this classroom course.*Cost includes equipment + shipping

Building a Stronger Business Post-Pandemic with Intelligent VideoDan Cremins, Global Leader, Product Management, March NetworksMonday, May 3 • 2:30 PM - 3:30 PM The business landscape changed fundamentally at the start of the COVID-19 pandemic, and as a result, today’s safety and security needs have evolved. Organizations around the world are facing new ways of conducting business as they try to comply with new health, safety and physical distancing rules. This presentation will explore the security needs of organizations throughout the phases of COVID-19 and how this has changed the way businesses can leverage their video surveillance solutions. Session attendees will learn about intelligent video that delivers real-time alerts about building occupancy and elevated body temperatures, and helps visually verify compliance with health and safety policies. Session attendees will also learn how the following aspects of an intelligent video solution can provide ROI for businesses in a post-pandemic world: receiving real-time email and instant message alerts that allow organizations to immediately react, analyzing occupancy levels over time across multiple locations as a measurement of site performance, the ability to visually validate that sites are adhering to business procedures via automated Operations Audits with video snapshots, and leveraging historical data to uncover trends and identify areas to improve operations, customer service, marketing and profitability.

SESSION DESCRIPTIONS B - C

Building Cloud Infrastructure with an RMR ModelDanny Lin, Head of Global Business Development, Video Surveillance Segment, SeagateOn-DemandCreate a reliable foundation for data growth in complex surveillance environments with video surveillance solutions. This efficient, user-friendly platform is certified with major video management system (VMS) software and optimized for blistering performance of multiple concurrent streaming and recording. Robust security features protect your data from internal and external threats while reducing downtime, thereby ensuring the best possible uptime.

Can a Regulated Utility Move its Security to the Cloud?Joey St Jacques, Director of Business Development-Global, FeenicsMonday, May 3 • 1:00 PM - 2:00 PM Our department was tasked with reducing costs, elevating our business continuity plan and doing more with less…just like every other physical security practitioner is facing today. This session will give you first-hand insight into the evaluation checkpoints taken to move from traditional server-client to cloud-based access control, and the operational efficiencies and cost savings gained due to this decision.

Career Transformation: A Journey of Self DiscoveryElliott Gabriel, Sales & Design Professional, Preferred Technologies, LLCTuesday, May 4 • 1:00 PM - 2:00 PM “Choose a job you love, and you will never have to work a day in your life.” -Confucius. Would a bold career move transform your life or the life of a person you lead? Our day-to-day job tasks often consume the majority of our time and leave little room for reflection with regards to our future goals, growth, and return on investment to ourselves and our organizations. As employees, we are often cast-typed into a particular role based upon a multitude of factors and circumstances – education, experience, etc. As leaders, it may be challenging to best determine the most appropriate fit of an employee who may have indirect experiences that correlates to another role within your organization. In this session, Elliott Gabriel – a tenured professional in Project Management who transitioned into the Sales & Design role two years ago – will highlight his journey from Project Management to Sales and the role that his company leaders played in his life-changing transformation. His journey and recommendations will inspire you to reflect on the career aspirations of yourself or your employees and how they align with current and potential job roles.

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SESSION DESCRIPTIONS C

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Cloud Video Surveillance in a Cyber Secure WorldHans Kahler, Vice President of Business Development, Eagle Eye NetworksTuesday, May 4 • 9:30 AM - 10:30 AM Just as crime doesn’t discriminate, neither does cybercrime. Everyone’s susceptible – whether you’re a small mom-and-pop shop, or a global brand like Target or Equifax. While most businesses have proven cybersecurity in place to protect their computers, many overlook the multitude of other devices connected to the internet, such as HVAC, access control, and video surveillance systems. So, how do you protect these other IoT devices, like video cameras, from being hijacked by malicious, unauthorized infiltrators? The short answer is, “Look out for yourself.” The longer answer involves true cloud best practices.

Colliding of Industries: Fact or Fiction?Tim Albright, VP, AV NationThursday, May 6 • 9:30 AM - 10:30 AM Attendees will hear from industry experts about IT, Security and AV technologies, strategies, and integration. This panel discussion will cover the ins and outs of the various industries and touch on where it makes sense to diversify your offerings. In today’s world everything is connected to a network and the technology is increasingly similar. Where does it make sense for the solutions and technologies to intertwine or stay independent?

Compliance in the New Normal: Minimizing Risk by Leveraging Security VideoPaul Fisher, VP Key and National Accounts - Global, Salient SystemsScott Grant, Director of Key Accounts, Salient SystemsOn-DemandIn these challenging times compliance is only becoming more complex. Restrictions to access facilities, whether it’s due to COVID-19 or protesters, does not eliminate the requirements to know what is going on at a location. If anything, the need is more important now. Using technology you probably already have at a facility to perform remote assessments sounds like the solution, but what are some of the hidden issues in allowing departments outside of security to view video?

Comprehensive Approach for Customer Acquisition and RetentionMatt Hanley, Business Development Manager, SenecaThursday, May 6 • 12:30 PM - 1:30 PM In this session, we will present conceptual programs and strategies in an effort to bring extensive value throughout the channel. We will discuss technology, programs and strategies in an effort to align solutions for integrators to address the challenges of end users. This presentation will provide leading and innovative concepts in ways to partner with manufacturers, integrators and end users to provide solutions that are comprehensive, extensive and within budget.

Contactless Access Control and Management: Using Turnstiles During the “New Normal” and BeyondNick Simon, National Sales Manager, Security, Alvarado TurnstilesOn-DemandFrom minimizing the opportunity for unauthorized access, to providing contactless entry and capacity control to meet current hygiene and social distancing requirements, this session explores how turnstiles can meet the access control needs of your facility in the “new normal” and beyond. Learn the benefits and performance features of optical and full height turnstiles, as they help to enhance safety and security in a wide variety of applications, including corporate offices, healthcare facilities and distribution warehouses.

Create New Solutions with Evolving Workspaces - Want to Know the Secret?Jay Kowalsky, Director, Audiovisual, Red ThreadMonday, May 3 • 2:30 PM - 3:30 PM Returning to work after COVID-19 demands a rethinking of the workplace. Companies want to bring people back to the office because they know it’s the best place for people to come together, align on priorities and get things done. People have grown weary of isolation and look forward to being able to speak directly to their colleagues and solve problems. As organizations plan for people to return in waves, they need a strategy for the physical work environment that follows new safety protocols and allows people to create, collaborate and be productive.

Creating a Culture of ExcellenceChris Nakiso, Founder & CEO, Chris Edward Consulting, Inc.Tuesday, May 4 • 9:30 AM - 10:30 AM How do you highlight a company culture to prove it is a great place to work? How can an organization enhance the team, individuals, and all potential new hires either virtually or on-site? This session will cover the best practices for communications and transparency, processes and procedures, and work-life balance.

Creative Ways to Compensate Key EmployeesRobert Zarlengo, President, Robert J Zarlengo, Inc.Tuesday, May 4 • 9:30 AM - 10:30 AM Identifying, hiring and retaining the right key employees is vital – not only to the success of a company today, but to the owner’s potential exit from their business. This presentation will provide business owners, members of leadership teams, and upper-level managers with insights into the process for ensuring that the right people are in the right seats, with emphasis on creative ways to motivate, compensate, and retain key employees. Attendees will also gain an understanding of why retention of key employees is a fundamental component of a successful exit and how to factor that objective into an exit strategy.


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SESSION DESCRIPTIONS C

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Critical Environmental Monitoring as a Managed ServiceMichael Furr, Director of Business Development, Winland ElectronicsMonday, May 3 • 11:30 AM - 12:30 PM Businesses, now more than ever, need to maintain regulatory and compliance requirements as well as eliminating risk exposure for loss of inventory and equipment. Critical Environmental Monitoring goes beyond just conditions such as temperature and humidity for inventories to include process and testing areas as well as equipment. Using the cloud, learn how to implement monitoring of these areas as a managed service to grow current offerings to an existing client base as well as break into new markets and verticals. The class will include a review of different market requirements as well as who the key players are. Let Environmental Monitoring Managed Services help you grow your own business and become a true partner in helping your customers succeed in theirs. In addition to the discussion, a demonstration of this type of service will be offered in order to see first-hand the benefits and features.

Cultivating and Keeping Young Talent Through InclusionKelly Bond, VP Dealer Development, BrivoMaureen Carlo, Director of Strategic Alliances, BCD InternationalErin Mann, Strategy and Marketing Manager, Multifamily, Allegion Canada Inc.John Nemerofsky, COO, SAGE IntegrationWednesday, May 5 • 2:15 PM - 3:15 PM Presented by the SIA Women in Security Forum, this panel session will focus on attracting more diverse talent to our industry and keeping them interested in staying. Is our industry aging out? How do we cultivate a new pool of people? How do we reach them and motivate them to stay? Does inclusion drive diversity? Culture and values are paramount today. Young professionals want to work for companies that stand for something, and they want to be included in meaningful projects. Are business leaders adapting to this? Does tenure overshadow talent? Our panel composed of veteran industry leaders and today’s rising stars - from the Women in Security Forum and SIA RISE - will discuss the importance of unifying to cultivate our community and create opportunities to work with and champion tomorrow’s security leaders. It is our responsibility and can be our legacy. We’ve made real strides with diversity as an industry over the past few years and must focus on the equally important topic of inclusion. It’s one thing to invite people to the table, but it’s all for naught if you don’t let them eat. Your voice matters. Please join us and participate in our conversation during this interactive discussion.

Cyber Risk Transfer and Incident Response You’ve Been Breached - What Happens Next?Erin Burns, Executive Vice President, INSURETrustWayne Dean, Vice President, McGriff Insurance ServicesMonday, May 3 • 4:00 PM - 5:00 PM When your business has a cyber breach what do you do?

Who do you call? Are you covered? Is the wrongful act due to network security or a technology failure? We will be discussing how a cyber event can be addressed by various coverages and how your business can respond with the help of a trusted insurance advisor. We will also look at market trends, claims, and further coverage analysis as it relates to your industry.

Cybersecurity of Video Surveillance Devices From the Inside OutAaron Saks, Sr. Product & Technical Training Manager, Hanwha Monday, May 3 • 2:30 PM - 3:30 PM This session will take a look at methods being deployed for next-generation video surveillance IoT devices to secure their hardware and software. This discussion will present you with various features that device manufacturers are embedding into their devices/firmware to ensure protection from cybersecurity threats. Join us to learn how to specify these features, as well as their importance in the design of any new system. The session will also focus on the principles of secure by default and defense in depts. – two approaches to ensure easy and continued protection of your system.

C•CURE 9000 System Installer/Maintainer Phase I* ($)David Davis, Training Manager, Johnson ControlsTuesday, May 4, 8:00 AM - Thursday, May 6, 5:00 PMThe first phase is a web-based, 3-day session covering the C•CURE® 9000 Software. This is a hybrid training class for Integrator Certification. This is followed by a future second phase, 2-day session covering hardware at one of our training locations. The C•CURE® 9000 is a scalable access control and alarm monitoring, multi-site system that is built on the Microsoft® .NET platform. This is an intensive program designed to cover topics relating to system installation, configuration, operation, maintenance and troubleshooting of the C•CURE 9000 System. All aspects of system administration, monitoring, and C•CURE ID badging are covered. There is also comprehensive hardware coverage including the iSTAR® controllers, iSecure™Controllers (ISC), and associated readers, inputs and outputs. All methods of connecting hardware including network interfaces are covered. This course is heavily focused on hands-on hardware and software labs requiring the student to actually install, configure and troubleshoot the various components. This session is for Integrator personnel who are responsible for the installation, configuration, or maintenance of a C•CURE 9000 system site. This is not an End-User or Sales course. Successful completion results in Certification as a C•CURE 9000 Installer/Maintainer (Level 2). Prerequisites: Experience with Access Control and the Windows Operating System. Prerequisites: Experience with Access Control and the Windows Operating System. Documentation: A training tablet is included for each trainee that includes product specifications, manuals and videos. A certificate of completion is given to each participant.Note: You must be a certified VAR for this company in order to register for this session.


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SESSION DESCRIPTIONS D - E

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Define Your Credential Strategy, or Others Will Define it for You!Paul Iverson, Credential Solutions Business Leader, AllegionBrian Marris, Product Manager Cards and Readers, AllegionMonday, May 3 • 2:30 PM - 3:30 PM This session is a deep dive into the benefits of smart cards and how to layout memory structure for your customers. This will be a high-level understanding of the capabilities that smart cards offer and how an organization can secure, but also share a single credential among different systems. Learn how to discuss security of credentials, and educate customers (mech vs digital, prox vs. smart). Learn about the importance of selling “open” secure solutions (HID vs. MIFARE, LEAF, etc). Learn about how to assist customers in selecting the best form factors of electronic credentials for application (Biometric, Mobile, Card, Fob, PIN).

Developing and Deploying Deep Learning Solutions for the Security IndustryKana Horie, Software Developer, ArculesBen Rowe, Cloud & Security Architect, ArculesThursday, May 6 • 1:45 PM - 2:45 PM The use of deep learning methods to solve computer vision problems have escalated greatly since 2012. The security industry has shifted toward embracing new technologies in computer vision in recent years, and as such there is a strong interest now to migrate traditional solutions to the newer deep-learning paradigms. Unlike traditional methods, deep learning offers not only the possibility to reach higher accuracies but it also offers the opportunity to build systems that constantly and continuously adapt (learn) to match the demanding requirements of modern security and business applications. In this presentation, speakers will discuss the unique requirements and challenges of the security industry -- primarily in surveillance -- and how to develop deep learning models suitable for addressing these challenges.

Digital Twins as a Means for Maximizing Design, Implementation, Operations, and System Support Success (and Profitability)Benjamin Butchko, President & CEO, Butchko, Inc.Wednesday, May 5 • 8:00 AM - 9:00 AM This session will discuss how 360° Digital Twin imagery can be used for practical applications of design, inspection, and risk assessment to improve collaboration, reduce re-work and increase productivity. Beyond managing projects, we will tie in how visualization can play a critical role in education, training and meeting the urgent response needs of first responders during a critical incident. We will discuss real-world scenarios where visualization from the Digital Twin could have been life changing.

Division 8 and 28: Collaborating with Partners to Best Serve End UsersBrad Aikin, Director of Field Marketing and Training, AllegionOn-DemandThis training will provide a thorough understanding of the differences between Division 8 and Division 28 for electromechanical solutions and how the industry is changing. As the locking hardware becomes more integrated with the access control security head-end system, the need for proper installation, maintenance and configuration is ever more critical. This session will help aid in understanding how your company can be successful with these changes. Attendees will learn about key trends in the end-user market driving the need for 8/28 coordination. Additionally, attendees will learn about best practices from other Integrators that are growing their businesses through channel collaboration (Internal/External Locksmith, Education on Application value, etc.). Lastly, attendees will learn about resources/tools to assist their business in providing better value to end users (Overtur, ALLE Integrator Resources, etc.).

Door Interlocks: Applications and System DesignSkip Burnham, A/E Sales Manager, Dortronics Systems, Inc.Wednesday, May 5 • 2:15 PM - 3:15 PM In this one-hour AIA and BICSI approved course (earns 1-hr CEU) we will review the various types of door interlocks, man traps, sally ports and their applications. We will define and discuss the appropriate use of each type and their configuration to meet the intended design criteria.

Edge-based AI for Improved SurveillanceAaron Saks, Sr. Product & Technical Training Manager, HanwhaMonday, May 3 • 11:30 AM - 12:30 PM As video data increases from more cameras at higher resolutions, we need to find ways to efficiently monitor and review footage. Artificial Intelligence video systems from the camera to the VMS allows operators to become more efficient in their daily activities. Learn what AI-enabled devices are and how to use them. This session will provide live demonstrations and videos showing how AI cameras can recognize various objects and reduce false detections. Intelligent video management systems allow operators to search using metadata information, such as clothing color, to find the desired video in seconds. In addition, AI-enabled video analytics will be demonstrated to provide you with an understanding of how they can benefit you and how easy they can be to set up.


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SESSION DESCRIPTIONS E - F

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Effectively Managing Sales and Operations to Maximum EffectivenessJoel Harris, Principal Consultant, Navigate Management ConsultingTuesday, May 4 • 9:30 AM - 10:30 AM Does your sales team often oversell your delivery capacity, resulting in frustration by your sales team and loss of customer goodwill, sometimes even creating customer defections? More likely, how often does your delivery capacity go unused resulting in all your internal costs flowing to your bottom line with poor or even disastrous financial results? How do you get these two fundamental business silos to work together for the good of the organization? Jack Welch popularized the use of “sales & operations planning” beyond a supply chain tool to an effective management tool. In this session, we boil the essentials of sales and operations planning to give you a template and methodology to use in your low voltage project-oriented business.

Electronic Locking Devices for Access Control SystemsSkip Burnham, A/E Sales Manager, Dortronics Systems, Inc.On-DemandAccess control systems are used to limit entry into designated secure areas to certain personnel during predetermined time periods. In this one hour BICSI and AIA accredited course (earns 1-hr CEU), we will review electrified door locking hardware and related components which interface with electronic access controllers to provide a complete security solution.

Employee Misclassification - Is Your Contractor Really a Contractor?Chester Grudzinski, Attorney at Law, Reitman Consulting Group, Inc.Mitch Reitman, Managing Principal, Reitman Consulting Group, Inc.Tuesday, May 4 • 1:00 PM - 2:00 PM The IRS estimates that more than 40% of contractors are actually employees. With COVID-19 unemployment claims overloading the States, many agencies are investigating these relationships as well. The IRS has created an Employee Misclassification Task Force with over 1,000 Revenue Officers to track down offenders and make them pay. Penalties are severe, as much as 100%, and, in some cases, the IRS has filed criminal charges. Join Mitch and Chester as they discuss the rules, how to comply, how to seek safe harbor, and... how to come clean without going out of business. Reitman Consulting has represented several companies in compliance audits. Chester had represented taxpayers in litigation with the IRS in appeals, Tax Court, and District Court. If you have employees, or contractors, you owe it to yourself to attend and hear the latest on the topic.

Evolution of Audio - Monitoring and Surveillance SolutionsKirk MacDowell, President, MacGuard Security AdvisorsOn-DemandWhile audio is a component of security systems, there is an industry shift to provide customized monitored audio from voice recognition and all-the-time or on-demand audio to value-added additions for premium security solutions that also provide the privacy controls customers demand. Help understand the significant role audio can play in false alarm reduction.

exacqVision Technical Reseller TrainingBrian Clark, Technical Training Manager, Exacq TechnologiesThursday, May 6 • 8:00 AM - 5:00 PM The exacqVision Technical Reseller Training course is an accredited single day course that covers all aspects of installing, configuring and using the exacqVision video management system (VMS) software and recorders. Upon completion, attendees should have the skills to complete an entire system installation and use the exacqVision VMS software on a daily basis.

Field Management of Security and Systems Projects ($)Nadim Sawaya, Principal, Enterprise Performance Consulting (EPC)Thursday, May 6 • 8:00 AM - 11:50 AM This course is designed for the security lead installers, technicians and field personnel who are involved in managing and installing electronic security projects. This course also offers a foundation to prepare individuals for a career in project management. It includes a field project management binder with checklists and forms to use in managing the field installation work.

Fifteen Ideas for Leading a Virtual Sales CallChris Peterson, President, Vector FirmWednesday, May 5 • 8:00 AM - 9:00 AM Virtual sales calls are here to stay. Unfortunately, multiple distractions have made it very challenging to secure the attention of an audience. When meeting virtually, this challenge becomes extreme. As salespeople, we must learn to gain immediate engagement, hold attention, promote interaction, and spark dialogue .... all through a computer screen. At Vector Firm, we’ve tailored our sales presentation methodology to be useful in a virtual setting, and we’ve packaged this session into 15 tactical ideas that attendees can use immediately. Although most people have seen many articles about this topic in the last year or so, we’ve tirelessly (and somewhat obsessively) searched for ideas that will help security sales professionals deliver the very best virtual sales calls to the modern-day customer.


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Five Ways to Improve Your Digital Presence Now!Candice Aragon, Director of Marketing, The PSA NetworkJillian Chamberlain, Digital Marketing Strategist, FreelanceThursday, May 6 • 12:30 PM - 1:30 PM Your business’ online presence has never been more important than it is now. With less foot traffic and person-to-person meetings due to COVID-19, potential customers are turning to the internet for all services they need… including security! Systems integrators are being judged by the quality of their websites and social media channels. If your business doesn’t show up in Google search results, customers may not find you at all. PSA’s director of marketing, Candice Aragon, and digital strategist, Jillian Chamberlain, will share five ways to improve your business’ online presence and FAST!

Generate High-Value Video RMR with Remote GuardingDaniel Forrest, President, Eyeforce Inc.Doug Jackson, Director of Remote Video, SightLogixThursday, May 6 • 1:45 PM - 2:45 PM Do you install video systems and are looking for ways to increase your RMR and differentiate your security company’s offerings? Cloud-based perimeter video security using remote guarding is the answer! Discover how intervention video monitoring can detect and deter crime before it happens. Leave with the exact blueprint on how to design, sell, manage, and market to your existing base and open up new market opportunities. These experts will discuss multiple site designs and share leading vertical market applications. Have any end-user clients with physical guards? Learn how to show a clear return on Security Investment (ROSI) all while increasing their level of security.

Get’n Stuff Done: How to Execute! Concepts Of Projects vs OperationsBrad Malone, Managing Partner, Navigate Management CompanyMonday, May 3 • 11:30 AM - 12:30 PM Do you install video systems and are looking for ways to increase your RMR and differentiate your security company’s offerings? Cloud-based perimeter video security using remote guarding is the answer! Discover how Intervention video monitoring can detect and deter crime before it happens. Leave with the exact blueprint on how to design, sell, manage, and market to your existing base and open up new market opportunities. This leading panel of experts will discuss multiple site designs and share leading vertical market applications. Have any end-user clients with physical guards? Learn how to show a clear return on Security Investment (ROSI) all while increasing their level of Security.

GSA Contracting for Rookies and Seasoned Veterans: The New Consolidated GSA Contract ProgramLynn de Seve, President, GSA Schedules, Inc.Thursday, May 6 • 9:30 AM - 10:30 AM On October 1, 2019, the General Services Administration initiated a historical change to the GSA Schedules program consolidating all 24 GSA Contracts into a single contract. The

consolidated GSA contracting vehicle offers an innovative program to benefit Government agencies and contractors selling to the Government, but there are significant changes required for implementation and compliance. Any category of product or service can be added to a GSA Contract providing you qualify and come to terms negotiating pricing. This session will focus on the specific impact to security and A/V contractors. Whether a rookie to the GSA contracting program or a seasoned veteran, there is much to learn. There are major changes to the GSA categories of products and services (Special Item Numbers), significant changes to policies and processes, changes to access of the GSA systems and new Federal regulations that apply.

Having the Tough ConversationZachary Brackett, Sales & Design Professional, Preferred Technologies, LLC.Wednesday, May 5 • 9:30 AM - 10:30 AM A customer can disagree with you over several topics. It can be anything from a misunderstood solution to sticker shock. Often it can be traced back to simple miscommunication. However, we’re here to discuss what happens after we’ve passed that point; when the customer calls you to the carpet to ‘clear the air.’ They can be difficult, but we’ve all navigated these conversations before. The key to turning it around is not in the disagreement, it’s in your reaction. How well do you navigate these discussions? Could there be something to improve? In this panel you will hear from a range of skilled individuals; from the executive level to sales. Share their experiences in tough conversations and how they’ve been navigated. Discuss the do’s and don’ts and grow your negotiation skills.

HID 101 Mobile Access, Reader Manager and OSDP TrainingMarcia Laudert, Regional Account Manager, HID GlobalOn-DemandIn this training session, HID Sales and Sales Engineer will set the foundations of setting up HID Mobile Access, and product concepts. Each attendee will be trained in the use of the HID Reader Manager configuration tool, updating settings, programming MOBkeys/Elite keys, how to set up OSDP communication, change LED lights, turn off and on credentials technologies. Shortcuts and templates will also be covered. Particular attention will be given to moving to OSDP from Wiegand communications.

HID Credentials/Reader Part Numbers Q & AMarcia Laudert, Regional Account Manager, HID GlobalMonday, May 3, 11:30 AM - 12:30 PMThis session will cover attendee questions about how reader and credential part numbers are formulated. Additionally, attendees will acquire best practices to help smooth understanding of what is a complex/complicated SKU’s. Lastly, we will review the HID mobile product, including perpetual to mobile access user licenses and recurring mobile credential model.


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SESSION DESCRIPTIONS H

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How Buyers Value Integrators in both a COVID-19 and Post-COVID-19 EnvironmentBarry Epstein, President, Vertex CapitalWednesday, May 5 • 8:00 AM - 9:00 AM How are integrators valued during a pandemic? What are buyers looking at to decide on purchase price? What is a “COVID-19 discount” in a transaction and how do you negotiate it away? What will values be like post-COVID-19? Join Barry Epstein of Vertex Capital, as he navigates through the sea of transactions during this unprecedented time. You will learn not only what the industry players are looking for but also how the financial buyers from outside the industry are buying. Learn how to break down your company financials as well as build up your adjusted cash flow to show your company at its finest.

How Community and Public Relations Can Help Grow Your BusinessCandice Aragon, Director of Marketing, The PSA NetowrkTuesday, May 4 • 9:30 AM - 10:30 AM For small to mid-sized integrators, marketing and business development doesn’t have to break the bank. Public and community relations should be part of every integrator’s strategic marketing plan. Public relations tactics are typically free and help business owners establish themselves as thought leaders in the markets they serve. Community relations such as joining a local chamber of commerce can also help integrators build important relationships with potential customers. While these both take an investment of time and effort, they can pay off tenfold when done properly. PSA’s director of marketing, Candice Aragon, shares exactly how to make public and community relations work for your organization.

How Integrators Can Turn Their Cybersecurity into More SalesShanna Utgard, Success Manager, DefendifyMonday, May 3 • 1:00 PM - 2:00 PM You may have implemented cybersecurity measures at your business, but because of the work you do, customers and potential prospects are demanding more protection of THEIR data and systems. As an integrator, it’s important you show them that you take data security seriously. How? By turning your cybersecurity investment into a sales tool. Join Rob Simopoulos, security veteran and Co-Founder at Defendify, to learn how to use your company’s cybersecurity investment as a differentiator to attract and earn more business.

How to Expand My Services InternationallyUSAV International SIGChris Salazar-Mangrum, VP, USAVMonday, May 4 • 1:00 PM - 2:00 PM International partnering can provide an outstanding opportunity for you to realize a significant increase in revenue and engage in long-term partnerships. Attendees will learn about programs, tools, and resources to deploy international projects or fulfill projects from international partners.

How to Handle Objections in the 2020sChris Peterson, President, Vector FirmWednesday, May 5 • 2:15 PM - 3:15 PM Since the beginning of sales training, one of the most common topics have been overcoming objections. In our very first sales jobs, we were taught a multi-step process that was very effective. That was then. A lot has happened … as we’ll discuss in this session. This session is not about quick comebacks or tricking your customers. After this session, you’ll be able to follow a process that eliminates most objections before they arise, and positions you as the authority to lead a dialogue. If prepared correctly, sales professionals today hope for objections - knowing that they’ll lead to an intelligent and meaningful dialogue. It’s not just about overcoming – it’s about leading and handling objections.

How to Increase Customer Traffic with Touchless Visitor Management & Body Temperature DetectionLarry Reed, CEO, ZKTeco USAOn-DemandCustomers today prefer touchless technology. Their patrons also want some level of assuredness that employees and other patrons inside the customer’s workplace/store/school don’t have elevated body temperatures and are following face-mask protocol. This course reviews currently available cloud-based software and integrated hardware devices which provide safe & secure entry to anyone visiting a customer’s place of business.

How To Mitigate Vehicle Strikes with Crash-Rated BarriersBrad Richards, Sales Specification Engineer, Nice | HySecurityOn-DemandThis course trains integrators on the key crash-rating standards and available crash-rated operators that can mitigate accidental or hostile vehicle strikes to prevent injury and protect critical assets. We will explore crash-rated operator types including wedges, barrier arms, bollards, crash gates, and the best perimeter security applications for each.

How to Secure Your Edge Switches from a Network IntrusionRocky Montoya, National Trainer A&E Program Manager, ComnetWednesday, May 5 • 9:30 AM - 10:30 AM This course trains integrators on the key crash rating standards and available crash-rated operators that can mitigate accidental or hostile vehicle strikes to prevent injury and protect critical assets. We will explore crash-rated operator types including wedges, barrier arms, bollards, crash gates, and the best perimeter security applications for each.


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How to Use Mass Notification System for Scattered Workplace CommunicationAmanda Sassano, Sr. Director of Commercial & Channel Sales, Improving Sales Performance, Alertus TechnologiesMonday, May 3 • 2:30 PM - 3:30 PM This presentation will cover common ways network engineers secure their edge switches. We will discuss Access Control List, MAC Filtering, Port Disable, and some new features available.

IBC 2018/2021 Codes and NFPA 80 - 2019 - Codes Which Affect Access Control ProjectsRodger Schmidt, Technical Trainer, ASSA ABLOYThursday, May 6, 12:00 PM - 5:00 PMThis presentation is a review of the IBC 2018/2021 and NFPA 80- 2019 codes which we are all LEGALLY responsible for knowing when electronically access controlling and opening. We will provide information on where you find and how to access the codes online. This program will be a review of the codes for commonly electrified openings such as for delayed egress, controlled egress, stairwells and elevator lobbies. While magnetic locks may be a much maligned form of electronically locking a door it is still a necessity in some openings, we will review the codes applying to the installation of magnetic locks. This class will review the standards for fire rated assemblies and what we should be looking for when conducting a site survey of an opening for access control. We will review NFPA 80 to understand what the code allows us to do for electric opening of access control. The program will be open format allowing for questions throughout the program.

Identity Management, a Critical Security VulnerabilityDavid Bunzel, Executive Director, Physical Security Interoperability Alliance (PSIA)Tuesday, May 4 • 1:00 PM - 2:00 PM Identity management is getting more focus on the development of a robust security environment. Simplifying operations with a single trusted source, which is capable of managing multiple physical access control systems (PACS), is now possible with an open standard–PLAI. As more PACS and biometric vendors adopt PLAI, momentum will build for this specification. Integrators can solve an important industry issue by understanding the nuances of implementing PLAI in enterprise customers’ security operations.

Improving Sales Organization PerformanceKarl Becker, Sales Performance Consultant, Coach, Author, and Speaker - Dedicated To Increasing Sales, Improving Sales PerformanceMonday, May 3 • 1:00 PM - 2:00 PM To win in today’s landscape, organizations need to integrate sales and marketing, view sales as a system, and implement strategies that increase selling effectiveness. Learn the components required for building and optimizing a high-performing sales organization and how to start implementing them to improve your sales organization. Presentation is based on The Revenue Equation.

Inside The Mind Of Your Prospect - How To Sell With Contagious EnergyConnie Moorhead, President, The CMOOR Group / SecurityCEU.comWednesday, May 5 • 9:30 AM - 10:30 AM Many sales presentations fall flat because they ignore one universal psychological bias: People tend to overvalue the benefits of what they have over what they’re missing. Harvard Business School professor John T. Gourville calls this the “9x Effect.” Left unchecked, it can be disastrous for your business. In this session, we will look at a three-step formula for how you can influence how prospects perceive gains and losses with your product and without it. One of the best ways to prove value is to contrast life before and after your product. In this three-step approach, we will examine a simple yet highly effective way to get your prospect to see the world from your perspective. Not always an easy task but with the right approach and the right methodology, it can be done - almost every time. In addition, we will explore techniques such as using simple graphics, picture superiority, iconography, and proof by way of statistics to make your next sales presentation stand out from the competition. It is important for your sales presentation to look good but without credibility, it will fall flat. What is the best way you can build credibility in your presentation? We will look at multiple ways to accomplish that with graphics. Visuals are more effective than text every time. They fuel retention of a presentation from 10% to 65%. We will learn how to best use graphics in the presentation to make you go from rock bottom to rock star!

Integrated Thinking in Security Design and Selling Lessons Learned from a PandemicPaul Boucherle CPP CSC, Principal, Matterhorn Consulting LLCTuesday, May 4 • 9:30 AM - 10:30 AM Visitor management, parking authorization, validated ID, elevated temperature / mask protocol, entrance controls and integrated electronic access must blend for an effective security program to work. What about the realities and different needs of the SMB, corporate or retail customers? Can so many different technologies play nice together without wearing out our technical team? System integrator’s have always carved out their niche of cobbling together different technologies for a complete customized solution, it is what we do! Sometimes smoothly and sometimes with technology or operational gaps that do not quite deliver on a customer’s expectations. We will share specific physical security best practices with a more tightly integrated approach that delivers stronger outcomes. Explore new entrance controls thinking from a consultant’s perspective utilizing integrated emerging technologies. It will focus on a specific manufacturer and their holistic approach to integrated entrance control innovations. Lastly sharing a 2-4 year integrated security road map allows your customer to approach their management team with a cohesive, phased and continual improvement in safety & security. It makes getting budgetary support easier and more professional.


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Is Your Warehouse the Heart of Your Organization or a Black Hole?Brad Malone, Managing Partner, Navigate Management ConsultingWednesday, May 5 • 2:15 PM - 3:15 PM A maturely managed warehouse dramatically reduces the costs of operating an integration business in many ways: correct and updated inventory (based on the needs of the company) managed via a just-in-time (JIT) philosophy, a circular flow which minimizes wasted motion, a secure area for project equipment and parts storage and staging to eliminate piracy between jobs, robust consumables to minimize extraneous parts runs, a mechanism to capture chain of responsibility from the warehouse to the project, a dedicated area for RMA processing (project and service), and access to shared tools. All of these functions ought to be performed in an uncluttered environment in which the company respects – instead of it looking like a typical dorm room with other people’s old discarded furniture and food boxes still piled – taking up half the usable space. This session will cover the essentials of creating and managing a warehouse which measurably supports the integration and service operations of your company.

Leading Effective Strategic Planning Sessions, Key Ingredients for Success vs Just Another Off-Site EventJoel Harris, Principal Consultant, Navigate Management ConsultingTuesday, May 4 • 1:00 PM - 2:00 PM Have you given up on strategic planning sessions being effective? Thus, you either hold them as glorified team building events, or you simply ignore them as unproductive investments in time? In this session, we will review the most common strategic planning fails, and what you can do to overcome them to build vibrant, meaningful, and effective strategic plans that yield actual business results.

LenelS2 OnGuard Hardware & Software Fundamentals* ($)Tuesday, May 4, 8:00 AM - Friday, May 7, 5:00 PMThis course is designed to familiarize students with access control hardware, basic system wiring, software installation, and basic system programming. The purpose of this course is to guide students through the step-by-step process required to ensure basic functionality of a LenelS2 access control system. The fundamentals course is the first course in the technical certification curriculum that supports the basic knowledge required for all professional, expert, and design architect certification tracks.Note: You must be a certified VAR for this company in order to register for this session.

Leverage Technology to Grow Your RMRBrad Aikin, Director of Field Marketing and Training, AllegionMonday, May 3 • 4:00 PM - 5:00 PM As new technologies are introduced into the marketplace you can increase your subscription-based solutions by leveraging cloud solutions and new infrastructure. This can occur all the way down to the locking device that is used to

secure the property and how it is monitored by the customer and you. This session will show you the different RMR models that work with these new technologies.

Leveraging a Hyper-Converged Infrastructure for Video SurveillanceCrystal Harrison, Senior Director of Strategy, Pivot3Thursday, May 6 • 1:45 PM - 2:45 PM Hyperconverged Infrastructure (HCI), allow organizations to consolidate data storage, video management, access control and other related physical security applications onto a single, IT infrastructure that delivers the performance, resiliency and scalability required by modern surveillance technologies. This HCI approach combines server and storage resources into modular, scalable appliances that provide advanced resiliency capabilities to store video data without frame loss, protect data during failure events, and ensure data is always available when and where it is needed. With a simple, single-pane-of-glass management interface, HCI for video surveillance, reduces IT complexity so organizations can focus on their business.

Licensing and Compliance RevisitedConnie Moorhead, President, The CMOOR Group / SecurityCEO.comOn-DemandThe security industry has the 12th most burdensome licensing requirements, and is the 17th most heavily regulated occupation. Aspiring technicians will spend an average of 535 days of training, $213 in licensing fees, and take regular exams just to get licensed. Fourty-five states and DC require licenses to be in compliance and there are jurisdictional level license requirements as well. With all of that in mind, it is easy to get lost in the fray. This presentation helps you rise above the noise and approach compliance from a standpoint of logic and learn about industry resources and tools to make staying legal much easier than using notepads and spreadsheets can be. In just 60 minutes you will go from caught off guard to confident and in control when it comes to tracking and reporting on your licenses and certifications.

LifeSafety Power Certification - Basics and NewKevin Ture, Application Engineering Manager, LifeSafety PowerThursday, May 6 • 8:00 AM - 11:50 AM New for 2020 is an entire upgrade of LSP’s FlexPower (FPO) and NetPower (NPR) product lines. Also new is NLX, the latest network managed module in the NetLink family. Become familiar with new features and functions of the Gen 2 power supplies, distribution boards and NLX module that represent significant advances to the power industry. By PSA TEC all Gen 2 boards will have replaced existing product so operation and improvements of each module will be explained and explored in detail, such as: new communications between NLX and power systems allow multiple systems on one NLX, onboard current measurement, onboard battery cutoff, and battery compatibility selection. See the advantages of the OneDrop collaboration between LSP and Mercury Security.


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Maximizing the Use of D-Tools as a PSA/USAV MemberJeff Oakes, Global Sales Leader, D-Tools, Inc.Monday, May 3 • 1:00 PM - 2:00 PM This course is designed to assist existing D-Tools users with maximizing their use of the software as PSA/USAV members. This session will include reviewing the most underutilized features of D-Tools SI, review of the PSA data & pricing library, and open Q&A. New and potential D-Tools users are also welcome to attend.

Monetize Your Training Opportunity: Impress Your CustomersJoel Rakow, Chairman, ActivAdminWednesday, May 5 • 9:30 AM - 10:30 AM Customers need training and are better customers when they have what they need. Their first-level administrators struggle due to the lack of readily available training. These are the folks that perform such tasks as replace lost cards, add holidays, change door schedules, and print reports. VARs want RMR. VARs suffer low valuations and wide swings in monthly revenue due to limited sources of RMR. The need for such training is a thorn in the side of end users and reflects poorly on VARs. So, what can be done? What is available? This presentation encourages VARs to take advantage of the opportunity to monetize training in a way that improves administrators’ skills, improves the VAR’s financial strength and expands revenue from the service department. This presentation discusses the pros and cons of various approaches to monetizing your training opportunity, such as classroom training, online instructor-led training, peer-led training, and online interactive video training. This presentation also suggests go-to-market strategies to optimize training revenue and customer satisfaction. The time may be right to pull out the thorn in the sides of VARs and customers.

Moving from Security Systems Integration to a Managed Services ModelChris Davis, Chief Technology Officer, Star Asset SecurityJack Johnson, Southeast VP, Star Asset SecurityWednesday, May 5 • 2:15 PM - 3:15 PM The traditional physical security systems integration business model is becoming increasingly difficult to scale. So, what is the business model of the future? One only must look at the history of the I.T. systems integrators to understand where the security industry is headed. The terms “systems integrator (SI)” or “Value-Added Reseller (VAR),” once common in the I.T. world, are all but non-existent today. Those successful in the I.T. services market today are known as Managed Services Providers (MSPs). If you are a traditional physical security integrator you should be planning/preparing to transform your business to become an MSP.

Must-Have Digital Marketing Tools for the Modern Integrator and AV CompanyJames Barbour, Director of Partnerships, Building Intelligence, Inc.David Morgan, Co-Founder, SD MarketingMonday, May 3 • 11:30 AM - 12:30 PM Don’t have extra time or expertise for marketing your AV or security integrator business? Look no further! Digital marketing tools are the answer because they allow you to do more with less. This session will walk attendees through the must-have digital tools to measure, deploy, produce, and research to increase your brand awareness and generate more sales leads despite today’s evolving social and economic climate. This session will uncover free and low-cost tools that you can immediately put into practice for your company to take your marketing to the stars!

Navigating PSA Purchasing Processes & ResourcesPSA StaffWednesday, May 5 • 9:30 AM - 10:30 AM As procurement evolves its value proposition, we must continue to build mature needed capabilities. PSA wants to improve capabilities, interactions, and efficiencies with our integrators. Join us for this interactive session and recognize how to utilize the PSA store, ordering process, and all the tools and resources PSA has to offer in the purchasing process.

Next Gen AI Video Analytics PlatformPaul Sun, President, IronYun, Inc.Thursday, May 6 • 9:30 AM - 10:30 AM Over the past several years, the physical security industry has witnessed the acceptance of AI deep learning-based video analytics. For the AI video analytics technology to gain broad-based acceptance and deployment, there are many challenges that the AI video analytics solution providers need to overcome. In this session, we will outline and describe in details the challenges facing the AI video analytics industry.

OSDP for IntegratorsSalvatore D’Agostino, CEO, Founder, IDmachinesRodney Thayer, Convergence Engineer, Smithee Solutions LLCThursday, May 6 • 12:30 PM - 1:30 PM Open Supervised Device Protocol (OSDP) is an access control communications standard developed by SIA to improve interoperability among access control and security products. With the protocol now in wide use by many top product developers, including Cypress Integration Solutions, HID Global, LenelS2, Mercury, WaveLynx and others, knowledge of how to design, specify and configure OSDP systems is becoming vital for security systems integrators, government security teams, corporate security practitioners and specifying consultants.


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SESSION DESCRIPTIONS P

27

Partner Alliance for Safer Schools (PASS) - Review of New Fifth Edition Guidelines and Checklist ToolGuy Grace, PASS Advisory Board Chairman, Partner Alliance for Safer SchoolsScott Lord, PASS Resource Council Chair, Partner Alliance for Safer SchoolsChuck Wilson, Executive Director/Board Secretary, National Systems Contractors Association/Partner Alliance for Safer SchoolsMonday, May 3 • 2:30 PM - 3:30 PM Today’s school safety and security challenges are multi-faceted and complex. There is no single action that will, by itself, make our schools safe. Protecting students and staff is a tremendous moral and legal responsibility that requires a comprehensive approach to these challenges. Security management is a core responsibility of school administrators, who face daily pressure to ensure that students and staff are protected, often without significant security expertise or the benefit of full-time safety/security staff. When it comes to security, school administrators are faced with three difficult questions: What do we do? How do we prioritize? Where do we start? The PASS Guidelines and Checklist were developed to provide administrators with the means to effectively evaluate safety and security infrastructure already in place, prioritize investments and maximize safety and security gained by leveraging available resources. The Guidelines and Checklist identify and classify best practices for securing K12 facilities in response to the urgent needs identified by the educational community. In this panel discussion, we will review the PASS road map and highlight changes included in the recently released fifth Edition of the Guidelines.

Partner Alliance for Safer Schools (PASS) Partner Program Training ($)Guy Grace, PASS Advisory Board Chairman, Partner Alliance for Safer Schools Chuck Wilson, Executive Director/Board Secretary, National Systems Contractors Association/Partner Alliance for Safer SchoolsTuesday, May 4 • 8:00 AM - 5:00 PM As a 501c3 nonprofit organization PASS relies on a coalition of organizational partners to support use of its tools and resources and communicate our vision and mission. A variety of organizations including K12 nonprofits, industry associations, security and safety professionals and other stakeholders in the built environment working daily to meet the needs of schools around the country are key partners in this effort. To effectively work together and support these objectives, it’s important to establish mutual expectations to ensure our partnerships will support the vision and mission of PASS. In addition to a signed MOU and an annual subscription fee, this training course is required in order for organizations/individuals to become PASS Partners and be recognized on our website as PASS Partners.

Phishing and Malware and Botnets: What to Look Out for in the COVID-19 EraChuck Davis, Senior Director of Cybersecurity, HikvisionThursday, May 6 • 12:30 PM - 1:30 PM The COVID-19 Pandemic has brought with it a massive increase in the number of phishing-related cybersecurity attacks. And, unfortunately, the video surveillance industry increasingly is a target for malicious hackers. In this hands-on course led by Hikvision Senior Director of Cybersecurity and University of Denver adjunct professor Chuck Davis, who teaches master’s level ethical hacking classes, will take a look at phishing. A whopping 91% of cyberattacks start with a phishing email. Successful phishing attacks are often inventive, taking advantage of timely topics, and issues of concern to their victims. For example, March and April phishing attacks are often related to taxes while October attacks may have to do with an election. COVID-19 has presented new opportunities for malicious hackers and more dangers for businesses. Add to that the number of people who are now working from home without office security controls, and phishing attacks has greatly proliferated. To protect our businesses and those of our customers, it is important for integrators to understand how cybersecurity attacks happen, how to identify an attack and how to avoid becoming a victim. Attendees will witness advanced phishing attack methods not seen by most people and they will participate in a mock attack that starts at “ABC Security Installation Company. ” They’ll see how one single computer at that security installation company can be used by an attacker to pivot and infect other systems within the company and how the attack develops from there. The course will cover preventative measures against phishing attacks and provide employee education resources for attendees to bring back to their workplace and quickly implement.

Prox to Smart: Making the Move to More Secure TechnologyDiane Kehlenbeck, Western Regional Sales Manager, IdentivMonday, May 3 • 1:00 PM - 2:00 PM Quite simply, proximity technology is NOT secure. During this session, you’ll have the opportunity to learn how you can help your customers easily migrate from proximity to open-source MIFARE DESFire EV2 technology (and stay away from proprietary technology for good). You’ll also discover the secret to custom keys, helping put your customers — not the manufacturers — in control while also helping them save money. This session will cover specific use cases at universities and within the U.S. healthcare system to give you a more in-depth look at what a transitional credential and reader strategy looks like in action.


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PSA Cybersecurity Committee: CIS Controls – Operationalize and Go From 0 to 60!PSA Cybersecurity CommitteeMonday, May 3 • 11:30 AM - 12:30 PM The implementation of a cybersecurity program can be a daunting task. Starting the process can be extremely difficult and time-consuming. Where do I start? Which standard should I implement? How do I measure success? Often, there is too much information, not enough information, or very complicated standards to analyze. In this PSA Cybersecurity panel discussion, attendees will hear the best way to get started implementing the CIS Controls and how to create a roadmap to operationalize and go from zero to sixty!

PSA Cybersecurity Committee: Quantifying the Effectiveness of Physical Security and Cybersecurity Deployments Using Probability TheoryPSA Cybersecurity CommitteeTuesday, May 4 • 1:45 PM - 3:45 PM “The security industry is comprised of professionals managing risk through the most cost-effective means through risk-based security programs. For security professions, the goal of recommendations is to project the statistical value and cost of proposed layers of security to increase confidence that costs are justified while underscoring the expected performance of proposed layers of security. Using known security variables and assigning to layers of security, professionals can easily quantify cost and risk reduction values of recommended layers of security using Probability Theory. In this session and workshop, PSA’s Cybersecurity Committee will take the attendees through several examples of quantifying the effectiveness of physical and cyber layers of security using scientific methods and Probability Theory.

PSA Emerging Technologies Committee: Emerging Technology – What’s Coming Down the Pipeline?PSA Emerging Technologies CommitteeWednesday, May 5 • 2:15 PM - 3:15 PM In today’s business environment, it is vital for organizations to pay attention to emerging technologies and solutions to meet the demands of this changing environment. By challenging conventional thinking and reimagining how business is done, integrators can provide next-level insights, improving life safety and creating value. In this PSA Emerging Technologies Committee session, attendees will hear from industry peers on their insights to new technologies on the horizon.

PSA Emerging Technologies Committee: Technologies Making an Impact TodayPSA Emerging Technologies CommitteeMonday, May 3 • 1:00 PM - 2:00 PM Technology historically has driven change. As we enter a new decade when innovation has never arrived faster, the implementation of technology has transcended integration businesses. What’s clear is technology is going to become increasingly important to integrators. By using the tools available to you, you can transform the level of services you offer to your customers. In this PSA Emerging Technologies Committee session, attendees will hear from industry peers on the technologies they are utilizing today to make an impact.

PSA Leadership Committee: Back to the Office – How to Manage the Return to WorkPSA Leadership CommitteeTuesday, May 4 • 8:00 AM - 9:00 AM Our new business environment has thrust every business and leader into a situation of managing change and thinking about how to get employees on board for what comes next. The transition of returning employees back to the office presents some challenges. In this PSA Leadership Committee session, industry peers will share some tips and best practices on how to make the transition back to the office smoother.

PSA Leadership Committee: Managing Growth – Considerations, Strategies, and Tips for Expanding Your BusinessPSA Leadership CommitteeTuesday, May 4 • 9:30 AM - 10:30 AM As businesses grow, companies go through extensive changes. To manage the growth and changes strategically, business leaders need to ensure the business stays focused on its goals and grows with a sense of intent and consistency. Managing growth does not just refer to finances, but your human resources as well. Managing this change can be rewarding but involves ongoing attention to detail. In this PSA Leadership Committee session, industry peers will share their experiences and techniques to keep the business moving forward efficiently and effectively while handling growth and maintaining a happy workforce.

PSA Managed Services Committee: From Old Box Mentality to a Modern ApproachPSA Managed Services CommitteeTuesday, May 4 • 1:00 PM - 2:00 PM Many integration businesses today have the right managed services to offer, but the salespeople simply do not want to sell the solutions because they have always sold boxes. Salespeople are the ones who control how much recurring monthly revenue a business can generate. In this PSA Managed Services Committee panel discussion, attendees will hear common challenges that interfere with a salesperson selling RMR and the solutions integrators have implemented to address these challenges.


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PSA Managed Services Committee: Managed Service Adoption Success StoriesPSA Managed Services CommitteeThursday, May 6 • 12:30 PM - 1:30 PM In today’s new business environment, it is crucial for integration businesses to embrace managed service offerings as part of their business model. Now more than ever it is important for businesses to start building relationships with end users and continuous value-added services, which is the basis for a continuous revenue stream. In this PSA Managed Services Committee panel discussion, industry peers will share their success stories of adding managed services into their offerings.

PSA Operations Committee: Hiring, Training and Retention of EmployeesPSA Operations CommitteeThursday, May 6 • 9:30 AM - 10:30 AM By looking at the best ways to recruit, train, and retain employees and new talent, companies can ensure they are able to thrive no matter what the economy does and no matter what happens in the industry. In this PSA Operations Committee panel discussion, industry peers will share some best practices that attendees can implement to retain the employees who are the most valuable to the team. Integration companies that focus on building their teams are the ones that will have the resources to weather any future storm and create the best foundation for a company’s success.

PSA Operations Committee: Important KPIs to Consider for Your Operations Team PSA Operations CommitteeTuesday, May 4 • 9:30 AM - 10:30 AM In operations, numbers are everything, but in today’s world of overwhelming available data and information, it is easy for operations managers and teams to lose sight of the metrics that matter most. It is vital to any business’s health to measure KPIs efficiently and effectively. Well implemented KPIs or performance metrics can empower everybody in the organization to contribute meaningfully to the organization’s success. In this PSA Operations Committee panel presentation, industry peers will share some of the biggest opportunities to make strategic and operational differences in organizations.

PSA Sales & Marketing Committee: Keys to Selling in the New Normal PSA Sales & Marketing CommitteeMonday, May 3 • 2:30 PM - 3:30 PM Leveraging technology to reach more customers is a key approach that has helped industry sales professionals cope with the evolving landscape. While it is a challenge for sales teams to reach their quotas, it is important to acknowledge that end users are affected by these changes as well. In this PSA Sales & Marketing Committee roundtable discussion, attendees will discuss end-user challenges and how successful sales teams can help your end users navigate through these challenges successfully.

PSA Sales & Marketing Committee: Navigating the New Normal with Social Networks for MarketingPSA Sales & Marketing CommitteeWednesday, May 5 • 9:30 AM - 10:30 AM In today’s business environment, there is an economic tsunami coming for businesses unable to communicate meaningfully with their end users or offer value. This environment provides companies an opportunity to put traditional marketing methods aside and look for new ways to learn, grow, and strengthen the value provided to end users. In this PSA Sales & Marketing Committee panel discussion, industry peers will share how they are boosting their social media marketing campaigns to communicate more intimately with captive audiences.

PSA Stockholders MeetingPSA Leadership TeamWednesday, May 5 • 3:30 PM - 5:00 PM PSA OWNERS ONLY! Hosted by PSA executives, staff, and members of the PSA Board of Directors, this forum will address how to maximize your equity share. We will review important and exclusive benefits available to you as a PSA stockholder and will ensure you are taking full advantage of all the programs available to you.

Purchasing Best Practives: Integrator Tips & TricksMike Chagolla, Operations Manager, The PSA NEtowrkPanelists TBDTuesday, May 4 • 9:30 AM - 10:30 PM INTEGRATORS ONLY SESSION!During this session, attendees will have an opportunity to hear from a panel of industry peers that will share ideas and best practices around purchasing and offer new solutions for other PSA integrators. Adopt the philosophies, methods, and processes others in the industry are using and implement to build a strong foundation for supply chain excellence.

Purchasing Planning Post COVID-19Mike Chagolla, Operations Manager, The PSA NetworkMonday, May 3 • 2:30 PM - 3:30 PM The pandemic has put an enormous strain on global supply chains. At the onset, many procurement departments switched to crisis-management mode to help alleviate disruptions. Procurement can drive an organization’s pandemic recovery efforts. Forward-looking companies will go a step further and reimagine what the function looks like to enhance the value that can be delivered. In this session, attendees will obtain some future-ready practices and capabilities to help integration businesses emerge stronger and better prepared for any future crisis.


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Read (Hidden) Emotions –Know What Others are Thinking and FeelingDan Seidman, Managing Director, Read EmotionsMonday, May 3 • 2:30 PM - 3:30 PM It is important to know what someone is thinking and feeling when your goal is to build constructive relationships through leading, coaching, selling or hiring. People often attempt to suppress their emotions. But there is “leakage,” or micro-expressions, which occur in less than a second. In this highly interactive experience, you will use a special video tool and hands-on coaching to help you increase your ability to spot these emotions. These potent skills are based on 40+ years of research on emotions. In the past, training has been kept to law enforcement and security, like the CIA, FBI, TSA and more. This elite training has been redesigned so business professionals can adopt these potent techniques and leave this training experience and better manage the feelings of others. Regardless of job roles, learners can see an increase in their influence and communication skills. You will want to learn this new skill.

Recurring Revenue & The Cloud – Adopting Cloud-Based Technology to Help Improve Efficiency, Offer Better Services & Increase Recurring RevenueJoseph Ndesandjo, CEO, SiteOwlWednesday, May 5 • 9:30 AM - 10:30 AM It’s no secret that security integration is a tough business. Between designing customer solutions and accurately tracking people, parts, installation, and service, an integrator’s work is never done. What’s more, revenue opportunities can be hard to come by, especially when projects are often awarded by RFP. This training program covers how integrators can use cloud-based technology solutions to shift their focus away from RFPs and more toward recurring revenue and sole source awards.

Remote bSMART® Entry Assessments - Partnering with PSA Member and PSA for Customer SuccessBenjamin Butchko, President & CEO, Butchko, Inc.Thursday, May 6 • 12:30 PM - 1:30 PM The STEPS Back to Work program was developed to practically and cost-effectively support business recovery through COVID-19. The program provides a case study review of a bSMART® Entry Assessment performed through a PSA member. An overview of the program strategy, logistics, value proposition, and results are provided. Discussion of the sales cycle, challenges, and benefits of the program which extend beyond the initial assessment. Follow-on discussion of how the strategy can extend to create partnerships between integrators and consultants in a manner that is mutually beneficial without threatening integrator-customer relationships.

Remote Power Management: The First Step to Troubleshooting Any SolutionJR Andrews, National Sales Executive, AltronixStephen Oliva, Regional Sales Manager, AltronixTuesday, May 4 • 8:00 AM - 9:00 AM Remote management of mission-critical power and data transmission equipment is the foundation of a strong Managed Services platform. Remote management of power facilitates the first step to system troubleshooting and may lead to a diagnosis and repair without the need to roll a truck. Remote power management will improve the profitability of the service department while providing for the opportunity to earn recurring revenue and give end users a strong peace of mind.

SIA Security Project Management Training Workshop* ($)Elli Voorhees, Director of Education and Training, Security Industry AssociationMonday, May 3 , 8:00 AM - Wednesday, May 5, 11:00 AM The SPM Training Workshop is a 2.5-day, instructor-led program that offers project managers a clear perspective on the importance of their role to project stakeholders and identifies risk that could hinder project success. As part of the SPM training, attendees receive these on-the-job reference materials: The SIA Security Project Management Body of Knowledge Guidebook, a common framework of security terms and principles that allows security project managers to discuss, debate and resolve matters pertaining to the profession with a common understanding; The SIA SPM Resource Guide, a compendium of checklists, templates and other materials to help prepare for success on future projects.

Starting a Marketing Plan – Marketing 101David Morgan, Co-Founder, SD MarketingTuesday, May 4 • 1:00 PM - 2:00 PM A coordinated marketing program is a vital – often overlooked – part of any company’s overall business plan. However, getting started can seem like a daunting task; a task that many companies assume they might not have the time or resources to implement. The good news is that with a few simple steps, a company can create a cost-effective and successful marketing program without a substantial upfront investment. In this session, we will cover creating a marketing plan from conception to execution. Topics covered will include determining overall marketing goals, generating a value proposition, identifying a target audience, and choosing the marketing tactics and strategy to achieve the program’s overall goals.


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State of PSAPSA Leadership TeamTuesday, May 4 • 11:00 AM - 12:00 PMA diverse selection of industry experts take the stage in this can’t-miss presentation. Regardless of your company’s size or sales volume, you’ll benefit from this discussion of what’s happening in the marketplace and the challenges and opportunities for the systems integrator, manufacturer and security professionals.

State of the IntegratorWednesday, May 5 • 11:00 AM - 12:00 PMA diverse selection of systems integrators takes the stage to share their views on what’s happening in the marketplace and the challenges and opportunities for the systems integrator. Find out what trends are emerging, what business models are working and how integrators are implementing new business models. We will explore which new market sectors integrators are adding to their portfolio and how they are improving corporate culture and resource management. Finally uncover tactics used in managing vendor relations and how integrators are positioning themselves in partnerships for success today and in the future.

Staying Relevant in a Virtual World: Optimizing Marketing Both In-Person and VirtualBrittany Board, Marketing Manager, USAVSarah Bohnenkamp, Business & Leadership Coach, Epic ConversationsDanielle Moore, Channel Marketing Manager, SHARP NEC Display SolutionsMariela Pilotte, Business Development Manager, Bridges System IntegrationWednesday, May 5 • 2:15 PM - 3:15 PM Getting the best of both worlds between in-person and virtual marketing. This group of high-level marketing professionals will share best practices to “level-up” your marketing efforts.

Surveillance Privacy Best Practice; Digital Transparency, Notice and Meaningful ConsentSalvatore D’Agostino, CEO, Founder, IDmachinesWednesday, May 5 • 9:30 AM - 10:30 AM This session looks at the best practices around transparency, notice and consent as it relates to privacy and cybersecurity for security and surveillance systems. The presentation reviews the current and evolving state of privacy regulations from the perspective of the security system supply chain of vendors, integrators, consultants and end users and and the respective roles of technology provider, privacy controller and system operator. The presentation presents these best practices as drawn from existing privacy frameworks and international standards as a common way to address privacy and cybersecurity risks to people, organizations, brands, equity, information and property. The presentation takes a BOLTS approach and looks at business, operational, legal, technical

and social aspects, requirements, tactics and strategies to address risk and provide benefits across these layers. The presentation also looks at ways that privacy-related services can generate recurring monthly revenue (RMR) through the provision of services that complement existing sources of RMR being provided by system integrators and solution providers.

Surveillance Storage in Today’s World - What do Your Clients Really Need?Thomas Maggio, CEO, Proactive Data Storage and MonitoringThursday, May 6 • 1:45 PM - 2:45 PM Understanding video storage and how to best protect your clients. We will discuss what cloud storage really is, and how it works. We will also discuss the pros and cons of the various types of local storage and back/redundancies. Learn to distinguish what clients say they need, and what they really need. Whether it’s bid work or existing relationships, we will close with how to use storage as an effective add on or upscale option for your team.

Taking Security to The Edge - Design and Implementation of Wireless Connectivity to Edge DevicesJon Polly, Chief Solutions Officer, ProTecht Solutions PartnersOn-Demand The security industry is moving more to the edge. That edge is quickly moving away from traditional infrastructure to include wireless, cellular, and LoRaWAN connectivity. Properly designed and implemented systems can be the difference between a successful solution and one requiring constant truck rolls. This presentation will give a technical overview into different types of radios, FCC frequencies, and solutions to provide successful implementations from Smart Cities to the commercial customer with edge assets on a property’s edge.

Technical Expectations of Today’s IntegratorsJill Kehl, Vertical Market Leader, Sage IntegrationRodney Thayer, Convergence Engineer, Smithee Solutions LLCMonday, May 3 • 4:00 PM - 5:00 PM Customers have an expectation that today’s integrators will be able to handle working with the latest technologies. They are expected to know how to handle IoT devices, cyber security issues, crypto keys and more. Firmware updaters and Wireshark are more relevant than a voltmeter. There are expectations of technical literacy in all new areas. This panel discussion will explore technical topics that today’s integrators should be able to handle addressing and what integrators need to be doing to have their game at the level required today.


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Technically Speaking - Taking The Fear Out of Presenting Technical Topics Connie Moorhead, President, The CMOOR Group / SecurityCEU.comTuesday, May 4 • 1:00 PM - 2:00 PM In today’s intensely competitive business climate, the difference between success and failure is the ability to communicate clearly and effectively. The ability to speak well in public is the most important skill any political or business leaders can have. All too often the person with the most technical knowledge of a product is asked to give a presentation when they may not be the best presenter or speaker. This session deals with defining, developing, and applying the critical skills necessary to be an effective presenter and/or instructor of technical topics. Realizing the importance of industry standards prompted us to develop this course, based on competencies defined by the International Board of Standards for Training, Performance and Instruction (IBSTPI). Technically Speaking course content has been reviewed for compliance with the IBSTPI fourteen competencies and has been certified by professional peers as meeting these standards. In this course, you will learn about developing proper materials for the kind of presentation you are delivering, preparing the venue for the best presentation possible, establishing credibility and building rapport with the audience, developing questioning skills, providing motivational incentives to the presentation attendees, using media effectively, and evaluating learner performance and instructor effectiveness. Technical presentations do require a different approach than the average business presentation. The main goal of any technical presentation is to convey a specific topic that is either technical in nature or has a technical component that needs to be understood. However, that doesn’t mean the presentation should be overly technical or didactic. In Technically Speaking we will learn how to break through the barriers of delivering technical information so your audience understands it and you look like a rock star!

Telling the Story through Data and Visualization ToolsPhilip Beaver, Professor, Director, Daniels College, University of DenverThursday, May 6 • 1:45 PM - 2:45 PM In today’s world everything is collecting data, the question is what do you do with all the data? This course will break down what data to focus on and how to highlight the data in a way that is easy to understand and consume. A picture is worth a thousand words – or a thousand spreadsheets. In today’s complex business world, where the amount of data is overwhelming, being able to create and communicate through compelling data visualizations is a must-have skill for all business professionals.

The Acquisition Process from a Company PerspectiveJoel Harris, Principal Consultant, Navigate Management ConsultingOn-DemandIf you are an owner looking to an acquisition(s) as a possible growth strategy, what should you know before jumping into the deep end of the pool? If you are an owner looking to exit, you only get one chance to maximize the value of your company as an asset, what should you know before embarking on this journey? In this session, we will provide a high-level overview of the acquisition process so you can be better informed as to the totality of the process rather than just some key and sometimes confusing milestones in the process.

The Age of Voice: Intelligent Voice Communications as the New Value HubDan Rothrock, President of the Americas, ZenitelTuesday, May 4 • 1:00 PM - 2:00 PM You have voice technology in your home, in your car, and on your mobile device. And now the analysts say it will be the new interface for the next generation of security applications and sensors. This is not tomorrow talk. It is today. If the new ROI is Return on Data, then useful data must be collected through all systems and sensors, working together as a fully interoperable technology platform. Join Zenitel as we discuss how you can use voice today to create highly optimized processes and dynamic real-time interactions that will transform your client’s value proposition. We will also share research on how the use of voice is transforming how we interface to technology, both today and in the future, and how it will become the new technology hub for security operations. As our world moves into the Age of Voice, intuitive intelligent communications between technology and personnel will unify systems and enable data to be collected, analyzed, and acted upon faster and more effectively than ever before.

The AWS Shared Responsibility Model - Cyber & Information Security from AWS to the CustomerBrian Matthews, Director of Sales, Feenics Inc.Thursday, May 6 • 9:30 AM - 10:30 AM Cybersecurity is everyone’s responsibility. Using AWS to host your solution or any other data center and calling it cloud, does not make it secure. Integrators and customers will learn about the proper way that any true cloud solution should deploy and maintain their solutions. This will cover what the data center provides, what the manufacturer should provide and what VARs and customers also need to deploy for end-to-end cyber and process security.


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The Benefits of Data-Driven Digital Signage to Make Smarter DecisionsGeorge Preston, North America Sales Director, SpinetiXMonday, May 3 • 11:30 AM - 12:30 PM Organizations of all sizes and types are adopting digital signage to accelerate their digital transformation in a fast-paced changing world. Today’s environment highlights the need for businesses to be able to adapt the ways they interact with their audiences. Data-driven digital signage, driven by live data is a versatile communication channel building on and integrating with other smart building technologies. Whether informing about occupancy before entering a space, exiting a building based on a visual alert, or through notifications based on device control and triggers, any business can benefit from this powerful technology, by helping their people make smarter decisions in real-time. In this session, George Preston, North America Sales Director at SpinetiX, will introduce attendees to the benefits of data-driven digital signage. The content will demonstrate real ways security and A/V professionals can, using their existing expertise and resources, expand their businesses with this growing market segment.

The Cloud and You: Moving to and Operating Applications in the CloudChristopher Peckham, Director of Operations, Ollivier CorporationWednesday, May 3 • 2:15 PM - 3:15 PM The cloud has revolutionized the scale and security of physical security operations, reducing maintenance and provisioning time and redirecting those efforts to the actual practice of security; however, even with the major cloud service providers ramping up security and implementing world-class cybersecurity procedures, these back-end practices do not always translate to security on endpoint applications, as standards and APIs must be configured securely by customers. This session will take attendees through the recommended on-premises procedures of deploying a security application securely on the major cloud services.

The Cyber Hygiene Perfecta - How Integrators Can Secure What They SellJohn Gallagher, Vice President, ViakooTuesday, May 4 • 9:30 AM - 10:30 AM Cyber breaches are happening more frequently with IoT devices, whether physical security, Pro AV, or the ancillary equipment used to support such applications. Integrators play a critical role in ensuring cyber hygiene of the systems that they sell, which today means being able to secure devices with passwords, certificates, and firmware updates. This session will dig into what integrators need to know about these approaches, and how automation can be used to stay ahead of threats.

The Fastest Way To Immediate SalesKarl Becker, Sales Performance Consultant, Coach, Author, and Speaker - Dedicated To Increasing Sales, Improving Sales PerformanceThursday, May 6 • 9:30 AM - 10:30 AM Learn how to improve your sales performance with quick wins, make changes to your daily behavior to close more sales, unlock trapped sales that are already in your sales funnel, and implement best practices to generate new opportunities immediately. Presentation is based on The Immediate Sales Methodology.

The Future of Access ControlSarah Lawler-Muzquiz, Director of Channel Development, AlcatrazMonday, May 3 • 1:00 PM - 2:00 PM Several major trends influencing the access control industry include the repercussions of COVID-19, developments in new technology, changes in corporate culture and a renewed emphasis on responsible corporate spending. The future of access control is in touchless entry, remote management and facial recognition.

The Great Divide: Interdepartmental Conflict ResolutionJason Dzanski, Project Manager, Preferred Technologies, LLCJeff Ferguson, VP - Operations, Preferred Technologies, LLCElliott Gabriel, Sales & Design Professional, Preferred Technologies, LLCTuesday, May 4 • 9:30 AM - 10:30 AM United we stand, divided we fall – not just as a Nation but also as individual businesses in the integrated security industry. We often rush to find blame when a project isn’t on time, under budget, or if the customer has a complaint about any process within the project life cycle. Successful project deployments require all facets of an organization to be operating like a fine-tuned machine – Sales, Operations, IT, HR, Payroll, Service, and the like. Any conflict among teams can lead to an unsatisfactory customer experience. In this session, Elliott Gabriel, Jeff Ferguson, and Jason Dzanski – tenured professionals in the physical security industry – will shine a light on their journey to be a united front and have an open, honest conversation with attendees about the interdepartmental challenges currently plaguing the integrated security industry. These panelists have worked tirelessly together over the past few years to better their own relationship as well as interdepartmental relationships within their organization. Their story and audience interaction will garner tactics, techniques, and procedures from around the industry to help attendees solve the proverbial “great divide.” In order to provide unified solutions to our customers, we must first be holistically unified within our own organizations.


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The Importance of Growth Paths: Compensation Calibration, Bonus Plans, & Performance ManagementBrad Malone, Managing Partner, Navigate Management ConsultingMonday, May 3 • 4:00 PM - 5:00 PM Most people want to be measured against objective criteria – and have the opportunity to meet and exceed the standards set out for them – a way of keeping score. If there is no objective measurement criteria or known path towards advancement then employees make up their own interpretation of the system, which can cause political drama where it’s not needed.

The M&A Market for Technology Integrators is Evolving - Why it Matters to YouCharles Durant, Managing Director, Sandra Jones and CompanyWednesday, May 5 • 9:30 AM - 10:30 AM The winds of change are affecting the M&A Market for Technology Integrators, which will have significant implications for both buyers and sellers. The global pandemic, the business cycle, demographics and new entrants to the technology integration space will impact valuations and the market place for AV and security services. These changes can alter your strategic plans, exit planning, succession planning, acquisition strategy and day-to-day operations. Strategic buyers from related industries are crossing over to acquire security integrators and large multinationals are taking aim at the commercial AV integration market. The swelling asset base of private equity firms will continue to shape the M&A and operating landscape for technology integrators. Are you well versed in the changing trends in the M&A environment? Do you have a good grasp of the valuation factors that impact your single most valuable asset – your business? Keep up with the changing times so you can adapt your strategic planning and keep your business on top.

The Necessity and Power of an Aligned Company Culture – Actively Building it Every DayBrad Malone, Managing Partner, Navigate Management ConsultingWednesday, May 6 • 9:30 AM - 10:30 AM A company’s culture is a system of shared assumptions, values, and beliefs which governs how people behave inside and outside of that organization. Every organization develops and maintains a unique culture (healthy or otherwise), which sets guidelines and boundaries for the behavior of employees and stakeholders - they have a strong influence on people in the organization: they dictate how they dress, behave, perform their jobs, and interact with others. Healthy cultures are not accidental – they are intentional, modeled, and measured. Unhealthy cultures are often the result of misalignment between words and actions – especially by those held in high regard, reputation or position – hypocrisy will steal the soul (morale) of an organization. Company culture is not just a management function – it is a tangible entity which can be seen and measured by all employees, and therefore created, managed and changed.

The Power of Peers: Growing in Community with a Small GroupJamie Bumgardner, Chief Operating Officer and Vice President, Prime CommunicationsShaun Castillo, President, Preferred Technologies, LLCBrent Van Haren, President, SecurAlarm Systems, Inc. Tuesday, May 4 • 1:00 PM - 2:00 PM “In this world you’re either growing or you’re dying, so get in motion and grow.” --Lou Holtz, Legendary Notre Dame Football Coach. With few exceptions, the professional world focuses you on immediate results. Leadership hounds us to “close the deal,” “finish the project,” “deliver the report,” and so on. Our libraries are filled with countless books, podcasts, blogs, and videos which teach us “how-to” in a few quick steps. Our calendars are filled with task after task and meeting after meeting. How, then, do we grow? In this session, Brent Van Haren, Jamie Bumgardner, and Shaun Castillo—all tenured leaders in the security industry—will illuminate peer groups as a powerful way to grow. The three have journeyed together towards a more fulfilling life over the last few years . Their story and recommendations will inspire you to start your own journey with a peer group.

The State of the Cannabis Market and Video SurveillanceChris Jensen, Account Manager - Cannabis Sector, March NetworksThursday, May 6 • 9:30 AM - 10:30 AM The cannabis industry has emerged as one of the fastest-growing global industries due to its widespread adoption. Global cannabis sales rose 48% to $15 billion in 2019, driven by growth in sales in Canada and seven U.S. states that saw sales more than double (Arcview Market Research, 2019). This growth has created a unique opportunity for security systems integrators to sell into the market. This presentation focuses on the security needs of cannabis cultivators, delivery and retailers. It also features key takeaways and lessons learned from securing cannabis facilities in Canada and U.S. states like Colorado and California. Session attendees will hear from cannabis security consultants as well as a multi-state cannabis operator and gain their perspectives on physical security in the cannabis industry. Session attendees will also learn what is influencing cannabis-related physical security purchases including: specific legal requirements for video surveillance systems, video retention times compliance regulations incorporating Radio Frequency Identification (RFID) tags for seed-to-sale tracking, requirements for security at each stage of the cannabis production process (cloning and flowering to harvesting, packaging, transport and distribution), POS transaction integration with video to help cut losses, improve inventory control, and speed investigations , managed video services that let organizations leave the health and maintenance of their surveillance infrastructure to trained professionals for a monthly fee, systems that can offer more than just security, with video-based business intelligence software, delivering insights into marketing, customer service and operations.


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The Threat of Industrial Espionage & How to Counter it Through Technical Security Countermeasures (TSCM)Shawn Reilly, Client Development Manager, Tech Systems, Inc.Wednesday, May 5 • 2:15 PM - 3:15 PM The session will include an overview of the espionage threats facing businesses. Past instances where industrial espionage was discovered and became public information will be discussed. Most instances of espionage are not advertised, so that is why the public hears of few of these events. The session will include a review of the devices that are used by the various actors from private investigators to governments. The TSCM equipment will be used to locate actual devices in the room as an example of the capabilities of the TSCM equipment. A display of the most current TSCM equipment will be available for review by attendees.

Top Five Lead Generation Strategies for Small to Medium-Sized Security and AV CompaniesJames Barbour, Director of Partnerships, Building Intelligence, Inc.David Morgan, Co-Founder, SD MarketingThursday, May 6 • 1:45 PM - 2:45 PM The goal of marketing is to connect your business’ true value proposition to the right customer base. Effective marketing doesn’t require having a huge marketing budget and is the lifeblood to lead generation for your security or AV company. There is no magic bullet. In this session, attendees will discover which tactics work and will make a difference. Session attendees will also identify which marketing strategies and techniques to utilize and adapt to align within their evolving business and company budget.

Top Cyber Threats in Systems Integration You Need to Know AboutChris Salazar-Mangrum, VP, USAVWednesday, May 5 • 9:30 AM - 10:30 AM We are all talking about cybersecurity, but nobody knows exactly how to start protecting themselves let alone going to market with cyber solutions. Attendees will collaborate through “lightning talks and jigsaw breakouts” with cybersecurity experts to explore the risks and opportunities cyber threats pose on manufacturers, clients, and internal organizations.

Trends in MSSP Solution SalesDan Dunkel, Managing Director, MSSP Program, PSAWednesday, May 5 • 8:00 AM - 9:00 AM A panel discussion with the Chairman of the PSA Cybersecurity and Managed Security Services committees to address emerging trends and opportunities for PSA members. A review of best practices with current MSSP partners selling solutions with PSA members and generating recurring monthly revenues.

Understanding Alyssa’s Law, Gunshot Detection, & Emergency Notification: Affect the Outcome of an Active Shooter EventScott Seidler, EAGL Technology, LLCOn-DemandPast active shooter events, while tragic, have taught us that situational awareness and reaction time directly affect the outcome of an event. This session will delve into issues that arose during past events and how adopting new technology could have made an impact on event outcomes using fast, up to the second, situational awareness and autonomous responses that save time and potentially save lives.

Using Individual Sales Plans To Increase Sales PerformanceKarl Becker, Sales Performance Consultant, Coach, Author, and Speaker - Dedicated To Increasing Sales, Improving Sales PerformanceWednesday, May 5 • 2:15 PM - 3:15 PM Empower yourself with the best practices for being a high-performing sales person. Raise your game by learning how to develop a personalized sales plan designed to play to your strengths. Leave inspired, motivated, and armed with actionable steps to increase your selling success, improve your relationship with your sale manager, better manage and prioritize your time, and sell more effectively and with more confidence and success.

Using Today’s Video Technologies to Create a Path to Business Resilience by Attaching Higher RMR Service ModelsMark Conger, Director of Dealer Relations, National Monitoring CenterNicola Oakie, Vice President of Sales, Proactive Video Monitoring, National Monitoring CenterThursday, May 6 • 1:45 PM - 3:45 PM Understanding remote monitoring options, where video monitoring lives in the real world, and its powerful, flexible, low maintenance, and cost-saving applications can help overcome obstacles and unleash massive video RMR opportunities in untapped verticals. Proactive and traditional video monitoring services are two valuable but very different services providing unique market segments solutions specific to their vertical challenges and end user needs. Proactive video monitoring effectively deters crime at the perimeter, using advanced video analytics paired with live operator intervention to detect, warn, intervene, and respond to an intrusion event in real-time. Video monitoring capabilities and new video services represent a tremendous RMR opportunity for security integrators who want to expand their offerings or move toward managed services to drive additional RMR options and stickiness for the end user.


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Vendor and Integrator Roundtable & BreakoutsMike Chagolla, Operations Manager, The PSA NetworkVendors TBDTuesday, May 4 • 1:00 PM - 2:00 PM This session is an open dialogue and discussion between PSA staff, key vendors, and integrators focusing on customer needs in the purchasing process - from order placement to the final shipment.

Video - Cloud Configuration and System DesignKelly Patrick, Director-IP Video Solutions, Digital WatchdogThursday, May 6 • 9:30 AM - 10:30 AM Attendees will learn the skills to set up a video surveillance system for cloud management from a single cameras to thousands, as well as setting video analytics and software review. Attendees will discover cloud system basics for performance and the use of IoT devices to expand system capabilities, to include cameras and I/O devices.

What Attracts the Next Generation of Talent to Our Industry?Rob Kay, Global Director of Professional Services, Northland ControlsBrendan Mcfall, Technical Engineering Manager, Northland ControlsTuesday, May 4 • 9:30 AM - 10:30 AM Our industry has long suffered from not having the talent to fuel the current and future demand for growth. Many people stumble into the security industry, but once in, stay for life. This panel of some of our industry’s rising stars, will discuss the image of our industry, what attracted them and strategies to retain more top talent.

Why Can’t We Be Friends? Healing the Rift Between Sales and Operations in Systems Integration OrganizationsRebecca Bayne, President & Consultant, Security Integration, BCSI - Bayne Consulting & Search, Inc.Gannon Switzer , Executive Vice President, D/A Central Inc.On-DemandOne of the longest ongoing conflicts within security integration companies revolves around the discord between sales and operations. These two key factions must work together every day and neither can bring solutions effectively to the end users without the other, yet the struggles to develop harmonious communication and teamwork seem not to have continued over time. We have better technology and improved methods as integrators – but the rift continues! In this two-part session, we bring together key influencers who work inside a few leading security integration companies, who will discuss, debate and question the reasons for this unfortunate disharmony. In PART 1/Panel Presentation: With the balanced panel representing the concerns and suggestions on both sides of the business model, we can openly present the issues

and seek input from the audience. In PART 2/Roundtable Workshop: We will form roundtable/breakouts with each of the panel members where the audience can engage more directly with each panelist and each other. Exercises will be led at each table and the audience will rotate throughout the room to address the key areas of “the rift” and gain proven tools and methods for solid success in this critical relationship.

Why Selling Audio Solutions Makes Sense NowMichael Peveler, Vice President Sales, AtlasIEDThursday, May 6 • 12:30 PM - 1:30 PM Over the years audio solutions have tempted many security resellers as a means of expanding revenue. Many of these attempts ended in failure as the world of audio was seen as a tough “to tune” product that cost labor on installation and created many trips back to job sites. Recent changes in the world of commercial audio products combined with growing cost pressure from end users makes today a perfect time to reconsider audio as a way to grow your share of wallet with your existing customers. In this session we will look at audio solutions and applications that easily fit into your installers’ current skill sets and make adding audio to current product offering a no-brainer!

ZKTeco LenelS2 OnGuard BioPack Certification for Biometric Elevated TempEsteban Pastor, Enterprise Solutions Specialist, ZKTeco USATuesday, May 4 • 8:00 AM - 11:00 AM This certification course will enable PSA member technical teams to implement the new LenelS2 certified Biopack software and ZKTecoUSA Speedface+ technologies for monitoring elevated temp, mask detection and notification seamlessly with LenelS2 Onguard v7.5 & 7.6 software versions. This enables technicians to become skilled in the use of the implementation of the LenelS2 OnGuard certified ZK Biopack software and reader configurations that enable touchless biometric face recognition, capture of existing image databases, and the notification of elevated temp and/or face mask protocols within the LenelS2 OnGuard software for greater safety protocols. This course will provide a PSA company technician with hands-on training, programming, a Speedface+ family of technology readers, Biopack software package and license for a single reader (one per company) that they can take home and then install at your office or a pilot customer’s site. This is an MSRP value of $8,000+ and the only string attached is they must within 30 days provide an evaluation of this technology’s strengths and opportunities for improvement.

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ZKTecoUSA Pro-Series Certification ($)Esteban Pastor, Enterprise Solutions Specialist, ZKTeco USAJoe Fryd, Sales Support Engineer and Product Trainer, ZKTeco USATuesday, May 4 • 12:00 PM - 5:00 PM This session will enable technicians to implement advanced reader-based technology with confidence for elevated temperature, mask detection and integration for stand-alone, networked, remotely managed or connectivity to existing access control systems. This technology works with both known and unknown users for first-level safety screening. Integration with parking and entrance controls lowers operational costs while providing stronger and authenticated validation. ZKTeco delivers over 20 years of experience delivering biometric solutions for post-COVID-19 security protocols, globally. This is a very interactive hands-on course that enables technicians to implement new advanced access control readers in stand alone, managed service and existing access control scenarios for seamless integrations. It will also expand technicians knowledge of access control technology integrations such as parking controls, visitor management, entrance controls and credential management. Biometrics advancements in outdoor applications, elevated temperature and mask detection from the original technology provider will facilitate interesting discussions. This certification course answers common issues of implementation for pre-programming prior to installations, best practices and lessons learned across wide applications to help technicians be more effective. Certification enables PSA members to access ZKTecoUSA technical support in pre-planning, installation and post-installation support. Speedface+ technology has been implemented by 16 PSA member companies from March-August in 2020 with solid results.

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course guide - world’s largest systems integrator consortium

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