Securtity Products and Technology News November December 2015

Security Products and Technology News

sptnews.ca Serving Installers, Dealers and Integrators Across Canada

V.19 I.8 NOVEMBER/DECEMBER 2015

SpecoCover_SPT_Nov.indd 1

IT VARs expand into security installations

2015-11-20

What networking professionals are bringing to the table p. 16

Safety first in schools

Putting together a successful integrated security strategy that protects students p. 18

Q&A with Z-Wave Alliance’s new executive director

Mitchell Klein on integrators and home automation p. 26 BOB PRICE

PETER GARNHAM

FRED DAWBER

HALL OF FAME PM# 40065710

SP&T News presents its inaugural inductees, celebrating success, longevity, leadership and volunteerism

p. 21

Product Previews

The latest in security technology

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Contents November/December 2015

www.sptnews.ca www.sptnews.ca Departments

Features

4 Editor’s Letter

14 Hall of Fame

6 Line Card

Honouring three professionals who have made significant contributions to the security industry in Canada

• Securitas offers US$350M for Diebold’s security business • Genetec tells “CityWise” story to municipal customers • Hikvision addresses global growth plans • Toronto Police defer new alarm policy • AMAG rebrand adds G4S name

By Linda Johnson

26 Q&A Mitchell Klein, Executive Director, Z-Wave Alliance

Features

Columns

18 Keeping campuses safe

16 IT VARS plug in Companies best known for their IT and networking prowess expand into security

Balancing all the essential elements will help protect a school’s staff and students

By Vawn Himmelsbach

By Dr. Matthew Naylor

13 Lessons Learned Counting the accounts

By Victor Harding

13 Camera Corner

Surveillance with style

By Colin Bodbyl

22

21

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www.sptnews.ca

Integrator Roundtable: The rising threat

Looking for the latest IP camera?

What about a new managed access control system?

Find these products and more at our online buyer’s guide www.securitypages.ca

SP&T News asks integrators to offer insight on how the security industry has changed and adapted due to terrorism threats both overseas and closer to home.

www.sptnews.ca/videos

Follow us on

@ www.twitter.com/SecurityEd

Integrator Roundtable: The role of IT In this the last of three videos from Integrator Roundtable, participants discuss how IT departments are affecting installs of security equipment.

@SecurityEd • November/December 2014 3 www.sptnews.ca/videos

EDITOR’S LETTER

By Neil Sutton

The role of recognition SP&T News’ Hall of Fame inducts three inaugural members

A

s a journalist covering the security industry, I have attended numerous industry functions where awards are presented to a wide range of people for a variety of accomplishments.

Some might represent a pat on the back, a respectable golf score, or a consolation prize in the form of a plaque or certificate. Others recognize people who have saved lives, helped people less fortunate than themselves or transformed industries. Big or small, trivial or life-changing, awards mean the most when they come from a place of respect and admiration. I think above all, awards are an opportunity to say thank you. It’s in this spirit that SP&T News has launched its Security Hall of Fame, naming three inaugural members: Bob Price, Fred Dawber and Peter Garnham.

These are security professionals who have participated in the industry at a high level for a long time, displaying not only entrepreneurial skill and business success but an appreciation for the industry itself. Whether its through membership and volunteer activities in industry associations or continued support at trade shows or simply just expressing an interest in making the industry a better place, they have demonstrated that they belong in our Hall of Fame.

Peter Garnham is someone I see quite frequently throughout the year. Obviously he attends industry functions and events for business reasons, but there’s clearly more to it than that.

“I never have somebody working ‘for’ me; they work ‘with’ me, and we work together,” he told SP&T News for our profile piece on Peter. “That’s what business is all about.”

On several occasions, Peter has approached me with advice on what we could, or should, include in future editions of the magazine, including topics and product areas we might address.

I’m still working on making some of those changes but I truly appreciate the feedback. After all, SP&T News exists to serve the industry, reporting news and including articles and features that are timely and useful. Inducting Peter as one of the inaugural Hall of Famers makes sense on many levels and I’m happy to include a person who clearly cares about the magazine’s mandate.

We will continue to expand the Hall of Fame and induct at least three new members annually. Manufacturers, dealers, integrators and consultants will all be considered. Unlike our annual Integrator of the Year award, we will not be seeking nominations nor asking a panel of judges to adjudicate. But if you happen to spot me on a tradeshow floor or at an industry event and want to suggest a colleague you feel should be included, I’m all ears. There are numerous worthy candidates out there and I hope we will be able to induct all of them eventually.

There are many awards programs in security, but they should not be taken lightly, nor viewed with apathy. At practically all of the award programs I’ve attended, there’s at least one person who seems genuinely surprised to be recognized and gratified that their work or accomplishments have been noted. For these reasons and more, I continue to attend such programs and I’m proud that SP&T News is able to participate as well.

“Awards mean the most when they come from a place of respect.”

@SecurityEd

Your Partner in Securing Canada Security Products & Technology News is published 8 times in 2015 by Annex Business Media. Its primary purpose is to serve as an information resource to installers, resellers and integrators working within the security and/or related industries. Editorial information is reported in a concise, accurate and unbiased manner on security products, systems and services, as well as on product areas related to the security industry.

Group Publisher, Paul Grossinger pgrossinger@annexweb.com Publisher, Peter Young pyoung@annexweb.com Editor, Neil Sutton nsutton@annexweb.com Art Director, Graham Jeffrey gjeffrey@annexweb.com Account Coordinator,Trish Ramsay tramsay@annexweb.com Circulation Manager, Barb Adelt badelt@annexbizmedia.com Director of Soul/COO, Sue Fredericks

EDITORIAL ADVISORY BOARD Carlo Di Leo, Double Vision Group Colin Doe, Veridin Systems Canada Anna Duplicki, Lanvac Travis Firth, Tyco Security Products Mike Jagger, Provident Security Carl Jorgensen, Titan Products Group Bob Moore, Axis Communications Tom Richards, Lionsafe Security Paul Swan, Tri-Ed Distribution Josh Weidman, Medeco

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Market Watch..........................................................9 Applications ..........................................................10 Calendar ................................................................10 Appointments .......................................................10 Integrator of the Year (photo gallery) .................. 11 Security Canada Central (photo gallery) ..............12

Securitas offers US$350 million for Diebold security business

S

ecuritas has agreed to buy Diebold’s North American electronic security business for US$350 million — a deal that is expected to add considerable heft to the company.

Securitas already has a security portfolio that includes guarding and monitoring, but the addition of Diebold’s integration business will give the company an almost immediate boost, says Jennifer MapesChrist, manager of consumer and commercial goods group, with research firm Freedonia.

“You’re bringing in people who already have a customer base to go with it, so you don’t have to develop the business and the customer base at the same time,” she says.

“You’ve also got the benefit of people who have Tony Byerly, Diebold expertise and some amount of recognition with their customers as well.”

Diebold says its Green, Ohio-based business is the third largest commercial electronic security provider in North America, with approximately 1,100 employees. Its operations include design, build and integration services, as well as monitoring services comprising intrusion, fire, sprinklers and elevators.

The business generated approximately US$330 million in revenue from June 30, 2014 to June 30, 2015.

In a published statement, Securitas said, “Securitas and Diebold will do their utmost to make the transaction a success, guarantee continuity and develop customer services and relationships.

Securitas will serve as Diebold’s preferred supplier for electronic security solutions. This will help ensure a seamless transition for Diebold’s security customers.” The acquisition is expected to close in the first quarter of next year.

Securitas also stated that Tony Byerly, executive vice-president, electronic security for Diebold since June 2012, will continue to lead the division, which will be known as Securitas Electronic Security.

For companies with a long legacy of providing guarding services, it makes sense to expand into other areas of security, says Mapes-Christ.

“Guarding is such a low-margin business,” she says.

“These days, more security customers want more of a full slate to choose from.”

This is not the first time Securitas has reached into other areas of security through acquisition. Just last year, the company bought Belgian integrator SAIT and acquired 24 per cent of the shares of Iverify, a remote video services company. The company also says it has, in recent years, “strengthened

6

SP&T News • www.sptnews.ca

its technological know-how and continued recruiting specialists.”

“We . . . believe that we can leverage Diebold’s electronic security expertise to Securitas’ existing customer base and offer our customers possibilities of protective services by optimizing the equation between different service components,” says Santiago Galaz, divisional president, Securitas Security Services, North America, in a statement.

The degree to which customers will look to one company for integration, monitoring and guarding will depend on their appetite for a single-source supplier, says Mapes-Christ, adding that an import-

ant variable is the size of the customer’s operation.

“Smaller to mid-size companies don’t want to fuss . . . they want to try to find somebody who’s going to take care of it all for them,” she says. Larger companies, however, may prefer more flexibility and are “more concerned about being locked in.”

In the wake of the Securitas agreement, Diebold made a major announcement of its own. The company said in November it has agreed to merge with Wincor Nixdorf, a main rival in its automated teller machine (ATM) business, in a deal that values the latter at approximately US$1.8 billion.

— Neil Sutton

Genetec tells “CityWise” story to municipal customers

G

night are bigger concerns. enetec is taking a new approach with its “We kind of didn’t expect that we would become municipal customers — the company’s CityWise initiative is designed to be these conveners, but it really it started to come more of a conversation starter than a sales pitch, alive,” he adds. “The clients — or potential clients, mostly — would come back to us and according to vice-president of marketstart a discussion. . . . The discussion ing Andrew Elvish. wouldn’t start around our product, it CityWise is primarily designed to would start around their challenge.” offer a solutions-based approach to One of the most recent CityWise municipal challenges, says Elvish. It is events was held in New York City, not, he says, “a technology-led format drawing in stakeholders from other at all.” major metropolitan areas including In the past year, the company has Baltimore and Boston. taken CityWise on the road, visitWhile it may be a thought-proing 12 municipalities for what Elvish voking exercise and a conversation calls a “soft launch” to introduce the starter, CityWise is also an opportunity concept.

Andrew Elvish, Genetec to showcase Genetec and its products.

“It was all about, what are the drivers for cities that are looking for greater securi- The transition from one to the other isn’t always ty? How do we balance security with liveability and easy or obvious, says Elvish, particularly when other vibrancy? How do we actually tell a broader story companies or integrators need to become part of about working together and working across silos. that discussion.

“The CityWise story is not about how Genetec That’s the core of CityWise,” he says. works well with Axis, Samsung, Bosch. That’s kind The company has also launched a CityWise of the next level of the story,” he says. “Do we bring website with minimal Genetec branding. An initial splash page asks the question, “What kind of city do partners into it, do we bring integrators into it? In you want to live in?” As the user scrolls down the some cases, yes. And in other cases, that’s the next page, the Genetec message becomes more apparent: level of the discussion when we go back [to the cus“At Genetec, we’re behind the scenes, helping to tomer] and say, ‘Let’s do a proof of concept.’”

Whatever Genetec decides to do with CityWise connect the dots to build better, more seamlessly next, Elvish says it’s an approach with broader run cities.”

The approach acknowledges that not all deci- implications than just municipal customers. Smaller “cities” such as airports and campuses share many of sion-makers are going to be familiar with how the same concerns and would likely benefit from the security technology works, says Elvish.

“They’re not kept up at night by GPU decoding same solutions-first approach. and H.265,” he says. “What’s keeping them up at — Neil Sutton

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Hikvision addresses global growth plans

H

ikvision, a company that has seen explosive growth over the last few years, claims to be much more than a surveillance camera company, providing a range of solutions to suit a variety of needs across multiple markets.

Hangzhou, China-based Hikvision, which first opened for business in 2001, is currently the No. 1 supplier of video surveillance equipment in the world, according to research firm IHS, with a 16.5 per cent share of the global market.

It is probably best known as a hardware manufacturer but its product set also includes software such as age, gender and facial recognition; people counting; and “smart city” solutions like traffic management. Its products can be customized for specific geographies and vertical markets, including banking, energy and health care. It also produces a wide variety of home security solutions and showcased its new drone technology at the recent China Public Security Expo held in Shenzhen, China in October.

The fact that some of this is probably unknown to the North American market is a situation the company is trying to remedy. At a recent media event held at its China HQ, senior company officers Yangzhong Hu, president; Keen Yao, international marketing director; and Tony Yang, general manager, Latin America, who acted as translator for the group, laid out some of Hikvision’s high level plans and recent developments.

Many of the company’s vertical solutions are currently limited to Chinese markets. The company is exploring ways to bring these solutions to the rest of the world and will introduce them to overseas markets “as needed,” according to the company.

“The way we get into different markets will be very different and diverse,” Yao said. Hikvision’s international expansion follows a strategy the company refers to as “Glocalization” — global growth with a local focus — and regional offices are adopting marketing and management styles that make sense for the local geography, said Yao. Earlier this year, Hikvision opened an office in Montreal, serving customers in both French and English. Hikvision also plans to open another three to five manufacturing operations overseas and is dramatically expanding its online presence with multiple websites in a variety of languages (there are 11 under development).

China’s strong economy over the last decade has helped the company flourish, said Hu, providing it with a solid foundation upon which to extend its reach. It has also formed partnerships with major distributors like ADI and Anixter and is evaluating other partner opportunities globally.

Hikvision has made strategic investments over its history, said Hu, betting on new technologies as they emerge. Hu said that Hikvision began to develop video content analysis in 2006 and Cloud/Big Data solutions in 2011.

The company’s pace of development has not come without cost, however. Last year it was reported

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SP&T News • www.sptnews.ca

Top: Hikvision headquarters in Hangzhou, China. A third tower is under construction. Bottom left: Hikvision’s solutions showcase centre. Bottom right: Yangzhong Hu, president (left) and Keen Yao, international marketing director

that the company’s DVRs were vulnerable to remote attacks, forcing Hikvision to revise its approach and harden its technology. “This is a long process,” said Hu, adding that the initial problems occurred mainly because user passwords were not resilient enough.

Users are now prompted to use tougher passwords and Hikvision now employs ethical hackers to put the company’s software through its paces, looking for potential security gaps or loopholes that could be exploited.

“This is something we have to continuously work on, moving forward,” said Hu. While Hikvision and other manufacturers must be diligent in terms of developing products that are resistant to cyber-attack, said Hu, it takes vigilance on all fronts to address the issue. Users, as well as the integrators who install security products, should exercise caution and good judgement, he said.

Future growth According to Jon Cropley, principal analyst, video surveillance & security services, IHS, Hikvision has been growing at 60 per cent a year, far outpacing the surveillance industry’s overall growth of 10 per cent annually.

“To continue growing at 60 per cent a year through video surveillance alone, it would therefore

have to continue rapidly expanding its market share,” says Cropley in an email interview. And while Hikvision has developed a series of vertical solutions, it is by no means alone. Cropley says many other companies in the surveillance market are following that path, “so Hikvision needs to come up with something that stands out.”

Hikvision’s expansion will continue apace, according to the company. A new factory is being built, three times the size of its current main Hangzhou manufacturing facility. The company is also expanding its headquarters, which only opened two years ago. A new office tower, set for completion in 2018, will contain the bulk of the company’s R&D efforts.

Hu says the company will also look at expansion through acquisition if the right opportunities are there. He noted that the growth of IP-based technology across the industry has helped to fuel the recent spate of mergers and acquisitions in the physical security market.

Technology development and marketing have been historically been Hikvision’s two main areas of focus — with acquisition as a possible third — but Hu said luck has also played a role in the company’s success. He estimated that over the next decade, Hikvision will continue to be “very lucky.”

— Neil Sutton

AMAG rebrand adds G4S name

market watch Company (ticker) Price (Nov 12) 52-week low 52-week high ADT (ADT) AlarmForce Ind. (AF.TO) AlarmCom Hldg (ALRM) Allegion (ALLE) Anixter International (AXE) Avante Logixx (XX) Avigilon Corp. (AVO.TO) Checkpoint Systems (CKP) Cisco Systems Inc. (CSCO) Diebold (DBD) Flir (FLIR) Gentex (GNTX) Honeywell (HON) Johnson Controls (JCI) Mace Security (MACE) Napco (NSSC) ScanSource Inc. (SCSC) Stanley (SWK) Tyco Int. (TYC) United Technologies Corp. (UTX) Verint Systems Inc. (VRNT) Vicon Industries (VII) Viscount Systems (VSYS)

$33.75 $11.50 $16.54 $64.68 $64.43 $0.26 $11.99 $6.19 $27.83 $35.96 $26.22 $16.29 $101.97 $43.93 $0.38 $5.97 $37.20 $105.06 $36.50 $99.22 $47.00 $1.98 $0.02

$29.34 $9.87 $10.26 $51.78 $55.71 $0.25 $11.20 $5.07 $23.03 $29.16 $25.12 $13.84 $87.00 $38.48 $0.32 $4.18 $29.53 $90.08 $33.06 $85.50 $40.90 $1.22 $0.01

$42.88 $11.99 $19.15 $67.50 $89.95 $0.44 $25.62 $14.23 $30.31 $38.94 $34.46 $19.06 $107.41 $54.52 $0.49 $7.60 $42.52 $111.18 $44.84 $124.45 $66.45 $2.15 $0.10

G4S Canada’s Tim Saunders and AMAG’s Matt Barnette

A

MAG is aligning more closely with its parent company G4S in an effort to put its best foot forward with brand recognition.

The company, which was originally acquired by G4S in 1990, was rebranded AMAG Technology A G4S company in September. The change is beneficially to both companies, according to Tim Saunders, G4S Canada’s chief development officer.

While guarding remains a major business driver for G4S, creating clos-

Toronto Police defer new alarm policy

T

he Toronto Police Service is in the process of outreach as it considers implementation of a verified response model. The new policy was originally scheduled to be implemented in January 2016 but has been deferred until further notice.

As it sits, under the current verification process, monitoring stations are requested to verify a burglar or panic alarm through means including a video or audio device, multiple zone activation or an eyewitness or key holder verification. All alarms receive a response, but a false alarm that is attended by Toronto Police would incur a fee. The new verified response policy, which has been deferred, would require a monitoring station to verify a burglar alarm (i.e. that criminal activity is occurring or has occurred, or there is imminent threat to personal safety) before Toronto Police dispatch. Starting Jan. 1, however, panic alarms will not require any form of verification and will be immediately treated as a priority dispatch.

According to TPS spokesperson Kevin Masterman, the approximately 150 alarm monitoring companies that are registered with Toronto Police were initially notified of the pending change in April via a letter, which was also communicated to the Canadian Security Association (CANASA). More recently, Sgt. Carolyn Sweenie, Alarm Response Coordinator, Toronto Police Service, addressed the 60-plus monitoring professionals who attended CANASA’s annual monitoring symposium, held Oct. 20 in Toronto. Sweenie provided details on how the proposed program works and answered questions from attendees.

According to Masterman, the proposed change to the TPS alarm policy came about as a result of the Chief’s Internal Organizational Review.

“The review looked at all areas of the Service to identify ways to save money but more importantly to become more efficient and deliver better service to Torontonians,” says Masterman in an email interview with SP&T News.

Exactly how much time the TPS stands to save through this new policy is hard to quantify, according to Masterman, but he did confirm that Toronto Police received more than 23,000 alarm calls in 2014, almost 98 per cent of them false. The adoption of the new verification program would save “thousands of hours of time for our frontline police officers and Communication Operators to respond to other emergency calls for service more quickly and have our officers devote more time to proactive crime enforcement initiatives such as directed patrols in high-crime areas and other crime prevention initiatives,” says Masterman, adding that Toronto Police have reviewed an existing verified response model in Salt Lake City in the U.S. and also spoke with RCMP detachments in B.C. and Nova Scotia.

He adds that Toronto Police may be better able to allocate resources as a result of the new alarm policy, but they may not realize a cost savings. “It will actually cost more to deliver better service as we anticipate reducing the number of invoiced false alarm fees,” says Masterman, adding that invoiced false alarm fees generated in excess of $2 million in 2014.

— Neil Sutton

er ties with AMAG helps to establish it more firmly as a technology solutions company, says Saunders, both in terms of product offerings and its integration services.

“Customers like the fact that we are part of G4S,” added AMAG’s Matt Barnette, who was promoted to president last year after serving as the company’s executive vice-president of sales and marketing.

While exhibiting at the ASIS International conference in Anaheim, Calif. in September, Saunders said that the company received positive response from attendees regarding the integration side of its business.

“Customers like the fact that we are part of G4S.” — Matt Barnette, AMAG G4S has made a concerted effort in recent years to reposition itself as a solutions company, providing a combination of services to customers with guarding operations often as a starting point. “Now this year, the clients are talking about integration” during visits to the G4S booth, said Saunders.

“You can never be static in integration,” added Barnette, noting that there has been an influx of new companies into that market, often from areas that were not historically associated with physical security integration, like IT and electrical.

AMAG Technology also launched its Symmetry CONNECT product in September, an enterprise platform that the company says will help large organizations manage risk, build policies and automate some of their manual procedures.

— Neil Sutton

@SecurityEd • November/December 2015 9

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Calendar D.C. lab uses PIAM solution for education

Danish municipality reduces security incidents Danish municipality Aalborg is using Milestone Systems software for property protection.

According to Milestone, the number of security incidents Aalborg has experienced since adopting the software has fallen significantly.

The central command centre is now using surveillance cameras for video verification for first responders. Guard response time for the city, which covers 1,138 sq-km, has also improved, dropping to less than 10 minutes. Aalborg also uses Milestone’s Mobile Client which allows smartphones and tablets to access the central video system.

“The Milestone solution has saved us more than a million Euros in insurance costs. And the open platform technology is an important factor for us because it enables rapid rollout, flexible configuration and reduced cost of operation,” says Henrik Svenstrup, video management software manager, Aalborg Municipality, in a statement.

9/11 Memorial adopts mass notification

Eaton announced it is providing mass notification solutions for the National September 11 Memorial & Museum in New York City. The 9/11 Memorial has selected Eaton’s ALERiTY mass notification platform to communicate emergency messages to personnel and visitors located on the Memorial grounds. The system was first installed in February 2015 and includes Eaton’s WAVES High Power Speaker Array (HPSA) 7100-R Series.

The Memorial and Museum are located on eight of the 16 acres of the original World Trade Center site. The facility remembers and honours those killed in the World Trade Center attacks of Feb. 26, 1993 and Sept. 11, 2001.

“With more than three million visitors since its opening last year, the 9/11 Memorial chose Eaton’s wide-area mass notification system to prepare for a variety of emergency situations,” says Ted Milburn, vice president of marketing at Eaton, in a statement.

January 6-7, 2016 Connections Summit Las Vegas, Nev. www.parksassociates.com/events/ connections-summit January 6-9, 2016 International Consumer Electronics Show Las Vegas, Nev. www.cesweb.org

The Identity, Credentialing and Access Management (ICAM) Laboratory at Capitol Technology University in Washington D.C. has installed Quantum Secure’s predictive analysis solutions and physical identity and access management (PIAM) SAFE solutions for research and education purposes.

The ICAM lab enables students to gain experience in physical security systems. Accreditation courses are available for both undergraduate and graduate-level studies. “The value of having a clear understanding of PIAM and how it relates to security operations and risks is incalculable in any size or type of environment and our SAFE product line is designed to deliver that insight,” says Ajay Jain, president and CEO, Quantum Secure. “We are thrilled to be a part of this learning/teaching opportunity to meet the technical and managerial needs of the nation’s homeland security workforce.”

Appointments

January 31 - February 4, 2016 BICSI Winter Conference & Exhibition Orlando, Fla. www.bicsi.org February 2-3, 2016 TechSec Solutions Delray Beach, Fla. www.techsecsolutions.com April 6-8, 2016 ISC West Las Vegas, Nev. www.iscwest.com April 20, 2016 Security Canada East Laval, Que. www.securitycanadaexpo.com May 1-5, 2016 BICSI Canadian Conference & Exhibition Niagara Falls, Ont. www.bicsi.org May 10-12 2016 Internet of Things World Santa Clara, Calif. www.iotworldevent.com May 11, 2016 Security Canada Alberta Edmonton, Alta. www.securitycanadaexpo.com June 1, 2016 Security Canada Ottawa Ottawa, Ont. www.securitycanadaexpo.com June 8-10, 2016 Electronic Security Expo Fort Worth, Tex. www.esxweb.com

Norm Hoefler

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Michael R. Shields II

Digital Watchdog has announced the appointment of Norm Hoefler as managing director, Canada. He will be responsible for sales and management activities in Canada, overseeing distributor relationships and business partnerships.

Michael R. Shields II will assume the role of president and CEO of IdentiSys. Shields started his career at IdentiSys in 2001. He previously served as the company’s executive vice-president of sales.

10 SP&T News • www.sptnews.ca

Kris P. Hornung

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Lawrence Benjamin

Montreal-based Genetec announced the appointment of Kris P. Hornung as vice-president of sales for Latin America.

Columbia-based Hornung is responsible for Mexico, the Andean and South Cone regions, Central America and the Caribbean.

Lawrence Benjamin has joined S2 Security as regional sales manager for Western Canada.

Prior to joining S2, Benjamin was Canadian sales manager for Digital Watchdog.

Jacquelyn Hall-Davies

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Mark Ashley

Bosch Security Systems has named Jacquelyn Hall-Davies vicepresident of sales, Canada. HallDavies will lead the Canadian sales team for the company’s security and communications product portfolios.

Waterloo, Ont.-based Aimetis has appointed Mark Ashley as regional sales manager for Canada.

He has previously held positions with Stanley Security, Bosch Security Systems and Contact North Representatives.

June 15, 2016 Security Canada West River Rock Casino Resort Richmond, B.C. www.securitycanadaexpo.com September 12-15, 2016 ASIS International Seminar & Exhibits Orlando, Fla. www.asisonline.org September 21, 2016 Security Canada Atlantic Moncton, N.B. www.securitycanadaexpo.com October 19–20, 2016 Security Canada Central Toronto, Ont. www.securitycanadaexpo.com

Special Focus

Integrator of the Year

2015

Integrator of the Year awards gala

I

ntegrator of the Year winner for 2015, Paladin Security, was celebrated at an award gala in Toronto on Oct. 21. The gala, sponsored by Anixter Canada, was attended by friends, colleagues and partners from across the security industry. Paladin was chosen as the recipient of this year’s award based on a perimeter protection project conducted for client BC Hydro for a site in lower mainland B.C. Ted Reid, Paladin Security Systems president, accepted the award, saying he was grateful for all the hard work and effort that went into making the award-winning project a success.

Paul Swan, Tri-Ed; Ted Reid, Paladin Security; Peter Young, SP&T News; Gary Mistak, Anixter Canada

Carl Jorgensen and Thomas Leslie, Titan Products Group Brian St.Onge, Anixter Canada, with Joe McCann, Bulldog Fire & Security, SP&T News’ 2009 Integrator of the Year winner

George Fletcher, co-founder, Mission 500

Ted Reid, Paladin Security (centre) with Lisa Downing, Tyler Peltzer, Robin Coote and Randy Maharaj, Anixter Canada

The Paladin team: Ashley Cooper, Antony Strube, Ted Reid, Iain Morton, Guy Calb, Rob Marshall (BC Hydro), Fraser Cooper, Arik Garber (BC Hydro)

@SecurityEd • November/December 2015 11

Special Focus

Security Canada Central 2015

MAKING FRIENDS AT

T

he Canadian Security Association (CANASA) drew more than 2,500 people to the 2015 edition of its annual Security Canada Central Expo held in Toronto, Oct. 21-22. Attendees gathered to visit with exhib-

itors, receive instruction and information from educational “Flash” sessions held on the trade show floor and network with friends and colleagues.

Pam Petrow, president of CSAA International and president and CEO of Vector Security, was one of the main speakers at CANASA’s Monitoring Symposium, held the day prior to SCC

Habtech staff Paul Whiting and Denisa Cojo. Habtech was the 2014 winner of SP&T News’ annual Integrator of the Year award

CANASA president Richard McMullen and Lisa Padgett, board relations manager

SCC 2015 drew more than 2,500 attendees in 2015

Senstar staff Bruce Belyea, Rachal Fleury and Chris Mouroukas Carol-Anne Lovell in the ASSA ABLOY Canada booth. Lovell rejoined ASSA ABLOY earlier this year.

12 SP&T News • www.sptnews.ca

The Armstrong’s National Alarm Monitoring booth team, Gary Armstrong, Julie Leblanc, Kim Caron, Dan Small and Colin Armstrong

LESSONS LEARNED

By Victor Harding

Counting the accounts Effective tools for valuing alarm account bases can be of enormous benefit to company management

T

here is a need for all owners and managers of Canadian security companies to attend educational sessions put on at U.S. trade shows and conferences and at the same time push CANASA to put on more educational sessions in Canada.

There is not enough education happening in Canada anywhere. The fact is that U.S. trade shows like ISC East and West and ESX continue to put on amazing educational programs.

What brings all this to mind? I just attended the 2015 Securing New Ground (SNG) Security Conference in New York City.

Initially I thought that the two-day session was not going to help me much in my business of valuing and selling security companies. I was wrong.

Not only did I make some useful new contacts and cement relationships with others, but in one of the sessions a leading U.S. banker passed on this gem about valuing alarm account bases in such simple terms that it made the whole trip to New York worthwhile.

This is what he said: Account bases should be valued on three simple numbers.

1. What was the Cost to Create (CTC) each of the accounts and what will the CTC be to replace any attrition? The lower the CTC the more valuable the account base. As an aside, the banker said several of the major players in the U.S. had allowed their CTC to climb too high, i.e. 34-36x RMR for each new account. He noted that 15 years ago the average CTC on most alarm accounts was about 20x RMR. The increase is partly due to the cost of new interactive technology and the various apps that go with it to control heat, lights and locks but also due to a lack a focus on this CTC number.

2. What gross margin (GM) do your monitored accounts generate day in day out? In the old days, before interactive technology and cell back up, a monitored account base could expect to generate a GM of up to 80 per cent or more. Over time with the new technology and a lack of focus on the GM number, margins have slipped down to 60 per cent. The higher the GM the more valu-

CAMERA CORNER

By Colin Bodbyl

able the account base. GM here is defined as what is left from the RMR after the costs of monitoring, billing and servicing the account base.

3. How long on average do your accounts stay around for? What is your attrition rate? I like to talk about net attrition rate after re-signs from moves and any added RMR sold to existing accounts. A good annual attrition rate for an account base of 2,000 accounts should be six per cent or under. Calculate your attrition by taking the opening number of accounts (or RMR) at the beginning of a 12-month period, add in the closing number of accounts (or RMR) at the end of 12 months, and divide by two to get an average.

Then take your total accounts lost and divide by your average number of accounts.

These three simple tools will help me enormously in my business. It’s unfortunate I had to go a U.S. security conference to pick these tools up.

Victor Harding is the principal of Harding Security Services (www.hardingsecurity.ca).

Surveillance with style Form factor can affect functionality as well as ease of installation

T

en years ago, the only two respected form factors for fixed surveillance cameras were box style and domes.

Bullet cameras existed at the time but they were generally low quality cameras used for covert surveillance applications. Today, bullets, turrets, domes, and box style cameras are all gaining respect for their specific strengths.

Box style cameras still enjoy the majority of their sales in Europe, where surveillance cameras are intended to be a deterrent as much as they are a tool for collecting evidence. In North America box cameras have never been particularly popular. Even today they are mostly used when special lenses are required that cannot be supported by any other form factor.

Dome cameras on the other hand are extremely popular in North America. The image quality of dome cameras is often impacted by the curvature and material used in the dome bubble. Despite this inherent weakness, dome cameras remain the No. 1 choice for most North American integrators. Dome cameras are inconspicuous enough to not look out of place yet

“Each form factor has its strengths and weaknesses.” obvious enough to be an effective deterrent.

While dome cameras have always been popular, bullet cameras only became popular after IP camera manufacturers adopted the form factor. Far larger than their analogue predecessors, IP bullet cameras are incredibly practical. Water damage has always plagued dome and box cameras that rely on installers to correctly reseal the enclosure after aiming and focusing the camera. Most bullet cameras never need to be opened, so the risk of installing them incorrectly (and allowing water to leak in) is completely eliminated.

Turret cameras are still the least popular form factor, though they are becoming increasingly popular for offering the best of both worlds. With a dome like form factor, turret cameras are unobtrusive. They also do not need to be opened for aiming and focusing, so they eliminate the risk of water damage due to installer error. Unfortunately, only a few manufacturers have

adopted the turret camera form factor. They are also mostly limited to fixed lens models.

With bullet and turret cameras gaining an unexpected amount of popularity it is difficult to predict what form factor manufacturers need to focus on for the future. The reality is that each form factor has its strengths and weaknesses. Bullet and turret cameras for instance might be easy to install, but they are also easy for would be criminals to see where they’re aiming. Dome cameras on the other hand would be the first choice of most North American end users and architects due to their appearance, but they are also more challenging to install. At the end of the day, cost, aesthetics and ease of install tend to be the most important factors influencing an integrators choice of form factor. Fortunately, with cameras of almost all resolutions and feature sets available in multiple form factors, integrators can finally enjoy the freedom to choose the form factors that suit them best.

Colin Bodbyl is the director of technology for UCIT Online (www.ucitonline.com).

@SecurityEd • November/December 2015 13

HALL OF FAME Recognizing security professionals who exemplify the best aspects of the industry.

By Linda Johnson

T

he security industry has always been good at recognizing excellence through award programs.

With awards come recognition, and with recognition comes an understanding that there are people in security doing good work. They are helping customers or fellow employees; they are exceeding targets; they are helping to advance the industry forward.

SP&T News inaugural Security Hall of Fame is an opportunity to recognize security professionals who have done all of these things and more.

Bob Price President, Price’s Alarms

When Bob Price joined his family’s locksmithing firm, it had just begun selling security products.

A decade later, the company

14 SP&T News • www.sptnews.ca

They have won awards, they have built companies, and they have given back to the industry that has been good to them.

SP&T is pleased to recognize our inaugural inductees, Bob Price, Fred Dawber and Peter Garnham. These names were selected by SP&T News staff, since we felt they exemplify the most positive aspects of the electronic security industry. The plan is to recognize new names each year and build a new tradition for this magazine. In this way, we aim to give back to the industry too.

— Neil Sutton

decided he would run the security side of the business separately. Price’s Alarms started with two technicians, a manager and a part-time secretary.

Today, the Victoria, B.C.-based company has more than 150 employees working at seven offices.

One reason for its success, Price says, is the long history of his family’s company, which was founded in 1895.

“I’m third generation, my son is fourth and now we’re looking towards the fifth generation. We try to look down the road and do what’s best

today for what’s going to work tomorrow. Taking the long-term view has served us well,” says Price, president and co-owner with wife, Peggy, and son, Kevin.

The Price’s locksmith company

began selling alarms in the early 1970s.

With the downturn in the economy in the 1980s, they realized they needed either to pursue security seriously or get out of it. They decided to split the company: his brother taking over the lock side and Price taking the security side. In 1984, Price’s Alarms took a big step and expanded into monitoring after the service responsible for his own home system failed to respond to an alarm.

“They told me they were just too busy that night. So we set up our own station,” he says. “That was a turning point for us. We had about 200 accounts at the time. Ever since, we’ve grown in that direction, so now we have just over 35,000 accounts.”

Price is by training a scientist.

He earned a PhD in nuclear phys-

“We try to look down the road and do what’s best today for what’s going to work tomorrow.”

— Bob Price

try to find mentorship. For his part, he has always found established business owners very open to providing information. Industry associations are a good starting point to develop contacts, he says.

“There are two sides to the business. There’s the technical side. But there’s also the business side. You have to be pretty good at both to survive.”

Peter Garnham President, PGSA Peter Garnham traces his long career in security to an incident

ics from McMaster University and, with Peggy, spent a few years working abroad, first at the Niels Bohr Institute in Copenhagen and then in Geneva, Switzerland, working at CERN, the European Organization for Nuclear Research. He went on to work at the University of Victoria as a research physicist.

His return to Victoria caused him to reconsider the family business, however, and in 1973 he joined the firm. Several aspects of the company appealed to him, he says. “I thought it would be interesting being an entrepreneur, and with my background I was interested in the electronics part of the security company.”

The company’s business today centres on alarms, access control, CCTV systems and monitoring. Price wants the company to expand into new markets and geographical areas, although he’s determined to pursue growth in a controlled way, not going into areas where they can’t provide proper customer support.

A long-time CANASA member, Price advises people new to the indus-

42 years ago.

He had just started working at ADT. With all employees gathered in the boardroom, the company president told them why he was in security.

“He looked at us and said, ‘I wouldn’t have been in this business for this long if it wasn’t exciting work, if I didn’t enjoy it every day and if every day wasn’t different,’” says Garnham, president of Brampton, Ont.-based PGSA. “And in the 10 years I spent with ADT, that’s exactly what it was like.

Every day was different. Every day there was something exciting happening.”

Garnham went on to work as country manager for C&K Systems.

In 1994, he started his own business, PGSA, a rep company providing support for manufacturers.

“I thought, ‘If I could do what I was doing for someone else, why wouldn’t I do it for myself?’” he recalls. “That’s what life is all about: there’s that eureka moment: I can do this. And so you just go out and do it.”

Garnham says it’s important to share what you know. Looking back at all the training sessions he delivered while at ADT, C&K and PGSA, he estimates he has taught several thousand people. Moreover, only two years after he started PGSA, he taught a course at Toronto’s Sheridan College on how to start a small business. He reflects proudly that some students went into security and remain in the industry today.

In its early years, he volunteered with CANASA, joining its National Board of Directors. “For everything the industry has done for me, I wanted to give back. So there was group of us who did. A number of us were actively

“I love electronics. I love access control. So I decided I would become a manufacturer.”

— Fred Dawber involved with CANASA.” A major legacy of his time with CANASA is the golf tournament, which he and another member decided to organize over lunch one day in the late 1980s. In time it became a charity tournament, and for the past few years, he says, funds raised have gone to the Children’s Wish Foundation; the Toronto chapter raises between $7,000 and $10,000.

In 2006, Garnham received the R.A. Henderson Award for his contributions to the industry. “I was taken aback by it,” he says. “It was a humbling thing because it’s a recognition by your peers of what you’ve done and what you’ve accomplished.”

Garnham says that, for him, the business has always been about people. “I never have somebody working ‘for’ me; they work ‘with’ me, and we work together. That’s what business is all about: it starts with people and it ends with people. And it’s how you treat people.”

Garnham is now selling his company to his employees. While he will retain a prominent role, he wants them to have the opportunity of being full partners in the business, he says.

Fred Dawber President, Cansec Systems

F

red Dawber is inclined to do things differently.

A central principle of Cansec Systems, the Mississauga, Ont.-based access control manufacturing company he founded in 1987, warns against falling into the “technology trap.” Because technology is advancing at such a rapid pace, he explains, manufacturers find ways to use up the capacity of the technology.

Thus, they end up focusing on what a technology can do instead of what a customer wants.

“You want a product to be simple, intuitive and powerful,” says Dawber, the company’s president. “That’s pretty much been our signature for many years: making things that are easy to install, easy to use, easy to service — which means a lot of things other

“I never have somebody working ‘for’ me; they work ‘with’ me” — Peter Garnham

people do, we don’t do.”

Dawber, who says he has always been fascinated by technology, got his first security job in 1974 when he joined the Bank of Montreal. He was responsible for electronic access control and security at the main data centre and regional data centres across Canada. His work included conducting site surveys, preparing tender documents, evaluating bids, recommending suppliers and managing projects.

“That’s really where I got the bug,” he says. “It was also put me on the customer-user side, which gave me a big advantage when I got to the point where I decided to make my own stuff.”

Five years later, in 1979, he started his first company, Cansec Consulting.

In addition to consulting, he prepared tender packages for end-users and did software development specifications for access control developers. Then in 1987, he and a friend Jim Brion created Cansec Systems. “I love electronics.

I love access control. So I decided I would become a manufacturer.”

With just the two of them, they managed to get a contract with Scotiabank for hundreds of card readers. That allowed them to hire parttime hardware engineers and start developing their own access control products. “Then it grew from there to where it is now,” he says.

The security business today, Dawber says, is much more difficult.

The only way to succeed is to find the right niche. “If you’re just in the trenches, with the thousands of manufacturers making the same kind of product, or you’re a dealer trying to sell any of those products and you don’t have something that differentiates you, I think the chance of being successful isn’t there.”

Cansec is currently putting a big push on wireless products and has launched three products, including a control panel and battery-powered wireless lock, which, Dawber says, is a very big deal for the company. “And, in six or eight months, we’ll integrate the functionality to support the wireless lock in with the new control panel. So there’s a long-term plan to bring them together.”

Dawber says he has always believed in treating people well and takes pride in the lengthy service terms of many employees.

“If they put that on my tombstone — that I was nice to employees and did the right thing— I don’t think I’d have any problem with that,” he says.

@SecurityEd • November/December 2015 15

IT VARS PLUG IN The opportunities are there for IT resellers to explore more security installs

By Vawn Himmelsbach

W

e’ve seen security migrate from analogue to IP, and cameras move onto the network. The benefits of this are not new or unfamiliar, but the market is continuing to evolve, making it more enticing for new players to try to get a piece of that IP pie.

While IT resellers are not new to security, many have stuck to what they know best: data security. But that’s changing.

Indeed, the global video surveillance equipment and storage market is forecast to be worth more than US$30 billion by 2019, according to research firm IHS. And with more IT vendors focused on video surveillance, an increasing number of traditional IT resellers and systems integrators are starting to take an interest in physical security.

“We’re talking global revenue growth of around 10 per cent CAGR,” says Josh Woodhouse, senior analyst with IHS. “Having that level of growth is quite attractive from a reseller point of view.”

This is also being driven by IT vendors, as the migration from analogue to IP has changed the way many security systems are conceived, built and managed. Western Digital, Seagate and EMC have launched surveillance drives; Avaya and Extreme Networks are offering switches tailored for video surveillance; and Microsoft has introduced its Global Security Operations Center (GSOC) integrated security solution.

16 SP&T News • www.sptnews.ca

We’re also seeing the convergence of security functions onto one integrated system, including access control, intrusion detection, fire detection and critical communications, while video management software now offers integrated management platforms (sometimes through modular add-ins).

“This convergence is not just in terms of the equipment but in the internal structure of organizations,” says Woodhouse. “There’s much more demand to put physical security on a network, therefore we’re starting to see IT departments and security departments with limited crossover in the past starting to work together more closely.”

Because of this, we’re seeing more IT resellers selling IP security solutions, and more security professionals learning the networking side of the business.

Indeed, security professionals have transitioned to selling a mixture of equipment, both analogue and digital, and in many cases a majority of their revenues are now coming from networking equipment.

But there’s still a knowledge gap, according to Woodhouse. “Each side has big gaps in their knowledge in terms of designing from scratch an efficient surveillance system,” he says. Many IT resellers, for example, don’t understand effective camera placement,

“There’s much more demand to put physical security on a network.”

— Josh Woodhouse, IHS

whereas security resellers may not understand network configuration and segmentation.

Still, there’s more incentive on both sides to learn — considering the potential of the market.

Arctic Digital Ltd., an IT reseller servicing the Northwest Territories for 25 years, provides IT services and solutions related to servers, networking and storage. But about three years ago, the company started offering security products, primarily IP video cameras.

“The market for IP cameras has really matured,” says Bernie MacNeil, president and CEO of Arctic Digital in Inuvik. “We have worked with IP cameras as long as 10 years ago, but it was very rudimentary.”

While he still sees a lot of analogue out there, IP is starting to overtake those installations.

“It’s a natural fit for us,” he said. “We found it relatively easy to get into that market — it’s just another IP device on the network, so you have to have a networking background to configure it and also to troubleshoot it.”

Arctic Digital also has a number of long-standing clients. “Because they know us and our expertise in networking, they said ‘Hey, can you put in some security cameras?’” says MacNeil.

Analogue cameras are typically limited to core deployments, since camera nodes are constrained by the scalability of the underlying infrastructure, according to IHS. But deploying cameras on a network means there can be vast distances between cameras, supporting multiple edge systems yet controlled centrally.

This is where Arctic Digital has found a mar-

ket. Sometimes they’ll do a network installation in a remote building like a warehouse or maintenance yard where there is no Internet access, “so we’ve been delving into the wireless Ethernet radio market with IP networks,” said MacNeil. “So we can deploy an IP network just about anywhere.”

And that means they can expand their ability to provide video surveillance in previously inaccessible areas.

But MacNeil says overall security is not a huge part of their business. “It’s another solution that we’ve added to our portfolio,” he says. “It complements the other work we do, but it’s not our main source of revenue right now. We’ll respond to market conditions.”

And he says they haven’t had any requests for physical access control at this time. “I suppose it’s something we could look into — we’re certainly open to it, there’s a whole market out there … for security.”

But some IT resellers and systems integrators are sticking to data security, rather than physical security such as surveillance, monitoring and access control.

Empowered Networks is a Toronto-based systems integrator with offices across the country. The company specializes in network testing and management, and brought security into the business in 2012.

“We’ve always understood security as an integral part of our solutions and it was a natural step guided by trusted customers that led us to be doing more security-focused work,” says Ron Watt, director of marketing with Empowered Networks.

reliance_SPT_June.indd 1

“We can deploy an IT network just about anywhere.”

— Bernie MacNeil, Arctic Digital “Our focus has been on penetration testing, automated breach detection and security testing across the board. Forensics is another area that leverages our strengths in networking,” he says. However, “physical security is not really where we see our opportunity.”

Instead, he sees opportunities in securing Wi-Fi networks as well as preventative security, such as network segmentation and configuration controls.

And much of that work, so far, is coming from existing relationships.

In some cases, a customer may already have a relationship with a distributor, reseller or integrator, says Woodhouse, and they may prefer to deal with brands they’re familiar with. “A lot of that translates to their favourite reseller,” he said.

Many VARs aren’t going to touch anything they aren’t selling, so they might see physical security as a gap or as an opportunity, depending on whether they want to learn the skill sets required. For customers, choosing whom to buy their equipment from may come down to their “favourite reseller” or they may seek out that expertise. ““A reseller selling you boxes at a few points of

margin will not have the business model that can support the expertise you need to be successful,” said Watt.

“What we bring to the table is a deep understanding of networking and performance and service assurance.”

Watt also sees security as an inroad to get into new and different accounts. “There’s good cross-sell opportunities to introduce other things we do,” he said. “It’s a different way up the chain.”

Considering that IHS projects the global market for video surveillance equipment to grow by more than 10 per cent this year, it could open up many inroads to IT resellers and systems integrations.

One of the fastest-growing markets will be in 180/360-degree network cameras, with global shipments forecast to grow more than 70 per cent this year — suitable for retail, airports and casinos with wide indoor areas. According to IHS, the number of vendors offering these cameras continues to grow, as does the number of video management software applications supporting them.

“A lot of our growth is tied to security. There’s a lot more spend going on in security than in managing networks. The risks are absolutely increasing and despite all the dollars that continue to go towards perimeter security, the breaches persist,” says Watt.

“There’s solid opportunities to round out security by making some investment in the broader suite of technologies aimed at detection and prevention.”

Vawn Himmelsbach is a freelance writer based in Toronto.

@SecurityEd • November/December 2015 17 2015-06-22 9:46 AM

KEEPING

CAMPUSES SAFE

By Dr. Matthew Naylor

W

e secure our homes and need pass-keys to enter our offices, but how safe are our students and their educators in their “workplaces”?

The wide diversity of crime that allegedly happens on campuses makes it challenging to secure such sites. How should such institutions be protected? What should the security strategy be?

What equipment should be considered? How can costs be kept under control? There is a growing need to take campus security seriously, and working through the available solutions is an important first step.

As we review incidents on campuses over the last decade, it is clear that the range of crimes is extensive.

On one side we have intruders who are intent on theft, vandalism or arson. The focus here is on the premises and assets rather than the occupants, and often the crimes are committed after hours when the campus is empty. On the other side, we have crimes involving the students, and these range from minor offences such as under-age smoking or drinking, to more serious crimes of bullying and drug dealing, through to the extreme cases of abduction, assault and murder. Each has its own challenges, and not all can be solved, but the frequency of incidents will be greatly reduced on sites where security is taken seriously.

One of the most common approaches to security is to install a CCTV system to monitor the grounds.

Carefully placed cameras can ensure that all of the public spaces are visible to security staff 24/7. If all the cameras are recorded on a video recorder in high quality and high resolution, then any incidents that occur can be reviewed later to establish the sequence of events and assist with apprehending criminals. It is common now to use IP cameras and digital video recorders as the image resolution can be much high-

18 SP&T News • www.sptnews.ca

A co-ordinated effort is required to keep educational institutions well monitored and protected from harm

er than the analogue camera standards of PAL and NTSC support. The higher resolution can enable the reading of distant licence plates and recognising faces that are not close to the camera.

Alternatively, pan-tilt-zoom (PTZ) cameras allow an operator to zoom in on an incident to better

A busy security operator may be dealing with several alarms per minute. observe and understand it. However, the temptation to replace fixed cameras with PTZ cameras should be considered carefully. Fixed cameras maintain coverage at all times whereas PTZ cameras sacrifice coverage whenever they are used to zoom in on an activity.

While a PTZ operator zooms in on one intruder a second intruder, who is now outside the PTZ view, can enter the premises undetected. A combination of fixed and PTZ cameras may give the best solution.

Protecting a school campus against intruders after hours is relatively straightforward. If the grounds are meant to be empty, then a traditional CCTV system can be used to view any intruders entering the perimeter, and appropriate action taken by security staff, either on-site or at a remote monitoring station.

Early detection of an intrusion can prevent loss and/ or damage, and has a higher likelihood of apprehending the criminals. However the primary issue with CCTV systems is that the cameras need to be monitored 24/7, and even an experienced operator cannot effectively detect intruders in live video after around 20 minutes. Automatic detection is mandatory to alert the operators to the intrusion, and several options are available on the market for this purpose.

Beam detectors employ an array of emitters and another array of detectors, and may be useful for

detecting an intruder crossing the gap between them.

Usually the units are placed at each end of a fence to detect someone crossing it, and the detection is linked to a camera to provide video verification of the event.

Passive infrared (PIR) detectors detect body heat, and are more versatile as they can monitor narrow perimeters as well as the wide areas of playgrounds and eating areas. However, both beam and PIR detectors must be aligned with the corresponding cameras to provide video verification. If an alarm cannot be video verified, then the cause of the alarm is unknown, and the servicing of false alarms can increase operational costs.

Video analytic intrusion systems can automate the whole process of detecting intruders, notifying the monitoring station, and sending relevant images or video to aid the security operator. Using video analytics as the detector avoids the issue of alignment as the detection is only within the field of view of the camera. It is also more flexible as the detection areas can be “drawn” to exactly match the area to be monitored.

Correctly aligned video coverage not only assists an operator in verifying an alarm, but it also provides situational awareness to first responders (if equipped with suitable equipment), and ensures useful video recordings for subsequent evidence if their validity and a “chain of evidence” can be upheld.

There are several things that should be considered when designing video based systems. First, the cameras need to be positioned well. For the system to be effective, clear visibility is needed 24/7. This means adequate lighting at night, with care taken to avoid blinding glare from adjacent street lights or the headlights of passing cars. It means ensuring the “night” mode of a day/night camera is not disabled by stray light, effectively crippling the overnight performance.

If video analytics are used, then the long term must be considered. Are the rain shields effective enough to prevent false alarms on stormy nights? Are the cam-

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eras mounted firmly enough to prevent camera shake triggering false alarms when the wind is strong? How sensitive is the system to small animals that walk through the property at night?

What adjustments are available to tune each camera to the scene it captures?

If the system has auto-calibration, how accurate is this in the presence of school children? These are all factors that should be considered before purchasing equipment.

Some thought must also be given

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to monitoring the site. Should the alarms be automatically verified to ensure they reached the alarm centre, or is the convenience of a less reliable email connection sufficient? Will the alarm event reach the monitoring station immediately, or will it be delayed

by SMS relays or other communications bottlenecks? Does the system have a backup communications link if the primary link fails? Is the operator sent relevant images of the intrusion, or must they wait to buffer up live video that may already be too late to show anything relevant?

During peak times, a busy security operator may be dealing with several alarms per minute so they do not always have the time to familiarise themselves with the site, “go live” and review every camera in response to every alarm that comes through.

Choosing a system that makes the operator’s life easier will keep monitoring costs down and ensure an effective security solution.

It should be clear that prevention is far better than cure.

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Serving Canadian security dealers, installers and integrators since 1996.

Though uncommon, shooting incidents are a growing concern in some areas. Where warranted, this level of violence can only be addressed by airport-level security. Screening every student and their bags as they enter through a single choke point into the campus is really the only way to ensure that weapons cannot enter the campus.

This requires on-site, experienced personnel and does not lend itself well to remote monitoring.

Arson is another crime that is of concern. Point smoke detectors are commonplace now, but there are much more sensitive aspirated systems that can detect even the early stages of a smouldering fire. Such systems can be combined with gas detectors to sniff the air for poisonous or explosive gasses, giving advance warning of potential hazards.

In all these cases, it should be clear that prevention is far better than cure.

It is far better to detect and apprehend an intruder before they damage or steal property. It is far better to detect loitering vandals and move them on, than to suffer the inconvenience and cost of repairing the damage they may cause.

It is far better to prevent a shooting than to catch the criminal after the event. It is far better to detect and diagnose faint wisps of smoke, than to suffer the down-time and expense of rebuilding. The sooner you know, the better the outcome.

Dr. Matthew Naylor is senior product line manager with Xtralis (www.xtralis.com).

20 SP&T News • www.sptnews.ca ST Bookmark it ad.indd 1

2015-11-26 11:22 AM

Product Previews

Tools & Testers Butt set

Cable analyzer

The Tel Scope includes all the technical characteristics of a butt tester along with the ability to measure key information and comply with Telcordia requirements.

This rugged unit is waterproof and is fitted with a large backlit LCD screen. The screen displays the on-hook line voltage and off-hook current. It also displays the characteristics of the line and can measure the carrier frequency to identify if it is a DSL or T1 line. An additional feature is the ability to identify issues with DTMF equipment when dialing out. The unit offers advanced data line in-use detection capability to prevent the loss of data.

The DSX-5000 CableAnalyzer improves the efficiency of copper certification with speed for testing Cat 6A and Class FA while meeting draft IEC Level V. Versiv platform supports modules for fibre testing (Both OLTS and OTDR) and Wi-Fi Analysis and Ethernet troubleshooting. The platform is upgradeable to support future standards. The Taptive user interface graphically displays the source of failures including crosstalk, return loss and shield faults. The user can analyze test results and create professional test reports using LinkWar Management Software. The CableAnalyzer is Intertek (ETL) Verified in accordance with the IEC-61935-1 specifications for accuracy Level IV, and draft accuracy Level V, and in accordance with the ANSI/TIA-1152 specifications for Level IIIe.

Fluke Networks

T3 Innovation

Tone and probe set Platinum Tools

The Tone and Probe Set (P/N TP150) features a recessed push-button which activates tone scanning when needed, the tapered tip allows easy penetration of cable bundles, side thumb wheel adjusts volume and turns off power to reserve battery power, and it has a sensitivity of 100Hz~300KHz. The tone generator features include a slide switch to select TONE/OFF/ CONT, a continuity mode to verify if a wire is broken, alligator clips to test pairs, and an RJ11connector for data or phone lines. The TP150 Tone and Probe Set includes a carrying case, 9V batteries and user instructions.

www.platinumtools.com

www.t3innovation.com

Network transmission tester IDEAL Networks

The next generation of the SignalTEK NT copper and fibre network transmission tester is completely mobile. New functionality incorporated allows it to automatically generate reports in PDF or CSV format that can be fully customized with company and operator details. Once the report is complete, the field technician can activate SignalTEK NT’s built-in wireless hotspot to transfer reports to their mobile devices with the IDEAL AnyWARE app. These reports can then be sent by email, ftp or cloud storage. The unit simulates VoIP/ CCTV/Web/IP video network traffic and tests connection speed, port ID, ping, traceroute, IPv4/IPv6.

www.idealnetworks.net

www.flukenetworks.com

See everything, miss nothing.

Change the way you see the world. Get broader coverage area, enhanced situational awareness and revolutionary after-incident analysis with Sony’s 4K resolution. Capture colour down to 0.1 lux, thanks to an enormous 1.0 inch type sensor with backilluminated Exmor R® CMOS technology. Behold 90 dB wide dynamic range. Conserve bandwidth and follow areas of interest with Intelligent Coding, Intelligent Cropping and Multi-Tracking. Optimize colour and brightness for changes in weather and lighting with Intelligent Scene Capture.

And freeze the decisive moment with the amazing 20 Megapixel Evidence Shot.

Bottom line: if you haven’t seen Sony’s SNC-VM772R for yourself, you don’t know what you’re missing.

With Sony’s 4K, you can concentrate on areas of interest while still capturing the wide view.

Discover the benefits of 4K at sonybiz.ca

© 2015 Sony Americas All rights reserved. Reproduction in whole or in part without written permission is prohibited. Features and specifications are subject to change without notice. Sony, Exmor R, IPELA and the Sony logo are trademarks of Sony.

Sony_SPT_Oct.indd 1

@SecurityEd • November/December 2015 21 2015-09-14 3:05 PM

Product Previews

The latest in security technology

Server cabinet lock HES

Day/night cameras Arecont Vision

The HES KS200 Server Cabinet Lock protecta data centre assets from intrusion and expensive downtime by bringing real-time access control in a single-card system to individual server cabinet doors. Designed to install quickly and easily, with minimal modifications on most swing-handle style server rack doors, the KS200 uses Wiegand wiring to integrate with existing access control systems and ID badges. It supports a Small Format Interchangeable Core (SFIC) mechanical key override and provides robust access control to meet strict regulatory compliance and protect data.

www.hesinnovations.com

MicroDome G2 all-in-one ultra-low-profile cameras offer remote focus and three-axis adjustment to facilitate ease of installation and setup. The MicroDome G2 multi-megapixel camera series includes models with 1.2MP, 1080p, 3MP, and 5MP resolutions. These true day/night cameras are available with a choice of interchangeable lens options. The new AV IP Utility is a free software program that enables users to connect and configure the company’s IP cameras.

www.arecontvision.com

1080p HD-TVI camera Speco Technologies

Each of these new HD-TVI cameras were engineered and designed specifically for a wide range of applications and offer an upgrade for full HD 1080p performance over existing coax infrastructures. Models include indoor/outdoor dome, turret and bullet style housings that are IP67 rated. Intensifier T technology provides detailed images in HD resolution.

These cameras amplify existing light with no distance limitations. Models with IR feature Intense IR functionality that adapts IR intensity to the subject matter to provide a vivid non-saturated image.

www.specotech.com

Telecom PIAM solution Quantum Secure

The new line of horns, speakers and sounder bases are UL-listed to the revised 520 Hz signaling standards. Edwards’ new product launch comprises more than 65 low frequency compliant models that provide a complete 520 Hz signaling solution. Genesis G4LF Series horns and horn-strobes generate a 520 Hz tone in the standard 3-3 temporal pattern. Genesis G4HF and GCHF Series wall speakers, ceiling speakers and speaker strobes are part of an audio system solution for low-frequency signaling.

The SAFE for Telecom software suite is a physical identity and access management (PIAM) solution designed to streamline the lifecycle of physical identities and automate related processes to protect telecom data centres and other high-risk premises from unauthorized access. SAFE for Telecom also provides strong predictive analysis using data collected from multiple disparate systems.

www.edwardsfiresafety.com

www.quantumsecure.com

520 Hz signaling product line Edwards

Lock solutions

Yale Locks & Hardware

Dual path communicator

Bosch Security Systems The B465 Universal Dual Path Communicator enables dialer-based fire or intrusion control panels to use IP or cellular communication formats. The B465 Universal Dual Path Communicator links a control panel’s digital dialer to an Ethernet connection on a local area or wide area network or to an optional cellular module to send reports to the central station receiver. The B465 is compatible with fire or intrusion control panels from Bosch and other manufacturers, supporting multiple communication formats.

www.boschsecurity.us 22 SP&T News • www.sptnews.ca

The multi-family solution includes nexTouch, the next generation of the Yale InTouch access control lock, Yale Real Living digital deadbolt, Accentra cloud-based lock management software, and a credential updater, based on secure HID technologies, for updating access rights and transmitting audit trails. The small business solution includes the same hardware plus integration with interactive service platforms, such as those from Alarm.com, Control4, Honeywell and iControl. Accentra cloud-based software can be accessed via PC, tablet or smart phone. Property managers can issue and revoke access for residents, visitors and staff.

www.yalerealliving.com

Rack mount access controller Software House

The iSTAR Ultra Rack Mount is a modular 32-door rack mount access controller featuring dual GigE network ports and FIPS 140-2 approved security. Paired with a dual rack mount power supply and battery enclosure, iSTAR Ultra manages power and wiring for access control systems by combining lock power, separately fused lock outputs, and fire interlocks while leveraging standard IT racks, reducing the costs and space requirements associated with wall mount controllers. Plus, iSTAR Ultra controls access to the rack itself, through its ability to manage and control ASSA ABLOY Aperio data center PoE locksets.

www.swhouse.com

LPR app Arteco

A new version of Arteco’s pre-installed licence plate reading app is now available on Samsung Techwin Wisenet III cameras. The Wisenet III camera effectively becomes an LPR camera with access control capabilities managed by a Samsung NVR. It can be further controlled by the Arteco NEXT or integrated with a third-party VMS. The Plate-Reading app has functionality based on a licence plate whitelist or blacklist, which can be associated with different specific actions. For example, whitelist a plate to automatically open a gate connected to the relay of the camera.

www.arteco-global.com

Electronic locks Abloy

Building automation platform Paxton

net10 delivers out of the box access control, IP video management and building automation to streamline the management of buildings. Using conventional RFID tokens or Bluetooth smart devices, the system offers tools for giving specific permissions to individuals and groups of people.

It works in conjunction with all types of IP cameras in order to facilitate live viewing and the recording of video footage. It also interfaces with existing building infrastructure for a high level of control over lighting, heating, air conditioning, intruder and fire alarms, ensuring maximum efficiency.

ABLOY PROTEC2 CLIQ electronic locks are now available with a built-in dust cover and a new audible LED quick handshake key. The ABLOY PROTEC2 CLIQ eCylinder and key solution is an access control system built with ISO 9001 quality and ISO 140001 environmental ratings. The system features LED indication on both sides and a reversible key. It delivers a range of benefits, including the ability to store more audit trails, remote program up to 3,500 locks or lock groups into the key and swiftly obtain access. The PROTEC2 CLIQ’s battery allows clock and time features to last up to 10 years while space inside the key has been reserved for a Radio Frequency Identification (RFID) tag.

www.abloy.ca

Mini dome camera Axis Communications

The AXIS M3037-PVE Network Camera is a vandal-resistant, day/night fixed mini dome that offers panoramic views and echo-free two-way audio communication with built-in microphone and speaker. The camera offers several viewing modes, including a 360° overview, a 270° corner view, and dewarped panoramic views and quad views for easy viewing. The compact camera is factory-focused and powered using Power over Ethernet (PoE). It is suitable for installations where audio communication is needed, such as at the entrance of a hotel, boutique, restaurant or office building.

www.axis.com

www.paxton-access.com

Security management system Johnson Controls

The P2000 security management system now offers more options. Enhanced features include web-based alarm management, geo-location mapping, enhanced video technology, and mobile compatibility with Android devices. The web-based alarm manager allows operators to see and respond to all alarms inside a facility or throughout their campus. Geo-location mapping features help users view and manage what is happening in specific locations in real-time. New case management functionality also links photos, video clips, and documentation to specific alarms or security events.

www.johnsoncontrols.com

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Dome cameras

Samsung Techwin America Available in a variety of styles and configurations that offer either 1.3 MP or 2 megapixel Full HD resolution, Samsung’s WiseNet Lite cameras feature 60dB Digital Wide Dynamic Range (DWDR) and Lens Distortion Correction (LDC), which compensates for image distortion that can occur with wide angle lenses.

WiseNet Lite cameras also offer the ability to record anytime and anywhere via built-in SD card slot or NAS direct recording capability. Automatic Remote Backup (ARB) will back up and restore video from SD memory upon video loss due to network disruption. Users can also perform backup manually as needed. WiseNet Lite bullet IR and indoor dome IR cameras are equipped with either fixed or varifocal lenses, while indoor dome cameras include a fixed lens, and outdoor dome IR cameras feature a varifocal lens.

www.samsung-security.com

Cut Strip Terminate Test

EZ-DataLock™

Prevents Cable Disconnects The Snag-Proof Locking strain relief protects and secures a data network 24/7. Prevents inadvertent and malicious cable disconnects, downtime, and tampering. The cable remains locked until the ‘Key-Holder’ unlocks it.

Network video recorders

Since 1997 we have delivered on one very straight forward mission... to develop, manufacture and source the absolute best possible solutions for the preparation, installation, hand termination and testing of wire and cable.

Exacq Technologies

The exacqVision Z-Series network video recorders offers performance, reliability and capacity recorders for demanding video surveillance applications. Now these recorders store up to 120TB of video, adding 50 per cent more maximum storage capacity. The new Z-Series IP recorders eliminate the need for purchasing multiple servers, reducing the cost of ownership. exacqVision Z-Series hybrid and IP camera NVRs record up to 128 IP cameras and 64 analogue cameras and includes eight IP camera licences.

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@SecurityEd • November/December 2015 23 Platinum_SPT_Nov.indd 1

2015-11-10 11:33 AM

Product Previews

The latest in security technology Digital credential Brivo

Lone worker communication Securtek

SoloProtect is a lone worker emergency communication solution worn by workers as their ID badge.

It enables full emergency communication such as Red Alert, Rip Alarm, ManDown, Yellow Alert situational recording as well as Chaperone non-emergency communication, and GPS location reporting. As an option, employers can also subscribe to the Mobile Workforce Management Platform to locate, monitor, and manage all of their lone workers on a global map.

Brivo Mobile Pass is a digital credential solution that lets users unlock doors with their smartphones. As an enhancement to the existing Brivo OnAir access control system, customers can immediately distribute mobile credentials to their entire user population without any on-premise equipment changes. Available now on both iOS and Android, Brivo Mobile Pass serves as a mobile complement to physical keycards and readers, and is fully interoperable with existing door reader technologies. Brivo Mobile Pass is a cloudbased mobile credential system that is part of the Brivo OnAir platform. From a workflow perspective, the Brivo OnAir administrator selects a user and creates a Brivo Mobile Pass invitation that is delivered via email. The user then clicks the “Add” button in the email to activate Brivo Mobile Pass on their phone.

www.brivo.com

Heated enclosures STI

The Heated Type 4X Polycarbonate Enclosure offers a means to secure electronics outside and in exposed environments such as unheated warehouses, storage units, freezers, etc. The radiant heat plate prevents LCD displays from becoming sluggish or freezing. The enclosure is designed to operate on 12, 16.5 or 24 volts and includes three thermostats: a control thermostat, an over temperature safety thermostat and a low temperature warning which can connect to a supervisory panel.

www.securtek.com

www.sti-usa.com

H.265 surveillance VIVOTEK

Minuteman Entrust LCD Series of UPSs offer complete power protection and are designed to protect valuable equipment such as desktop computers, file servers, network devices, security systems, voice communications equipment, and home entertainment systems. The UPSs utilize Automatic Voltage Regulation (AVR) technology, surge protection, and battery backup to provide total protection from all power problems. With four models ranging from 550VA to1500VA, these new products feature an ultra-slim footprint.

These H.265/HEVC surveillance solutions, including a series of 3-Megapixel and 5-Megapixel network cameras, NVRs (network video recorders), and professional VMS (video management software).

Equipped with WDR Pro and SNV (Supreme Night Visibility) technology, the new V-Pro H.265 network cameras provide high quality images under multiple lighting conditions.

www.minutemanups.com

www.vivotek.com

Uninterruptible power supplies Para Systems

Outdoor power solutions Altronix

WayPoint Outdoor Power Solutions provide a solution for PTZ and fixed cameras with or without heater/blower housings, IR illuminators, wireless transceivers and virtually any surveillance or security product that’s exposed to the elements. The units are designed for harsh environments with IP66-NEMA4/4X rated enclosures, stainless steel lockable latches, and integral flanges to accommodate wall or pole mounting. A wide range of models in single- or multi-output are available providing 24VAC and/or 28VAC, including a version that accepts 277VAC input.

www.altronix.com

Network adaptor Aiphone

This new network adaptor is designed to connect existing LE and NE Series sub stations with the company’s flagship IX Series IP Intercom. The adaptor is offered in single (IX-1AS) and 10 station (IX-10AS) models. The user can upgrade existing systems without having to rewire or replace the remote stations. Adaptors connect directly to a PoE network for easy installation. Users can replace old analogue master stations with newer, digital master stations and add Aiphone’s new IX Mobile app to the system. The introduction of these adaptors provide an upgrade path from simple analogue systems to network technology.

www.aiphone.com 24 SP&T News • www.sptnews.ca JCGury_SPT_June.indd 1

2014-06-09 2:59 PM

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@SecurityEd • November/December 2015 25

QA &

M

itchell Klein says he has been working with connected home technology “long before these had any kind of name or terminology or any kind of interest from anybody.”

Klein has owned his own integration firm in the Boston area, worked at the executive level for Universal Remote Control and served in multiple senior board positions for the Custom Electronic Design and Installation Association (CEDIA).

Several months ago, he took over the role of executive director of the Z-Wave Alliance. SP&T News spoke with Klein about the alliance’s participation in the burgeoning home automation market and its recent decision to create a new membership category for integrators.

SP&T News: Home automation really seems to have come into its own in the last few years.

Mitchell Klein: To me, this is really exciting, because the opportunities are so significant. In terms of real benefits to end users, not just selling “things” but in terms of what it can mean for the home, for the car, for health care.

It’s really, really exciting and I’m so happy to be in the middle of it, which is where I wanted to be.

SP&T News: Where do you think we are in terms of the market’s development?

MK: I think in a large way, we are already there. The penetration has been very substantial in terms of the security market. Z-Wave owns a very considerable percentage of the wireless portion of home security systems.

I don’t think most people really think of that as integration/automation/ smart home/IoT, but people do know that with their smartphone, they want to monitor the camera.

You’ve got the service providers and the telcos putting this stuff out there. On a relatively base level, that is comfortable for end users. You’re arming and disarming your alarm systems, getting notifications, you’re

26 SP&T News • www.sptnews.ca

with Mitchell Klein Executive Director, Z-Wave Alliance

By Neil Sutton

maybe opening a garage door, or looking at a camera. It’s already there at that level. Where it’s not yet is tying in a bit more than what the telcos and the service providers are offering.

The awareness that there are existing compatibilities between subsystems…

I think in many ways we’re there, and in many ways we have a ways to go.

The ways to go has to do with the so-called competing standards, which is incredibly confusing [and] not just for the end users — for the integrators and it’s also confusing as heck for the service providers.

Where do you go? Who do you back? Where Z-Wave plays is, we’re compatible with virtually all of them.

We’re already there with 40 million devices installed and over 1,400 existing products in the marketplace. One of the big focuses of the alliance is to work with all these other alliances and make sure that the compatibilities are going to be implemented.

SP&T News: How are you collaborating with other alliances to ensure this all makes sense as an ecosystem in a home or business?

MK: If you are the business or the end user, these are the things that prevent you from making a purchase.

You think, “This is confusing as heck.

Who is going to win?”

The way we see it is, there are essentially two buckets. There’s one bucket we’ll call IP solutions. IP solutions are where [Apple’s] HomeKit is, OIC (Open InterConnect), AllSeen, AllJoyn group, [Google’s] Brillo and Weave. They’re all IP solutions. Any of those IP-based solutions, Z-Wave has an IP layer in it. The IP bridge exists. Specific code gets written for each of those. That can get implemented into a gateway. It doesn’t have to go down to the device level. We will be, and are, compatible with any of those IP platforms.

The second bucket are all the different radios. That’s where you have Z-Wave, ZigBee, Bluetooth, Thread…

That’s a whole separate bucket. Our plan is to be compatible with those.

They require different layers. But the big players are all pretty much playing in that IP bucket. Ultimately our plan is to be compatible with everybody.

An [important] point is backwards

compatibility. That’s a mandate from Z-Wave. That’s our corporate culture, that’s who we are. Everything we do is with considerable attention to making sure that things that exist are still compatible.

“Ultimately our plan is to be compatible with everybody.”

SP&T News: How much of this is the consumer mindful of?

MK: We’d love be able to get the marketing clout that Apple has or do what Intel did with “Intel Inside.” There’s no question that we will increase that visibility and there’s no question that if you buy a Z-Wave product, we have market certification. You can pick the product up and you’ll see our logo on it. A consumer can absolutely see Z-Wave and absolutely see that all the Z-Wave products work together.

However the reality is that it needs to be very seamless.

SP&T News: The idea of DIY home automation has in some ways been perceived as a threat to professional installers. What do you think the reality is?

MK: Well, there’s always going to be the three levels. You have the Do It Yourself, you have the Do It With Me and you have the Do It For Me. People are busy, people have very full lives, so it’s not necessarily that the Do It Yourself is going to eat into the integrator’s business. I think it’s quite the opposite. I think the more visibility, the more people do it themselves, the more business opportunities and services are required for the integrator community.

The business model may need to change, depending on what the current business model is with each integrator, but that classic “rising tide raises all ships”… I think it drives awareness and drives the business for everybody.

SP&T News: What is the rationale behind extending Z-Wave Alliance membership to integrators?

MK: This whole concept is confusing to integrators as well. So we have put together a certification program

which will be a self-paced online program. Plus we’re also offering courses at CEDIA and offering courses live where appropriate.

Integrators can join the alliance, have access to this certification training and other technical and marketing resources as well. There are a series of things that will be rolled out. It will be a single source for all things Z-Wave-related in terms of training — not just alliance related but we’ll work with our alliance members, we’ll post technical resources. Integrators eat technical information up — they love it.

[By the] middle of next year, we will offer a testing tool which will enable dealers to go out and do site surveys. There’s a lot of things, but the real key is the training and the technical resources. That’s what integrators thrive on. There will be a single source for them to go and get it.

SP&T News: Do you think there’s a misconception around what the Internet of Things is or what home automation is?

MK: We’re all in the industry, so we all know what the promise is. But the Internet of Things is something that is just kind of out and there and doesn’t yet connect with the general consumer. We’ve got a long way to go.

SP&T News: Does the integrator have a better grasp of the technology and how they can participate in the market?

MK: They do on the first part. How they’re going to play in it, that’s where this training that we’re offering is going to help them. I think a lot of integrators look at it and go, “How am I going to implement?”

SP&T News: What has the accelerated interest in Internet of Things technology meant for the Z-Wave Alliance?

MK: The mandate has definitely moved on. The initial mandate has changed in the sense that now we’re looking at making the product more visible and accessible to dealers and to end users; to recruiting new members that can help us drive the messaging.

One of the real keys to being an alliance is to be nimble, to recognize where the market is and where it’s going — to be a leader in it. That’s exactly what we’re doing here.

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