ISC West will occur as scheduled March 17-20, 2020. The show is not being canceled or postponed.
Going to ISC West 2020 (March 17-20 at the Sands Expo Center in Las Vegas, Nevada)? Mark your calendar for one or more of the top-quality education sessions presented by SIA Education at ISC. SIA Education@ISC West is your top industry resource for vendor-agnostic security and network training. With 85+ sessions, the program provides critical information on the newest technologies in security. You can find sessions on a variety of cutting-edge topics. Here, SIA highlights key sessions focused on topics in business. strategic management and hiring. Check them out!
Thursday, March 19
11:00 a.m. – 12:00 p.m.
Great sales people are always looking for ways to improve their sales presentations. An impressive proposal document can “seal the deal” in the final award of the sale. This informative and interactive session will help you sharpen your proposal presentation skills; provide insightful and relevant information to customers and prospects of various levels; and illustrate effective pricing presentation strategies. If you want to stand out from the competition, and ensure that you, your brand and solution are recognized for delivering what prospects need, join this session and learn three critical ways you can put “POW” in your proposals!
“Submitting the right proposal for a project really does separate you from the competition. Relationships open doors, but it’s the proposal itself that ensures your company is a finalist, and it’s what customers are focusing on during their final deliberations. Your proposal embodies you and your organization when you’re not physically there to represent yourself. You want it to make the best possible impression, instilling confidence that you’re the right choice on every level. Our learning session will help you think about how to craft proposals that make winning statements, both in form and substance.”Presenter Tracy Larson, president and founding partner, WeSuite
Wednesday, March 18
The competition for high-quality talent to fuel organizational growth has never been higher in the last 50 years. SIA commissioned Matterhorn Consulting to author a comprehensive guide to help its members meet these challenges head on. This session hosted by Paul Boucherle and Jayne Boucherle, principals at Matterhorn Consulting, will present insights on how to use the first six of the 12-step process of the guide to make more disciplined and process driven hiring decisions and to meet organizational growth plans.
“Talent recruitment, acquisition and retainment is simplified if you have a disciplined process to follow. SIA has provided that to its members with our work on the 12 steps necessary to attract, recruit, hire, onboard and retain your most critical resource…strong talent. Join us as Jayne and I dig a bit deeper into the process we designed for SIA members at ISC West! We are an iron fist in a velvet glove, you will figure that out when you attend, so please join us!”Paul Boucherle, principal, Matterhorn Consulting
Tuesday, March 17
Are you a C/ISO or security executive and having a difficult time developing a career map for your team? Are you a security manager or director who is have a difficult time communicating the “vision of security” to your direct reports? Are you a line supervisor struggling to lead a guard force? In this session led by Tim Wenzel, program manager of special security projects at Facebook, and Tim McCreight, chief security officer of the City of Calgary, come learn how enterprise security risk management, or ESRM, can help provide performance expectations to all career levels across a security organization. You will also learn how ESRM can help security personnel understand how to elevate themselves in this dynamic and ever-changing industry.
“As a security leader, you must organize and develop the talent within your organization. This short workshop will help you understand how to foster career progression within your organization while helping all levels understand how they contribute to the success of the business in their role.”Tim Wenzel, program manager, special security projects, Facebook
Tuesday, March 17
9:00 a.m. – 12:00 p.m.
This unique workshop featuring insights from Tim Wenzel, program manager of special security projects at Facebook; David Yang, security systems engineer at Palantir; Joel Hosino, physical security systems team manager at Uber; and Chris Decoteau, president of MPS Solutions; is highly interactive and entertaining and coaches participants on how to think through problems in a systematic manner. Attendees will experience increased sales and project profit margin as they learn to deliver solutions that accurately meet customer expectations on initial deployment. This introductory workshop will provide an overview of thought processes which can be applied to any position or industry.
“Learn a systematic thought process to assess and organize the critical factors that will allow you to solving complex problems. This mindset is industry and role agnostic.”Tim Wenzel
Thursday, March 19
A system integrator’s job is so much more than just implementing video surveillance. There is a massive opportunity for integrators to be a resource for customers on how to best use technology to make each business, no matter if it is a bank, store, restaurant, hospital or community center, a safer and more efficient place to be. This panel featuring Steve Burdet, regional product manager and manager, solutions management at Axis Communications, and Michael Hurd, director of technology services at Wachter, will share insights and best practices on how system integrators can best help customers by listening to their needs first and recommending products to address those needs. Attendees will walk away empowered to find out customers pain points and recommend solutions accordingly – helping to make the security industry, as a whole, run smoother.
“As the security market changes, so do the responsibilities of its integrators. Fortunately, security is a fundamental requirement in society and the opportunities within this industry continue to grow. We are excited to explore the ways some integrators have adapted and found long-term growth without fundamentally changing their organizations.”Steve Burdet, regional product manager and manager, solutions management, Axis Communications
Thursday, March 19
Competing against low-cost providers has always been difficult, but today it seems to be more complicated because technology has decreased the gap between premium and cheap at least during the selling process. This session will share seven ideas that will help you compete and win against the low-cost providers. Each idea will deliver a philosophy and a story and include practical implementation methods.
“In our session, we assume that the people in our audience are usually more expensive and provide more value than their competition; however, low price often wins. We shift the perspective that most salespeople have about battling through the value vs. price debate. If the discussion has reached this stage, then the salesperson has probably lost. Attendees of this session will leave with a different perspective and seven practical ideas that will position them differently from the first encounter to the closing of the sale. This new position will enable them to charge a fair price and provide confidence to their customers that they made the right – though more expensive – choice.”Presenter Chris Peterson, principal, speaker and consultant, Vector Firm
Wednesday, March 18
The acquisition market continues to change at a rapid pace. New types of buyers are entering the marketplace and traditional buyers are changing how they value companies. This session will take you through the maze and unravel the mindsets of the people setting the values. Learn how to unlock your financials to amplify your cash flow. Understand how different revenue streams of recurring monthly revenue are valued by industry. Find out the key financial changes you can measure and how they will make a tremendous difference in how your run your company and how others value it.
“The market for selling your company has been very active regarding valuations. Come hear about what your alarm company or integrator is worth to the buyer today!”Presenter Barry Epstein, president, Vertex Capital