Five Top Sessions on Strategic Management and Business Development at ISC East

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ISC East 2023 is coming up Nov. 14-16 in New York City, and the Security Industry Association (SIA) and ISC East recently revealed full conference details for the SIA Education@ISC East program, including keynote presentations from top luminaries and over 40 sessions from top industry expert speakers on the most current business trends, technologies and industry developments.

Among the robust lineup of conference sessions are several dynamic presentations on key topics in strategic management and business development. At ISC East, you’ll discover expert insights on organizational structure, partnering for success, state and local contracts and more. Here are five sessions you won’t want to miss; make sure to add them to your ISC East calendar!

All Times EST

Organizational Structure: Setting Your Organization Up for Success

Wednesday, Nov. 15, 1:00-1:45 p.m.

In our rapidly evolving business landscape, having a well-designed organizational structure is paramount to achieving success and maintaining a competitive edge. A clear and effective organizational structure ensures that your company operates efficiently, promotes collaboration, and aligns resources towards achieving strategic goals. This session will delve into the world of organizational structure and explore strategies for setting your organization up for success. Speakers will highlight the critical elements that contribute to a robust organizational structure, such as roles and responsibilities, reporting lines, decision-making processes and communication channels, touch upon the crucial role of leadership and its impact on organizational structure and explore best practices and real-life examples of successful organizational structures.


  • Matt Barnette, CEO, PSA Network
  • Brooke Erickson, director of learning and development, PSA Network
  • John Maffey, president and CEO, M3T Corporation
  • John Nemerofsky, chief operating officer (COO), SAGE Integration

Partnering for Success: Strategies for Effective Security in Today’s Market

Wednesday, Nov. 15, 3:15-4:00 p.m.

Join a panel of experienced security integrators as they discuss the current challenges and successes of physical security as businesses adjust to the digital transformation era. Attendees will gain insights into the latest real-world security trends, learn about the benefits and opportunities of integrated solutions and understand the importance of creating a comprehensive security strategy. The panelists will share their experiences and success stories in navigating the new market of security.

“Security in today’s dynamic landscape demands more than just individual measures; it requires a holistic approach. As we delve into the latest real-world security trends, explore the benefits of integrated solutions, and emphasize the importance of a comprehensive security strategy, we unlock the door to a safer and more resilient digital world.”

Latesa Hughes, Senior Director of Demand Generation, Brivo


  • Lon Bazelais, president, Grid Squared Systems
  • Pat Cassese, owner, Fortress Security Solutions
  • Joe Covello, CEO, Sanico USA
  • Latesa Hughes, senior director, demand generation, Brivo

State and Local Contracts: The Know Hows of Winning, Partnering, What Do They Mean?

Thursday, Nov. 16, 10:30-11:15 a.m.

Navigating the complex landscape of state and local contracts can be daunting, especially when it comes to leveraging certifications such as 8a, MBE, SDVOB and DBE. This insightful session will guide attendees through the intricacies of these certifications, shedding light on their significance in securing government contracts. Participants will gain a deeper understanding of how these certifications can provide a competitive edge and why partnering with an integrator that possesses these credentials is essential for success and walk away better equipped to make strategic decisions and capitalize on opportunities presented by state and local contracts.

“Selling to the state, local government and educational market (SLED) is most successful for companies that have developed an array of solutions to offer tools to the state and local government agencies to qualify for and streamline the agencies purchasing process. There are a number of contracting vehicles used by state, local and educational agencies for purchasing that will enhance a contractor’s opportunity for being aware of their upcoming buys as well as being qualified to bid. This state and local contracts panel will share their experiences both challenges and successes in developing their SLED business.  Panel members will discuss basic requirements of doing business with SLED customers and advanced issues using specific contract vehicles as their solutions for selling. New York State (OGS), California (CMAS), Texas (TXMAS) and other states have their own contract vehicles for various commodities. Other state and local agencies across the nation may be using Sourcewell as their contract source for posting opportunities. State, local and educational institutions are also using the GSA Schedule Contract under cooperative purchasing categories as a solution for their purchasing. Partnering with other contractors is also a good and successful practice in the SLED market. The panel will give insight on the application and use of these valuable resources during this presentation at ISC East.”

Lynn de Séve, President, GSA Schedules, Inc.


  • Lynn de Séve, president, GSA Schedules, Inc.
  • Dan Kime, vice president of federal enterprise solutions, VIRSIG
  • Sharmay O’Brien, president, J. O’Brien Company
  • Brian Valenza, CEO, VIRSIG

How to Avoid Your Next Security System Upgrade Failure

Thursday, Nov. 16, 1:00-1:45 p.m.

In today’s ever-changing landscape of advancing technology and increasing security threats, security teams need to be proactive in addressing the challenges and potential pitfalls that come with upgrading their physical security systems. This thought-provoking and engaging session brings together a diverse group of industry experts, thought leaders and experienced practitioners who are ready to share their valuable expertise, real-life experiences and best practices for navigating the complexities of security system upgrades. With a combined experience of overseeing more than $200 million in security upgrades of various shapes and sizes, our panelists will provide unfiltered perspectives on what has and hasn’t worked. Join us for an insightful discussion that will equip you with practical strategies and actionable advice to successfully navigate your next physical security system upgrade.


  • Michael Marin, global security manager, Dexcom
  • Rob Murphy, director, physical security technology, Ally Financial
  • Joseph Ndesandjo, CEO, SiteOwl
  • John Nemerofsky, COO, SAGE Integration
  • Mark Reed, health care leader, City of Hope

What Is the Consumption Gap and How Can We Bridge It?

Thursday, Nov. 16, 3:00-3:45 p.m.

Security systems represent a significant investment, yet many security teams still only use a small percentage of their physical security systems’ capabilities. When customers aren’t tapping into the full power of the solution they bought, they aren’t realizing a full return on their investment. This creates a consumption gap. A consumption gap often forms when technology advances faster than the customer’s ability to adopt the new technology. For integrators, helping customers bridge the consumption gap builds long-term relationships. For customers, getting more out of a system means a better return on investment. This session will highlight practical ways manufacturers, integrators and customers can collaborate to help bridge the consumption gap so customers can continue to adopt new technology.

“In anticipation of our session at ISC East, this Benjamin Franklin quote comes to mind: ‘Tell me and I forget, teach me and I may remember, involve me and I learn.’”

Thomas Badger, Director of Technical Training, Genetec
Barb Wood, Strategic Accounts Manager, Genetec


  • Thomas Badger, director of technical training, Genetec
  • Barb Wood, strategic accounts manager, Genetec

You can access the full SIA Education@ISC conference program for only $170 by registering for a SIA Education@ISC 3-Day Pass here. And don’t forget to use SIA’s free registration link to sign up for the ISC East trade show.

The views and opinions expressed in guest posts and/or profiles are those of the authors or sources and do not necessarily reflect the official policy or position of the Security Industry Association (SIA).