Integrated Systems
A physical security information system (PSIM) enables security directors and operators to manage a security enterprise from one central location. Integrators, a key SIA constituency, often hold responsibility for ensuring separate security system components work together through a PSIM or other means.
Creating the Workforce of Tomorrow
The Security Industry Association (SIA) has teamed up with Mercer County Community College in New Jersey to bring you a new degree program that prepares students for jobs that support the selling, installation, management and technical support of physical security systems technologies in an IP-based networked environment. The Associate in Applied Science Degree in Security…
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Your Ideal Prospect
What does your ideal prospect look like? Not long ago, I was at a happy hour with some friends. Sara, one of my colleagues, was there, and she joined us for a little while. She was engaged in a conversation with my friend Jacob about his love life. Sara asked Jacob the question we all…
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Meet Up With Your Prospects
Security integrators rarely meet with prospects before there is a project… but they should. In the security integration world, bad salespeople offer the cheapest possible price for solutions created by the customer. Good salespeople create solutions for the problems found by their customers. However, the great ones find the problems and solve them before they…
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Making an Exceptional Sales Presentation
What makes an exceptional sales presentation? I’ve watched, delivered or created thousands of sales presentations, and I have evaluated the success rate on most of them. Whether an integrator trying to win a project, a manufacturer trying to impress an integrator or either of them presenting to an architecture and engineering firm or consultant, most…
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Changes Afoot for GSA Schedule 84
The SIA Government Summit held a special “preconference” session with the General Services Administration this past month on Monday, June 8, at the W Hotel in Washington, D.C. The very popular “industry day” featured a presentation by Christopher Redmond, chief of the GSA Law Enforcement and Security Branch, which manages GSA Schedule 84. In an…
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3 Sales Improvements for Security Integrators
When an end user had an issue 15 years ago, they would call their security integrator to solve the problem. Even if they weren’t committed to one integrator, they’d call a few to compete for the job. But that’s not the case today! When a problem arises today, your customers gather as much information online…
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Integrating Intrusion
Video and access have converged on the network; the time has come for intrusion detection to join them By any measure, IP communication is the most important trend in electronic physical security in decades. Although IP entered security technology as a solution to managing large amounts of video data generated by digital cameras, it now…
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SIA to Provide Unique Certification Exam at ISC West
Certified Security Project Manager (CSPM) exam to be available at convention location for large numbers of security practitioners in Las Vegas. Silver Spring, Md. — The Security Industry Association (SIA) recently announced that it will offer the certification exam for the industry-leading Certified Security Project Manager (CSPM®) credential at ISC West in Room 405 of…
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Smart Homes Require Smart Alarm Management
If you’ve been in the electronic security industry for more than a few months, you understand how large the smart home looms in terms of our future. For the past 4-5 years, the interconnectedness of the smartphone and home has become a critical issue in terms of business growth for home (and business) security companies.…
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Build Your Sales As An Integrator
Can security integrators become excellent sales organizations? I think so! When I left a career in healthcare information technology and entered the electronic security industry 11 years ago, a friend of mine told me to be prepared. She knew nothing about security, but she knew that I had been spoiled up to that point in…
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