Series begins Wednesday, May 5, 2021

This series of training sessions is for leaders and managers at integration/installing/reseller businesses who are looking to streamline operations within their firms and simultaneously win more business.

This series is ideal for:

• Systems integration business owners/leaders/directors
• Sales leaders at systems integration/installing/reseller/dealer firms
• Operations directors seeking to improve internal processes
• Any managers looking to grow business strategy and executive skills

These six training sessions will cover the following topics:

• Creating Competitive Advantage: From Site Assessments to Install and Everything In Between (May 5)
  • Instructor: Elisa Mula, founder, EMD, LLC
  • Session learning objectives:
    • Discover the benefits of offering a consultative approach to client relationships.
    • Understand the value of cultivating partnerships to create competitive advantage.
    • Discuss opportunities in fundraising/grants and assessments.
      Identify new potential revenue streams as an integrator.
    • Share strategies for remaining agile during transformative times.
• Best Practices for Successful Security Design Projects (May 12)
  • Instructor: Frank Pisciotta, president, Business Protection Specialists Inc.
  • Session learning objectives:
    • Identify and review common mistakes made by security consultants, integrators and end users.
    • Explain and discuss solutions to these common mistakes to ensure a harmonious relationship among project stakeholders.
    • Learn how effective coordination, communication and commitment can lead to increased profit margins for integrators.
• How to Position Your Company for Success in Today’s Competitive Business Landscape (May 19)
  • Instructor: Kirk MacDowell, president, MacGuard Security Advisors Inc.
  • Session learning objectives:
    • Examine what mega-tech security companies are doing to establish competitive advantage and learn their keys to success.
    • Discover what new technologies can help optimize your business operations and learn how to leverage technological innovation.
    • Review your marketing strategy to align with the diverse needs and wants of customers.
    • Customize your selling approach to changing dynamics of commercial and multi-family residential security.
• Common Project Profitability Killers and Effective Project Management (May 26)
  • Instructors: John Nemerofsky, chief operating officer, Sage Integration; Brendan McFall, technical engineering manager, Northland Controls
  • Session learning objectives:
    • Discuss best practices to avoid common profit killers in integration projects as a business leader.
    • Share lessons learned from foreseeable and unforeseeable disruptions that may impact the project's bottom line.
    • Review key principles for effective security project management.
    • Identify opportunities to improve project planning, monitoring, management and close to deliver project on time and within budget.
• Technology As-A-Service 101: Top 5 Misconceptions & Objections When Selling Technology As-A-Service (June 2)
  • Instructor: Scott Morgan, business development, TAMCO
  • Session learning objectives:
    • Remove the confusion about interest rate associated with financing and as-a-service solutions
    • Determine if technology solutions are good investments for your customers
    • Explore whether using net profits for technology solutions is financially responsible
    • Rethink the logic of a CAPEX/ownership purchase of technology solutions
• Business Optimization: Creating a Culture of Continuous Improvement (June 9, 90-minute session)
  • Instructor: Jon Laing, director of training  and development, ASSA ABLOY
  • Session learning objectives:
    • Identify opportunities for improvement within your organization to optimize business processes.
    • Describe clear, identifiable business goals to increase productivity and measure success along the way.
    • Discuss core LEAN topics to improve operational efficiency.
    • Learn how to lead organizational change by establishing a cycle of continuous improvement.
  • Description: This hands-on, interactive workshop is designed to help integration business leaders manage change to optimize their work processes. Participants are required to complete a self-analysis tool which becomes a road map to help drive a culture of continuous improvement.

Learning Levels: Intermediate, Advanced

AVAILABLE ON-DEMAND

Course Dates: March 17, 24 and 31; April 7, 14 and 21 (Wednesdays, 2-3 p.m. EDT)

If you are seeking to create or expand your government business, this series is for you! It is particularly relevant for security industry systems integrators, manufacturers and any company developing products or providing services with government applications. This series will rely on SIA’s extensive knowledge of government agencies, programs, procedures and opportunities to help your business find growth in this market segment.

This course is ideal for:

• Executive leadership seeking government business growth
• Business development professionals working with government clients
• Product managers and other manufacturer employees creating solutions targeted for government applications
• Systems integrators and service providers seeking to expand government business

These six training sessions will cover the following topics:

• Doing Business With the Government: Getting Started and Identifying Project Opportunities (March 17)
  • Instructor: Shenê Commodore, government contracts and business manager, Intertek
• Identifying Applicable Federal and State Grants Programs (March 24)
  • Instructor: Jake Parker, senior director, government relations, SIA
• State and Federal Contracting (March 31)
  • Instructor: Rachel Wyatt-Swanson, director, federal enterprise solutions, VIRSIG LLC
• Leveraging the GSA Schedules Program (April 7)
  • Instructor: Lynn de Séve, president, GSA Schedules, Inc.
• Guidance on Buy America/Buy American Requirements (April 14)
  • Instructor: Dismas Locaria, partner, Venable LLP
• Cybersecurity Certifications Required for Government Partners (April 21)
  • Instructor: Andrew Lanning, co-founder, Integrated Security Technologies

Learning Levels: Intermediate, Advanced

AVAILABLE ON-DEMAND

Produced in Partnership With:

In this series of learning sessions, we cover some of the most important cybersecurity and networking topics that physical security professionals must be competent in, whether you’re installing and managing solutions or simply need proficiency and common knowledge when working with partners and clients.

Best of all, this course series aligns with topics tested by the new Security Industry Cybersecurity Certification (SICC).  By taking this course, you will learn key concepts that are covered on the SICC exam such as device security, software assurance, information security principles and more!

This series is ideal for:

• Technicians, installers, and project managers
• IT directors, managers, and tech support
• Engineers (systems, application & IT), designers and integration specialists
• Sales and marketing professionals who need to be knowledgeable on customer networks and cybersecurity requirements

Covering these important topics:

• Basic Networking Knowledge and Information Security Principles
• Network Hardware and Device Security
• Network Communications Security
• Installation and Configuration
• Software Assurance and Security
• Operations Standards, Policies and Risk Assessments

Course Schedule

This course is held as a six-part series beginning Oct. 5 on Tuesdays and Thursdays from 3-4 p.m. EDT each of those days. Course dates are Oct. 5, 7, 12, 14, 19 and 21.

Registration

Registration for this course series is $149/$199 (SIA members save $50). Your registration includes all course sessions (October 5, 7, 12, 14, 19 and  21). A 5-seat corporate registration package is $499/$699 (SIA members save $200) and includes registration for five individuals from your company.

Register for This Course

Course Schedule, Instructors and Objectives:

Understanding Documentation and Specifications (Oct. 5, 3-4 p.m. EDT)

Instructors: Ray Coulombe, Managing Director, Security Specifiers; and Brian Coulombe, Principal, Director of Operations at Ross & Baruzzini

SICC domain covered: Installation and Configuration

Session learning objectives:

• Understand the key elements of The Construction Specifications Institute (CSI) MasterFormat, why it’s relevant and the divisions that may impact security projects
• Understand the role of a security designer/specifier and explain the relationship between consultants and integrators
• Identify the components of a construction documentation package as they may impact an installer and important features and symbols contained within

Device Security for Cyber Hardened Electronic Technology (Oct. 7, 3-4 p.m. EDT)

Instructor: Josh Cummings, Vice President, Technology, VTI Security

SICC domain covered: Device security

Session learning objectives:

• Examine common network connected edge devices testing protocols, settings configuration, and hardening
• Explain the importance of disabling unused ports, protocols, and services in an edge device.
• Review password provisioning and management based on the principle of “Least Privilege.”
• Discuss principles surrounding the essentialness of physical hardening network devices, servers, and equipment

An Overview of Fundamental Information Security Principles (Oct. 12, 3-4 p.m. EDT)

Instructor: Rich Campbell, Professional Services Engineer, RFI

SICC domain covered: Information security principles

Session learning objectives:

• Describe basic IT infrastructure and review maintenance requirements for operating systems and firmware related to physical security
• Classify threats to networked security system information security and identify common vulnerabilities of networked security systems
• Discuss fundamental defensive measures to protect information, information systems, and networks from threats
• Discover how physical security supports information security

Identifying and Protecting Against Physical Security System Vulnerabilities (Oct. 14, 3-4 p.m. EDT)

Instructor: Chris Peckham, Chief Operating Officer, Ollivier

SICC domain covered: Operational standards, policies and risk assessment

Session learning objectives:

• Learn about operational and technical security controls and how they work
• Discuss how to implement security controls to protect an organization’s information assets from natural or man-made threats
• Determine how to assess risk, identify vulnerabilities, and advise on potential mitigations of physical security systems
• Identify backup tools used to safeguard critical resources and monitor activity (software and hardware)

Attack-o-nomics: Securing Physical Security Systems, Data and Applications (Oct. 19, 3-4 p.m. EDT)

Instructor: Jody Booth, Security Champion, Vision Products, Intel

SICC domain covered: Software assurance and security

Session learning objectives:

• Discuss the current cyber threat landscape surrounding physical security systems
• Review the assets that need to be protected
• Learn about various types of computer malware, ransomware, and different attack vectors on a network
• Understand the depth of impact computer hacks and malware can pose to your organization
• Review device security tools, best practices, and procedures to safeguard against virus attacks

Technical Project Management for System Installations (October 21, 3-4 p.m. ET)

Instructor: Brendan McFall, Technical Engineering Manager, Northland Controls

SICC domain covered: Project management and problem solving

Session learning objectives:

• Discuss key aspects of project planning and initiation including defining a scope of work and distinguishing the tasks covered in it
• Learn to interpret plans or blueprints and identify the location of devices within security design documents
• Review key points of information that should be communicated to project managers and Application Engineers during a project
• Share examples of various hazards that may occur during and after a task of work

Learning Levels: Intermediate, Advanced

AVAILABLE ON-DEMAND