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Course Schedule

Session 1: Physical and Cybersecurity Conversion Challenges

Instructor: Patrick Simon, president and manager, Beehive Technology Solutions

Session 2: Visual AI Solutions for Critical Infrastructure

Instructor: Paul Sun, president and CEO, IronYun

Session 3: Future-Proofing Critical Infrastructure Security

Instructor: Jasvir Gill, CEO, AlertEnterprise

Session 4: Critical Infrastructure and Interdependencies

Instructor: Anthony Hurley, partner/consultant, Critical Preparedness, LLC

Session 5: Risk Management in Critical Infrastructure

Instructor: David Lathrop, president, PSB Exero

Session 6: Demystifying Critical Infrastructure Security

Instructor: Pierre Bourgeix, senior partner and co-founder, ESI Convergent

AVAILABLE ON-DEMAND SOON

About the Course

This learning series is designed for security professionals at manufacturer, integrator, dealer and reseller businesses who are looking to increase sales, improve lead generation strategies and win more business through authentic customer service and needs-based sales approaches.

This series is ideal for:

• Sales leaders at systems integration/installing/reseller/dealer firms
• Manufacturer business development and account representatives
• New and rising employees seeking insights on sales and business growth strategies
• Sales, marketing and operations professionals looking to enhance customer service and executive skills

Course Schedule

Session 1: Security Sales and Business Development Strategies

Moderator: Kasia Hanson, global IoT video sales director, safety and security, Intel

Panelists:

• Maria Cambria, vice president, sales enablement – solutions, Teledyne FLIR
• Kelsey Carnell, regional sales manager, Axis Communications
• Stephanie Mayes, vice president of sales, SiteOwl

Learning Objectives:

• Identify resources and tactical strategies to succeed in security sales and business development
• Learn to effectively leverage an adaptive sales approach to gain more customers in a competitive, post-pandemic marketplace
• Discuss how versatile sales styles increase your credibility and contribute to positive customer relationships
• Learn why active listening is one of the most important skills in sales that can help you save valuable time

Session 2: Security Sales – A Consultative Approach

Instructor: Pierre Bourgeix, senior partner and co-founder, butchko-esi

Learning Objectives:

• Learn how a "centers of influence" approach to selling can boost your market access and build credibility
• Discuss procedures for assessing and evaluating the needs of a customer based upon objective, risk and capabilities
• Develop strategic, bilateral relationships to address customer needs while building trust within the industry

Session 3: The Art of Upselling

Instructor: Maureen Bruen, senior demand generation manager, Honeywell

Learning Objectives:

• Discover how the practice of “upselling” can generate greater revenue and increase value for your customers
• Examine the differences between upselling and cross-selling and develop a strategic sales approach to enhance the customer's use and experience
• Discuss examples of how to succeed in upselling though marketing promotions, ecommerce and email communications

Session 4: Proposals and Presentations That Separate You From the Competition

Instructors:

• Janet Fenner, president, Defined Marketing
• Tracy Larson, president, WeSuite

Learning Objectives:

• Relate the importance of sales proposals and presentations to winning new deals and creating a competitive advantage
• Identify key elements within your company's existing proposal document to change and improve in the next 60 days – and why
• Learn to differentiate you and your company while delivering a "customer-first" presentation approach

Session 5: Selling to the CISO

Instructor: Dave Tyson, president, Apollo Information Systems

Learning Objectives:

• Examine the intricacies and differences in selling to chief information security officers (CISOs) and IT leaders and learn how to get the first meeting
• Discuss best practices in customer profiling for cybersecurity leaders’ business development
• Review research results on how CISOs and cyber leaders want to be contacted

Session 6: The Value of Coopetition Within the Security Sales Ecosystem

Instructor: Colin DePree, sales strategy, North America, SALTO Systems

Learning Objectives:

• Learn how partners and even competitors can help you to increase sales and generate more business
• Discover how to balance competition and brand protection while leveraging partnerships to meet clients’ needs
• Create value and build trust with clients through a collaborative, needs-based approach to sales

Session 7: Selling Security Systems in the 2020s

Instructor: Chris Peterson, founder and president, Vector Firm

Learning Objectives:

• Develop a full understanding of the evolution of the buying process and how it impacts selling security systems
• Discuss the current state of prospecting and where the practice is heading
• Learn to lead conversations that will be more meaningful for your customers
• Discover how to use new and some not-so-new interpersonal skills to differentiate yourself

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SIAcademy LIVE Technical Tracks are practical series for integrator employees and hands-on field teams for practitioners. These course series are designed to strengthen your technical proficiency and learn full considerations related to implementing security systems.

Ideal for:

• Technicians and project managers at systems integration firms and professional services teams
• Security practitioner teams managing electronic security solutions
• New and rising employees seeking additional learning on electronic security solutions
• Sales, marketing and development professionals that need additional technical training

Access Control Systems Technical Track

Covers these important topics:

• Fundamentals: Common systems designs and hardware used in access control
• Credentials and credential management
• Readers and controllers
• Access control software system functionality and common features
• Common system designs, including cloud solutions
• Integrating access control with other security systems
• Essential codes for common building access and egress

Course Schedule

Session 1: Essential Codes for Common Building Access and Egress

Instructor: Rodger Schmidt, technical trainer, Electromechanical Solutions Group, ASSA ABLOY

Learning Objectives:

• Identify where to find applicable code sections in IBC and NFPA Codes online.
• Explain the basics of electronic locking hardware codes
• Understand the importance of the site survey with the occupancy, load and egress in mind when looking to access control a facility
• Discuss the basics for access control doors setup up for delayed egress, controlled egress, maglocks, stairwell and elevator lobbies

Session 2: Mitigating Vulnerabilities With Integrated Access Control Solutions

Instructors:

• Justin Scheitlin, vice president, chief information security officer, Allegion
• Robert Gaulden, go to market director, multifamily access, Allegion

Learning Objectives:

• Explore the changing landscape for an integrator in an increasingly cloud-native and API-connected world
• Discuss methods used to safeguard assets within a client’s environment and protect their business from natural or manmade threats
• Review operational controls and best practices to secure physical locations where information systems and physical equipment is located

Session 3: Intelligent Access Management: The Value of the End-User Experience

Instructor: Jon Harris, business vision and strategy, Latch

Learning Objectives:

• Discuss the perspective of the end-user as a building occupant
• Explore the influence of organizational culture on the effectiveness of access controls
• Discover the hidden operational value of access control for end users
• Learn about “enablement” features of intelligent access control systems

Session 4: Credentials and Credential Management

Instructor: Jeremy Massiet, product manager, IDEMIA

Learning Objectives:

• Define what a credential is and describe its purpose with the access control system
• Review various types of credentials and how they work
• Learn about combination credentials and multifactor authentication
• Discuss methods or controls to provision user access levels based upon the principle of “Least Privilege"

Session 5: Common Systems Designs and Hardware Used in Access Control

Instructors:

• Marcus Batten, national security consultant, Allegion
• Jeff Bransfield, regional sales manager, American Digital Security
• Brian Coulombe, senior manager of physical security, Americas, Amazon
• Derek Ommert, PSP, vice president, Protus3

Learning Objectives:

• Learn about common components, products and software applications for access control systems
• Discuss basic biometrics technology, measurement techniques and digital forensics
• Identify common incompatibilities and limitations in access control systems technology

Session 6: An Introduction to OSDP Protocols: Understanding Readers and Controllers

Instructor: Esteban Pastor, product manager, ZKTeco USA

Learning Objectives:

• Discuss basic serial communication standards and protocols
• Describe the security benefits and advanced functionality of OSDP
• Identify common security devices that are OSDP compatible

Learning Levels: Fundamentals, Intermediate

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Course Description

In this technical learning series, we cover essential aspects of video surveillance systems as an integrated security solution. Learn about basic camera systems design, functionality and deployment and take a deep dive into device hardening, video authentication and data protection for hardwired and networked video equipment. By taking this course, you will learn about the tools and methods used to safeguard critical information (data) and be able to advise customers on video system solutions based upon intended use, system requirements and operational controls.

Best of all, this course series aligns with key areas 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 in device security, network communications security and information security principles.

This series is ideal for:

• System installation technicians
• Project managers
• Quality technicians
• Engineers (systems, application  and IT) designers, and integration specialists
• Security sales engineers and account managers who need to be knowledgeable on video security system operations and applications

Registration

Registration for this course series is $149/$199 (SIA members save $50). Your registration includes on-demand, self-directed access to all course sessions. A 5-seat corporate registration package is $499/$699 (SIA members save $200) and includes registration for five individuals from your company.

Session Descriptions

Session 1: Fundamentals: Common Systems Designs and Hardware Used in Video Surveillance

Instructor: Izzy Sharif, senior solutions trainer, Axis Communications

Learning Objectives:

• Review the primary components and basic operations of digital video surveillance systems
• Understand the basic requirements for each component to produce usable data (information)
• Learn to recognize variables and understand their effect on the final product (video)

Session 2: Basic Operations of Video Surveillance Systems and Integrated Security Solutions

Instructor: Jim Cooper, vice president of technology, Integrated Security & Communications

Learning Objectives:

• Review common network connected edge devices in a security installation
• Identify backup tools used to safeguard critical resources and monitor activity (software and hardware)
• Discuss testing protocols, settings configuration and hardening processes
• Learn about the National Electric Code (NEC) and other common requirements that affect device installation and configuration

Session 3: Protecting Video Management Systems (VMS) and Customer Data in Any Environment

Instructor: David Brent, senior cyber and data security technical instructor, Bosch Security and Safety Systems

Learning Objectives:

• Discuss basic principles of network security systems and data security within a client's environment (e.g., cloud, on premises, off premises, hybrid)
  • TLS and PKI
• Explain security system communication protocols and data encryption protocols and techniques
• Examine different processes for video authentication and how it affects admissibility

Session 4: Fundamentals of Networking and Cabling

Instructor: Darren Giacomini, director of business development, advanced systems, BCD

Learning Objectives:

• Review basic concepts of Layer 2 and Layer 3 networking
• Learn how to design a network for scalability and build appropriate network segmentation into your project
• Discuss key concepts of broadcast, unicast and multicast transmission
• Review basic troubleshooting concepts for physical security networks

Session 5: Challenging Video Scenarios: How to Select the Right Camera Type for the Application

Instructor: Izzy Sharif, senior solutions trainer, Axis Communications

Learning Objectives:

• Discuss principles and methods for determining the objective of a video surveillance system
• Learn what questions to ask to identify and evaluate the operative conditions of the system
• Become familiar with the information in the datasheets and how to read them
• Take advantage of computerized tools to assist you in the process

Session 6: Reliable and Secure Cloud, Mobile and Wireless Services for Video Security Systems and IoT Devices

Instructor: Steve Lindsey, Chief Technology Officer, LiveView Technologies

Learning Objectives:

• Learn about wireless connectivity challenges and how to overcome them.
• Consider the management, health, and uptime of wireless connected IoT devices.
• Discuss secure network architecture concepts for security systems design to include cloud, mobile and wireless applications.
• Explain network wireless security standards and protocols.
• Examine vulnerabilities of mobile devices and learn how to mitigate them.

This Course Is Supported By:

• Axis Communications
• BCDVideo
• Bosch
• Integrated Security & Communications

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SERIES NOW AVAILABLE FOR ON-DEMAND, SELF-DIRECTED LEARNING

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
  • 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
  • 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
  • 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
  • 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
  • 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
  • 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

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

Learning Levels: Intermediate, Advanced

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SERIES NOW AVAILABLE FOR ON-DEMAND, SELF-DIRECTED LEARNING

 

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

 

Registration

Registration for this course series is $149/$199 (SIA members save $50). Your registration includes all course sessions via e-learning. 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

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

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

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

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

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

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