Systems Integration Source Book Security directors rely on integration

A SUPPLEMENT TO PULL OUT AND SAVE July 2008 Systems Integration Source Book Security directors rely on integration firms to help merge technology, people and processes Sponsored by <<< www.securitydirectornews.com Systems Integration SOURCE BOOK Expertise in demand Security directors ask for more service, technology and business knowledge By Rhianna Daniels IT USED TO bE ALL AbOUT TEchNOLOgy. IT’S NOT ANyMOrE. The value a systems integrator brings to its customers today is more than technical expertise; integrators are regularly expected to know a security director’s business, what risks are faced and how technology can augment existing security staffing and policies. “It wasn’t that long ago the focus was ‘how do I get a system installed,’” said George West, vice president and division head, Security Solutions Business Unit with Siemens Building Technologies. “Now, it really is about how do I use technology to leverage the people I have in place.” In for the long haul program. With this in mind, it is key to develop security systems that augment existing protocols and will be effective years from now. Paul Retzbach, vice president of operations for Red Hawk, a UTC Fire and Security company, said it is not only the job of the integrator to provide products or services on the front end, it is also centered around developing relationships and ongoing support to address future challenges. Chris Fender, security manager with Florida Hospital Celebration Health said an integrator is “very important to your overall success because they understand what your goals are and the path you need to take in order to reach them.” Security practitioners, especially those who manage programs gIve me a solutIon in global enterprises or multiple locaTraditionally, systems integrators have tions, are increasingly looking for been the product experts, West said, but a long-term partner. West said this moving forward integrators have to be allows an integrator to “become more the solutions experts — being aware of knowledgeable about your business, the challenges customers are facing and your people and your process. This also develop the right solution to mitigate allows you to build efficiency, familiarthat problem. ity and comfort level much easier to “This is more than just a product,” do something productively.” West said. “It is wonderful to mount a In recent research conducted by camera on the side of a building, install Security Director News, 90 percent of it, tune it, set it up, etc. But if you’re not security practitioners reported that taking a picture of the right things it is developing a long-term relationship useless.” with an integration firm is their main IP-based technology advancements have goal. An integrator’s role is not just limited to installing technology; changed the market and as the adoption “Partnership is critical,” said Bram providers are being asked to be knowlegable about a customer’s of IP-technologies has increased year over Bottfeld, director of security and safety business and the risks it faces. year, West said integrators are helping for Bank Atlantic Center. security directors interact with their IT Bottfeld has been working with ADT Security Services since counterparts and “look for us to have the expertise to translate joining BAC more than two years ago. He said this long-term into that world.” partnership is beneficial to the facility. The emergence of IP-based products has also propelled an “They take a great interest in us,” he said. “They understand increase in services. Moriarty said he has also seen a rise in the our business.” demand for outsourcing services, such as access control, video Understanding the core drivers of a client’s business is becoming management and credentialing. more important, said Dennis Moriarty, senior vice president of “Probably in the last two to five years, this has become more Diebold’s global security division. Integrators have to “under- top of mind. Outsourcing has been a buzz in a number of difstand the language of the industry, where technology is going ferent areas other than monitoring,” he said. “The way we view and where the industry is going.” it is most customers will keep their expertise in house to define “They need to understand how to put that together in partner- their program and partner with someone to implement technolship with a customer in defining their security program and then ogy programs as a long-term outsource partner.” come up with solutions that are customized to the program,” With the risk environment constantly changing, a systems he said. “You have to be there as a partner through that process. integrators must help security directors “proactively change their Technology is changing so fast — you have to understand the systems with changing business needs and risk,” West said. technology roadmap.” servIce demand WorkIng In conjunctIon With security directors focusing on the policies of their programs, integrators are becoming more commonly seen as an extension of a security department, with security managers to technicians working together to build a multi-faceted In the recent study, 77 percent of respondents ranked reputation and service as the top criteria to look at when choosing a systems integration firm. Seventeen percent said product lines and certifications were at the top of their lists and price was of Continued on next page J u ly 2 0 0 8  Systems Integration SOURCE BOOK www.securitydirectornews.com Relationship should be “two-way street” Continued from previous page most important to 7 percent of respondents. Moriarty said it is critical that potential customers search out referrals before signing on the dotted line. “How do you know who you can trust?” he asked. “Referrals will tell you and not just referrals relative to the quality of work but referrals to the knowledge of your specific business.” Moriarty also suggested that potential customers ask for a photo of the behind the scenes work and ask about the integrator’s work process in addition to looking at financials. He also pointed out that security directors look for an integrator who understands the business return on investment, preventing loss and risk mitigation, he said. ROI George West is particularly important — some industries, such as retail, use IP video applications beyond security for marketing purposes or tracking shoppers during specific time periods. “You cannot be successful in any project if you as a client cannot form a trusting partnership with the vendor you choose,” said Joe Semasko, director of corporate security for The Pampered Chef. “It’s a two-way street, the vendor must also be willing to prove he is trustworthy and willing to create this partnership.” market aWareness With the advances in technology, both security products and mobile communication, customers have become savvier about specific products and manufacturers, Retzbach said. Mark Moscinski, project manager with SD∙i, said there is increasing pressure on security integrators because clients are knowledgeable about new technologies that may or may not be a good fit for their environment. It is a provider’s job to talk them through this process. “I think a lot of times you’ll find the security director has an idea of what they are looking for when it comes to technology,” he said. “And these days the IT facilities people tend to have more of a presence in that decision-making process because of their involvement.” sDn TuRn To page 6 of This supplemenT foR ouR compRehensive lisTing of sysTems inTegRaTion fiRms. visiT us Daily aT www.secuRiTyDiRecToRnews.com foR Daily BReaking news sToRies, suRveys, Blogs anD ouR compRehensive inDusTRy evenT calenDaR.  J u ly 2 0 0 8 Systems Integration SOURCE BOOK www.securitydirectornews.com Systems integrator buyer’s guide End user training Upgrades in purchase agrmnt. Years in business System warranty Transportation Critical infrastructure International Government • • • • • • • • • • • • • • • • • • • • Commercial Service after install Hospitality IT-certified technicians • • • • • • • • • • • • • • Employees Municipal • Locations National Western Canada Central Eastern Gaming • • • • • • • Retail • The following listing is compiled from a survey conducted by Security Director News and sent to all systems integrators known to the staff. Inclusion in this section is based on a company’s response to our requests for information. The data in the listing is provided by the respective company. Company 24-7 Security Inc. Mount Vernon, N.Y. www.24-7securityinc.com AC Daughtry Inc. Montville, N.J. www.acdsecurity.com Ackerman Security Systems Atlanta Adesta Omaha, Neb. www.adestagroup.com ADT Security Services Boca Raton, Fla. www.adt.com Advance Alarms Inc Broken Arrow, Okla. www.advancealarms.com Advanced Electronic Solutions College Point, N.Y. www.nyaes.com www.psasecurity.com Alarm Lock Systems, Inc. Amityville, N.Y. www.alarmlock.com Allied Fire & Security Spokane, Wash. alliedfireandsecurity.com Aronson Security Group Seattle www.aronsonsecurity.com ASG Security Beltsville, Md. www.asgsecurity.com Atlas Security Service Inc. Springfield, Mo. www.atlassecurity.net B H Security Union, N.J. www.bhsecurityonline.com Berkshire Systems Group Reading , Pa. www.berkshiresgi.com B-Safe Inc. Wilmington, Del. www.bsafealarms.com Burdine Security Group, Inc Lexington, Ky. Central Security Montreal www.groupecentrale.com Certicom Security Farmers Branch, Texas 4 3 22 • Extensive end user training On-site demo Lifetime parts & labor Per mfg. Offer min one year • We warranty the installation and performance, plus maintenance. • Manufacture warranty, 1year labor 1 year parts/ labor • • • • 25 1 25 • • • • • • • • 41 1 160+ • • • • • • • • 6 11 370 • • • Operations and main. training Alarm, database, etc. training On site • • • • • 134 245 24,000 • • • • • • • • • • 30 2 60 • • • • • • • 14 2 65 • • Indivigual or group • • • • • • • 39 4 1000 • • • • • • Seminars Onsite or offsite training as needed Scheduled classes and materials Factory certified on-site and web based By Atlas and Vendors 2 year warranty for all products No • • • • • • 59 3 155 • Varies Manufacturer’s warranty, 1year parts and labor 1 year parts, preventative maintenance 1-2 years depending on vendor equipment 1 year All systems carry warranty. Terms and conditions vary. 1 year parts and labor • • • • 40 2 76 • • • • • • • • • • 6 16 650 • • • • • • • • • • 46 1 47 • • • • 29 1 50+ • • Site training and as builts • • • • • • • 26 4 94 • • Professional trainer on staff and factory • • • • • • • 30 25 2 2 1 2 35 15 20 • • • • • • • • • Complete training Manuals, inperson, online • • • • • • • • • • • 1 yr. parts & labor, extended warranty avail. • • 6 3 35 • • • • • •  J u ly 2 0 0 8 Systems Integration SOURCE BOOK End user training Upgrades in purchase agrmnt. Years in business System warranty International Service after install Employees Locations National Western Canada Central Eastern Retail www.securitydirectornews.com Transportation Critical infrastructure Government • • • • • • • • • • • • • • • • Commercial Hospitality Company Convergint Technologies Schaumburg, Ill. www.convergint.com 8 21 675+ • • • On-site, net training, CD training modules Standard one year warranty (parts & labor) unless manufacturer extends 1 year parts and labor. Support factory warranty One year • • • • • • D/A Mid Atlantic Inc. Columbia, Md. RFI Communications & Security Systems San Jose, Calif. www.rfi.com Diebold Inc. North Canton, Ohio www.diebold.com Electrical Controls & Maintenance Richmond, Va. www.ec-m.com Enterprise Security Systems Inc. Charlotte, N.C. Envysion Inc. Louisville, Colo. www.envysion.com EO Integrated Systems Washington, Mich. www.integrated-systems.cc EPS Corp. Tinton Falls, N.J. F.E. Moran, Inc. Alarm & Monitoring Fraser, Mich. www.femoranalarm.com FCI & Associates Inc. www.fciassociates.com GTSI Corp. Chantilly, Va. www.gtsi.com Halifax Security Inc. DBA North American Video Brick, N.J. www.navcctv.com Hero Security and Surveillance Inc. Tehachapi, Calif. www.storeherosecurity.com HM Electronics Poway, Calif. www.hme.com Homeland Security Corp. Newport Beach, Calif. Integrated Technical Consultants Brookville, N.Y. Interface Systems Earth City, Mo. www.interfacesys.com Johnson Controls Inc. www.johnsoncontrols.com LenSec Houston, Texas www.lensec.com 14 1 10 • • As much as needed • • • • • • 29 5 230 • • • • • • • System application interface • • • • • • • 149 Nearly 90 countries 17,000 • • • • • • • From start to finish, standardized Access control, CCTV, alarm system, etc. Complete operator, admin or technical Web-based end user training Complete operations and maintenance Full system training Training provided to meet customers need Manufacture commissioning & on-going On site classroom training On site as well as in NAV demo rooms A full range of class options 12 2 50+ • 1 year parts & labor • • • • • • • 7 2 13 • • • • • • • • • • 4 5 40 • • • • 1 or 3 years • • • • 17 4 45 • • One year No • • • • 25 14 Nationwide 650 • • • • • • • • Depends on customer needs • 1, 2, and 3 year warranties available Full up to 5 years • • • • • • • • 52 • • • • • • • • • • 29 32 162 • • • • • • • 25 13 700 • • • • • • • 13 7 135 • • • • • • • • • • • • • • • 2 1 1 • • 3 years parts, one year labor • • • • • • 36 4 in house 3 • • • • • • • Whatever is required 1 to 5 years depending on the product 1-5 years 7 1 • • • • • • • • 2 2 • • • • 25 25 650+ • • Both one on one training and class room Instruction manuals and hands-on training Three year warranty • • • • • • • 123 500+ 56,000 • • • • • • • 10 1 37 • • • • • 8 J u ly 2 0 0 8 IT-certified technicians • • • • • • • • • • • • • • • • Municipal Gaming www.securitydirectornews.com End user training Upgrades in purchase agrmnt. Years in business System warranty Systems Integration SOURCE BOOK Transportation Critical infrastructure International Government • • • Commercial Service after install Hospitality IT-certified technicians • • • • • Employees Municipal National Western Canada Central Eastern Gaming • Retail • Company Locations Logic Inc. Sherman Oaks, Calif. MAC Systems Inc. Canton, Mass. www.macsystemsinc.com Metro Security USA Tulsa, Okla. www.metrosecurityusa.com MSE Corporate Security Branchburg, N.J. MTS Intelligent Surveillance Solutions Howell, N.J. www.mts-iss.com NetVersant Solutions Inc. Houston, Texas www.netversant.com New West Security Duncanville, Texas Niscayah, Inc. (formerly Securitas Security Systems USA, Inc.) Duluth, Ga. Praetorian Systems Group Birmingham, Ala. www.praetoriansystems.com 12 1 6 • • One yr parts and labor. Extended warranty. Administrator and operator Training All Client site training One-on-one instruction; custom documents In most cases one-year on both parts and labor. • • • • 27 1 70 • • • • • 12 1 12 • 16 4 55 • • • • • • 3 1 • • • • • • 8 22 1,600 • • On site and followup System training and user training On site, classroom One year standard warranty. MFG and 12 months parts and labor System warranty is provided on labor and materials. Varies • • • • • 18 1 5 • • • • 13 50 600 • • • • • • • • 9 1 25 • • • • • • J u ly 2 0 0 8  Systems Integration SOURCE BOOK Service after install End user training Upgrades in purchase agrmnt. Years in business System warranty www.securitydirectornews.com Transportation Critical infrastructure International Government • • • • • • • • • • • • • • • Commercial Hospitality Company Quanta Systems, a CompuDyne Co. Gaithersburg, Md. www.compudyne.com Quintron Systems Inc. Santa Maria, Calif. www.quintron.com Racine’s Locksmithing & Security Inc. Pueblo West, Colo. Red Hawk, a UTC Fire & Security Company Greenwood Village, Colo. www.redhawk-us.com RFI Communications and Security Systems San Jose, Calif. www.rfi.com RTA Security Newnan, Ga. www.rtasecurity.com SDi Neptune, N.J. www.sdifire.com SDS Integrated Solutions Hagerstown, Md. www.sdsintegrators.com Security Corp. Novi, Mich. Security Professionals Vancouver, Wash. Siemens Building Technologies, Inc. Buffalo Grove, Ill. www.sbt.siemens.com SimplexGrinnell Boca Raton, Fla. www.simplexgrinnell.com 60 20 750 • • • • Admin training on access control & CCTV Classroom setting on all our products One year We warranty all products we furnish and install. • • 38 4 95 • • • • • • 27 3 14 • • • • • 37 1,000 plus • • • • • • • • • • 29 5 250 • • On-site operation of system 1 year 1 year parts and workmanship • • • • 20 1 3 • • 10 2 50 • • • Full onsite operator training Whatever is necessary Standard 1 year parts and labor One year minimum One year plus manufactureres warranty up to three years Manufacturer warranty on installed systems Per manufacturer’s warranty, extended warranty & service plans • • 5 2 8 • • • • • • • • • • 34 2 110 • • • • • • • • • 10 1 10 • Direct and CD • • • • • • 100+ 100+ 7,400 • • Complete systems and products training Customized on-site or center-basd • • • • • • • 120+ 150 11,500 • • • • • • • • • • • Sonitrol Corp. Berwyn, Pa. www.sonitrol.com 45 18 (118 including franchises) 700 • • • On going training Lifetime • • • Stampsco Inc. Oklahoma City, Okla. www.stampsco.com Stanley Convergent Security Solutions Inc. Naperville, Ill. www.stanleycss.com Surveillance Systems Integration Rocklin, Calif. www.ssicctv.com Systemsgroup Dallas TAC Dallas www.tac.com/us 5 1 10 • • On-site & factory training Complete portfolio of customer training Aftr install train and equipment manual One year • • • • • • 100+ 70+ 1700 • • • Full portfolio of system warranties. Manufacturer warranty on all and possible extension • • • • • • • 6 2 35 • • • • • • • • 5 80 3 21 350 1,312 • • • As needed to meet customer needs 1 year / 2 years equipment • • • • • 10 J u ly 2 0 0 8 IT-certified technicians • • • • • • • • • • • • Employees Municipal Locations National Western Canada Central Eastern Gaming Retail www.securitydirectornews.com Systems Integration SOURCE BOOK Deals continue to change integration landscape By Rhianna Daniels c onsolidation is the name of the game these days. ADT Security Services in April announced intentions to purchase the systems integration and guard service division of FirstService Security for $187 million. Infrastruct Security purchased Patriot Security adding to its other three acquisitions made in the past two years. Most recently, Stanley Convergint Security Solutions purchased Sonitrol Corp. for $275 million in June. And in a deal that is still in limbo, United Technologies Corp. in February tendered an offer to purchase Diebold for $3 billion. The draw is simple: Providers are looking to increase their market share, either geographically or within a certain vertical. For example, if UTC were to succeed in its bid to buy Diebold, the two would hold a substantial piece of the financial services market. Recent research from Lehman Brothers said the integration market is currently marked at $7 billion globally. Stanley’s purchase of Sonitrol increased its reach in the commercial space, said Tony Byerly, chief operating officer of Stanley CSS. He noted that the deal made Stanley the “third largest security provider in the United States” overnight. Brett Bontrager, president of Stanley CSS, said the company has been going through a portfolio shift for the last five years, focusing on growing the security side of the organization. He said since 2004, it has grown the security business from about $300 million dollars to $1.4 billion. It has done that through organic growth and acquisitions — most notably with the purchase of HSM in 2004. John Koch, president of ADT, said the FirstService acquisition was an important strategic move and the purchase adds to the conglomerate’s Service after install Years in business International Employees systems integration capabilities. “We believe integration will play a more important role going forward because the traditional security market is changing,” Koch said. The market is becoming more demanding — integrators are being asked to focus more on solutions than products, install untested technology and be educated on the risks their clients face. The environment is also growing geographically, which was a reason for UTC’s bid for Diebold. George David, chairman and CEO of United Technologies, said “we believe UTC’s resources and presence in markets globally would be significant assets to Diebold in expanding business worldwide and increasing its margins and profitability.” Under the ownership of another company, Darrell Wilson, security director of Truliant Federal Credit Union, said Diebold might be able to build its penetration in other areas, such as alarms and video installation, and offer more value-added services to security practitioners. Then, Dan Weiss, CEO at Infrastruct Security, said UTC’s attraction to Diebold is “all about market verticals” and what UTC would potentially be buying is dominance. Weiss knows something about this. Infrastruct Security’s purchase of Patriot Security Systems, of Beaumont, Texas, increased its presence in the area known as the “Golden Triangle,” an area of Texas rich in petrochemical plants. Weiss said it helped the company obtain a dominant position in a market where chemical facilities have to abide by the Chemical Facilities Anti-Terrorism Standards regulations, which mandates security measures at chemical facilities. “This is something that’s affecting 7,000 chemical facilities,” Weiss said. sDn End user training Upgrades in purchase agrmnt. System warranty Transportation Critical infrastructure Government • • • • • Commercial Hospitality IT-certified technicians • • • • • • • Municipal • Locations National Western Canada Central Eastern Company Tesla Systems Inc. Georgetown, Mass. Titan Security Services Slidell, La. Ultimate Security of America Fayetteville, Ga. www.ultimate.us.com United Protection Services Edmonton, Alberta www.unitedprotection.com United Security & Control Systems Inc. Roanoke,Va. www.unitedsecurityva.com Verex Technology Mississauga, Ontario www.verextech.com Visual Defence Inc, Richmond Hill, Ontario www.visualdefence.com VTI Security Burnsville, Minn. www.vtisecurity.com Yale Systems, Inc. Lexington, N.C. www.yalesystems.com 15 2 1 1 8 2 • • • Complete end user training Hands on • • • • • • Gaming Retail • 29 1 18 • • • Total training services After install training on DVRs, software All products, services we offer One year Minimum • • • • 19 19 700 • • One year parts and labor • • • • • 20 1 8 • • • • • • • • • 27 8 90-100 • • • • • • N/A 18 months • • • • • • 8 6 110 • • Product and system training Customized to client requirements Complete systems training 1 year with extension 90-one year labor, manufacturers warranty on parts. Min. one year warranty • • • • • • 28 4 107 • • • • 20 1 5 • • • • • • • • J u ly 2 0 0 8 11