Security Watch

Pivot3’s Lee Caswell on the future of storage, Aruba Network’s new mesh solutions, more

Jessica Wardlaw, corporate administrator of CPI Security Systems, Charlotte, N.C., agreed that while keeping up with technology is a challenge with the rapid onslaught of new solutions and product features, "integrators not ready for this shift should take the time to study the market and available platforms to ensure that they're making product selections that fit their culture, sales process and ability to support."

"Cost is always key when it comes to new technology sales opportunities because it controls the ability for dealers and integrators to bring solutions to market effectively and profitably," she continued. "The best scenario is to sell technology that creates efficiency in the sales and support processes to reduce and/or limit the amount of business risk assessed in projecting volume and price."
For more on residential and interactive front, check out these sessions:

Mobile App Business Models
June 7: 3:15 to 4:15 p.m.

This session will look at how integrators are making more money and more RMR on new mobile applications that provide access to security information and system control. Attendees will learn the packaging and models used by some of the most successful early adopters, looking at offers for both the residential and commercial markets coming from players large and small.

Understanding New Residential Integrated Systems Platforms
June 8: 10:45 to 11:45 a.m.

ESX Chair George De Marco will moderate this session which will feature the chief executive officers of major technology platform providers iControl and and senior representatives of manufacturers 2Gig Technologies and Honeywell. The panelists will provide a look at their technology road maps. The information is designed to help integrators figure out their next step in the residential market. De Marco will also recap this session in an abbreviated format at the ESXperience Stage on the show floor the afternoon of June 8 at 3:30 p.m.

The Managed Services Service Department
June 9: 2 to 3 p.m.

Managed services is a concept that is taking off, especially for IP-based video and access control. In this session, speakers develop the concept of what a service department tasked with tending managed services for clients could and should be and will address the questions you need to ask. What technical skills and knowledge are required? How does the service team administer good customer service in this area? How does the managed services team interface and integrate with the traditional service department team? What are the outputs of a managed services team and how do you measure the productivity of technicians charged with these activities?

Make sure your experience in Charlotte is worthwhile off the show floor as well. Turn to page 69 for a list of fun activities you can partake in!

Experience This!

The ESXperience Stage, located between booths 401 and 501, will feature presentations by leaders of the ESA and the Central Station Alarm Association (CSAA) and other industry leaders. Some of the topics include:

- Coping with Chaos: Telecommunications Network Update
- Residential Integrated Systems Technology Platforms Snapshot
- Certifications & Training: What You Need & How To Get It
- State of the Union with Law Enforcement & Fire Officials
- Mobile App Business Models
- The ESA Chapter Challenge

Storage Gets Virtualized Beyond Security
Pivot3 discusses recent success and the future of storage

By Natalia Kosk

Following on the heels of its recent Wall Street Journal's second annual "Next Big Thing" ranking that lists the 50 most promising venture-backed capital companies, Lee Caswell, founder and chief marketing officer of video storage solutions provider Pivot3, Palo Alto, Calif., sat down with Security Dealer & Integrator to discuss the company's growth, overall storage statistics and trends, future models and how applications are expanding beyond the security industry.

"The bar for selling storage is very high because it's hard to sell something that is partly done," explained Caswell. "More and more data is being stored everywhere and worldwide capacity growth is over 30 percent right now. What is driving that and a lot of the new architecture is not the traditional database applications that a user has but instead it is about rich-media applications. Video surveillance is a really interesting proof-point of that because it has very high performance characteristics but it's very cost-sensitive," he continued.