Security Watch: View from the top

New leaders share thoughts on the reseller community


Bill Taylor-The Panasonic vision involves serving diverse customer needs using a systems-based approach. The aim of our corporate structure is to enable us to realize that vision. Our core focus on robust, dependable technologies for the security and surveillance systems market has not changed. The Panasonic name continues to represent the best technologies for these markets. So even as we broaden our reach, we are maintaining our core focus and our commitment to our existing reseller partners.

Q. How does your strategy impact/enhance the reseller's growth opportunities?

Alan Forman-There is wonderful opportunity in the market for resellers who capitalize on the latest technologies. We are continually enhancing our line with products that deliver greater functionality, integration and value. By providing cutting-edge products and educating the industry on how to best deploy them, we can help improve overall efficiency and lower total cost of ownership.

Steve Gorski-Our business philosophy is for our partners to grow as we grow-that opportunities to expand MOBOTIX's footprint in the U.S. will directly lead to increased revenue generation opportunities for our resellers by selling highly-differentiated products. With IMS Research predicting worldwide growth rates for IP video security likely to exceed 15 percent in 2010 alone, resellers throughout the U.S. market have incredible opportunities to be part of the largest evolution of our industry in the past 50 years.

Bill Taylor-Our resellers can benefit greatly from an expanded product offering - it's all about new opportunities, both by selling a wider line and by reaching new markets. Resellers can also continue to benefit from the advantages of partnering with a technology and industry leader. Integrators have been leveraging the Panasonic name and benefiting from our reputation and longevity in the marketplace for decades. None of that will change. We are committed to supporting our traditional security integrators, whether or not they decide to branch out into other product categories. Meanwhile, our improved internal efficiencies will help us provide better value for customers.

Anixter Has Critical Infrastructure Pointers
By Natalia Kosk

"Protecting the critical infrastructure is not just about things that would bring down a power grid, but also about things that would harm us in other ways," explained Chris Jensen, national sales director for Public Safety Technologies, Anixter, during the Critical Infrastructure Security seminar presented by Anixter in Chicago last month. "There's got to be a plan in place for contingencies," Jensen continued. And there's no other present example that exemplifies this than the Gulf Coast oil disaster, he added. Using the disaster as a current example, Jensen discussed the need for identifying critical infrastructure, proper assessments and where funding comes into play and from what entities. The seminar also examined the latest technologies for protecting the nation's critical infrastructure.

"Critical infrastructure doesn't just come down to an oil tanker exploding, but how the surrounding area is affected," confirmed Jensen. "It's about dealing with the entire realm if there is an attack or natural disaster and having contingency plans in place."

As far as funding for general projects in critical infrastructure, he said: "I think you're going to start seeing more grant opportunities this year," adding that applicants also need to understand and follow the correct process in applying for some of these grants.

"Two of the main things that folks don't put into their grant applications is an extended warranty and software upgrades. Make sure that the system that you are spending money on is going to work months down the road. The number one reason agencies fail to get a grant is because they don't understand the requirements of the grant."

At-risk facilities need IP

And when it comes to securing our critical infrastructure, it's about having the latest technology available and deploying it for immediate results. For those companies not fully ready to make the jump to IP, there are solutions.

"Baluns and the UTP infrastructure will allow you to utilize the IP infrastructure down the road if you are not completely ready to make that transition now," explained Matt Powers, regional security manager, Anixter. "The whole idea is to go from reactive to proactive," Powers explained.