Industry leaders thoughts on the reseller community, open solutions, Secured Cities 2010

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New leaders share thoughts on the reseller community

Change is a constant in the security industry. We've had some major changes recently-ADT buying Broadview; UTC grabbing GE; DVTel snaring ioimage and on. The heads of many organizations have changed. We went to three biggies UTC; Tyco; and Samsung, to ask how their management has changed and the effect on the reseller community.

Q. What changes have you made to the organization in the last year or two, or are planned?

Mark Barry, President, Global Security Products, UTC-"The combination of GE Security and UTC Fire & Security expands our channel network and product offerings and fully supports independent channel partners, large integrators and distributors under all of our well-established brand names. The Global Security Products (GSP) group, one of UTC Fire & Security's three operating entities, includes access control, intrusion, video, key and lock products and solutions. This includes brands such as Lenel, Supra, Onity, Picture Perfect, FCWnX, Guardall and TruVision. Our intention is to preserve equity and build upon customers' familiarity with these widely accepted brands."


Frank DeFina, Senior Vice President, Sales & Marketing North America, Samsung Techwin America-"We unveiled our 2010 Vision at the ISC West show. This new business initiative will establish and position Samsung as a comprehensive supplier of security system solutions -not just video surveillance systems but also, ultimately, the access control, intrusion detection and alarm systems we are now developing for integration with our imaging technologies. This will be a unique technology offering built around our enhanced line of video surveillance solutions specifically in the IP video/networking arena."


Mark VanDover, President, Tyco Security Products, a business unit of Tyco International-"We have made numerous changes and strategic investments in our organization and people as well as in technology. About one year ago I was named to consolidate and combine business segments within the intrusion business, DSC as well as Software House and American Dynamics. We knew combining these businesses would allow us to leverage technology and resources and also provide a more integrated solution to our customers. We see demand in the market for integrated systems and have a full portfolio to fill their needs. We are a process-focused business and we set outto pull together a leadership team from the top leaders from our brands and also brought in some new businesses and refocused our organization. The second part of this was to focus on our customers and provide better support, and finally, the third was to make sure people understand our products and services. These are the three pillars to our business."

Q. How will or does this create benefits and or impact the industry and the reseller community?

Mark Barry-"Our intention is to strengthen the channel relationships and build upon customers' familiarity with our brands and we have taken steps to ensure that the existing product brands continue to be available. We will manage the integration of the acquired business into UTCFS seamlessly to minimize any disruption to channel partners and end users."

Frank DeFina-"We plan on expanding our solutions offering by enhancing our reseller and partner programs, in addition to re-establishing our relationships with end users. To accomplish these goals, we intend to deliver the best performance and value proposition in the industry. Our strength in video surveillance technology is a given and we share the vision as to where integrated system technologies are headed. We are developing core innovations that will drive the security industry moving forward without leaving our existing customers behind as evidenced by our most recent analog video introductions. We are also integrating numerous technologies into broad-based seamless solutions. Now it's simply a matter of making more people aware of the innovation and resources available to them. To put it simply-it's time for Samsung."

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