LAS VEGAS - Integrators Meeting the cyber security challenge was the topic that kicked off Wednesday’s ISC West education sessions, as SD&I columnist and founder of securityspecifiers.com Ray Coulombe led a panel discussion, joined by integrators Brent Franklin of Unlimited Technology; Joe Lynch of Minuteman Technologies, and Andrew Lanning of Integrated Security Technology.
The roundtable was part of the PSA-sponsored integrator’s track at the show. Here’s a quick look at some of the interesting things they had to say:
On keeping customers safe from cyber threats:
“We need to recognize the responsibility of bringing these systems into our client businesses,” Lanning said of security systems. “A lot of times it is about our practices and defining for the client where we are bringing risk into his environment.”
“It is a tough time for the integrator in the IT space,” Franklin admitted. “You’ve got to speak to the level on the IT side, so you get partnership with that IT department, or you won’t get the sale. It is uplifting to IT departments to be able to talk to a security integrator who is talking IT right out of the gate.”
“Our issues are making sure our tech staff is educated enough and our specialists are certified,” Lynch said.
On cyber insurance:
“It took us about three months to get coverage, and we couldn’t get the level the client was looking for,” Lynch explained. “You have to start (seeking insurance coverage) early, and we will see it more and more as customers will be asking for it – it will become the norm, and it is very difficult to get at the last minute.”
“Be ready for it – it’s coming,” Franklin warned.
On monetizing cyber security for integrators:
“When you look at what’s happening, especially in the heavily regulated industries, if you are not able to provide the services they are looking for, you won’t be in the contract game,” Lanning said.
“Selling widgets is not where you make money,” Franklin added. “You have to invest in professional services. If you don’t have the staff – get focused on it, get with other integrators and educate yourself. Always talk to you customer and understand their pain points. If you lock arms with them and learn with them, you will have a customer for life.”
On recruiting:
“It is tough to find people today,” Franklin said. “Good IT people demand great dollars, and if they are worth it they earn every dollar. If we can’t have it or afford it on staff, we find great partners. You have got to invest in training for all your people.”
“Half our staff will be IT centric in a decade,” Lanning added.
On product security:
“Everybody is learning – manufacturers, integrators, even customers. As you talk to a manufacturer – whatever the product, cameras, software, or access control – are they talking the talk doing what they say are going to do and what are they doing to invest in the security of their products,” Franklin asked. “Do a little research. There are products out there that are easily hacked and breached, and you can find out in five minutes on Google whether they are embracing the technology or if they are just trying to sell a bunch of widgets.”
Paul Rothman is editor in chief of Security Dealer & Integrator (SD&I) magazine (www.secdealer.com).
