Channel-Focused Education at ISC West

March 17, 2017
A comprehensive look at the workshops and sessions targeted at security dealers and integrators

Beyond the bright lights of the exhibit hall, ISC West features a huge amount of educational opportunities for security dealers and integrators – running the gamut from installation technicians to business owners and managers.

ISC’s new time structure includes early start/finish times to give attendees ample time to visit the exhibit floor each day. SIA Education@ISC qualifies for CE hours with many relevant industry accreditation bodies, including ASIS, ALOA, NICET and others. Certificates of attendance will be distributed to all conferees after the show.

Here’s a list of channel-focused education sessions and workshops at ISC West by day. Visit to stay up to date on any time/room changes or cancellations.

Day 1: April 4 (Education-only day)

  • Workshop: Best Practices of Sales Management 8-10 a.m., Sands 307 – In the session, join sales expert and regular SD&I article contributor Chris Peterson of Vector Firm to discuss the challenges most integrators have in managing the sales team.
  • Cybersecurity and Security Installations: Hardening IP Connected Physical Security Equipment (PSA Track) 8:30-10 a.m., Sands 309 – SD&I monthly columnist Ray Coulombe will moderate a panel including Wayne Smith, President of Tech Systems Inc., and Andrew Lanning, Co-Founder of Integrated Security Technologies to discuss commonly used tools to perform network enumeration, how to uncover potential weaknesses in a system, and best practices to better secure devices.
  • RMR Model in the Security Industry: How it Works and Why We Need it (PSA Track) 10:15-11:15 a.m., Sands 309 – PSA Security Network CEO Bill Bozeman will lead a panel on ways to implement an RMR model, and why it is the future of the security industry.
  • Workshop: 3 Secrets to Designing Commission Plans for Hyper-Positive Results 10:30 a.m.- 12:30 p.m., Sands 307 – This interactive workshop will focus on key elements of compensation plans and how to motivate and drive success for high, medium and low performers. Content will tackle sales quotas, sample commission plans and their effectiveness.
  • Cementing Customer Loyalty in Competitive Times (PSA Track) 11:30 a.m.- 12:30 p.m., Sands 309 – In this integrator-led panel discussion, learn to engage with clients and build an atmosphere of trust that will keep your business solid in the heavily competitive environment.
  • Robotics: Upcoming Legislation and Government Regulations You Need to Know Now (PSA Track) 1:30-2:30 p.m., Sands 309 – Robotics are quickly evolving and adapting to many industries, including security. PSA CEO Bill Bozeman will moderate a panel of robotics experts to address what impact these regulations will have on the security industry in the future.
  • Workshop: Project Management in the Physical Security Space 1:30-3 p.m., Sands 302 – This session will provide attendees with an understanding of the most efficient processes and procedures to effectively allocate resources to implement physical security programs.
  • Hands-On Learning Lab: Troubleshooting Network Video 1:30-5:00 p.m., Sands 201 – From Hitachi Insight Group, this session provides an extensive step-by-step four-dimensional view of all the components for a digital video surveillance system, including power (electrical), software (video management systems, PSIM, networking), hardware (cameras network switches, radios), and communications (OSI layers, wireless, fiber).
  • Leading Through Industry Change: Succession Planning and Leadership in a Merger and Acquisition Market (PSA Track) 2:45-3:45 p.m., Sands 309 – The impact of mergers and acquisitions on a business, as well as creating the right approach to helping organizations sustain the necessary leadership to support business growth and a smooth succession plan.
  • Securing Healthcare in the 21st Century 3:30-5 p.m., Sands 307 – From the possibility of a terrorist attack to pandemic flu, workplace violence including active shooter, strict legislative requirements, severe weather and continued financial constraints, the healthcare environment will need to change how security services will be managed.
  • Increasing Your Brand Recognition Through Social Media (PSA Track) 4-5 p.m., Sands 309 – Tapping the vast audience of the social web is a low-cost way to catapult a business brand. This presentation will uncover how to effectively build a company’s brand using social media.

Day 2: April 5

  • Leveraging Emerging Smart Home Technologies to Grow your Business 10-11 a.m., Sands 309 – This panel will discuss how the popularity of Alexa (voice technology), gesture control and entertainment/smart home hybrid systems along with big players entering (HomeKit, Google Home) are broadening the smart home market.
  • How Drones and Video Technology are Redefining Situational Awareness 10-11 a.m., Sands 201 – This panel examines the implications for federal agency missions down to private security applications, considering regulations, standards, and legislative proposals that define the operating environment.
  • Data Security and Video Systems 10-11 a.m., Sands 307 – Presented by Bosch, this session will answer the question: What are the current fundamental considerations that an organization needs to take into consideration before placing an IP camera on their network?
  • Cameras Hacked Live! The Do’s and Dont's of Cybersecurity 10 a.m.-12 p.m., Sands 101 & 102 – Cybersecurity experts from Axis Communications discuss the threat landscape, what cybersecurity means for the physical security market and witness a live breach on an Axis camera.
  • Smart Home Opportunities for Security Dealers 11:15 a.m. -12:15 p.m., Sands 309 – Presented by Nortek Security & Control, this session examines the relationship between home security systems and smart home adoption, and how security dealers and integrators can seize the opportunity.
  • 10 Mega-Trends for 10 Years Define The Future of Central Stations 12:30-1:30 p.m., Sands 309 – New technologies are driving change in every industry, including central station services. End-users, integrators, and dealers all have important reasons to adapt to the current shifting tide.
  • Deter, Detect & Defend Against Today's Active Shooters 12:30-1:30 p.m., Sands 101 & 102 – Presented by Patriot One Technologies, join a panel of security experts from the private and public sectors to discuss strategies and technologies regarding active shooter scenarios.
  • The Future of Management & Leadership in the Security Industry 1:45-2:45 p.m., Sands 307 – Panelists will explore the different perspectives on the modern workplace. To effectively manage, lead and motivate a new workforce, the approach to leadership and management must adapt.
  • Pros and Cons of the Internet of Things 1:45-3:15 p.m., Sands 309 – A panel of industry experts representing the surveillance, access control, identity management and cyber security categories, will address the pros and cons of new network technologies and cyber security and how they relate to the IoT.

Day 3: April 6

  • How To Develop Your Next Generation Of Sales Professionals 7:30-8:30 a.m., Sands 309 – Matterhorn Consulting’s Paul Boucherle tackles ways to attract and retain talent and more in this "how to" hire the next generation of sales professionals’ session.
  • Healing the Rift: Integrators vs. Manufacturers 8-9:30 a.m., Sands 103 – Although integrators and manufacturers must work together every day and neither can as effectively bring solutions to the end-user without the other, the antagonism and animosity has not improved over time. Panelists will bring together key influencers on both sides to discuss concerns, and question the reasons for this unfortunate disharmony.
  • What Does $1 of RMR Cost? 8:45-9:45 a.m., Sands 309 – Presented by Perennial Software, a panel will delve into understanding creation costs of RMR and the attributes that effect the valuation of RMR. Review how creation costs are calculated and the importance of knowing this powerful metric.
  • The State of Mobile Access & Identity 8:45-9:45 a.m., Sands 307 – This session will discuss the current state of mobile identity and access technology market. Led by a neutral analyst, the panel with be balanced by varying points of view from vendors that offer diametrically opposed philosophies and delivery models.
  • The Evolving Relationship Between End-Users, Integrators and Manufacturers 8:45-9:45 a.m., Sands 302 – A panel will review the latest trends, metrics and challenges while providing insights on channel conflict and resolution, integrator profitability and customer loyalty.
  • OpSec, Meet InfoSec 10- 11 a.m., Sands 309 – Your customer loves your proposal and they are ready to sign, but there is just one more hurdle to cross: approval from the IT security team. This presentation from Tyco Security Products will give integrators practical steps and guidelines to follow to garner the IT buy-in.
  • Home Security Made Smarter, Because Smarter is Safer 10 a.m. - 12 p.m., Sands 101 & 102 – Daniel Herscovici, general manager and senior vice president of Comcast’s Xfinity Home, will discuss the evolution of the industry and highlight IoT devices that play a vital role in making a home secure and smart.
  • Top 3 Best Practices of Sales Management 11:15 a.m.- 12:15 p.m., Sands 309 – Sales expert and regular SD&I article contributor Chris Peterson of Vector Firm will lead this interactive session that reviews three best practices of sales management, specifically created for the independent security integrator.
  • The Impact and Value of Enterprise Security Risk Assessment to Integrators & Manufacturers 11:15 a.m.- 12:15 p.m., Sands 302 – So often risk assessments are overlooked and not received as an essential piece of the project process. Presented by Axis Communications, attendees will review the procedure to prepare action plans and gain insights to recommend appropriate product and solutions as well as formulate appropriate budgets so they are seen as a value-added resource.
  • Hacking & Protecting a Wiegand Reader 11:15 a.m.-1:30 p.m., Sands 103 – In this session, ethical hacker Babak Javadi demonstrates how easily readers can be hacked and data extracted, as well as how SIA's new OSDP protocol is critical to securing credential readers.
  • How to Design, Sell and Implement Service Agreements 12:30-1:30 p.m., Sands 309 – This program, led by Genesis Security Systems’ Alan Kruglak, is designed to help security system integrators and alarm dealers sell service agreements to their clients and prospects. Learn how to package the right program and sell it to existing and new clients.
  • Closing the IT/Security Industry Technology Gap 12:30-1:30 p.m., Sands 304 – Join security consultant and SD&I expert contributor Ray Bernard to discuss how information technology advancements are increasingly driving security technology improvements despite how the security industry’s adoption of IT lags years behind in many critical ways. Learn what practitioners, consultants, integrators and vendors must start doing now to close this gap.
  • Lighting for CCTV Surveillance 12:30-1:30 p.m., Sands 201 – Correctly designed lighting can drastically improve the performance of a surveillance system. This session outlines and reviews the main types of lighting technologies in today's security market, and the pros and cons of each.
  • How Hackers Attack Physical Access Control Systems 12:30-1:30 p.m., Sands 305 – As physical access control system (PACS) technologies continue to advance, so does the attacker. This session will discuss how these vulnerabilities can surface, and what you can do to prevent them. 

Paul Rothman is Editor in Chief of Security Dealer & Integrator (SD&I) magazine. Access the current issue, full archives and subscribe at Pick up a free copy of SD&I at ISC West Booth #17141.