Westminster, Colo. (Feb. 27, 2023) – The PSA Network (PSA), the world’s largest consortium of professional systems integrators, today announced its educational sessions for the upcoming ISC West Conference and Exhibition (ISC West) in Las Vegas, Nevada, from March 28-31, 2023, at The Venetian Expo Convention and Expo Center.
“We are thrilled to offer exceptional education from PSA TEC again at ISC West in 2023,” said Candice Aragon, vice president of marketing and education at PSA. “Our sessions cover a broad range of topics relevant to a security systems integrator and will help them future proof their organizations.”
Members of PSA executive leadership team, PSA committees and other industry experts will lead the courses. The sessions offered include:
Company Culture and Improving Workplace Engagement
Tuesday, March 28, 10:00 – 11:00 a.m.
There is no doubt that engagement is important to people’s satisfaction and productivity at work. Yet, we find that roughly two-thirds of people are not engaged at work. One way to make an organization irresistible is to create a culture of engagement. In this presentation, attendees will hear from industry experts on how culture and engagement is implemented at other organizations and some best practices on how to effectively change a company’s culture.
Although changing organizational culture takes a lot of time and effort, taking steps to integrate these principles into your workplace will create a culture of engagement and pay long-term dividends. Attendees will learn how to plan team-building events to encourage an ongoing positive workplace atmosphere and demonstrate to employees that their involvement is critical to enhancing an organization’s culture.
Moderator: Candice Aragon, vice president of marketing and education, The PSA Network
Panelists: Shaun Castillo, president, Preferred Technologies, LLC; Brent VanHaren, president, SecurAlarm Systems; and John Nemerofsky, COO, Sage Integration
The Power of High-Performing Finance Teams
Tuesday, March 28, 11:15 a.m. – 12:15 p.m.
A high-performing finance team functions as the driver of the organizational strategy, serves as a role model to the rest of the company and holds itself and others accountable for achieving outcomes. However, cultivating effective teamwork can be challenging and complex. In this session, a panel of industry peers and experts will discuss methods of establishing an engaged and highly effective financial team along with the needed reports and measurements for a healthy financial organization. Attendees will learn how to create easy-to-follow financial processes and procedures combining a mix of skills, backgrounds and personalities to bring multiple perspectives to the financial side of an organization.
Moderator: Allen Riggs, CFO, The PSA Network
Panelists: Pete Keller, CFO, Integrated Protection Services; Markus Leghart, controller, SAGE Integration; Douglas Patete, vice president of finance and accounting, Preferred Technologies, LLC; and Todd VanHaren, controller and owner, SecurAlarm Systems
Growing Security Sales Professionals
Tuesday, March 28, 1:00 p.m. – 2:00 p.m.
Companies with rising sales, or that see potential for revenue growth, often seek to increase the size of their sales force. Doing this isn’t as simple as hiring the right talent. Companies need to plan for fitting the new sales reps into the existing sales structure. How do systems integrators recruit and grow the next generation of sales professionals while retaining the existing team of multi-generational salespeople? In this session, an expert panel of industry professionals will discuss how to recruit a new generation of salespeople, the differences in training a sales team made up of different generations and understanding what factors motivate your sales team to stay with your company. Attendees will discover best practices to exponentially grow your sales skills and develop strategies for personal and professional success.
Moderator: Chris Peterson, president, Vector Firm
Panelists: Ben Shour, director of sales – East, The PSA Network; Grady Jett, vice president of sales, Preferred Technologies, LLC; John Nemerofsky, COO, SAGE Integration
Increasing Systems Integrators Operational Efficiency Through Technology
Tuesday, March 28, 2:15 – 3:15 p.m.
Delivering quality service in as little time and using as few resources as possible is the goal when it comes to operational efficiency. Technologies can benefit almost every business to help obtain improved efficiency. How can systems integrators leverage emerging technologies to increase operational efficiency? In this session, a panel of technology experts will show how technology can streamline your business through productivity monitoring, system usage, remotely managing and monitoring and more! Attendees will learn how to perform metrics analysis and formal audits to evaluate operational efficiencies and document, review and update processes to stay on the path of continual improvement.
Moderator: Matt Barnette, CEO, The PSA Network
Panelists: Josh Cummings, executive vice president of technology, VTI Security, a Paladin Technologies Company; Elliott Gabriel, sales and design professional, Preferred Technologies, LLC; and Jim Lonie, COO, Integrated Security & Communications
How to Price to Profitability: Building a Managed Service Pricing Model
Tuesday, March 28, 3:30 – 4:30 p.m.
How does a security integrator determine which managed service solution is right for them? For an integration company transitioning to managed services, pricing ranks among a top consideration along with sales and service delivery. Finding the right managed solutions for your clients and building the right pricing model and compensation plan are critical steps and require careful consideration. A misstep can hinder an integrator’s prospect for growth and profitability. In this session, panelists will describe the elements of delivering managed services as well as the different pricing models and their core attributes to help decipher the best fit between the model and how customers want to buy services. Attendees will learn how to develop portfolios of technologies and support programs and determine the objectives for building a valued portfolio and a successful managed services pricing model.
Moderator: Ben Shour, director of sales – East, The PSA Network
Panelists: Michael Hanlon, senior director of managed services, Allied Universal; John Maffey, president and CEO, M3T Corporation; and John Nemerofsky, COO, Sage Integration
In addition to the TEC@ISC West educational track, PSA members will facilitate the educational session:
Increasing Cyber Awareness for Security Integrators
Thursday, March 30, 10:00 – 11:00 a.m.
Systems integrators secure education facilities, healthcare organizations, manufacturing plants, government buildings, as well as utility facilities. Security Integrators are a gateway for cyber-attacks. Preventing a cyber-attack starts with buy-in from employees. Making employees at all levels aware of the threats and training them in how to deal with these threats is essential for all security integrators. In this session, a panel of security industry experts will show you the steps to take to minimize the risk of a cyber-attack.
Moderator: Gary Hoffner, vice president, PSLA
Panelists: Josh Cummings, executive vice president of technology; VTI Security; a Paladin Technologies Company; Chris Peckham, COO, Ollivier Corporation; and Tyrone Chambliss, program manager, Northland Controls.
To learn more about the PSA Network, visit booth 3117 at ISC West or visit psasecurity.com. To attend the ISC West exhibit hall for free, visit: http://iscwest23.com/PSA.