Westminster, CO- June 24, 2010 – This year’s PSA-TEC conference program featured a State
of the Industry panel discussion where the convergence of business was the
theme of the day. Moderated by security consultant
Sandra Jones of Sandra Jones and Company,
the panel included top industry leaders in physical security, network
integration, low voltage communications, commercial sound and info-security.
Ms. Jones jumped right into the heart of the matter
by asking each panelist what were their greatest issues. The responses varied widely. Chuck Wilson (Executive Director - National Systems
Contractors Association) sited profitability, competitive pressure, and
shifting business models along with the increasing sophistication and
complication of doing business with the Department of Labor. Brian Hansen (President – BICSI) said his
biggest challenge was the green convergence of technology. He questioned how to implement and create
sustainable technology. Paul Cronin (CEO - 1nservice)
stated his greatest challenge was the blurring of technologies, which made it
difficult to be the one source and caused businesses to be general contractors. Richard Chace (CEO and Executive Director - Security
Industry Association) advised that businesses need to recognize customer
demands better and create a feedback loop to better understand regulations and
standards. Dave Carter (Managing Director - Security Network of America) saw his
greatest challenge in his need to grow the recurring revenue base. Bill Bozeman (CEO and President at PSA Security
Network®) conveyed that the biggest challenge to systems
integrators is the lack of credit available; however banks are willing to
extent credit for projects where a recurring revenue model is utilized.
The growing demand by end-users
for best-in-class with sole source responsibility is forcing businesses today
to change their models and build partnerships with other companies to be
competitive. Convergence and integration
has out-paced the contractor processes today; it is time to evolve.
Next year’s PSA-TEC will be
held in Rosemont, IL, May 23-27, 2011 and is open to all
security professionals. For more
information or to register for PSA-TEC, please visit: www.psatec.com
or join the PSA-TEC
LinkedIN Group.
(left to right) Brian Hansen, Chuck Wilson, Paul Cronin, Sandra Jones,
Bill Bozeman, Richard Chace and Dave Carter.
Photo courtesy of Deborah L. O'Mara, Editor Security
Dealer & Integrator
