COURSE GUIDE - TEC presented by PSA Security Network · 2019-12-06 · 8:00 AM - 9:00 AM Lessons...

COURSE GUIDESchedule and Course Details Subject to Change

See PSATEC.com for the most up-to-date information.

v111919

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PSA OWNER

EXCLUSIVE

TEC 2020 Pricing and Hotel Information.................................

TEC Schedule at a Glance .................................................

Education Program Highlights ......................................

Session Schedule by Day ....................................................

Monday ...................................................................................

Tuesday ..................................................................................

Wednesday .........................................................................

Thursday ......................................................................................

A-Z Session Descriptions .............................................................

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6 - 12

6 - 7

7 - 10

10 - 12

12 - 13

14 - 37

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Sort and Filter Session Listings to Plan Your Schedule

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TABLE OF CONTENTS

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www.PSATEC.com • #PSATEC Schedule Subject to Change

PSA OWNER

EXCLUSIVE PSA Training Bucks

Use your PSA Training Bucks to pay for TEC 2020!PSA Training Bucks can be used to cover TEC registration fees, travel

expenses, and hotel accommodations.

Visit www.PSATEC.com/register for the reimbursement form

Early Bird Pricing Ends January 12, 2020!

FULL CONFERENCE PASS EXHIBITS ONLY

PSA OWNERS/MEMBERS & USAV MEMBERSRegistration Opens Wednesday, December 4

PSA is offering Exhibits Only passes at no cost

for one day access to the exhibit floor on

Wednesday, April 22.

All attendees must register in advance of the event at

www.PSATEC.com

Exhibits Only passes do not include access to education

sessions or meals.

EARLY BIRD

$949

STANDARD

$1,099Access to all meals and networking events. Select sessions may have additional fees.

GENERAL ATTENDEESRegistration Opens Wednesday, December 11

EARLY BIRD

$1,099

STANDARD

$1,249Access to all meals and networking events. Select sessions may have additional fees.

TEC 2020 HOST HOTELSheraton Denver Downtown1550 Court Pl

Denver, CO 80202

303.893.3333

Book Now:www.PSATEC.com/where-to-stay

BOOK BY MAR 27 TO LOCK IN THE

DISCOUNTED ROOM RATE:

$204 / NIGHT

TEC PRICING AND HOTEL INFORMATION

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www.PSATEC.com • #PSATEC

MONDAY, APRIL 20

7:00 am - 8:00 am Breakfast for Certification Attendees

8:00 am - 5:00 pm Certifications

11:30 am - 1:00 pm Lunch

1:00 pm - 5:00 pm Certification and General Sessions

5:30 pm - 7:00 pm Welcome Reception

TUESDAY, APRIL 21

7:00 am - 8:00 am Breakfast

8:00 am - 5:00 pm Certification and General Sessions

11:30 am - 1:00 pm Awards Lunch

WEDNESDAY, APRIL 22

7:00 am - 8:30 am Keynote Breakfast

8:00 am - 11:30 am Certifications

9:00 am - 4:00 pm Exhibit Show

11:30 am - 1:00 pm Lunch

1:00 pm - 5:00 pm Certifications

2:30 pm - 4:00 pm Networking Happy Hour

3:30 pm - 5:00 pm PSA Stockholders’ Meeting

THURSDAY, APRIL 23

7:00 am - 8:00 am Breakfast

8:00 am - 5:00 pm Certifications

8:00 am - 11:30 am General Sessions

11:30 am - 1:00 pm Lunch

1:00 pm - 3:00 pm How to Sell Managed Services Workshop

TEC AT A GLANCE

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www.PSATEC.com • #PSATEC Schedule Subject to Change

2020 EDUCATION PROGRAM HIGHLIGHTS

TRAIN YOUR WHOLE SYSTEMS INTEGRATION TEAM AT TEC 2020The TEC education program delivers personal professional development to all employees of a

systems integration team with dedicated learning tracks!Education tracks will be marked with a colored dot throughout the guide:

Certification

Technical

OperationsManaged Services / RMR

Sales

Cybersecurity

The TEC 2020 education program will deliver invaluable sessions to systems integration professionals with a desire to stay relevant and thrive in changing markets through personal and professional development. With dedicated learning tracks focused on job function, attendees will leave TEC with ways to improve operational efficiencies, add additional value to their businesses and their customers’ journeys and support emerging market trends including managed services and cybersecurity from their own vantage points.

The Market is Changing, What Are You Doing to Stay Relevant?

PEER-LED SESSIONS FROM PSA COMMITTEES

Marketing

Leadership

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AV TRACK POWERED BY USAV | A DIVISION OF PSA

By coming together as a network to share ideas and tackle industry challenges head on, PSA’s specialty committees deliver value to ALL integrators, regardless of size or markets served. Don’t miss peer-led sessions presented by PSA Committees at TEC.See pages 29 - 31 for a full list of committee-driven sessions and look for the Committees logo:

This year PSA is proud to present the AV Track Powered by USAV! Look for the USAV logo to distinguish these AV professional sessions.

Certification Cybersecurity Managed Services / RMRLeadership

* Multi-Day Course | ($) Additional Fee Applies Schedule Subject to Change. See PSATEC.com/sessions for Current Schedule.

MONDAY, APRIL 20

7:00 AM - 8:00 AM Breakfast for Certification Attendees

8:00 AM - 5:00 PM Advanced Project Management* ($)

8:00 AM - 5:00 PM AMAG Symmetry Essentials Certification* ($)

8:00 AM - 5:00 PM C•CURE 9000 System Installer/Maintainer - AC9001* ($)

8:00 AM - 5:00 PM Core Principles of Audio* ($)

8:00 AM - 5:00 PM CTS® Prep Course* ($)

8:00 AM - 5:00 PM Hanwha Wisenet Professional Certification* ($) :: PSA INTEGRATORS ONLY

8:00 AM - 5:00 PM Lenel OnGuard Hardware and Software Fundamentals* ($)

8:00 AM - 5:00 PM Pelco Video Xpert- Enterprise Certification*

8:00 AM - 5:00 PM SIA Security Project Management Training Seminar (SPM)* ($)

11:30 AM - 1:00 PM Lunch

1:00 PM - 3:00 PM Accelerating Computer Vision and Deep Learning at the Edge

1:00 PM - 3:00 PM Build a Culture of Profitability

1:00 PM - 3:00 PM Commercial Audio System Design and Bidding

1:00 PM - 4:30 PM Electronic Locking Hardware Codes - Are You Ready to Answer to a Code Official?

1:00 PM - 3:00 PM From the Board Room to Clients - Quantifying the Effectiveness of Physical Security and Cybersecurity Deployments Using Probability Theory

1:00 PM - 3:00 PM New Insights from “Securing Trust” a Fresh Perspective for Sales Teams

1:00 PM - 3:00 PM ‘Put Me In, Coach! When and How to Bench Wiegand and Switch to OSDP

1:00 PM - 3:00 PM Securing Our Schools - An All Hazards Approach

1:00 PM - 3:00 PM Selling an HD Hybrid Cloud Solution to End Users

1:00 PM - 3:00 PM Sound Masking Workshop

1:00 PM - 4:30 PM Technically Speaking: Presentation Skills for Technical Professionals

SCHEDULE OVERVIEW MONDAY

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TechnicalOperations SalesMarketing

Schedule Subject to Change. See PSATEC.com/sessions for Current Schedule.

SCHEDULE OVERVIEW MONDAY - TUESDAY

1:00 PM - 3:00 PM What Integrators Need to Measure - What Gets Measured … Gets Done

3:30 PM - 4:30 PM Beyond Organic, How to Leverage Social Advertising to Target Your Exact End-User Prospect

3:30 PM - 4:30 PM Building Sales Relationships in 2020

3:30 PM - 4:30 PM Enabling a Digital Connection to Your Customer

3:30 PM - 4:30 PM Foundations for Successful NDP Partnerships

3:30 PM - 4:30 PM How Cyber Crime has Redefined Business Risk and Created an Opportunity for Integrators

3:30 PM - 4:30 PM How Surveillance Solutions Ensure Cannabis Compliance

3:30 PM - 4:30 PM Identity Management, a Critical Security Vulnerability

3:30 PM - 4:30 PM Low Voltage Lighting: The Next Big Thing in Commercial AV

3:30 PM - 4:30 PM Mission Operation MSP: Are You Mission Ready?

3:30 PM - 4:30 PM Phishing and Malware and Botnets, Oh My!

5:30 PM - 7:00 PM TEC 2019 Welcome Reception

TUESDAY, APRIL 21

7:00 AM - 8:00 AM Breakfast

8:00 AM - 5:00 PM Advanced Project Management* ($)


8:00 AM - 9:00 AM Attracting Next Generation Talent to Your Company

8:00 AM - 9:00 AM Best Practices to Prevent Ransomware in Surveillance


8:00 AM - 5:00 PM Core Principles of Audio* ($)


8:00 AM - 9:00 AM Designing a Secure Vehicular Access Control Point

8:00 AM - 9:00 AM Don’t Forget the People! A Holistic Approach to Selling Security Technology

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8:00 AM - 5:00 PM Hanwha Wisenet Professional Certification* ($) :: PSA INTEGRATORS ONLY

8:00 AM - 9:00 AM How to Reduce Truck Rolls and Increase Service Profitability Using Cloud Services

8:00 AM - 5:00 PM Lenel OnGuard Hardware and Software Fundamentals* ($)

8:00 AM - 9:00 AM Lessons Learned from the Project Trenches -Expectations & Project Management

8:00 AM - 9:00 AM Leverage Technology to Grow your RMR

8:00 AM - 9:00 AM Licensing and Compliance Revisited

8:00 AM - 5:00 PM OSDP Bootcamp ($)

8:00 AM - 3:00 PM Partner Alliance for Safer Schools Partner Certification ($)

8:00 AM - 5:00 PM Pelco Video Xpert- Enterprise Certification*

8:00 AM - 9:00 AM PSA Cybersecurity Committee: Supply Chain Cyber Assurance - How to Help Mitigate Risk

8:00 AM - 9:00 AM Sell to Specific Vertical Markets? How to Leverage Marketing to Stop Chasing and Have Prospects Find You!

8:00 AM - 5:00 PM SIA Security Project Management Training Seminar (SPM)* ($)

8:00 AM - 9:00 AM The M&A Market for Technology Integrators is Evolving - Why it Matters to You

9:15 AM - 10:15 AM Developing and Deploying Deep Learning Solutions for the Security Industry

9:15 AM - 10:15 AM Do you Require Your Subcontractors to Carry the Right Errors and Omissions & CYBER Coverages?

9:15 AM - 10:15 AM HID Credentials/Reader Part Numbers Q & A

9:15 AM - 10:15 AM Marketing with Video - Tactics & Tools for Maximum Results

9:15 AM - 10:15 AM Monetize Your Training Opportunity

9:15 AM - 10:15 AM Moving from Security Systems Integration to a Managed Services Model

9:15 AM - 10:15 AM Participating in Advisory Groups to Train/Recruit New, Entry-Level Employees

9:15 AM - 10:15 AM Physical vs. Cyber Security

9:15 AM - 10:15 AM PSA Committee Joint Session: Marketing Cybersecurity in a Connected and Confusing World

9:15 AM - 10:15 AM Selling Managed Services to Your Current Customers

10:30 AM - 11:30 AM ACaaS for Enterprise and US Federal Government Customers

SCHEDULE OVERVIEW TUESDAY

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SCHEDULE OVERVIEW TUESDAY

10:30 AM - 11:30 AM Changes at PSA and What it Means to You!

10:30 AM - 11:30 AM Creative Ways to Compensate Key Employees

10:30 AM - 11:30 AM Div 8 and 28: Collaborating with Partners to Best Serve End Users

10:30 AM - 11:30 AM Door Interlocks: Applications and System Design

10:30 AM - 11:30 AM PSA Leadership Committee: Servant Leadership - What the Heck is it and How do I do it?

10:30 AM - 11:30 AM PSA Managed Services Committee: Managed Services Explained - The Challenges, Experiences, and Best Practices

10:30 AM - 11:30 AM PSA Sales & Marketing Committee: An Onboarding Process that Will Make Sales Reps Stay

10:30 AM - 11:30 AM The Cloud and You: Moving to and Operating Applications in the Cloud

10:30 AM - 11:30 AM The Future of AV Design - A People-Centered Approach

10:30 AM - 11:30 AM The Necessity and Power of an Aligned Company Culture – Actively Building it Every Day

11:30 AM - 1:00 PM Awards Lunch

1:00 PM - 2:00 PM How to Monetize Artificial Intelligence & Biometrics

1:00 PM - 2:00 PM PSA Cybersecurity Committee: Managing the Security Risk on Expanding Threat Surfaces

1:00 PM - 2:00 PM PSA Managed Services Committee: Selling the Value of Managed Services

1:00 PM - 2:00 PM PSA Operations Committee: Is Your Operations Team Structured to Support Your Customers?

1:00 PM - 2:00 PM PSA Sales & Marketing Committee: Basics for Developing Your Business to Be Anything But…(Basic)

1:00 PM - 2:00 PM PSA Technical Committee: Technology Refresh - Transform an Antiquated Technology into a Modern Security System

1:00 PM - 2:00 PM Remote Power Management: The First Step to Troubleshooting Any Solution

1:00 PM - 2:00 PM State of the Integrator

1:00 PM - 2:00 PM The Evolving Landscape of Cyber Hygiene and its Effects on the Security Industry

1:00 PM - 2:00 PM Using Mental Toughness to Excel at Leadership

1:00 PM - 2:00 PM Using Today’s Video and AI Technologies to Create a Path to Higher RMR Service Models

2:15 PM - 3:15 PM Awesome, You Got a Lead! Now What? Developing a System to Handle Leads and Qualify Prospects

2:15 PM - 3:15 PM Cyber Risk Assessment: Risk Mitigation, Leading the Conversation

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SCHEDULE OVERVIEW TUESDAY - WEDNESDAY

2:15 PM - 3:15 PM Enhancing Efficiency and Increasing Profits – Applying the Principles of Lean Six Sigma

2:15 PM - 3:15 PM How Technology Can Enhance the Security of Off-Site VIP Events

2:15 PM - 3:15 PM How To Close More Sales by Understanding the WHY in Buying Decisions

2:15 PM - 3:15 PM PSA Leadership Committee: Pesky Organization Silos – How to Break Down the Barriers

2:15 PM - 3:15 PM PSA Metrics Dashboard

2:15 PM - 3:15 PM Securing the Cannabis Industry: What We’ve Learned So Far

2:15 PM - 3:15 PM The New Solution Sale: 5 Key End User Trends That Can Help You Sell More Video Security and RMR

2:15 PM - 3:15 PM Types of Network Architecture for Physical Security

2:15 PM - 3:15 PM Using Individual Sales Plans To Increase Sales Performance

3:30 PM - 4:30 PM A Beginners Guide to Video Walls

3:30 PM - 4:30 PM Get Your Privacy Game On: Operational Privacy and Open Surveillance

3:30 PM - 4:30 PM Growing Business and RMR with Environmental Monitoring

3:30 PM - 4:30 PM Modernizing Secure Remote Access

3:30 PM - 4:30 PM State of the Industry

3:30 PM - 4:30 PM The 7 Whys Business Software is Vital to Your Success!

WEDNESDAY, APRIL 22

TEC Exhibit Hall 9:00 AM - 4:00 PM

Full-day sessions on Wednesday will break for an extended lunch period to allow participants to visit the exhibit hall.

7:00 AM - 8:30 AM Keynote Breakfast


8:00 AM - 5:00 PM Bosch G Series Certification*


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SCHEDULE OVERVIEW WEDNESDAY

TEC Exhibit HallOne Day Only!

Wednesday, April 229:00 AM - 4:00 PM

Exhibits Day Returns to Wednesday!

MONDAY TUESDAY WEDNESDAY THURSDAY

20 21 22 23Select Certifications Welcome Reception

CertificationsGeneral Education

Vendor Awards Lunch

Keynote Breakfast,Exhibit ShowCertifications,

Networking Happy Hour

CertificationsGeneral Education

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SCHEDULE OVERVIEW WEDNESDAY - THURSDAY


8:00 AM - 11:30 AM Hanwha Wisenet Professional Certification* ($)

8:00 AM - 5:00 PM Lenel OnGuard Hardware & Software Fundamentals* ($)

8:00 AM - 5:00 PM Pelco Video Xpert- Professional Certification

1:00 PM - 5:00 PM SIA CSPM Exam ($)

8:00 AM - 11:30 AM SIA Security Project Management Training Seminar (SPM)* ($)

9:00 AM - 4:00 PM TEC 2020 Exhibit Hall - One Day Only

11:30 AM - 1:00 PM Lunch

2:30 PM - 4:00 PM Networking Happy Hour

3:30 PM - 5:00 PM PSA Stockholders’ Meeting :: PSA OWNERS ONLY

THURSDAY APRIL 23

7:00 AM - 8:00 AM Breakfast


8:00 AM - 9:00 AM Are you Living on the Edge?

8:00 AM - 5:00 PM Bosch G Series Certification*

8:00 AM - 5:00 PM Brivo Access Control Certification


8:00 AM - 11:30 AM CTS® Exam ($)

8:00 AM - 9:00 AM Defense in Depth - Cybersecurity for Video Surveillance Devices

8:00 AM - 5:00 PM exacqVision Technical Reseller Training

8:00 AM - 5:00 PM Feenics Standard Training with Troubleshooting ($)

8:00 AM - 11:30 AM Field Management of Security Projects ($)

8:00 AM - 9:00 AM Generate High Value Video RMR with Remote Guarding

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8:00 AM - 5:00 PM Lenel OnGuard Hardware & Software Fundamentals* ($)

8:00 AM - 11:30 AM LifeSafety Power Certification - Basics and New

8:00 AM - 10:15 AM PASS K12 Safety and Security Guidelines – A Roadmap to Implementing a Layered and Tiered Approach

8:00 AM - 10:15 AM Read Hidden Emotions - The Science Behind the Skill

8:00 AM - 10:15 AM Selling AVaaS (AV as a Service)

8:00 AM - 9:00 AM Using Audio for Primary/Secondary Alarm Verification and Creating RMR

9:15 AM - 10:15 AM Comprehensive Approach for Customer Acquisition, Retention and Longevity

9:15 AM - 10:15 AM Cybersecurity, CIOs and Security System VARs

9:15 AM - 11:30 AM Dual Channel FFT Analysis Along with Digital Filters

9:15 AM - 10:15 AM Service Plans Aren’t Just for Customers and Products... But Employees Too

10:30 AM - 11:30 AM Addressing the Weak Link: The Proximity Card, with Open & Proven Secure Technologies

10:30 AM - 11:30 AM Cloud Video Surveillance in a Cyber Secure World

10:30 AM - 11:30 AM ECP: The Past, the Present, the Future

10:30 AM - 11:30 AM Evolution of Audio - Monitoring and Surveillance Solutions

10:30 AM - 11:30 AM Seizing the Opportunity for Compliance and Cyber Hygiene Services

10:30 AM - 11:30 AM Selecting the Proper Media Converter

1:00 PM - 3:00 PM How to Sell Managed Services Workshop

SCHEDULE OVERVIEW THURSDAY

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SESSION DESCRIPTIONS A

A Beginners Guide to Video WallsTodd Heberlen, CTS, Business Development Manager, AlmoTuesday, April 21 • 3:30 PM - 4:30 PMThis course will provide an overview of the various aspects to be considered with a new video wall project. This will include the hardware components used in a video wall, and how each component can affect video wall design and cost. It will also illustrate the different processing/scaling options used with video walls, and how they can affect the functionality and content. Finally we will discuss the various applications for video walls, including digital signage, conference rooms, and houses of worship.

ACaaS for Enterprise and US Federal Government CustomersBrian Matthews, Director of Sales, Feenics, Inc.Tuesday, April 21 • 10:30 AM - 11:30 AMThe presentation will help to break the stigma that all cloud based or Access Control as a Service (ACaaS) solutions are targeted at the small to medium size customers. Primarily aimed at sales professionals and business owners, the presentation should also assuage the concerns of tech leaders for PSA Partner companies. We’ll examine the economic, cybersecurity, and functional features that some cloud products have that make them the perfect fit for both large enterprise class customers and federal government customers with PIV requirements.

Accelerating Computer Vision and Deep Learning at the EdgePriyanka Bagade, IoT Developer Enabler, Intel CorporationMonday, April 20 • 1:00 PM - 3:00 PMComputer vision-based solutions utilize enhanced deep-learning neural networks that allow data to be collected in more sophisticated ways, taking analytics to the next level: nonlinear, contextual, and accessible from multiple vantage points. Intel is leading the evolution of edge compute and computer vision solutions, helping organizations unlock new possibilities for their data with a comprehensive stacks of products designed for AI. This session will focus on implementing custom layers for your custom model with OpenVINO in order to achieve the accelerated performance.

Addressing the Weak Link: The Proximity Card, with Open & Proven Secure TechnologiesJustin Wilmas, Senior Director of Global Sales, AMAG Technology & Robert Lydic, VP of PACs OEM Business, AllegionThursday, April 23 • 10:30 AM - 11:30 AMProximity readers for access control were a game-changing technology and became widely accepted in the mid-90’s. Since then, the access control industry has been dependent on that technology with more than 70% of all readers and cards in operation today being proximity. As with many older, popular technologies, the vulnerabilities of proximity technology have become exposed and can now be hacked by purchasing an inexpensive device from consumer e-tailers. Newer and standardized technologies have closed the vulnerabilities exposed by proximity, like 13.56mHz contactless smart card technology. Additionally, international standards and open technologies are becoming more mainstream today. This discussion will cover international standards and secure open technologies that are becoming mainstream, and how to help end users and integrators use safe and more secure solutions, which will advance our industry.

Advanced Project Management* ($590)Nadim Sawaya, Principal, EPCMonday, April 20, 8:00 AM - Tuesday, April 21, 5:00 PMThis course is designed for project managers and project leads who are involved in managing security and systems projects. The course provides a practical guide on how to play the construction game. It also introduces the whole organization to the principles and concepts of effective project management. Sales teams will also benefit from this course. What will be covered: overview of project management principles and best practices, how to accurately estimate security projects, and the business side of project management.

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SESSION DESCRIPTIONS A

Are you Living on the Edge?Kelly Lake, Relationship Manager Strategic Alliances, Zenitel USA & Jody Ross, Vice President of Sales, AMAG Technology, Inc.Thursday, April 23 • 8:00 AM - 9:00 AMEvery day you are engaging customers who are attempting to solve very specific problems. As you seek to understand these problems you are also dealing with emerging trends in digital transformation that are pushing your customers to address fundamental business optimization issues. Through digital transformation and adaptive technology, end users can install future-proof solutions that will provide valuable information that can assist in the prevention of security threats by reducing risk, minimizing cost and meeting compliance. In this session, we will be aligning the global IT and security trends such as digital transformation, IoT, and the increased number of stakeholders, with the use cases you uncover every day. We are all “Living on the Edge” today – pushing boundaries and setting new standards for an IT-driven marketplace, supported by intelligent edge technology that enables easy, frictionless, interoperable, and secure solutions. By aligning your business with these trends, you can be on the front EDGE of what it means to be a Value-Added Reseller, becoming a trusted advisor and bringing increased value to your customers. Join us to explore the emerging technology architecture, use cases that leverage it, and how access control, communications, video, and data management can be unified into a complete ecosystem platform, allowing your customers to position their security program as a business driver benefiting their entire company.

Attracting Next Generation Talent to Your CompanyPaul Boucherle, CPP, CSC, Principal, Matterhorn Consulting, LLC & Jayne Boucherle, CSC, Co-Owner, Matterhorn Consulting, LLCTuesday, April 21 • 8:00 AM - 9:00 AMWhat is the biggest single mistake we encounter in the field? Owners don’t sell their companies to next generation talent very well. We built a process for this in 2018. It has been well received. It is no surprise that quality talent acquisition is on every owner’s mind these days, but what are you doing to solve the problem? There are many quality resources that can help you put on a good digital face, use multiple recruiter strategies and create unique incentive packages; however, are you missing a critical step? First, are you asking the right questions? Are you “selling” your company with the right strategies and processes? From whose perspective are you selling... yours or theirs? What questions are on their mind when they apply? Will we make the right choice? Will they stay or bail on us in six months? Are we creating a culture people want to be a part of that is bigger than themselves? We will help you better understand and implement stronger processes to “sell the company effectively” to the new talent that will help grow it for you! This will be an energetic and interactive session with tools you can immediately use!

Awesome, You Got a Lead! Now What? Developing a System to Handle Leads and Qualify ProspectsRobbie Danko, Marketing Manager, LVC Companies, Inc. | James Barbour, Partner Manager, Building Intelligence, Inc. | David Morgan, Co-Founder, Security Dealer MarketingTuesday, April 21 • 2:15 PM - 3:15 PMDid you know that an incoming lead responded to in under one hour is seven times more likely to close? At the same time, 71% percent of companies say that only half of their initial prospects are a fit for their products or services. The ability to respond to leads in an efficient and organized manner is vital for companies to fill their pipeline. However, leads must be vetted quickly so sales is not spinning their wheels on a prospect that will not be a fit for your company. In this session, we will review methods for tracking and managing your leads and how to make it easy to respond efficiently. We will also present best practices for scoring and qualifying leads so you know that you are spending your time wisely. Lastly, we will go over systems that will help automate this process and make it easy and efficient.

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AMAG Symmetry Essentials Certification* ($850)Pete Marr, Technical Training Specialist, AMAG Technology, Inc. & Rick Jaschob, Technical Training Specialist, AMAG Technology, Inc.Monday, April 20, 8:00 AM - Thursday, April 23, 5:00 PMThis certification program provides in-depth training on the Symmetry Security Management System for a single site. This course is designed to teach the fundamental skills required to install, program and maintain the Symmetry Access Control Security Management System. Note: You must be a certified VAR for this company in order to register for this session.



SESSION DESCRIPTIONS B

Best Practices to Prevent Ransomware in Surveillance Monty Forehand, Product Security Officer, Seagate TechnologyTuesday, April 21 • 8:00 AM - 9:00 AMRansomware has become one of the most popular cybercrimes due to its almost guaranteed pay day for hackers. These attacks, fueled by the rise of cryptocurrency, have seen exponential growth increasing by 195% in the first quarter of 2019. As more and more facilities opt for advanced IP cameras, they unknowingly expose themselves to hackers, who often and easily exploit weak cybersecurity protocols in surveillance systems to gain access to an organization’s entire system. Integrators now have a crucial responsibility to not only educate themselves and their clients on these attacks, but also design intelligent solutions with ransomware in mind. By providing clients with robust back-ups to system, edge and cloud, along with creating restore and recover points, integrators can help to mitigate threats. This session will provide insight into ransomware attacks and explore the best practices for protecting surveillance solutions.

Beyond Organic, How to Leverage Social Advertising to Target Your Exact End-User ProspectRobbie Danko, Marketing Manager, LVC Companies, Inc. | James Barbour, Partner Manager, Building Intelligence, Inc. | David Morgan, Co-Founder, Security Dealer MarketingMonday, April 20 • 3:30 PM - 4:30 PMTapping the vast audience social media is a low-cost way to catapult your security business. This session will demystify and simplify the social ad platforms and uncover the exact steps on how to get started with social media advertising, how to develop brand awareness, increase your social properties’ followers and how to generate leads in-house without having to use a third party! Are you interested in selling to specific vertical markets? This session will walk you step-by-step through how to create mini-campaigns by vertical market to position you as a leader in your market.

Bosch G Series Certification*TBA, Bosch Security and Safety Systems Certified TrainerWednesday, April 22, 8:00 AM - Thursday, April 23, 5:00 PMThis Bosch Intrusion course provides an in-depth look at Bosch’s new G Series Panels, highlighting the functions and abilities of the products. Students will receive hands-on experience with the B9512G Control Panel as well as extensive exposure to the Remote Programming Software (RPS), used to program and configure panel functionality. All students must take and pass all online prerequisites for the G Series/B Series Expert Certification (US) and G Series Master Certification (US), the Online Introduction to G Series Panels (B9512G/B8512G) (Online) prior to attending this classroom course.

Brivo Access Control CertificationTBA, Brivo Access Control Certified TrainerThursday, April 23 • 8:00 AM - 5:00 PMBecome Brivo certified by attending this full-day training workshop. Through hands-on activities and exercises, this course will cover all fundamentals necessary for installing Brivo Onair solutions and becoming certified. Content includes hardware component assembly, wiring requirements, networking concepts, the administrative interface, account setup and configuration programming. In addition, the workshop will practice troubleshooting key situations and provide role play opportunities for typical scenarios technicians encounter in the field. This is a great chance for attendees to experience hands-on learning scenarios and complete the certification exam for Brivo Onair with Brivo training experts.

Build a Culture of Profitability Bryan Viau, Chief Operating Officer, VTI SecurityMonday, April 20 • 1:00 PM - 3:00 PMThe creation or encapsulation of a culture should be considered a tool to assist in the production of revenue and profitability. Attracting and retaining talent, creating and managing expectations, defining and monitoring behavior by your workforce, allowing a healthy dialogue with the workforce, creating a safe place for your employees to work - all combine with the technical skill set required to be financially successful in business. This presentation is a story 10 years in the making that began with defining behavior and expectations to create consistency in product delivery. With many twists and turns, the program has evolved to defining leadership and exploring how every colleague can become a supportive and positive leader. This can result in a growth-based company with a dynamic workforce that delivers consistency across a national footprint while allowing a “home town flavor” touch.

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SESSION DESCRIPTIONS B-C

Building Sales Relationships in 2020Chris Peterson, Principal, Speaker and Consultant, Vector FirmMonday, April 20 • 3:30 PM - 4:30 PMDo relationships still matter? Don’t buy into the hype … relationships matter. In this session, we’ll present specific ideas to growing business relationships in 2020 (and beyond). We present the changes in relationships and their impact on sales over the last 20 years - providing multiple “a-ha” moments. We’ll then present specific tactic to build and nurturing your relationships. You’ll walk away with dozens of ideas to growing relationships in the modern-day of sales, and all you have to do is implement one.

C•CURE 9000 System Installer/Maintainer - AC9001* ($2,500)David Davis, Training Manager, JCIMonday, April 20, 8:00 AM - Thursday, April 23, 5:00 PMThe C•CURE® 9000 is a scalable access control and alarm monitoring, multi-site system that is built on the Microsoft® .NET platform. This is an intensive program designed to cover topics relating to system installation, configuration, operation, maintenance and troubleshooting of the C•CURE 9000 System. All aspects of system administration, monitoring, and C•CURE ID badging are covered. There is also comprehensive hardware coverage including the iSTAR® controllers, iSecure™Controllers (ISC), and associated readers, inputs and outputs. All methods of connecting hardware including network interfaces are covered. This course is heavily focused on hands-on hardware and software labs requiring the student to actually install, configure and troubleshoot the various components. This session is for integrator personnel who are responsible for the installation, configuration, or maintenance of a C•CURE 9000 system site. This is not an end user or sales course. Successful completion results in Certification as a C•CURE 9000 Installer/Maintainer (Level 2). Prerequisites: Experience with Access Control and the Windows Operating System.Note: You must be a certified VAR for this company in order to register for this session.

Changes at PSA and What it Means to You!Anthony Berticelli, VP of Operations, PSATuesday, April 21 • 10:30 AM - 11:30 AMPSA is hard at work increasing operational efficiencies that positively impact integrators and their businesses. During this session, attendees will discover how PSA continues to leverage new technologies and processes to make the ordering process more seamless.

Cloud Video Surveillance in a Cyber Secure WorldHans Kahler, National Accounts & Strategic Partnerships, Eagle Eye NetworksThursday, April 23 • 10:30 AM - 11:30 AMIn today’s world, cyber-attacks and breaches are becoming commonplace. It is critical that security camera systems receive the same level of attention to, and protection from, cybersecurity vulnerabilities that are given to traditional IT systems. Security camera systems range from cloud-managed surveillance systems, traditional DVR/VMS/NVRs connected to the Internet, and traditional systems connected to a local network which in turn is connected to the Internet. VSaaS, or Video Surveillance as a Service, refers to hosted cloud-based video surveillance. The service typically includes video recording, storage, remote viewing, management alerts, and cybersecurity. This session will provide a cloud video overview and educate attendees on what True Cloud is, why it is secure, and how it ranks in cost. You won’t want to miss this session led by cloud video pioneer, Eagle Eye Networks.

Commercial Audio System Design and BiddingJames Ure, Director Business Development (ElectroVoice), Bosch Security SystemsMonday, April 20 • 1:00 PM - 3:00 PMAudio systems bring a lot to every installation. They can be used not only for information, but for marketing, atmosphere, and general mood setting within an environment. They help reduce unwanted noise, and can aide in keeping people safe and secure. In this session, we will talk about applications from a small convenience store to a cruise ship, and everything in between. This will be a fast paced class and will include handouts and live demonstrations in addition to PowerPoint, to keep it interesting and entertaining. Bring your computer if you are able, though not required. There will be handouts and software if desired.

Comprehensive Approach for Customer Acquisition, Retention and LongevityMatt Hanley, Business Development Manager, SENECA - ARROWThursday, April 23 • 9:15 AM - 10:15 AMIn this session, we will present conceptual programs and strategies in an effort to bring extensive value throughout the channel. We will discuss technology, programs and strategies in an effort to align solutions for integrators to address the challenges of end users. This presentation will provide leading and innovative concepts in ways to partner with manufacturers, integrators and end users to provide solutions that are comprehensive, extensive and within budget.

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SESSION DESCRIPTIONS C

Core Principles of Audio* ($600)Pat Brown, President, SynAudConMonday, April 20, 8:00 AM - Tuesday, April 21, 5:00 PMThere is a technical side to audio that anyone who works in this industry needs to know. Core Principles of Audio lays down the foundational stones using an A to Z approach. Attendees will learn the foundational stones of mixers, microphones, signal processing, loudspeakers, interfacing audio components, and setting the gain structure. Pat Brown will lay the proper groundwork by demonstrating what each process does and showing you the importance of doing things in the right order. Pat uses a multi-media approach to teaching. Pat enjoys using analogies and demonstrations to drive home the principles. Many topics that seem complicated only need the right graphic or analogy to “make the lights come on.” For more detail information, visit this link: https://www.prosoundtraining.com/core-principles-of-audio/

Creative Ways to Compensate Key EmployeesRobert Zarlengo, President, Robert J. Zarlengo Inc.Tuesday, April 21 • 10:30 AM - 11:30 AMIdentifying, hiring and retaining the right employees is vital – not only to the success of a company today, but to the owner’s eventual exit from their business. This presentation will provide business owners, members of leadership teams, and upper-level managers with insights into the process for ensuring that the right people are in the right seats, with emphasis on creative ways to motivate, compensate, and retain key employees. Attendees will also gain an understanding of why retention of key employees is a fundamental component of a successful exit and how to factor that objective into an exit strategy.

CTS® Exam (Handled by Avixa)TBAThursday, April 23 • 8:00 AM - 11:30 AMSubmit your CTS Exam Application and fee. You can apply online: https://store.avixa.org/CPBase__item?id=a13f200000C2eXHAAZ

CTS® Prep Course* ($899)Chuck Espinoza, AvixaMonday, April 20, 8:00 AM - Wednesday, April 22, 5:00 PMCTS® Prep can help ease your nerves and boost your confidence before you take the CTS® exam. Through this course, you will practice your test-taking skills and focus on specific areas of AV design you need to focus your study time. Attendees will explore the CTS® format and identify exam study needs with drills and exercises including concepts, math formulas, vocabulary and diagrams. Additionally, attendees will review the exam content areas including creating, operating, and servicing AV solutions, as well as conducting management activities.

Cyber Risk Assessment: Risk Mitigation, Leading the ConversationMichael Wells, Field Channel Manager, eSentireTuesday, April 21 • 2:15 PM - 3:15 PMYour customers face risk every day. It’s a part of getting business done, especially in an increasingly digital world. Managing risk is essential, and that process starts with a risk assessment. If you don’t assess your risks, they cannot be managed appropriately, and business is left exposed to threats. A successful risk assessment process will align with business goals and help cost-effectively reduce risks. This session is designed to show the types of Cybersecurity Risk Assessments that are available and how to utilize them as a tool to lead business conversations around risk mitigation. We will discuss strategies for deploying Cybersecurity Risk Assessments as part of a strategic growth mechanism, being able to provide high level and detailed insight into your customer’s risk posture and give recommendations for defensive refinement.

Cybersecurity, CIOs and Security System VARsJoel Rakow, Partner, Chairman, Fortium Partners, LP, ActivAdminThursday, April 23 • 9:15 AM - 10:15 AMToday’s security systems frequently include hundreds of IoT devices, all connected to both the Internet and to the buildings’ owners’ and tenants’ computer systems. These provide back doors dreaded by all CIOs. What is unique to security system VARs is that they perform most of their work inside the network perimeter of their customers. This means the cybersecurity standards and frameworks, such as NIST, ISO, GDPR, CIS and other, are difficult to apply to VARs compared to how they apply to other types of businesses that perform their work inside their own perimeters. Consequently, each VAR’s cybersecurity hygiene is best applied to its field technicians and engineers. By doing this VARs will have a very favorable impact on the vulnerability and security of its customers and will readily win the support of the CIO. This presentation addresses the perspective of the CIO and incorporates what 100% of more than 80 current CIO’s accept as today’s “best practice” for security system VARs (and perhaps A/V VARs).

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SESSION DESCRIPTIONS D

Defense in Depth - Cybersecurity for Video Surveillance DevicesAaron Saks, Product and Technical Manager, Hanwha Techwin AmericaThursday, April 23 • 8:00 AM - 9:00 AMThis session will look at the state of the video surveillance industry through a cybersecurity lens. We will start off by examining the latest hacks, vulnerabilities, and other issues that have developed this year. We will then discuss the Defense in Depth approach to network security, and how it can be applied to video devices. Finally, you will see how these practices can apply to real-life features and functions, referencing best practices whitepapers and hardening guides. The course will also discuss how having access to well-designed tools and APIs can quickly ensure a consistent, hardened network environment.

Designing a Secure Vehicular Access Control PointBrad Richards, Specification Sales Engineer, HySecurityTuesday, April 21 • 8:00 AM - 9:00 AMLearn the key standards and practices that, when followed, result in a compliant and safer automated vehicular gate system. Site considerations can pose significant challenges to successful installation and effective access control point user experience. Points of consideration such as underground utilities, road/landscape slope, RF interference, space limitations and many more, must be considered at the design stage, and can result in dramatically different system design. We will also discuss user safety: the safety of authorized personnel in their vehicles, guards, facility maintenance personnel and pedestrians in proximity to an automated vehicular gate that must be included in access control point design.

Developing and Deploying Deep Learning Solutions for the Security IndustryBen Rowe, Cloud & Security Architect, Arcules & Edwin Heredia, Senior Data Scientist, ArculesTuesday, April 21 • 9:15 AM - 10:15 AMThe use of deep learning methods to solve computer vision problems has escalated greatly since 2012. The security industry has shifted toward embracing new technologies in computer vision in recent years, and as such there is a strong interest now to migrate traditional solutions to the newer deep learning paradigms. Unlike traditional methods, deep learning offers not only the possibility to reach higher accuracies but it also offers the opportunity to build systems that constantly and continuously adapt (learn) to match the demanding requirements of modern security and business applications. In this presentation, speakers will discuss the unique requirements and challenges of the security industry - primarily in surveillance - and how to develop deep learning models suitable for addressing these challenges.

Div 8 and 28: Collaborating with Partners to Best Serve End UsersBrad Aikin, Business Leader, Security Integrator Channel, AllegionTuesday, April 21 • 10:30 AM - 11:30 AMThis training will provide a thorough understanding to the differences between Division 8 and Division 28 for electromechanical solutions and how the industry is changing. As the locking hardware becomes more integrated with the access control security head end system, the need for proper installation, maintenance and configuration is ever more critical. This session will help aid in understanding how your company can be successful with these changes.

Do you Require Your Subcontractors to Carry the Right Errors and Omissions & CYBER Coverages?Wayne Dean, Vice President, McGriff Insurance ServicesTuesday, April 21 • 9:15 AM - 10:15 AMIt is a common practice to enter into contractual agreements with those involved in a project to formalize the terms and responsibilities for all parties. These contracts often include an indemnity agreement, also known as a hold harmless agreement, as a means to transfer the risk of future losses or damages from one party to another. Many integrators don’t require the subcontractors doing the work to carry the right E & O and CYBER coverages. We will share best practice examples to make that risk transfer process easier and a checklist every integrator needs to utilize with subcontractors. There are many integrators with on-going E & O and CYBER claims, in which the damage was caused by subcontractors who didn’t carry the right coverages. If the subcontractor agreement isn’t written correctly, the liability falls solely on the integrator.

Don’t Forget the People! A Holistic Approach to Selling Security TechnologyLouis Boulgarides, CPP, President / CEO, Ollivier CorporationTuesday, April 21 • 8:00 AM - 9:00 AMOften times when companies are selling technology, they forget about the people factor. Who is going to use the system? How are they going to use the system? Not taking the stakeholders into account leads to inefficient deployments, and missed opportunities. This session will provide specific examples of how utilizing a holistic approach to the sales process will increase close ratios, increase deal size, and create opportunities for recurring revenue.

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SESSION DESCRIPTIONS D-E

Door Interlocks: Applications and System DesignSkip Burnham, A/E Sales Manager, Dortronics Systems, Inc.Tuesday, April 21 • 10:30 AM - 11:30 AMIn this one-hour course we will review the various types of door interlocks, man traps, sally ports and their applications. We will define and discuss the appropriate use of each type and their configuration to meet the intended design criteria.This course is recognized by BICSI and earns one (1) Continuing Education Credit (CEC). This course is AIA approved and earns one (1) Learning Unit (LU/HSW).

Dual Channel FFT Analysis Along with Digital FiltersPat Brown, President, SynAudConThursday, April 23 • 9:15 AM - 11:30 AMWhile the human ear-brain system is the best tool we have for evaluating the performance of a sound system, it is neither calibrated nor consistent. It must be augmented by measured data for technical sound system tuning tasks. This course provides an introduction to that process by presenting an overview of the sound system measurement and tuning process using the most effective computer-based tools.

ECP: The Past, the Present, the Future Erin Phelps, Sales Executive - North America, Gatekeeper Intelligent SecurityThursday, April 23 • 10:30 AM - 11:30 AMEntry Control Processing and Perimeter security is certainly not a new topic. It is well established that installations must focus on threats that can be mitigated at the first line of defense – the installation perimeter. Entry control points and the access control they provide are extremely important to defense-in-depth and effective risk mitigation. The design of a secure ECP must ensure that vehicles/passengers are contained through an arrangement of security measures to prevent entry of any threat associated with each vehicle and/or occupant. In this session, attendees will hear about the history of ECP and perimeter security, along with the growing application of Artificial Intelligence and it’s impact on the security industry. Technology advances are enabling entirely new and innovative solutions to address the increasing challenges of ECP. So, to architect the most effective technology strategy for ECP, it’s important to establish an end-to-end multi-layered platform implementation approach.

Electronic Locking Hardware Codes - Are You Ready to Answer to a Code Official?Rodger Schmidt, ESH Technical Trainer, ASSA ABLOY - EMSO GROUPMonday, April 20 • 1:00 PM - 4:30 PMThe codes we are required to know and understand continue to change and enforcement is changing with the codes. All of a sudden, we have been introduced to UL 294 and enforcement of the standard. What is UL 294 when can it be applied to what we do? ICC 2015 and 2018 brought about several changes to the codes. Where do you find them, how do you use them to your advantage? What is the Annex section of the code book, can we reference and use when the application fits? As the industry changes and updates are made to the codes, we need to be aware of what standards we can be held too. New changes to delayed egress, stairwell and elevator lobbies, lead the way with changes. Are you ready to be challenged by a AHJ?

Enabling a Digital Connection to Your Customer John Gallagher, VP of Marketing, ViakooMonday, April 20 • 3:30 PM - 4:30 PMTraditionally, security integrators address customer problems with a combination of human effort and physical inspection, resulting in costly truck rolls and personnel expenses. It’s time to rethink that – studies have shown that up to 75% of what is needed to fix end user problems can be performed remotely if they are digitally connected. Not only does the integrator move to a more proactive business model, but they also gain customer loyalty, improved profitability, and a more efficient workforce. This session will detail what is needed to establish a digital connection, how to grow managed services from it, and how compliance and cybersecurity managed services can be added.

Enhancing Efficiency and Increasing Profits – Applying the Principles of Lean Six SigmaBradley Malone, Partner - Chicago, Navigate Management CompanyTuesday, April 21 • 2:15 PM - 3:15 PMLean Six Sigma is a methodology which chiefly targets eliminating waste and variation. Lean Six Sigma recognizes seven forms of waste as well as common and special causes of variation. In companies where many of their projects share repeatable processes, the Lean Six Sigma principles can be used by the people closest to the work to increase efficiencies, save time and rework, reduce call-backs, “break-fix” warranty, and service calls. This elimination of waste provides companies with increased capacity to fulfill more projects with the same people – increasing both gross and net profits.

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SESSION DESCRIPTIONS E-F

Evolution of Audio - Monitoring and Surveillance SolutionsKirk MacDowell, President/CEO, MacGuard Security AdvisorsThursday, April 23 • 10:30 AM - 11:30 AMWhile audio is a component of security systems, there is an industry shift to provide customized, monitored audio from voice recognition and all-the-time or on-demand audio, to value-added additions for premium security solutions that also provide the privacy controls customers demand. Help understand the significant role audio can play in false alarm reduction.

exacqVision Technical Reseller TrainingJames Goddard, Technical Training Specialist, Exacq TechnologiesThursday, April 23 • 8:00 AM - 5:00 PMThe exacqVision technical reseller training is a day-long technical course that covers all aspects of installing, configuring and using exacqVision video management system (VMS) software. The hands-on training class allows every participant to perform each step of the installation process on their own, beginning with the installation of the exacqVision client on his or her laptop. Upon completion, attendees have the knowledge to easily complete an entire system installation and use the exacq VMS software on a daily basis. The exacqVision fundamental technical reseller training class is one of the requirements to attain Exacq certified reseller status.

Feenics Standard Training with Troubleshooting ($1,275)Samantha Fransham, Training & Tech Support Manager, Feenics, Inc.Thursday, April 23 • 8:00 AM - 5:00 PMFeenics will be providing a hands-on, assignment-based training session. We will include a Mercury panel for participants. Training will cover all facets of setting up a complete Feenics system in the cloud. Each participant will have their own shared enterprise instance and we will cover how to set up things like access levels that span shared instances. We will also cover, in depth, the majority of the tech support calls that we receive in order to save our technicians time.Note: You must be a certified VAR for this company in order to register for this session.

Field Management of Security Projects ($125)Nadim Sawaya, Principal, EPCThursday, April 23 • 8:00 AM - 11:30 AMThe Field Management of Security Projects course is designed for the security lead installers, technicians and field personnel who are involved in managing and installing electronic security projects. This course also offers a foundation to prepare individuals for a career in project management. It includes a field project management binder with checklists and forms to use in managing the field installation work.

Foundations for Successful NDP PartnershipsJennifer Phillips, National Deployment Program Manager, PSAMonday, April 20 • 3:30 PM - 4:30 PMPSA National Deployment Program (NDP) members are entering into partnerships to close new business opportunities and expand their current service offerings, but what happens after these partnerships are secured? How do you successfully manage the expectations of both parties? Hear form your fellow NDP members on how they have implemented partnering models to reduce costs, increase response times, and continue delivering a higher standard of service to customers. Attendees will hear specific case studies of successful partnerships.

From the Board Room to Clients - Quantifying the Effectiveness of Physical Security and Cybersecurity Deployments Using Probability TheoryPaul Schmick, Vice President, Alliance SecurityMonday, April 20 • 1:00 PM - 3:00 PMThe security industry is comprised of professionals managing risk through the most cost-effective means via risk-based security programs. For security professionals, the goal of recommendations is to project the statistical value and cost of proposed layers of security to increase confidence that costs are justified while underscoring the expected performance of proposed layers of security. Using known security variables and assigning to layers of security, professionals can easily quantify cost and risk reduction values of recommended layers of security using probability theory. In this session and workshop, Vice President of Alliance Security, Paul J. Schmick, will take the attendees through several examples of quantifying the effectiveness of physical and cyber layers of security using scientific methods and probability theory. Upon completion, attendees will gain insight into quantifying cost and establishing the value of applied layers of security for physical and cyber deployments. Attendees will also be provided sales tips and strategies to help increase close rates of selling physical and cybersecurity products using probability theory.

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SESSION DESCRIPTIONS G-H

Generate High Value Video RMR with Remote GuardingDaniel Forrest, President, Eyeforce, Inc. | Aleks Potempa, Vice President of Technology Solutions, Weiser Security Services | Chad Peterson, Western Region Sales Director, Sightlogix | Al Cantu, General Manager, Advantage Security IntegrationThursday, April 23 • 8:00 AM - 9:00 AMDo you install video systems and are looking for ways to increase your RMR and differentiate your security company’s offerings? Cloud-based perimeter video security using remote guarding is the answer! Discover how intervention video monitoring can detect and deter crime before it happens. Leave with the exact blueprint on how to design, sell, manage and market to your existing base and open up new market opportunities. This leading panel of experts will discuss multiple site designs and share leading vertical market applications. Have any end-user clients with physical guards? Learn how to show a clear return on security investment (ROSI) all while increasing their level of security.

Get Your Privacy Game On: Operational Privacy and Open SurveillanceSalvatore D’Agostino, CEO, IDmachinesTuesday, April 21 • 3:30 PM - 4:30 PMThe presentation will give an overview of the requirements for an operational privacy program for integrated security systems. It will review the lifecycle of privacy risk management; measurement of privacy posture, privacy risk assessment, developing a privacy profile and creating an operational privacy program and its maintenance. Session participants gain an overview of global privacy regulations and frameworks, look at the specific overarching privacy requirements for security and surveillance and how these can be integrated with information assurance and cybersecurity programs. Review current codes of practices and standards that encourage and enable privacy and security by design and how this can lead to efficiencies in operational privacy and cybersecurity. Lastly, the session presenter will look at evolving tools and standards in the service of privacy automation through enabling the managing and self-service of user rights.

Growing Business and RMR with Environmental MonitoringMichael Furr, Partner Program Manager, Winland ElectronicsTuesday, April 21 • 3:30 PM - 4:30 PMBusiness owners today are continually looking for ways to improve their operations while protecting their assets. Many industries such as pharmaceutical, healthcare, and food service are concerned about inventory shrink/spoilage due to improper storage conditions, potential fines due to non-compliance and improving productivity within their standard operating procedures. In this session, you’ll learn some of the regulations regarding environmental monitoring, as well as how you can provide this valuable service to meet the need of your clients while growing your RMR and business overall.

Hanwha Wisenet Professional Certification* ($750) :: PSA INTEGRATORS ONLYAaron Saks, Product and Technical Manager, Hanwha Techwin AmericaMonday, April 20, 8:00 AM - Wednesday, April 22, 11:30 AMHanwha Techwin America is pleased to offer Wisenet Professional Certification to PSA Partners. Hanwha’s certification program is a blended learning experience consisting of an in-classroom session and final exam. The core curriculum is taught over a two-and-a-half day session that facilitates interaction and hands-on instruction. The program was developed for security industry design professionals, technical salespeople, and technicians/installers. The curriculum will teach you the latest in network video surveillance technologies, increase your proficiency in Hanwha products (IP cameras/encoders, NVRs, WAVE VMS, etc.) and allow you to adopt best practices for installation and implementation of video surveillance solutions. 18 BICSI CEC credits awarded upon completion.

HID Credentials/Reader Part Numbers Q & AMarcia Laudert, Regional Account Manager, HIDTuesday, April 21 • 9:15 AM - 10:15 AMThis session will cover attendee questions about how reader and credential part numbers are formulated. Additionally, attendees will acquire best practices to help smooth understanding of what are complex/complicated SKU’s. Lastly, we will review the HID mobile product, including perpetual to mobile access user licenses and recurring mobile credential model.

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SESSION DESCRIPTIONS HHow Cybercrime has Redefined Business Risk and Created an Opportunity for IntegratorsDan Dunkel, Managing Director, MSSP Program, PSAMonday, April 20 • 3:30 PM - 4:30 PMThis presentation provides the background knowledge required to have a senior-level discussion on the topic of digital business risk. It will provide the recent history, present state, and future trends in business risk for SMB and mid-tier enterprises. The focus of the discussion will be to provide attendees with an understanding of the early development of organized cybercrime, and a review of how these strategic capabilities created the fastest growing crime category ever recorded, and led to a booming industry for cybersecurity products. The presentation will track the development of Cybercrime as a Service (CCaaS) and the impact its automated and continuous attacks have had on the SMB/mid-enterprise business sector. Future trends such as Internet of Things (IoT) deployments across 5G networks and Artificial intelligence (AI) and Machine Leaning (ML) will be explored as both opportunities and countermeasures against these sophisticated attacks. Additional information will be presented on how attendees can best respond to these market developments and what to expect regarding potential legislation and RFP and bid requirements in the future. Finally, the session will offer a timely review of leading cybersecurity thought leaders (VC, vendors, CISO, intelligence community, law enforcement, authors) on what the physical security integrator can expect over the next 12-18 months in regard to converged security.

How Surveillance Solutions Ensure Cannabis ComplianceBlake Albertsen, Regional Sales Manager, Pacific Northwest/Western Canada, SalientMonday, April 20 • 3:30 PM - 4:30 PMWith constantly shifting requirements and regulations, it’s important to get your security done right the first time. Go beyond video security regulatory requirements and learn how to get the most out of your security system. In this presentation, attendees will explore cannabis regulations, design and implement a security plan, assess the security plan, verify all video surveillance is covered, understand video features, and real time actionable intelligence. Attendees will be provided a simple, scalable, and secure way to protect cannabis facilities.

How Technology Can Enhance the Security of Off-Site VIP EventsShawn Reilly, Client Development Manager, Tech Systems, Inc. & Scott Shaw, Senior Security Manager for Security and Transportation, AflacTuesday, April 21 • 2:15 PM - 3:15 PMProviding physical security for a company’s critical assets when they are at their home location is a challenge, but the threats are known and vulnerabilities are mitigated through well-established policies/procedures, equipment, and security manpower. When key people and sensitive information are present for special events at public or semi-public venues, the security professional has to be able to assemble and employ the right security technologies and other aspects of the physical protection system to adequately protect these exposed assets. Essentials to a well-secured public event include knowing the right equipment to deploy and the right local agencies to request equipment support from if you don’t have it. Finally, having a detailed plan that addresses all of the physical security elements will help ensure you can prepare, execute and recover from the event and recreate a successful deployment in the future.

How To Close More Sales by Understanding the WHY in Buying DecisionsJerry Wilkins, PSP®, Vice President, Active Risk Survival, Inc.Tuesday, April 21 • 2:15 PM - 3:15 PMThis one-hour session provides an overview of the Emergency Operations Plan (EOP) and the Incident Action Plan (IAP FEMA 201) as they relate to planning, training and preparing for an active shooter incident. Participants will learn the terminology and methodology used by Emergency Operations Planners and Security Directors to meet recent mandates and best practices as defined by the Interagency Security Committees (FOUO lifted 11/2015). The session will include discussions of OSHA’s General Duty Clause, NFPA 3000 (released April 2018), updated case studies, the liability risk mitigation associated with proper planning, and the utilization of electronic countermeasures (CCTV, IDS, ACS and mass notification) as part of critical incident response. This class is an overview of emergency operations planning and provides basic information on FEMA’s Incident Command Structure (ICS). ICS is the response protocol used to respond to all natural and man-made critical incidents.

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SESSION DESCRIPTIONS H-L

How to Monetize Artificial Intelligence & BiometricsLarry Reed, CEO, ZKTeco USA & Manish Dalal, President, ZKTeco USATuesday, April 21 • 1:00 PM - 2:00 PMArtificial Intelligence (AI) has become one of those industry buzz words now thrown around as often as the words “gluten-free” and “all-natural” are used in the food business. Today’s technology doesn’t sell unless it has AI. So what exactly is AI and how can a business owner monetize it? This session will define AI in simple terms and introduce the many different AI applications which attendees can introduce to their clients who work in vertical markets including retail, education, healthcare, hospitality and many more. After reviewing the session content, attendees will then have the opportunity to experience live hands-on AI & Hybrid Biometric technology. Attendees will observe how multiple people simultaneously standing from 20 feet away can be quickly easily recognized and subsequently have doors unlock for them, log their work attendance or have a simple message sent to an attendant. This session will be both an informative and fun eye-opener for all those who attend!

How to Reduce Truck Rolls and Increase Service Profitability Using Cloud ServicesIan Siemer, Vice President of Marketing & Product Management, OpenEye & Paul DiPeso, Executive Vice President, Feenics, Inc. Tuesday, April 21 • 8:00 AM - 9:00 AMYour service and operations teams are some of the most valuable and expensive assets your organization has. Finding new tools to increase their efficiencies can produce gains not only in profitability but also employee satisfaction. With the increase in cloud managed video, access, and IT platforms available on the market today, there are more tools than ever to help you with this task. In this session you will learn about practices and technologies, from both PSA Integrators and MSSP service providers, you can leverage to reduce onsite service calls and improve service efficiencies to increase your bottom line.

How to Sell Managed Services WorkshopChris Peterson, Principal, Speaker and Consultant, Vector FirmThursday, April 23 • 1:00 PM - 3:00 PMAlthough the offerings of the PSA Managed Security Services Program (MSSP) provide countless benefits to end-user customers, our system integration partners, and our technology providers, selling these services has been a challenge. Much of the challenge has resulted from a lack of understanding of the differences between selling projects and selling managed services. In our session, we will answer the “how” to sell managed services. This session will be delivered in a combined lecture and workshop format. Attendees will leave feeling like they know where to start and how to have successful sales conversations with potential customers of MSSP offerings.

Identity Management, a Critical Security VulnerabilityDavid Bunzel, Executive Director, PSIAMonday, April 20 • 3:30 PM - 4:30 PMIdentity management is getting more focus in the development of a robust security environment. Simplifying operations with a single trusted source, which is capable of managing multiple physical access control systems (PACS), is now possible with an open standard–PLAI. As more PACS and biometric vendors adopt PLAI, momentum will build for this specification. Integrators can solve an important industry issue by understanding the nuances of implementing PLAI in enterprise customers security operations.

Lenel OnGuard Hardware & Software Fundamentals* ($1,800)TBA, LenelMonday, April 20, 8:00 AM - Thursday, April 23, 5:00 PMThis course is designed to familiarize students with access control hardware, basic system wiring, software installation, and basic system programming. The purpose of this course is to guide students through the step-by-step process required to ensure basic functionality of a Lenel access control system. The fundamentals course is the first course in the technical certification curriculum that supports the basic knowledge required for all professional, expert, and design architect certification tracks.Note: You must be a certified VAR for this company in order to register for this session.

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SESSION DESCRIPTIONS L

Lessons Learned from the Project Trenches -Expectations & Project ManagementBenjamin Butchko, President & CEO, Butchko & Shaun Castillo, President, Preferred Technologies, LLCTuesday, April 21 • 8:00 AM - 9:00 AMWhat are the two biggest predictors of a successful security technology project? Performance expectations and requirements that are clear, and a project that is well managed from start to finish. If you don’t have the performance expectations correct, the solution will all-to-often address the wrong issues. Additionally, there is no way to measure if the project meets the stakeholder needs. Expectation setting and project management are both an art and a science. They also manifest in different ways from the owner and integrator perspective. This session provides concrete examples of project management basics that work for integrators and owners. It also addresses the differences in perspective between the two groups. Examples of challenges and the things that both integrators (project managers, account managers, and technicians) and owner project managers should do to maximize project success, reduce stress, and reduce risk for all.

Leverage Technology to Grow your RMRBrad Aikin, Business Leader, Security Integrator Channel, AllegionTuesday, April 21 • 8:00 AM - 9:00 AMAs new technologies are introduced into the market place you can increase your subscription-based solutions by leveraging cloud solutions and new infrastructure. This can occur all the way down to the locking device that is used to secure the property and how it is monitored by the customer and you. This session will show you the different RMR models that work with these new technologies.

Licensing and Compliance RevisitedConnie Moorhead, President, CMOOR GroupTuesday, April 21 • 8:00 AM - 9:00 AMState licensing is a hassle but a necessity if you want to keep your business legal. Fourty-four states and the District of Columbia all have licensing requirements if you want to install, support or monitor a low-voltage fire and/or burglar alarm system. Of those locations, 33 have continuing education requirements in order to maintain that license. In this session, we will explore the varying state and jurisdictional licensing requirements across the security industry. What does it take to get a license? What is a qualifying agent? Why is it important to maintain a license? We will look at the answers to these and other questions surrounding licensing your business. Students will take away a state-by-state licensing guide as a resource which will help them understand the licensing and compliance requirements in each state, provide contact information for the licensing boards, and define the expenses and steps of the licensing process.

LifeSafety Power Certification - Basics and NewKevin Ture, Applications Engineer, LifeSafety PowerThursday, April 23 • 8:00 AM - 11:30 AMNew for 2020 is an entire upgrade of LSP’s FlexPower (FPO) NetPower (NPR) product lines along with the introduction of NLX, the latest network-managed module in the NetLink family. Become familiar with new features and functions of the Gen 2 power supplies, distribution boards and NLX module that represent significant advances to the power industry. See the advantages of the OneDrop collaboration between LSP and Mercury Security.Understand the enhancements to the NPR midspan product line, redesigned for the PoE high power market, to include 8, 16, and single port devices with dual output power and fire alarm lock control.For the technician, project manager and system specialist, learn how to specify, configure, work with and troubleshoot the FlexPower/NetPower systems. Explore LSP advancement in new inter-module communications mechanisms and advantages or disadvantages of battery types (SLA Vs LFP).Managed Power Operational Efficiencies - See case studies that illustrate the cost efficiencies of eliminating service trips by utilizing the benefits of managed power.Techniques to enhance RMR through Managed Power - Review the new LSP Multi-Site Manager designed to monitor multiple sites from campus wide to worldwide. What features of the new managed power systems can be leveraged to increase the bottom line by reliably monitoring low voltage systems and bringing intelligent analytics to enterprise systems to allow reduction of service calls, increased uptime, and maximized system reliability?

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SESSION DESCRIPTIONS L-M

Low Voltage Lighting: The Next Big Thing in Commercial AVMartin Smith, Director of Business Development - Residential, LibertyMonday, April 20 • 3:30 PM - 4:30 PMThere is a revolution taking place in lighting and savvy AV integrators are poised to capitalize upon new technology. Lighting has entered the digital age and the days of line voltage and traditional ROM EX wire requirements are gone. The emergence of LED technology and its minimal power requirements allow power and control over a single network cable (CAT cable) driving a smarter and more energy efficient lighting solutions. In this session attendees will discover how to differentiate their companies and add more revenue to existing projects. Office and Commercial spaces in the future will offer tunable light, providing benefits to our Circadian Rhythm. As medical research continues to prove that sleep patterns, mood, and general health are linked to the lighting we are exposed to, the ability to mimic the sun’s natural light will continue to play a key role in enhancing our overall health. Don’t miss this session to learn more about how integrators have an opportunity to take advantage of these new technologies!

Marketing with Video - Tactics & Tools for Maximum ResultsJamie Gosweiler, Marketing Manager, Vector FirmTuesday, April 21 • 9:15 AM - 10:15 AMDid you know one minute of video is worth 1.8 million words to a consumer when it comes to swaying an audience? A simple video can have a big impact on your content marketing efforts. However, producing video content can be costly, time consuming, and some of us just aren’t comfortable in front of a camera. The goal of this session is to showcase examples of how security integrators can quickly create, promote and leverage different types of videos to attract, capture and convert more business this year.

Mission Operation MSP: Are You Mission Ready?Paul Boucherle, CPP, CSC, Principal, Matterhorn Consulting, LLCMonday, April 20 • 3:30 PM - 4:30 PMAre you considering evolving your business model to include managed services? Traditional system integration businesses can sometimes struggle with the strategic and tactical operational elements to make the transition seamless. The business model is not new, will drive your RMR, and will take peaks and valleys of out your cash flow while driving more profitable growth. This also improves customer satisfaction, retention, and lower cost of sales - so what is the catch? It takes a change in business vision and committed operational execution to get it right the first time. It sounds easier than it actually is, and this session will tap into the experience and thought leadership of those PSA members that have blazed this trail ahead of you. So what operational hurdles should your team consider in changing your traditional business model to a hybrid business model? What pains will you encounter to transition your business? Yes, the technology is there to enable you, but what about the operational, sales, marketing and cultural impact? Gain some insights from those PSA members that have wrestled with, committed to, and dealt with the same issues. Learn how they have navigated this tough strategic business decision in very practical terms to help you make a more informed decision. Panel discussion will include those practical, not theoretical, challenges you will face, the timelines for success and lessons learned from the MSP trenches. Moderated by Paul Boucherle, a system integrator, consultant, author and trusted PSA contributor over the last 14 years, this session will be very real, interactive and impactful.

Modernizing Secure Remote AccessJon Williamson, Director of Cyber Commercialization, Johnson Controls & John Deskurakis, Security Architect, Johnson ControlsTuesday, April 21 • 3:30 PM - 4:30 PMThe importance of securing remote access is becoming well known in the industry, yet we are still seeing cameras, Network Video Recorders (NVRs), and other physical security components directly connected to the Internet. While VPNs have been the go-to choice for many deployments to secure remote connections, there are now more features, technologies and options available to strengthen the level of protection for external communications to the site. There are also enhanced management capabilities with these modernized solutions that provide granular control over user access and authorizations.

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SESSION DESCRIPTIONS M-P

Monetize Your Training OpportunityJoel Rakow, Partner, Chairman, Fortium Partners, LP, ActivAdminTuesday, April 21 • 9:15 AM - 10:15 AMNeeds and Wants. Customers need training; their first-level administrators struggle due to the lack of readily-available training. These are people that perform such tasks as replacing lost cards, adding holidays, changing door schedules, printing reports. VARs want RMR. VARs suffer low valuations and wide swings in monthly revenue, due to limited sources of RMR. These important needs and wants have been thorns in the sides of end users and VARs. So, what can be done? This presentation encourages VARs to take advantage of the opportunity to monetize training in a way that improves administrators’ skills and improves the VAR’s financial strength. This presentation discusses the pros and cons of various approaches to monetizing your training opportunity, such as classroom training, Online instructor-led training, peer-led training, and Online interactive video training. This presentation also suggests go-to-market strategies to optimize training revenue and customer satisfaction. The time may be right to pull out the thorn in the sides of VARs and customers.

Moving from Security Systems Integration to a Managed Services ModelJack Johnson, Vice President of Sales, Star Asset Security & Chris Davis, Chief Technology Officer, Star Asset SecurityTuesday, April 21 • 9:15 AM - 10:15 AMThe traditional physical security systems integration business model is becoming increasingly difficult to scale. So, what is the business model of the future? One only must look at the history of the I.T. systems integrators to understand where the security industry is headed. The terms “systems integrator (SI)” or “value-added reseller (VAR),” once common in the I.T. world, are all but non-existent today. Those successful in the I.T. services market are known as Managed Services Providers (MSPs). If you are a traditional physical security integrator, you should be planning/preparing to transform your business to become an MSP.

New Insights from “Securing Trust” a Fresh Perspective for Sales TeamsPaul Boucherle CPP, CSC, Principal, Matterhorn Consulting, LLC & Daniel Schmelzer, Asst. Director Physical Security, Cardinal HealthMonday, April 20 • 1:00 PM - 3:00 PMIn my security career I have always focused not on the products and services I sold, but the true business values they represented to my clients. I also learned I had to help clients “sell” the solution to their management teams to win. Daniel Schmelzer, whom I met about six years ago when speaking at an ASIS luncheon, recently published the book “Securing trust: a guide for security technology sales professionals written from a customer’s perspective,” that is a very refreshing perspective of how to become a trusted advisor in reality. I have read his work and we will share our different perspectives on the holy grail of winning trust and securing relationships with a more professional approach. If you want insights from a very successful and active customer’s perspective, this session is a “must see” event.

OSDP Bootcamp ($595)Salvatore D’Agostino, CEO, IDmachines & Rodney Thayer, Convergence Engineer, Smithee Solutons, LLCTuesday, April 21 • 8:00 AM - 5:00 PMOpen Supervised Device Protocol (OSDP) is an access control communications standard developed by SIA to improve interoperability among access control and security products. With the protocol now in wide use by many top product developers, including Cypress Integration Solutions, HID Global, LenelS2, Mercury, WaveLynx and others, knowledge of how to design, specify and configure OSDP systems is becoming vital for security systems integrators, government security teams, corporate security practitioners and specifying consultants.

Participating in Advisory Groups to Train/Recruit New, Entry-Level EmployeesDavid Stevens, CIO, Kapu Technologies, LLCTuesday, April 21 • 9:15 AM - 10:15 AMThere continues to be an extraordinary gap between the number of workers needed in the security industry and the number of technically-qualified candidates available. This gap is predicted to greatly increase over the next several years. To address this issue, many companies are turning to local colleges and universities to advise and influence new curriculum development and student activities to match industry needs. Academic institutions regularly organize advisory groups to gather information on the latest technical trends and business needs. This drives the creation of new classes and student organizations in needed areas helping students attain employment as soon as possible. Many times, community colleges offer shorter programs focused on a particular skill set in order to rapidly place entry-level workers in the industry. This presentation will cover real-life examples of how companies have used participation in advisory groups to fill their ranks with trained and qualified workers, as well as advice on how to create a new advisory group in your local area.

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SESSION DESCRIPTIONS P

Partner Alliance for Safer Schools Partner Certification ($199)Scott Lord, Steering Committee Director, Partner Alliance for Safer Schools & Mark Williams, Vice Chairman, Partner Alliance for Safer SchoolsTuesday, April 21 • 8:00 AM - 3:00 PMThe Partner Alliance for Safer Schools (PASSK12) Partner Certification allows integrators and manufacturers to become certified partners of PASS. The certification allows for integrators and manufacturers to use the PASS material and logos, become an approved vendor for school districts and be able to explain and implement the PASS K12 guidelines to school districts.

PASS K12 Safety and Security Guidelines – A Roadmap to Implementing a Layered and Tiered ApproachMark Williams, Vice Chairman, Partner Alliance for Safer Schools | Chuck Wilson, Executive Director, National Systems Contractors Association | Scott Lord, Steering Committee Director, Partner Alliance for Safer Schools | Guy Grace, Director Security and Emergency Planning, Littleton Public SchoolsThursday, April 23 • 8:00 AM - 10:15 AMToday’s school safety and security challenges are multi-faceted and complex. There is no single action that will, by itself, make our schools safe. Protecting students and staff is a tremendous moral and legal responsibility that requires a comprehensive approach to these challenges. Security management is a core responsibility of school administrators, who face daily pressure to ensure that students and staff are protected, often without significant security expertise or the benefit of full-time safety/security staff. The PASS Guidelines and Checklist were developed to provide administrators with the means to effectively evaluate safety and security infrastructure already in place, prioritize investments and maximize safety and security gained by leveraging available resources. The Guidelines and Checklist identify and classify best practices for securing K12 facilities in response to the urgent needs identified by the educational community.PASS is a not-for-profit coalition of organizations and individuals from the education, public safety and industry communities, brought together to develop and support best practice recommendations for school safety and security across multiple discipline.

Pelco Video Xpert- Enterprise Certification*Edgar Anderson, Master Trainer - Global Field Trainer, PelcoMonday, April 20, 8:00 AM - Tuesday, April 21, 5:00 PMThis two-day, lab-intensive training course provides participants with the knowledge and skills to design, install, setup and operate the VideoXpert Video Management System. Modules include the different tiers of VideoXpert, applications, components, features and functions. Hands-on projects include commissioning, administration, operations, and integration with third-party systems. This course is suitable for all technical audiences who will be installing, configuring and commissioning VideoXpert systems. Prerequisite: Working knowledge of Microsoft Windows, PC operations, and IP camera systems. Electronic learning modules are available for VideoXpert systems and components, camera systems, and networking technologies and can be accessed through the Pelco Learning Center.

Pelco Video Xpert- Professional CertificationEdgar Anderson, Master Trainer - Global Field Trainer, PelcoWednesday, April 22 • 8:00 AM - 5:00 PMThis full day training course provides participants with knowledge and skills to design, install, set up, and operate the VxPro Video Management System. The course includes hardware and software review and complete licensing requirements. Participants will install, configure, and operate a VxPro system.

Phishing and Malware and Botnets, Oh My!Chuck Davis, Director of Cybersecurity, North America, Hikvision USA, Inc.Monday, April 20 • 3:30 PM - 4:30 PMThe video surveillance industry has unfortunately emerged as a target for malicious hackers. To protect our businesses and those of our customers, it is important for integrators and other installation professionals to understand how cybersecurity attacks happen, how to identify an attack and how to avoid becoming a victim. This hands-on course, led by Hikvision director of cybersecurity and University of Denver adjunct professor Chuck Davis, who teaches a master’s degree course in ethical hacking, will take a look at phishing—the number one way that companies are compromised. Attendees will witness advanced phishing attack methods not seen by most people and they will participate in a mock attack that starts at “ABC Security Installation Company. ” They’ll see how one single computer at that security installation company can be used by an attacker to pivot and infect other systems within the company and how the attack develops from there. The course will cover preventative measures against phishing attacks and provide employee-education resources for attendees to bring back to their workplaces and quickly implement.

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Physical vs. Cyber SecurityRandall Frietzsche, Chief Information Security Officer, Denver HealthTuesday, April 21 • 9:15 AM - 10:15 AMThe session will be a compare and contrast of physical vs. cybersecurity. Attendees will get the perspective of a CISO and former law enforcement officer around insights gained from working in both disciplines. Topics covered will include the concepts of deterrence, perimeter hardening, monitoring, responding and recovering. The presenter will demonstrate how the NIST Cybersecurity Framework actually works in using a common standard to secure organizations both from a physical and cybersecurity standpoint.

PSA Committee Joint Session: Marketing Cybersecurity in a Connected and Confusing WorldPSA Cybersecurity Committee & PSA Marketing & Sales CommitteeTuesday, April 21 • 9:15 AM - 10:15 AMDo you know how to organize your company to prepare for and implement, govern and maintain a cybersecurity program? Are you having conversations with your clients to help them do the same? The reality is that every business that uses the Internet is vulnerable to cybercrime, but not all are taking steps to prepare. Crafting and delivering messages to help build awareness and educate and advocate for cyber preparedness is important to advancing awareness and action. What this message is for the chief financial officer, is different than the chief technology officer. In this session, you will learn about marketing cybersecurity for your internal and external audiences, using the right channels and outputs for delivery.

PSA Cybersecurity Committee: Managing the Security Risk on Expanding Threat SurfacesPSA Cybersecurity CommitteeTuesday, April 21 • 1:00 PM - 2:00 PMThe Internet of Things (IoT) has emerged into common knowledge and discussions are emerging around a need to address the security of these connected devices. IoT technology includes everything from wearable devices equipped with sensors that collect biometric data to access control systems that enable employees’ access to a facility with smartphones. Much of our daily devices come with built-in electronics, software, sensors, and designated IP addresses that enable them to communicate and exchange data with other machines. In this session, PSA’s Cybersecurity Committee will discuss the risks associated with IoT technology, as well as some tactics to protect your organization and your end users from such risks.

PSA Cybersecurity Committee: Supply Chain Cyber Assurance - How to Help Mitigate RiskPSA Cybersecurity CommitteeTuesday, April 21 • 8:00 AM - 9:00 AMSupply chain security is every organization’s responsibility. The supply chain is only truly secure when all entities throughout the supply chain carry out effective, coordinated security measures to ensure the integrity of supply chain data, the safety of goods, and the security of the global economy. PSA’s Cybersecurity Committee will discuss and offer tactics and methods integrators can utilize to enhance the security of supply chains and contribute to global supply chain security.

PSA Leadership Committee: Pesky Organization Silos – How to Break Down the BarriersPSA Leadership CommitteeTuesday, April 21 • 2:15 PM - 3:15 PMThe boundaries or silos that exist in organizations today - between managers and employees, customers and suppliers, and across functions and geographies - are difficult to breach. This PSA Leadership Committee session will highlight some common challenges that occur when a company tries to break down silos, and some best practices for overcoming each of these challenges so attendees can build and empower teams within their organizations. These shared strategies will help attendees harness the right mix of knowledge and skills to break down the silo barriers.

PSA Leadership Committee: Servant Leadership - What the Heck is it and How do I do it?PSA Leadership CommitteeTuesday, April 21 • 10:30 AM - 11:30 AMServant leaders are “servants first” and focus on the needs of others, especially team members, before considering their own. This leads to higher engagement, more trust, and stronger relationships with team members and other stakeholders and can also lead to increased innovation. In this PSA Leadership Committee session, attendees will hear what servant leadership means to industry peers and some techniques and best practices that can be adopted for specific situations.

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PSA Managed Services Committee: Managed Services Explained - The Challenges, Experiences, and Best Practices PSA Managed Services CommitteeTuesday, April 21 • 10:30 AM - 11:30 AMThe managed services model brings integrators recurring revenue, deeper client engagement, and greater business stability. The transition to this type of business model requires careful planning and execution to avoid pitfalls. In this PSA Managed Services Committee roundtable discussion, industry peers will share their experiences and best practices in offering their end users cloud-based cybersecurity services, video solutions and access control. This interactive session provides attendees an opportunity to have an open dialogue with peers and discover the importance of managed services best practices and how it can help a business’ efficiency and profitability.

PSA Managed Services Committee: Selling the Value of Managed Services PSA Managed Services CommitteeTuesday, April 21 • 1:00 PM - 2:00 PMIntegrators need the right technology and offerings in today’s marketplace. The “rip-and-replace” model for systems simply won’t work in the future. Small businesses, medical offices, retailers, and schools are all seeking partners that can help them navigate rapidly evolving cloud and mobile technology, monitor compliance issues, and increase efficiency. In this PSA Managed Services Committee session, industry peers will share some of their challenges and best practices in training end users and informing them of the benefits of the services offered while generating recurring revenue for the integration business.

PSA Metrics DashboardKatie Blough, Project Manager/Business Analyst, PSATuesday, April 21 • 2:15 PM - 3:15 PMPSA presents the Metrics Dashboard. Created with owners and members in mind, the PSA Metrics Dashboard will be an incredible asset to your team. Through utilizing the data from PSA’s ERP, attendees will discover how to gain access to order status, order history, shipment tracking, training bucks, and more.

PSA Operations Committee: Is Your Operations Team Structured to Support Your Customers?PSA Operations CommitteeTuesday, April 21 • 1:00 PM - 2:00 PMWhat does a successful integration customer support team look and feel like? How can integrators manage delivering the best customer service while experiencing rapid growth and the changes that come with it? What are the skills managers and employees need to better understand and support the end user? In this PSA Operations Committee session, panelists will provide tools and a framework to structure support teams based on what industry peers have learned from their experiences.

PSA Sales & Marketing Committee: An Onboarding Process that Will Make Sales Reps StayPSA Sales & Marketing CommitteeTuesday, April 21 • 10:30 AM - 11:30 AMOnboarding is one of the most important aspects of a sales program. A great onboarding program will help increase a new sales rep’s confidence, decrease mistakes, increase job satisfaction and performance, and eliminate the stresses new employees may have. Ensuring new reps have company product and services’ knowledge along with plans for personal improvement, are tools to help sales teams succeed. In this session, PSA’s Sales & Marketing Committee will address the most important elements of onboarding new sales reps and how to develop successful plans to encourage and motivate your team to be successful and stay with an organization.

PSA Sales & Marketing Committee: Basics for Developing Your Business to Be Anything But…(Basic)PSA Sales & Marketing CommitteeTuesday, April 21 • 1:00 PM - 2:00 PMThe mass technology, tools and tutorials available today makes it easier than ever to create beautiful, impactful website presence. The freedom that comes from managing your brand voice and message outline has become a competitive advantage for many of today’s security and A/V integrators. In this session, you will discover that you don’t need to be a professional coder or graphic designer to be a significant marketer. We will cover the basic functions, elements and designing tools available through Wordpress, along with the basics of brand voice, search engine optimization (SEO), content development/creation and maintenance tips essential to making your website a powerful information and lead generating tool.

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SESSION DESCRIPTIONS P-R

PSA Stockholders’ Meeting :: PSA OWNERS ONLYPSA LeadershipWednesday, April 22 • 3:30 PM - 5:00 PMHosted by PSA executives, staff, and members of the PSA Board of Directors, this forum will address how to maximize your equity share. We will review important and exclusive benefits available to you as a PSA stockholder and will ensure you are taking full advantage of all the programs available to you.

PSA Technical Committee: Technology Refresh - Transform an Antiquated Technology into a Modern Security SystemPSA Technical CommitteeTuesday, April 21 • 1:00 PM - 2:00 PMThe security landscape continues to evolve in new and complex ways that bring change. Rather than see this change as an interruption or distraction, a proactive approach and solid plan can turn a project into an opportunity of significant improvement. While migrating from old to new is a big undertaking, new technology in today’s security industry makes it relatively affordable and manageable and can significantly increase reliability and resiliency. PSA’s Technical committee will discuss the strategies available to access some of the benefits afforded by new technology, without having to rip and replace your entire system.

‘Put Me In, Coach! When and How to Bench Wiegand and Switch to OSDPTony Diodato, Founder & CTO, Cypress Integrated Solutions | Cypress Computer Systems | Babak Javadi, Director of Research, The CORE Group | Jay Slaughterbeck, President, Strategic Security Solutions NC | Jeremy Fromm, Business Development Manager - Eastern US & Eastern Canada, Mercury Security, part of HID Global | Scott Goldfine, Editor-in-Chief and Assistant Publisher, Security Sales & Integration Magazine Monday, April 20 • 1:00 PM - 3:00 PMSIA’s Open Supervised Device Protocol is the talented new player in the world of access control, but security managers and professionals are teeming with questions about taking legacy protocols out of their security lineups.

• How does OSDP compare to Wiegand legacy protocols?• How can a legacy protocol be hacked?• What is a “futureproof protocol?”• Which criteria should be considered before switching to OSDP?• What differences should be expected when implementing OSDP?• How expensive is an OSDP upgrade?• How are customers being approached?• What do end users think of OSDP?

This two-hour session features a panel of experts to answer these and other questions, an opportunity to see Wiegand being hacked live, as well as OSDP installation and retrofit demonstrations. Recommended for integrators, installers, consultants, specifiers and other security professionals.

Read Hidden Emotions - The Science Behind the SkillDan Seidman, Managing Director, Read EmotionsThursday, April 23 • 8:00 AM - 10:15 AMIt is important to know what someone is thinking and feeling when your goal is to build constructive relationships through leading, coaching, selling or hiring. People often attempt to suppress their emotions, but there is “leakage,” known as micro expressions, which occur in a fifth of a second. In this unique communication program, you will experience a special video tool and hands-on coaching to help you increase EQ as you learn to spot these emotions. These potent skills are based on 40+ years of research by Dr. Paul Ekman. In the past, training has been kept to law enforcement and security firms. Organizations who use these detection skills across the globe include the CIA, FBI, Interpol, Department of Homeland Security, Scotland Yard, Emirates Airlines and more. Now business professionals can adopt these potent techniques and leave this training experience and better manage the feelings of others. Regardless of job roles, learners can see an increase in their influence and communication skills.

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SESSION DESCRIPTIONS R-S

Remote Power Management: The First Step to Troubleshooting Any SolutionJR Andrews, National Sales Executive, Altronix Corp. & Stephen Oliva, Regional Sales Manager, Altronix Corp.Tuesday, April 21 • 1:00 PM - 2:00 PMRemote management of mission critical power and data transmission equipment is the foundation of a strong managed services platform. Remote management of power facilitates is the first step to system troubleshooting and may lead to a diagnosis and repair without the need to roll a truck. Remote power management will improve the profitability of the service department while providing for the opportunity to earn recurring revenue and give end users a strong peace of mind.

Securing Our Schools - An All Hazards ApproachScott Lord, Steering Committee Director, Partner Alliance for Safer Schools | Guy Grace, Director of Security and Emergency Planning, Littleton Public Schools | Mark Williams, Vice Chairman, Partner Alliance for Safer Schools | Chuck Wilson, Executive Director, NSCAMonday, April 20 • 1:00 PM - 3:00 PMToday’s school safety and security challenges are multi-faceted and complex. There is no single action that will, by itself, make our schools safe. Protecting students and staff is a tremendous moral and legal responsibility that requires a comprehensive approach to these challenges. Security management is a core responsibility of school administrators, who face daily pressure to ensure that students and staff are protected, often without significant security expertise or the benefit of full-time safety/security staff. When it comes to security, school administrators are faced with two difficult questions: What do we do? How do we prioritize? The PASS Guidelines and Checklist were developed to provide administrators with the means to effectively evaluate safety and security infrastructure already in place, prioritize investments and maximize safety and security gained by leveraging available resources. The guidelines and checklist identify and classify best practices for securing K12 facilities in response to the urgent needs identified by the educational community.

Securing the Cannabis Industry: What We’ve Learned So FarChris Jensen, Cannabis Market Manager, March NetworksTuesday, April 21 • 2:15 PM - 3:15 PMFive years after the legalization of recreational cannabis in Colorado, and more than one year after legalization in Canada, the cannabis industry continues to expand across North America and the world. This growth has created a unique opportunity for security systems integrators to sell into the market. This presentation focuses on the security needs of cannabis growers, producers and retailers. It also features key takeaways and lessons learned from securing cannabis facilities in Canada and U.S. states like Colorado and California. Session attendees will learn what is influencing cannabis-related physical security purchases.

Seizing the Opportunity for Compliance and Cyber Hygiene ServicesJohn Gallagher, VP of Marketing, ViakooThursday, April 23 • 10:30 AM - 11:30 AMOrganizations are relying more on their physical security integrators to be their guide and coach when it comes to cybersecurity, risk and compliance, and IT issues. As IP-based physical security continues to expand, it naturally brings in these (and other) related needs. This presents integrators a once-in-a-generation opportunity to expand their managed service offerings to address these emerging needs while creating a long-term digital relationship with the customer. This session will dive into details on specific best practices and regulatory requirements that are driving this trend, what value they represent to the end user, and how to engage and on-board customers for these managed services.

Selecting the Proper Media ConverterMoses Ramos, Senior Trainer, ComnetThursday, April 23 • 10:30 AM - 11:30 AMThis course will explain the differences between media converters. There are many types with different capabilities for different applications. This course will help attendees select the correct converter to ensure a reliable solution for customers.

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SESSION DESCRIPTIONS S

Sell to Specific Vertical Markets? How to Leverage Marketing to Stop Chasing and Have Prospects Find You!David Morgan, Co-Founder, Security Dealer Marketing | James Barbour, Partner Manager, Building Intelligence Inc. | Robbie Danko, Marketing Manager, LVC Companies, Inc.Tuesday, April 21 • 8:00 AM - 9:00 AMIf your security company sells to specific vertical markets there’s usually a sales plan; but what about augmenting it with a marketing plan to create a force multiplier? Instead of chasing prospects, learn how to get them to come to you by aligning your marketing and sales strategies. This course will be beneficial whether you are you just getting started with a new strategic vertical market or looking to penetrate a new one. Learn how to use marketing to attract end-user customers and discover a multi-step approach on how to grow your base with a comprehensive strategy. This session will show you how to set your marketing goals including how to measure the lift in your brand awareness, inbound leads and dollars generated. By addressing technology, processes, and regulations unique to specific markets, you’ll be the go-to resource that other generalists can’t touch; armed with case studies, whitepapers, and other assets!

Selling an HD Hybrid Cloud Solution to End UsersKyle Parker, Vice President of Sales, Americas, Arecont Vision Costar, LLC & Mitch Fagundes, Vice President of Global Strategic Accounts, Arecont Vision CostarMonday, April 20 • 1:00 PM - 3:00 PMThis presentation will teach integrators how to leverage Video Software as a Service (VSaaS) hybrid cloud solution to help their companies win more business over the competition while avoiding cybersecurity risks and building effective RMR models. We will cover best practices for cybersecurity and hybrid cloud solutions, including how they can be sold to customers. Sales attendees will also be instructed on how to pitch and design a cloud system to the end user. Last, live customer sites will be used for reference and training purposes, in order to understand what makes these sites a powerful tool for the end user.

Selling AVaaS (AV as a Service)Bob Lobascio, Partner, Corporate Sales CoachesThursday, April 23 • 8:00 AM - 10:15 AMIntegrators need to start creating new revenue streams and get away from the dying revenue of box sales. It can be overwhelming for integration companies to wrap their heads around the concept of AV as a service. What part of the sales process is the best time to introduce AVaaS? What are the best questions to ask to qualify whether the customer or prospect is a good fit for AVaaS? What are typical compensation scenarios and metrics meant to incent sales staff? What are the key steps to launching your AVaaS program? This course will help attendees answer all of these questions and address how to navigate selling managed services, as well as how to most effectively compensate sales people.

Selling Managed Services to Your Current CustomersChris Peterson, Principal, Speaker and Consultant, Vector FirmTuesday, April 21 • 9:15 AM - 10:15 AMAlthough there has been a deep desire to increase managed service sales over the past several years, salespeople have struggled. In this session, we focus on selling managed services to your current customers. We will do more than say “you better start selling this stuff because it’s the future.” We understand why managed services haven’t taken off as quickly for our industry as it has for others, and we’ve developed specific processes to selling these services.

Service Plans Aren’t Just for Customers and Products... But Employees TooJay Sharp, Industry ConsultantThursday, April 23 • 9:15 AM - 10:15 AMWe offer maintenance and service plans to our customers for the services we provide and the products we sale and/or install. We offer these for numerous reasons, but ultimately it offers a peace of mind to our customers... they know that if something ever happens, we’re there to take care of them. We regularly provide maintenance for the product in an attempt to prolong the life of it. This is great and keeps the relationship strong. The problem - this doesn’t transition to our employee base. Typically, we provide a half-written on-boarding process and send them on their way... no annual training, no maintenance, no check ins, then we wonder why the employee lifecycle is short lived in our organization.

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SESSION DESCRIPTIONS S-T

SIA CSPM Exam ($ Handled by SIA)Elizabeth Voorhees, Director of Education, Security Industry AssociationWednesday, April 22 • 1:00 PM - 5:00 PMApplications must be approved by SIA in order to sit for the exam. Contact Katie Greatti at [email protected] for more information. Participants must bring own computer for the exam. Fees paid directly to SIA.

SIA Security Project Management Training Seminar (SPM)* ($995)Rex Allen, Operations Manager, Securadyne | Security Industry Association & Tracy Larson, President & Partner, WeSuite | Security Industry AssociationMonday, April 20, 8:00 AM - Wednesday, April 22, 11:30 AMThe SIA Security Project Management Training Seminar gives security project managers the tools to execute projects efficiently and mitigate the risks for your clients and company. This two and a half day course offers newer and seasoned PMs clear perspective on the importance of their role to project stakeholders and identifies risks that could hinder project success. Attendees receive the SIA Security Project Manager’s Essential Guidebook, a compendium of resources, checklists, templates and other materials to help prepare for success on future projects. This training seminar is not a SPM® Certification review course. Review of the SPM® domains within the training seminar is intended to help you identify areas of strength and weakness so that you may focus future self-directed study efforts.

Sound Masking WorkshopSteve Brooks, AtlasIEDMonday, April 20 • 1:00 PM - 3:00 PMIn this session attendees will learn the fundamentals of masking sound. These fundamentals include the advantages of sound masking, the types of sound masking systems, the equipment used to mask sound, where to place sound masking speakers and generators for optimal performance, and how to tune a sound masking system.

State of the IndustryBill Bozeman, CPP, CEO, PSATuesday, April 21 • 3:30 PM - 4:30 PMA diverse selection of industry experts take the stage in this can’t-miss presentation. Regardless of your company’s size or sales volume, you’ll benefit from this discussion of what’s happening in the marketplace and the challenges and opportunities for the systems integrator, manufacturer and security professionals.

State of the IntegratorTBA, PSA Owner CompaniesTuesday, April 21 • 1:00 PM - 2:00 PMA diverse selection of security systems integrators take the stage to share their views on what’s happening in the marketplace and the challenges and opportunities for the systems integrator. Find out what trends are emerging, what business models are working and how integrators are implementing new business models. We will explore which new market sectors integrators are adding to their portfolio and how they are improving corporate culture and resource management. Finally uncover tactics used in managing vendor relations and how integrators are positioning themselves in partnerships for success today and in the future.

Technically Speaking: Presentation Skills for Technical ProfessionalsConnie Moorhead, President, CMOOR Group & Christopher Moorhead, COO, The CMOOR GroupMonday, April 20 • 1:00 PM - 4:30 PMIn today’s intensely competitive business climate, the difference between success and failure is the ability to communicate clearly and effectively. The ability to speak well in public is the most important skill political and business leaders can have. This course deals with defining, developing and applying the critical skills necessary to be an effective presenter and/or instructor. Realizing the importance of industry standards has prompted us to develop this course, based on competencies defined by the International Board of Standards for Training, Performance and Instruction commonly referred to with the acronym IBSTPI. Technically Speaking course content has been reviewed for compliance with the IBSTPI 14 professional competencies and has been certified by professional peers as meeting these standards. In this course, we will learn about developing proper materials for the kind of presentation you are delivering, preparing the venue or site for the best presentation possible, establishing credibility and building rapport with the audience, demonstrating effective communication and presentation skills, developing questioning skills to enhance the presentation style, providing motivational incentives to the presentation attendees, using media effectively, and evaluating learner performance and instructor effectiveness.

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SESSION DESCRIPTIONS T

The 7 Whys Business Software is Vital to Your Success!Tracy Larson, President & Partner, WeSuite | John Nemerofsky, President & CEO, Nemos Launchpad | Francis Kamp, President, Black Leaf Solutions, LLC | Arturo Bravo, Director Operations, Deployment & Support, WeSuiteTuesday, April 21 • 3:30 PM - 4:30 PMIn considering your business, do you lack visibility to key metrics needed for decisions? Have you outgrown the manual processes your business depends on? Or, you simply can’t grow due to inefficiencies throughout the process? Implementation of new business software is needed, however you fear the cost, deployment process, technology, time and resources required. Join our panel of seasoned experts, who have worked with hundreds of companies, as they discuss problems solved by the implementation of sales and ERP business software for organizations of all sizes. They will share the secrets of why these tools are so vital to organizational success, key points of implementation of automated workflow, best practices for deployment, benefits of assimilation of process across geographies and team members, and tips for initial training and ongoing success.

The Cloud and You: Moving to and Operating Applications in the CloudChristopher Peckham, Chief Operating Officer, Building Intelligence Inc.Tuesday, April 21 • 10:30 AM - 11:30 AMThe cloud has revolutionized the scale and security of physical security operations, reducing maintenance and provisioning time and redirecting those efforts to the actual practice of security; however, even with the major cloud service providers ramping up security and implementing world class cybersecurity procedures, these back-end practices do not always translate to security on endpoint applications, as standards and APIs must be configured securely by customers. This session will take attendees through the recommended on-premises procedures of deploying a security application securely on the major cloud services.

The Evolving Landscape of Cyber Hygiene and its Effects on the Security IndustryDavid Brent, Network Video and Cyber Security Training Engineer, Bosch Security SystemsTuesday, April 21 • 1:00 PM - 2:00 PMThe cyber security landscape changes every day with threats to new and existing technology, making it difficult to know if your physical security technology is creating a potential vulnerability for your network. It is crucial to understand what the real threats are and how to secure your systems from them. This session will review the major cyber threats from the last six months and explain their possible impact on the physical security industry. Attend this session to learn about how these threats can affect existing systems and what you should investigate before adding any new security technology to a network.

The Future of AV Design - A People-Centered Approach Gary Kayye, Founder, rAVe PublicationsTuesday, April 21 • 10:30 AM - 11:30 AMThe future of the AV room is all about being people-first. Although the current tech-renaissance of the AV classroom, boardroom and meeting room is over 25 years old, things have, for the most part, been designed and installed the same way. Sure, the technology and the products have changed significantly during those two decades but, overall, we’ve routed, connected and distributed signals from source to display and speakers the same way. But, that’s all about to change. And, it isn’t just because we’re moving everything to AV-over-IP - AV the network. Nor is it because we make smaller and more all-in-one gear, either. It’s all about people. For the first time ever, we have a generation - aging through the corporation into leadership roles - that doesn’t present, collaborate or communicate the way we do. Generation Y (the Millennials), and the current class of college students making up Generation Z, are all about to move to “influencer” or even into management roles within companies - and they aren’t into meeting, after meeting, after meeting - and, they certainly don’t need that “personal connection” like you and I do. Don’t believe me? Think about how often your kids text you instead of actually calling or talking to you - now you get my point? To Generation Y and Z a TEXT is a conversation. So, instead of starting with the design of a room by launching into a discussion about which technology and products we need to spec - we need to think about being people-first. This session is approved for 1.5 AVIXA CTS RU’s.

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SESSION DESCRIPTIONS T-U

The M&A Market for Technology Integrators is Evolving - Why it Matters to YouCharles Durant, Managing Director, Sandra Jones and CompanyTuesday, April 21 • 8:00 AM - 9:00 AMThe winds of change are affecting the M&A Market for technology integrators, which will have significant implications for both buyers and sellers. The business cycle, interest rates, demographics and new entrants to the technology integration space will impact valuations and the marketplace for AV and security services. These changes can alter your strategic plans, exit planning, succession planning, acquisition strategy and day-to-day operations. Strategic buyers from related industries are crossing over to acquire security integrators and large multinationals are taking aim at the commercial AV integration market. The swelling asset base of private equity firms will continue to shape the M&A and operating landscape for technology integrators. Are you well-versed in the changing trends in the M&A environment? Do you have a good grasp on the valuation factors that impact your single most valuable asset – your business? Keep up with the changing times to so you can adapt your strategic planning and keep your business on top.

The Necessity and Power of an Aligned Company Culture – Actively Building it Every DayBradley Malone, Partner - Chicago, Navigate Management CompanyTuesday, April 21 • 10:30 AM - 11:30 AMA company’s culture is a system of shared assumptions, values, and beliefs which governs how people behave inside and outside of that organization. Every organization develops and maintains a unique culture (healthy or otherwise), which sets guidelines and boundaries for the behavior of employees and stakeholders - they have a strong influence on people in the organization: they dictate how they dress, behave, perform their jobs, and interact with others. Healthy cultures are not accidental – they are intentional, modeled, and measured. Unhealthy cultures are often the result of misalignment between words and actions – especially by those held in high regard, reputation or position – hypocrisy will steal the soul (morale) of an organization. Company culture is not just a management function – it is a tangible entity which can be seen and measured by all employees, and therefore created, managed and changed.

The New Solution Sale: 5 Key End User Trends That Can Help You Sell More Video Security and RMRIan Siemer, Vice President, Marketing & Product Management, OpenEyeTuesday, April 21 • 2:15 PM - 3:15 PMAs the video security market matures, buyers are placing more exacting demands and increasing their expectations of what a video security solution should deliver. The proliferation of DIY and integrated solutions in homes is further accelerating what buyers expect from a video solution. The net result is buying decisions being made based on more complex value judgments and the value a video solution adds to the bottom line. In this session you will learn how to identify buyers’ changing needs and use them as a tool to demonstrate real value and increase sales of video security and RMR using cloud solutions.

Types of Network Architecture for Physical SecurityDarren Giacomini, Director of Advanced Systems Architecture, BCDVideoTuesday, April 21 • 2:15 PM - 3:15 PMIn this session, we will cover different architectures utilized in video surveillance including best practices and their application. In addition, we will discuss new innovations in storage optimization. Attendees will learn about traditional, centralized, and hyperconverged infrastructure architecture and will discover new innovations in storage optimization.

Using Audio for Primary/Secondary Alarm Verification and Creating RMRDoug Scott, Senior Manager Strategic Accounts, Louroe ElectronicsThursday, April 23 • 8:00 AM - 9:00 AMIn this class we will show how audio will add important detailed information to any security systems for very little cost. We will explore how audio analytics are used for alarm verification whether it is used as a primary or a secondary source for the alarm. We will also discuss how monitoring companies use audio to add RMR and separate themselves from their competition.

Using Individual Sales Plans To Increase Sales PerformanceKarl Becker, Sales Performance Consultant, Coach, Author, and Speaker, Improving Sales PerformanceTuesday, April 21 • 2:15 PM - 3:15 PMEmpower yourself with the best practices for being a high-performing sales person. Raise your game by learning how to develop a personalized sales plan designed to play to your strengths. Leave inspired, motivated, and armed with actionable steps to increase your selling success, improve your relationship with your sale manager, better manage and prioritize your time, and sell more effectively and with more confidence and success. http://www.improvingsalesperformance.com/karlbeckerspeaking.html

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SESSION DESCRIPTIONS U-W

Using Mental Toughness to Excel at LeadershipRon Duren Jr., Professor/Coach, Leadership Voler, Inc.Tuesday, April 21 • 1:00 PM - 2:00 PMIn this seminar, you will learn to develop and cultivate a mindset of mental toughness in yourself and your team. In a society that seems to be skewing the other direction, you can set yourself apart with a ‘can do’ attitude and be known as someone who can be counted on finish the job and do hard things. Mental toughness is a moderately plastic personality trait which determines, in large, part how individuals respond mentally to stress, pressure, opportunity and challenge. Research shows that mental toughness scores correlate closely with performance, well-being, positive behavior and aspirations. As a concept, it embraces other well-known concepts and ideas such as resiliency, grit, mindset, emotional intelligence, learned optimism, as well as most definitions of character.

Using Today’s Video and AI Technologies to Create a Path to Higher RMR Service Models Mark Conger, National Account Manager, netwatchTuesday, April 21 • 1:00 PM - 2:00 PMProactive and traditional video monitoring services are two valuable but very different services providing unique market segments solutions specific to their vertical market challenges for our diverse industry and subscriber needs. Both use on-site video cameras to monitor critical areas – often capturing behaviors such as trespassing or vandalism, while also providing video verification. However, proactive video monitoring is not video verification. Proactive video monitoring effectively prevents and deters crime at the perimeter before the crime even happens, thanks to the continued development and integration of AI and advanced video analytics paired with live operator intervention to detect, verify, warn, intervene, and respond to an intrusion event in real-time. The solution solves many end user problems, increases awareness and elevates response times, and in many cases, substantially reduces their costs and keeps business continuity in effect. Understanding the changing landscape of video monitoring and new video services and how AI capabilities represent a tremendous RMR opportunity for security integrators who want to adapt and expand their offerings, or move their business in a managed services direction through user interfaces while providing state of the art, convenient interaction with the sites protected not just with video equipment but with added applicable services to enhance their CCTV system also capable of including health check, reporting, arming, disarming, visitor passes-all which can drive additional RMR options and stickiness for the subscriber specific to proactive video monitoring.

What Integrators Need to Measure - What Gets Measured … Gets DoneBrad Dempsey, CEO, Solutions360 Inc.Monday, April 20 • 1:00 PM - 3:00 PMKPI’s, metrics, financial indicators, or whatever you call them, are the foundation needed to begin taking financial, operational and managerial control of your business. Changing what facet of your business would have the greatest impact on success? Whatever the answer, you had better have a KPI to measure it – before and after. This presentation is based upon our experience implementing hundreds of business process improvements and ERP systems over the last 31 years.

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TEC, presented by PSA, is the premier education and networking event for all professional systems integrators. TEC features industry leading education and certification programs, networking, and dedicated exhibit hours designed to advance the skills and expertise of industry professionals nationwide. This premier training venue is open to all industry professionals and is designed to meet the educational needs of all employees within an integrator’s organization.

The TEC 2020 education program will deliver invaluable sessions to systems integration professionals with a desire to stay relevant and thrive in changing markets through personal and professional development. With dedicated learning tracks focused on job function, attendees will leave TEC with ways to improve operational efficiencies, add additional value to their businesses and their customers’ journeys and support emerging market trends including managed services and cybersecurity from their own vantage points.

www.PSATEC.com

COURSE GUIDE - TEC presented by PSA Security Network · 2019-12-06 · 8:00 AM - 9:00 AM Lessons...

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Transcript of COURSE GUIDE - TEC presented by PSA Security Network · 2019-12-06 · 8:00 AM - 9:00 AM Lessons...