1 past present future a honeywell company north america sales organization
TRANSCRIPT
1
• Past
• Present
• Future
A Honeywell Company
North America Sales Organization
2
• Past
• Present
• Future
A Honeywell Company
Regional Sales Managers
Doug LaVenture
Marc Montesi - Canada
Eric Loiacano
Tom Brown
Mark Arborgast
Marie Schneider
Jim Tapp, National Accts
Paul DiPeso
Jeremy Howard
Director of Tech Support
VP Of National Accts
Northeast Region
Mid-Atlantic Region
Southeast Region
Mid-West Region
Northwest Region
Southwest Region
John Rathwell
Tom Echols
Mike Thomas
VP Of North America Sales
John O’Leary
3
• Past
• Present
• Future
A Honeywell Company
Regional Technical Support
W. Molsberry
M. Merkley
J. Smith
J. Andruszkiewicz
D. Bongiorno
S. LawrenceP. Kirby
J. Reich
I. Siegel
P. Thayer P. Driver
D. Morrissey
R. Nix
C. Parris
B. Boitel
J. Ferrante
H. Simpson
J. Folding
R. Cartee
P. Kerber
T. Swift
T. Gaetaniello
Western Division Eastern Division
Northeast Region
Mid-Atlantic Region
Southeast Region
Mid-West Region
Northwest Region
Southwest Region
R. Druktenis
G. IannacconeM. Ferguson
4
• Past
• Present
• Future
A Honeywell CompanyMulti-tier Channels to Market
Field SalesField Sales
Inside SalesInside Sales
MarketingMarketing
VAR’s, System Integrators
VAR’s, System Integrators
Security Consultants
Security Consultants
Influence
InfluenceInfluence
EndUser
Sales ChannelsSales Organization
END
USER
Field Technical Support
Field Technical Support
SupportSupport
Field SalesField Sales
5
• Past
• Present
• Future
A Honeywell Company
Become a full service and trusted supplier of all your access control and video needs
Develop products and services that help secure your customer’s worldwide facilities
Protect your investment in hardware and systems with long term migration paths
Provide training, certification and support services to ensure consistent quality throughout the world.
Become a full service and trusted supplier of all your access control and video needs
Develop products and services that help secure your customer’s worldwide facilities
Protect your investment in hardware and systems with long term migration paths
Provide training, certification and support services to ensure consistent quality throughout the world.
Commitment To Our Channel Partners
6
• Past
• Present
• Future
A Honeywell Company
…………..It is More Than Technology..It is More Than Technology
It’s a partnership between the integrator,consultant, and manufacturer who collaborate to deliver effective security solutions to the customer
Commitment To Our Customers
7
• Past
• Present
• Future
A Honeywell Company
A Symbiotic Relationship Based On:A Symbiotic Relationship Based On:
Shared KnowledgeShared Knowledge
End-to-End PlanningEnd-to-End Planning
ROI ApproachROI Approach
Sensible Application of TechnologySensible Application of Technology
Bundling Value-Added ServicesBundling Value-Added Services
A Solutions Approach
8
• Past
• Present
• Future
A Honeywell Company
Training and Support ServicesProject engineering services
Frontline project management
Certify technical training
Network high-end Integrators
Consulting ServicesCustomized security applications
Commercial, Industrial, Airport Security, & OEM
Global Account ManagementAccount Executives, build relationships with Corporate Clients
US, Asia/Pacific, Latin America, UK, Europe
Training and Support ServicesProject engineering services
Frontline project management
Certify technical training
Network high-end Integrators
Consulting ServicesCustomized security applications
Commercial, Industrial, Airport Security, & OEM
Global Account ManagementAccount Executives, build relationships with Corporate Clients
US, Asia/Pacific, Latin America, UK, Europe
Delivering on the Promise
9
• Past
• Present
• Future
A Honeywell Company
Cost of crime Cost of crime Price of security products Price of security products while functionality while functionality
Increasing demand for integration, interoperability and Increasing demand for integration, interoperability and enterprise-wide solutionsenterprise-wide solutions
Security outsourcing many management functionsSecurity outsourcing many management functionsMore knowledgeable buyers More knowledgeable buyers Fraud sensitivity is increasingFraud sensitivity is increasingService and support rank higher in choosing vendorsService and support rank higher in choosing vendorsMulti-billion dollar global companies entering/expanding Multi-billion dollar global companies entering/expanding in the industryin the industryConsolidation across all market segments Consolidation across all market segments
Industry Trends
10
• Past
• Present
• Future
A Honeywell Company
Technology Trends
Hardware
Database
Communications
User Interface
Network Computing
20051995
Scalable Enterprise Solutions
Distributed Intelligence
Single Function Cards
Proprietary Systems
Security IndustryParadigms
Technology Trends
RFID, Smart Cards, Biometrics
Software
Real time connectivity and high speed networking
User interfaces are driven by the Internet
Data, voice, video convergence - interoperability
Systems migrating from client-server to Web-based
Architecture moving to N-tier model
11
• Past
• Present
• Future
A Honeywell Company
The electronic access control market is highly The electronic access control market is highly fragmented with the top 6 companies only accounting for fragmented with the top 6 companies only accounting for 32% of the total market32% of the total marketIndustry consolidations changing landscapeIndustry consolidations changing landscape
Others68%
Simplex3%
ADEMCO Systems
10%
Sensormatic5%
Lenel4%
Casi-Rusco5%
JCI/Cardkey5%
Market Dynamics
1999 Freeman Report