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www.security-today.com

Integrated New Product and Technology Solutions for Security Professionals March 2015 Vol. 19, No. 3

AltronixeFlow intelligent power that communicatesAltronix eFlow power/supply chargers now communicate over the net-work with new Altronix LINQ2 modules. This real-time data allows early intervention and response in handling system issues accurately and efficiently, which minimizes system downtime, eliminates costly service calls and creates RMR opportunities. LINQ2 provides email and SNMP

trap message notifications to report system issues with an event log that stores history. It also allows you to control and reset devices from anywhere you have Internet access. Altronix.Go to sp.hotims.com and enter number 300 for product information.

Camden Door ControlsEconomical two-door access controlCV-602 Series MProx2 two door access control system provides the lowest cost and easiest installation, with software and USB interface for day/week/holiday scheduling, defined access groups and a 3,800 event audit trail.MProx2 is available as a control unit only, or in 1 reader or 2 reader kits that include everything you need.MProx2 is the perfect solution for daycares, restricted areas with buildings, small commercial or retail businesses and professional offices. Camden Door Controls.Go to sp.hotims.com and enter number 301 for product information.

The Will-Burt CompanyPredator Elite Security SolutionThe LINX Predator Elite security solution features a truly integrated, central-ized system with unlimited expansion and scalability options. LINX is FICAM compliant and integrates many technologies into a single, easily managed system. LINX manages the complexities of disparate data that compete for an operators attention. LINX is fully redundant for high alarm deliverability

and is the only system to be certified Protection Level 1 Nuclear (PL1N) by the Air Force for both access control and intrusion detection. LINX is also certified under the DoD and Risk Management Framework. The Will-Burt Company.Go to sp.hotims.com and enter number 302 for product information.

Panasonic USAOutdoor vandal-resistant dome cameraPanasonics new WV-SFV481 ULTRA 360 outdoor vandal-resistant dome camera features ultra-high resolution, ultra-sensitivity, ultra-intelligence and ultra-ruggedness. The WV-SFV481 produces a 9MP (3K x 3K) 360 fisheye image to deliver virtually the same resolution and coverage area as four conventional 720p security cameras and crisper edge-to-edge images. Its analytic functions including heat mapping, people counting and moving object removalprovides businesses a deeper understanding of a customers behavior. Panasonic USA.Go to sp.hotims.com and enter number 303 for product information.

Speco TechnologiesSee color at night in Full 1080p HDSpecos Intensifier IP line just got more intense.The new O2iD4M produces color images in low light in 1080p, full HD resolutionwith-out IRs.With a 2.8-11mm motorized zoom lens (auto focus),a built-in heater, three independent streams, and two-way audio, this camera truly has it all.Special lighting scenario presets such as outdoor, hallway, indoor and more make installation quick and easy. Speco Technologies.Go to sp.hotims.com and enter number 304 for product information.

SDC SecurityPower over Ethernet capable locking hardwareIT Networks are everywhere. SDCs low power line of PoE capable locking hardware, access controls and IP Pro Access Control Starter Kit save money connecting an access control system using your buildings Ethernet cable. SDC has been making quality Electric Locks, Devices, and

Access Controls for over 40 years. SDC Security.Go to sp.hotims.com and enter number 305 for product information.

Mier ProductsPolycarbonate enclosuresMier Products 35 different durable UL/C-UL Listed, NEMA 4X or 6/6P, polycarbonate enclosures are de-signed to protect electronics and wireless equipment in extreme environments such as coastal, solar, railroad, water treatment, and irrigation. Mier also offers several fan-ventilated, air-conditioned, and heated models. Standard features include gaskets, standoffs, removable doors, pad-lockable latches, and screw-down covers. Options include clear doors, back-panels, back-panel adjustment kits for stacking panels, DIN rails, pole-mount kits and vent kits. Mier Products.Go to sp.hotims.com and enter number 306 for product information.

To see AXIS Q6000-E in action, visit www.axis.com

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0315sec_0c1_v2.indd 1 2/17/15 1:09 PM

AXIS Q6000-E features four separate 2-megapixel sensors, providing a 360 eld of view over large areas. And when integrated with any AXIS Q60-E Series of PTZ outdoor cameras, it even allows you to optically zoom in on any areas of interest. For all the features and to see AXIS Q6000-E in action, visit www.axis.com

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THE PERFECTMATCH

Combining its award-winning video management software with high-performance hardware, Milestone Systems now offers the Milestone Husky Series, available in three models use one as a simple standalone or connect multiple models and choose from more than 50 options for a truly customizable and scalable solution. The series is compatible with thousands of cameras and supports Milestone services such as Customer Dashboard to enable your installer to monitor the health of your system and proactively resolve technical issues. Milestone Husky appliances make it easy to find a configuration to meet the needs of any surveillance solution!

Learn more: www.milestonehusky.com

Why stop at software?


Untitled-6 1 2/5/15 12:31 PM

4 0 3 1 5 | S E C U R I T Y P R O D U C T S

www.security-today.comCONTENTS MARCH 2015

FEATURES

Border Security 14Border Checkpoints Go High TechScience fiction is quickly becoming science factBy John Merlino

Wireless Technology 20Changing the LandscapeWireless intrusion makes a big splash in commercial applicationsBy Neil Evans

Perimeter Security 24Perimeter BenefitsThe world of physical security has changed in response to the pervasive threat of terrorism around the globeBy Greg Hamm

Power over Ethernet 28Bring On the PowerUnderstanding that PoE impacts network designBy Steve Olen

Transportation Security 30A City-wide Approach to SecuritySan Francisco Metropolitan Transit Agency unifies security in new command centerBy Rob Hile

Security Apps 34Intelligence on the EdgeDo you have an App for that?By Tom Cook

SPECIAL SECTION

Dealer Strategies DS1-DS24

DEPARTMENTS

Industry Focus 8Slain TSA Officer HonoredBy Ralph C. Jensen

Industry Vertical 10Integrating SecurityLogistics company takes advantage of information management solutionsBy Courtney Pedersen

Top Picks 12

New Products 36

Advertisers Index 49

Industry Professional 50How an Interruption Sparked an Industry TrendKey management systems developed to store, track sensitive keysBy Ralph C. Jensen

Security Products (ISSN 1520-376X) is published monthly by 1105 Media Inc., 9201 Oakdale Ave., Ste. 101, Chatsworth, CA 91311. Periodicals postage paid at Chatsworth, CA 91311-9998, and at additional mailing offices. Complimentary subscriptions are sent to qualifying subscribers. Annual subscription rates payable in U.S. funds for non-qualified subscribers are: U.S. $119.00, International $189.00. Subscription inquiries, back issue requests, and address changes: Mail to: Secu-rity Products, P.O. Box 2166, Skokie, IL 60076-7866, email [email protected] or call (847)763-9688. POSTMASTER: Send address changes to Security Prod-ucts, P.O. Box 2166, Skokie, IL 60076-7866. Canada Publications Mail Agreement No: 40612608. Return Undeliverable Canadian Addresses to Circulation Dept. or XPO Returns: P.O. Box 201, Richmond Hill, ON L4B 4R5, Canada.

Copyright 2015 by 1105 Media Inc. All rights reserved. Printed in the U.S.A. Reproductions in whole or part prohibited except by written permission. Mail requests to Permissions Editor, c/o Security Products, 14901 Quorum Dr, Ste. 425, Dallas, TX 75254

The information in this magazine has not undergone any formal testing by 1105 Media Inc. and is distributed without any warranty expressed or implied. Imple-mentation or use of any information contained herein is the readers sole responsi-bility. While the information has been reviewed for accuracy, there is no guarantee that the same or similar results may be achieved in all environments. Technical inaccuracies may result from printing errors and/or new developments in the industry.

0315sec_004b_TOC_v1.indd 4 2/19/15 9:32 AM

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6 0 3 1 5 | S E C U R I T Y P R O D U C T S

We Got You Covered

In this issue, we have incredible stories that cover a wide range of security topics. From infor-mation about Power over Ethernet (PoE), wireless technology, trans-portation security, and even bor-der security, there is bound to be

something for everyone to read, learn and enjoy. For our Online Exclusives, we have articles about topics such as air travel, airport security, and tax-payer protectionwhich will come in handy for all of those that prepare their taxes online. We hope youll enjoy reading these stories.

Our REACTION blog addresses current events and receives great feedback from our active online community. Wed like to invite you to check out our recent posts and share your thoughts.

If youre interested in contributing to our Online Exclusives or our blog, please contact me at [email protected] or 972-687-6784.

Best Regards,

Lindsay Page

Online Exclusives

How Safe is Taxpayer Data?By Hagai Schaffer

TheTreasury Departmentsinspector general for tax administration stated that the IRS needs to boost its efforts to protect tax payer data, according to a report filed last October. The document states that the IRS does not take adequate measures to secure taxpayer information before sharing it with state exchanges created by Obamacare.

Although the vast majority of employees are trust-worthy, misuse of taxpayer information can result in legal liability, lost revenues and a tarnished reputation creating a major concern for tax agencies. In2011the IRS watchdog, Treasury Inspector General for Tax Administration (TIGTA) announced that 2,200 data-bases used by the IRS to manage and process taxpayer information were not secure.

How Safe is Air Travel in Southeast Asia?By Maxwell Leitschuh

The tragedies of Malaysia Airlines Flights 370 and 17 (MH370, MH17), and Indonesia AirAsia Flight 8501 (QZ8501) during 2014 have caused several media outlets to question the safety of the airline industry in Southeast Asia. However, close examination of South-east Asian carriers shows that blanket condemnations of these airlines are highly inaccurate. While there are some carriers in Southeast Asia that travelers should avoid, a knowledgeable traveler should be able to find safe options for air travel in the region.

The primary issue with aviation safety in South-east Asia is inadequate government oversight of airlines in certain countries, which means that travel-ers must trust the individual airlines to maintain adequate safety standards on their own.

The Bradford City Fire DisasterBy Lee Coates

This May will mark the 30th anniversary of one of the UKs worst fire disasters, when 56 people died at Bradford Citys football stadium. Over 250 other supporters from both Bradford City and Lincoln City were injured, many seriously.

http://security-today.com/01131

Recent Headlines

Video Footage May Prove Unethical Behavior on Tradeshow Floor

U.S. Sees Major Q4 Spikes in Cargo Thefts

Report Claims U.S. Embedded Spyware Overseas

5 Tips for Working with Cable

http://security-today.com/news

Upcoming Webinars

Its About Time: 4 Reasons Why Your Access Control is on the ClockJoin experts from Avigilon as they highlight the key topics you need to consider when assessing your physical access.

Access Granted: Access Control Checklist for 2015Join speakers as they provide you with actionable tips that will allow you to take your access control system to the next level in 2015.

To view these Webinars at any time, please visit http://security-today.com/webinars.

REACTION Blog Recent Posts

Cybersecurity Takes Center Stage at State of the Union Address

Members of our staff and guest bloggers take advantage of REACTION to add their own per-spectives on a broad range of security topics and issues. If youd like to be a contributor, please contact Group Social Media Editor, Ginger Hill at [email protected].

Online Communities

Follow us on Twitter: www.twitter.com/SecProds

Become a fan on Facebook:http://www.facebook.com/secprodonline

Pin with Us:http://pinterest.com/securitytoday/


0315sec_006_eTOC_v3.indd 6 2/19/15 11:34 AM

nounhaving or serving a utilitarian purpose; capable of serving the purpose for which it was designed.

POE Powered

IP Based Architecture

RFID Support/Smart Cards

Access Control/Door Strike Control

Real Time Video Notifi cations to Smart Phones

www.icrealtime.com866.997.9009

The doorbell redefi ned.


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INDUSTRYFOCUSBy Ralph C. Jensen, Editor-in-Chief

8


Volume 19, No. 3

EDITORIAL STAFF

Editor-in-Chief/Associate Publisher Ralph C. Jensen

Senior Editor Lindsay Page

E-news Editor Brent Dirks

Content Development Matt Holden

ART STAFF

Art Director Dale Chinn

PRODUCTION STAFF

Director, Print and Online Production David Seymour

Production Coordinator Teresa Antonio

EDITORIAL ADVISORY BOARD

Thomas Carnevale, president/CEO, Sentry 360

William Crews, President/CEO, Security & Resilience Consulting, LLC, Houston

Merlin Guilbeau, Electronic Security Association, Irving, Texas

Robert Hile, director of strategic accounts, Sure View Systems

Alan T. Mather, NASA, Lyndon B. Johnson Space Center, Houston

SALES

Randy Easton 904-261-5584

Brian Rendine 972-687-6761

Sam Baird +44 1883 715 697

Jane Dai +86-755-26289889

Peter Kao +886-2-2949-6412

SECURITY, SAFETY, AND HEALTH GROUP

President & Group Publisher Kevin OGrady

Group Circulation Director Margaret Perry

Group Marketing Director Susan May

Group Website Manager Scott Newhouse

Group Webinar Administrator Tammy Renne

Group Social Media Editor Ginger Hill

Chief Executive Officer Rajeev Kapur

Senior Vice President & Chief Financial Officer Richard Vitale

Chief Operating Officer Henry Allain

Executive Vice President Michael J. Valenti

Vice President, Erik A. Lindgren Information Technology & Application Development

Vice President, Event Operations David F. Myers

Chairman of the Board Jeffrey S. Klein

REACHING THE STAFF

Staff may be reached via e-mail, telephone, fax or mail. A list of editors and contact information also is available online at www.security-today.com.

E-mail: To e-mail any member of the staff, please use the following form: [email protected]

Dallas Office (weekdays, 8:30 a.m. 5:30 p.m. CT) Telephone (972) 687-6700; Fax (972) 687-6799 14901 Quorum Dr., Suite 425, Dallas, TX 75254

Corporate Office (weekdays, 8:30 a.m. 5:30 p.m. PT) Telephone (818) 814-5200; Fax (818) 734-1522 9201 Oakdale Avenue, Suite 101, Chatsworth, CA 91311

Slain TSA Officer HonoredIt was recently revealed that Congress, as a whole, has an approval rating of about 12 percent. I think that number is greatly exaggerated, but that doesnt mean one or two of the members of Congress wont do something right, once in a while.

The House recently passed legislation intended to enhance security at U.S. Airports.

One bill, the Gerardo Hernandez Airport Security Act (H.R. 720) would require TSA to verify that all airports have adequate emergency plans to deal with shooting attacks. Hernandez, a TSA employee, was shot and killed at Los Angeles International Airport during a November 2013 incident.

The second bill (H.R. 719) will require TSA crimi-nal investigators to spend at least 50 percent of their time investigating, apprehending or detaining people suspected of committing a crime.

Currently, TSA investigators do not have to meet a 50 percent requirement, even though they receive higher compensation than their peers at the agency, because they are considered law enforcement officers.

H.R. 719 is sponsored by Rep. John Katko (R-NY and chairman of the House Homeland Security subcommittee on transportation security), citing the LAX incident as an example of why airports need to be prepared. He said everyone within the airport com-munity from law enforcement and emergency medical personnel, including airport and airline staff, must know how to respond to an active shooter or any oth-er threat inside airport property.

The plans would include strategies for evacuating people within the airports perimeter, how to coor-dinate with law enforcement and firefighters, and a schedule for testing and training airport workers to use emergency communication equipment.

The threats to our nations airports are ceaseless and constantly evolving, said Rep. Kathleen Rice (D-NY). There could be another attack on any given day at any given airport. We must assume that it will happen. We must be prepared. We must do better.

In a press release from Katko, he said the subcom-mittee discussion stemmed from security breaches in which loaded firearms were brought onto commercial airplanes by employees with airport access privileges.

In light of that hearing, these bills provide a thoughtful response to create safer airports across our country by improving upon nationwide security protocols and facilitating commonsense TSA reform to save taxpayer dollars, said Katko.

Speaking of TSA finances, a summary of monies spent for this budget year includes $5.2 million to the Federal Air Marshal Service, which effectively lifts a hiring freeze from several years ago. In order to re-mediate known vulnerabilities, $2.9 million will be spent for high-risk TSA systems, which is intended to strengthen network security across the department by fiscal 2017. Because TSA is part of the Department of Homeland Security, $2.8 million has been earmarked to support the DHS Watchlist Service. This service provides a gateway of data from the Terrorist Screen-ing Center to the department.

Airport security is a must have these days. Airport security is everyones responsibility from airport ex-ecutives to the janitor. I believe people flying should be aware of their surroundings and vigilant to activ-ity around them. Not to be paranoid, but safety and security is everyones business.

More has to be done.Serial stowaway Marilyn Jena Hartmen has been

caught again, traveling for free. She is known for re-peatedly getting on flights in California and Arizona without a ticket. What is more disturbing is she is get-ting by TSA screening, without a ticket. She is getting on board a plane, without a ticket.

Hartmans latest travel schedule begins in Minne-sota, ending in Jacksonville, Fla. She traveled without a plane ticket, and went to the Omni Amelia Island Plantation. She has been charged with fraud and im-personation, defrauding an innkeeper, and trespass-ing. She now has a complimentary room at the Nas-sau County Jail.

Hartman was only discovered when the person actually renting the room checked into the resort. She has pleaded no contest to the charges at LAX, and said outside the courtroom, I dont think its wise to say how I got through. I dont want to help the enemy.

TSA has issues to address, and maybe with this vote of confidence from members of the House, it will put things back into perspective. Travelers need to have the proper credentials, and a plane ticket, to get past airport security.

0315sec_008_IndFocus_v2.indd 8 2/18/15 8:33 AM

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1 0 0 3 1 5 | S E C U R I T Y P R O D U C T S

ProTrans provides transpor-tation and third-party lo-gistics services that meet the shipping needs for manu-facturers throughout the

United States, Mexico and Canada. Its recently opened facility in Laredo, Tex-as, is used to store parts, widgets, pieces, returned products and other accessories that customers rely on ProTrans to pack-age and ship to manufacturing facilities on both sides of the U.S.-Mexico border.

The company wanted a single solu-tion to provide high-resolution video images as well as the ability to monitor, verify and restrict access to the facility in order to better manage employee time and attendance while also reducing theft and misplacement of inventory.

Because we have more than 250,000 square feet and handle so many valu-able pieces and parts, we wanted both high definition cameras and synchroni-zation between the video and the access control, said Justin Batton, network in-frastructure manager at ProTrans. The systems integrator I worked with intro-duced us to Milestone and ISONAS, and together we deployed a solution with the two technologies integrated that offers us much better information, which we use to operate more efficiently.

Todays Solution for the FutureUsing its Laredo facility as a prototype for several buildings it plans to equip with similar technology in the future, Pro-Trans worked with Ascending Technolo-gies IT and ABP Technology to integrate the ISONAS network-based PowerNet reader controller with Milestone XPro-tect VMS. The video data comes from MOBOTIX cameras, and is configured

and archived via the Milestone VMS in a storage server from App-Techs and two servers to grant or deny ac-cess and monitor and record activ-ity in and out of 15 doors.

In just a few short months, Pro-Trans has realized considerable

benefits from integrating the Milestone open platform VMS with Pure IP ac-cess control technology from ISONAS, the primary one being that within a single interface ProTrans now has syn-chronized data from the access control technology with high-resolution video images. This has enabled the company to dramatically reduce the amount of time required to locate missing items.

The solution also provides ProTrans with an easily accessible record of when employees as well as shipments arrive and depart the facility and has been praised for the ease with which it can be learned and used.

Jim Molencupp is the product man-ager of IP surveillance with ABP Tech-nology, which provides solutions to help customers address specific needs within security and telephony. He sat down with ProTrans to map out the best way to manage both access control and video from one easy-to-use interface.

For access control we recommended the easy-to-install access solution from ISONAS combined with best-in-class video from MOBOTIX cameras to be managed on the open platform VMS from Milestone, which has an elegant implementation of access control and video in one easy-to-use interface, Mo-lencupp said. Combining these compo-nents provides a solution that addressed the needs of ProTrans.

Andy Segovia, IT administrator with Ascending Technologies, was tasked to provide a turnkey IP solution that in-tegrates both video and access control functionality. He says the project is a great example of Ascending Technolo-gies commitment to its customers.

Here at Ascending Technologies, we pride ourselves on providing new and innovative technologies that endure the test of time and facilitate the use of tech-nology to users and, at the same time, provide security that protects their great-est assets, he said.

Rob Mossman, CEO of ISONAS, be-

lieves that the ease with which the ISO-NAS reader controller can be integrated into the Milestone VMS has the poten-tial to revolutionize access control.

A big part of that revolutionizing, ac-cording to Mossman, is the Milestone XProtect open platform that enables the integration. The video also provides live visual verification of alarms and ar-chived documentation for resolution of incidences.

We believe technological innovation is enabling access control to become scal-able on a global basis, Mossman said. We are very proud of the deployment done on behalf of ProTrans at the Laredo facility. The way it was delivered through the expertise of both ABP and Ascend-ing Technologies IT, each of which are fully committed to developing the best solution possible, is a perfect example of what we mean by excellence throughout the value chain. Im particularly proud that we were able to deliver an integrated solution with Milestone, a world leader. Our expertise and Milestones expertise combined makes a fantastic solution.

A Clear ViewThe biggest benefit of the solution, ac-cording to Batton, is that he now has the ability to synchronize managing who is in the facility with very clear, high-defi-nition images.

I can obviously see a card swipe, but it used to be hard to see if someone came in behind them or if someone left the door open, he says. But because the two systems are synchronized, I can go to any point within the access sys-tem, see who came in and view it with the synchronized video at any given time. The door system tells me who it was, but I can also use the video from the same zone to verify that the person who used his access card was in fact the only one to come through the door.

Better Inventory ManagementIn addition to providing a way to moni-tor and control peoples access to the

Integrating SecurityLogistics company takes advantage of information management solutionsBy Courtney Pedersen

Courtney Pedersen is the PR manager at Milestone Systems.

0315sec_010_011_IndVert_v4.indd 10 2/17/15 1:12 PM

W W W . S E C U R I T Y - T O D A Y. C O M 1 1

facility, the solution is a powerful in-ventory management tool.

On its own, the access control tech-nology enforces ProTrans rules gov-erning who can enter which parts of the facility. Working together, however, the synchronized video solution goes a lot further and begins delivering ben-efits the moment a truck arrives. Hav-ing high-resolution video showing the inventory entering the building with clear images of those who brought it in, synchronized with data from the access control technology, automatically cre-ates a record that can be used if inven-tory is lost or stolen.

The availability of high-resolution video along with a stringent access con-trol system also helps ProTrans reduce theftnot so much of freight, Batton says, but of company property such as laptops and wireless scanners, which he says are often popular items to steal when doors are left open.

Before we deployed our synchro-nized VMS and access control solu-tion, it was difficult to stay on top of who was going in and out of the build-ing, Batton says. That meant we had to try to resolve things like damaged freight, injuries, damage to equipment and theft (which is a major issue in the border region) with fragmented, usu-ally incomplete information. But today were able to resolve incidents much more quickly and accurately thanks to having our access control synchronized with high-resolution video.

Tracking Employee Time and AttendanceFinally, by integrating the access con-trol and VMS technologies that gener-ate high-resolution video images, Pro-Trans has an indisputable record of who is in the facility and at what time.

Thanks to this solution we are able to better track employee time: we not only know when the employee punches in but we can also visually verify that it is actually that employee punching in, Batton says. That means its no longer possible to have someone scan in for you, or enter the facility using someone elses credentials.

Ready for ExpansionBatton says the deployment of the Mile-stone and ISONAS solution at the Lar-

edo facility is only the beginning for Pro-Trans. While there is no official timeline, Batton says the solution will definitely be expanded to other locations.

In just a few short months since in-

stalling this solution, weve seen a tre-mendous amount of benefits, he says. We currently have 13 to 16 facilities throughout the United States that we plan to integrate with the solution so

we can manage all access control and video surveillance from one centralized location and realize the benefits weve experienced here in Laredo on a much broader scale.

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0315sec_010_011_IndVert_v4.indd 11 2/17/15 1:12 PM

0315 TOP PICKSCompiled by Security Products Staff


Arecont VisionOmni cameras with

four multi-megapixel sensors

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SurroundVideo(r) Omni Cameras featureArecontVisionsWDRtechnologyinthe12MPconfiguration,whichdeliversadynamicrangeofupto100dBatfullresolutionwithoutlower-ingtheframerates.Arecont Vision.


VITEKAlpha IP Cameras

ThenewestVITEKAlphaIPcamerasofferex-cellentqualityandunbelievableaffordability.

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Panasonici-PRO ULTRA 360 panoramic indoor/

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The i-PRO ULTRA 360 is IP66 ratedweatherandvandal-resistant,offeringultra-highreso-lution, ultra sensitivity, ultra intelligence andultratoughness.

Thecameraoffers12megapielsensorand4KULTRAHDengine.

Thecamerasproducta9mp(3Kby3K0fish-eyeimageat15fps,anda4mpfisheyeimageat30fpstocapturecrisperedge-to-edgeim-agesthatdelivervirtuallythesameresolutionandcoverageareaasfourconventional720psecuritycameras.

The new half-inch 12-mp image sensor de-livershigh-sensitivity at less than0.4 lux forsharpimagesincolorandblack-and-white.

The cameras are designed to be highly flex-ible,supportingvariousdisplaymodessuchasfisheye, single panorama, double panorama,singlePTZ,quadPTZandquadstreammodes.Panasonic.


Pelco by Schneider ElectricNew capabilities for Sarix

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PelcobySchneiderElectricincorporatednewfeaturesandfunctionalityofSarixtechnologyintoavarietyofindoorandenvironmentalOPcameras.

Thetechnologyensuresstorageofvideo,au-dioandmetadatatoanSDcarddirectlyinthecameras for uninterrupted monitoring if theconnectiontotheVMSislost.

ItenablesseamlessintegrationforLenelNVRcustomersandendusers.

The camera features H.264 compression foroptimizedimagequalityandminimizedband-width,alongwithMJPEGcompressionfor theflexibilitytomeetvarioussystemrequirements.

ItalsodynamicallyoptimizesexposuresettinginthepresenceofIRtocapturethefinestdetails.Pelco by Schneider Electric.


Digital WatchdogThree-Sensor 180 panoramic view

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Speco TechnologiesO2iD4M Intensifier IP full HD 1080p

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IC Real TechALLIE Pro video monitoring camera

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Untitled-4 1 1/14/15 11:42 AM


BORDER SECURITY

BORDER CHECKPOINTS GO HIGH TECHScience fiction is quickly becoming science factBy John Merlino

Imagine this: Youre looking around the room and people are getting retinal scans. Others are presenting RFID cards. Some are undergoing fingerprint imaging. Did you accidentally walk onto the set of some futuristic block-buster movie? Guess again. Youre actually standing at a U.S. border check-point, waiting to be processed.

Its not unusual nowadays to find domestic and global entry points leveraging technologies once considered to be science fiction. Prime examples are the U.S. Customs GOES program (Global Online Enrollment System for U.S. Customs and Border Protection Trusted Traveler Program) and its Canadian counterpart NEXUS, which are applying a host of emerging technologies to pre-approve citi-zens and expedite passage at ports of entry, including everything from photo IDs

with embedded RFID chips to iris scans and hand imaging.Employing these new screening technologies allows United States and Cana-

dian border agencies to concentrate the bulk of their efforts on potentially higher-risk travelers and goods, in order to secure the integrity of our borders. Its a dual authentication procedure that links passport documents with biometric data. Of course agents still conduct random screening interviews, but the use of technology brings a whole new level of efficiency to checkpoint processing.

The United States is currently discussing how to leverage advanced technol-ogy to pre-screen travelers seeking admittance across its southern borders. Going hand-in-hand with the discussion on immigration reform is the debate on how to work with our southern neighbors to create a secure worker identification cre-

infinity21/Shutterstock.com

0315sec_014_018_Merlino_v3.indd 14 2/18/15 8:35 AM

42015 System Sensor. All Rights Reserved.

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Untitled-4 1 2/2/15 11:21 AM


BORDER SECURITY

dential that can authenticate a person with biometric data such as hand, retinal or facial geometry.

While GOES and NEXUS are in their infancy, the proliferation of these kinds of technologies holds tre-mendous promise for helping border agencies more tightly control legitimate traffic and block nefarious passage. At working labs on the U.S. and Canadian borders the efficacy of these programs are still being tested. But as beta sites they can be great proving grounds for the wider use of multiple authentication credential programs at our borders. They, along with other Trusted Traveler programs such as the airline passenger screening program called TSA-Pre seem to be gaining acceptance, clearly demonstrating that the traveling public is willing to work with the security agencies protecting our country.

OUT OF THE LAB AND INTO THE FIELDMany of the advanced technologies border check-points are using today have been niche solutions in high security environments for decades. Crossover for tools like fingerprint scanning and hand geometry imaging was slow because initially these applications required huge amounts of data to be stored locally. But with advances in processing power, bandwidth ca-pacity, data compression and storage efficiencies, now imaging databases can be cost-effectively archived in remote server farms and accessed quickly over a se-cure network for speedy validation.

Another development contributing to successful crossover has been the introduction of higher-sensi-tivity visual processors which enable biometric pro-grams to efficiently capture the images of a persons iris and retina in a single scan. With the addition of software specially designed to manage metadata, bor-der agencies can now efficiently link any biometric data with other information stored on travelers cre-dentials to help further expedite border processing.

While streamlining traffic flow is proving valuable at border checkpoints, it doesnt take much of a leap of imagination to see that the technology might even-tually play a key role in other high throughput envi-ronments such as airports, seaports and other Cus-toms verification check points.

BRINGING FACIAL RECOGNITION INTO PLAYAs facial recognition software continues to improve in accuracy and reliability, it, too, will inevitably wind its way into the border checkpoint toolkit. At some point, it might even replace the current retinal/iris scanning technologies used by GOES and NEXUS as the preferred screening solution.

Like other imaging technologies, limitations in processing power, bandwidth capacity, data compres-sion and storage efficiencies had been hampering the widespread adoption of facial recognition soft-warebut no more. With far fewer constraints, many facial recognition solutions are now able to integrate multiple image sensors (cameras) with portals that direct traffic flow. A subjects image can be captured

multiple times, collated and digitally stored using an algorithm matrix that analyzes specific facial features.

While the procedure requires high processor over-head from multiple software and hardware platforms, new open standards-based architecture, high-mega-pixel network cameras and sophisticated analytics are helping to accelerate the accuracy, reliability, usability and timely retrieval of these enhanced images.

AUGMENTING THE HUMAN FACTORIn the aftermath of 9/11, weve forever changed our views on vigilance against internal and external threats. Nowadays the average person has come to expect closer scrutiny and screening in nearly all as-pects of their daily livesfrom traffic cams and toll booth recorders to TSA advanced imaging machines at airports; omnipresent surveillance cameras in of-fice buildings, schools and shopping centers; and now even wearable cameras on police officers.Without technology to augment human screening, law enforcement and security staff would be quickly overwhelmed by the volume of tasks needing to be processed.Numerous studies conducted by the military and private enterprises have repeatedly demonstrated the inherent limitations on how well humans manage multiple tasks simultaneously. Considering the com-plexities of a border crossingor the similar chal-lenges of airport screeningwhich often includes country clearances, checking for contraband and identifying individuals on a watch listtechnology, of necessity, becomes a critical force multiplier.Technologies that can match an image with a known watch list can greatly reduce human error. Knowing that they have the support of these increasingly reli-able and sophisticated systems lowers security agents stress and enables them to function for longer periods of time with increased situational awareness.

ACKNOWLEDGING POSSIBLE DOWNSIDESThere are definitely measurable upsides to technolo-gies like worker and visitor credentials that make their future use imminent. While the goal of these types of systems is to allow greater authorized access, some may argue that the resultant higher throughput at our borders will present the opportunity for more unlaw-ful entry. The possibility certainly exists. But using these credential systems to pre-screen travelers will give agents more time to discern the subtle clues that can only be detected through human interaction.

Deploying additional technologies such as facial recognition against known watch lists also has a great upside in helping to detect persons of interest. As these solutions continue to mature the essential ques-tion becomes: How can we get smarter, faster and bet-ter at securing our borders?

WHAT THE NEXT INNOVATIONS MIGHT BEDue to a number of new developments in enhanced image quality, advanced compression and rapid stor-



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BORDER SECURITY


age and retrieval of relevant video, IP video has begun to outpace analog tech-nology, especially in high security envi-ronments. Increased processing power at the edge provides the opportunity

for manufacturers to embed greater in-telligence in the camera itselfsuch as motion detection, tampering alarms, cross-line detection and morewhich allows border agents to anticipate and

respond more quickly to threats.Now viewed as smarter edge appli-

ances, network cameras remove much of the legacy server overhead of the past because the software is managed

directly on the device rather than from the remote server. As processing power continues to grow, this new system con-figuration will ultimately pave the way for facial recognition programs operat-ing in-camera that are capable of ob-taining a target/suspect and report-ing that to a security agent far removed from the location.

But for these sophisticated analytic programs, often created by third-party developers, to succeed they need to fol-low a few basic tenets: Use anopenplatformwith a stan-

dards based approach, such as ON-VIF/Open Network Video Interface which allows them to work with other open applications.

Build on native applications thatprovide integration capabilities through APIs/Application program-ming interfaces, or use a services-based approach with a requisite software development kit/SDK.

Have the capability to leverage theenhanced processing capabilities of a robust processor within the device itself.

Conform to the inherent securityprotocols of a mature and secure operating system, a necessary pre-requisite to obtaining authorization to operate on a Federal or DoD/Military network.

BALANCING THE NEED FOR HOMELAND SECURITY AGAINST PERSONAL PRIVACYIts important to recognize that high-tech screening and surveillance come at a cost. The ongoing great debate on privacy versus ready access to informa-tion is definitely heating up.

There is no doubt that the interests of national security and the privacy of our society will often be at odds. How-ever, polls seem to indicate that a grow-ing percentage of people are okay with surrendering a bit of privacy if the end result is a safer, more secure world.

John Merlino is the business development manager for govern-ment programs for Axis Communications in North America.

The Game-Changing IDIS DirectIP Surveillance Solution Debuts at ISC West in April 2015.

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Untitled-2 1 1/14/15 11:02 AM




Untitled-5 1 1/16/15 2:00 PM


CHANGING THE LANDSCAPEWireless intrusion makes a big splash in commercial applicationsBy Neil Evans

In the past, wireless intrusion systems typically have not been the first choice for commercial applications in North America. Wireless intrusion solutions have been perceived as complicated systems with time-consuming installs, and the possibility for strong interference and constant on-site maintenance. However, as technology continues to advance, it has changed the landscape

of wireless intrusion and opened the door for commercial applicationsmaking wireless intrusion not only a viable option, but an ideal solution.

INTERFERENCE AND PRIVACYReliability and interference are long-standing concerns with wireless installations for commercial users with people and assets to protect, but evolutions in the tech-nology have addressed many of these concerns. Frequency hopping, an advance-ment in technology, enables for coverage of larger areas with fewer repeaters, stronger communication and better signals.

Frequency hopping allows an intrusion device, such as a motion detector, to hop around channels within the specified frequency at a constant pace to find the clearest signal, making it difficult to hack or penetrate because its constantly mov-ing. It takes a large frequency band, such as the 912-918 MHz band, and divides that into 50 channels, meaning less interference and increased robustness.

Adaptive path technology then finds the most efficient path to the intrusion panel so that, together with frequency hopping, devices always communicate op-timally. With adaptive path technology, if the repeater or path in which the device is talking to the panel becomes blocked or disrupted, the device will automati-cally find the easiest and best path to speak with the panel without third-party

troubleshooting. With a high transmission range, reliable wireless communication, transmission of images and audio clips can be achieved within / up to 2km / 2187 yards-line-of-sight. These technologies work together to ensure alarm events are not missed or misread, while extending the range of the signal.

In addition, although 128-bit encryption is nothing new in the intrusion space, coupling 128-bit encryption with frequency hopping adds another line of defense when it comes to privacy, particularly for commercial applications that are con-cerned with hackers or other impedances. This proven frequency technology is also used by Bluetooth technology and is part of 4G, the fourth generation of mobile telecommunications technology used in mobile devices today. These tech-nologies together mean such systems are sniff proof.

TWO-WAY COMMUNICATIONAnother advancement that has made wireless intrusion systems a successful solu-tion for the commercial market is two-way synchronous communication (TDMA). With traditional one-way devices, an alarm device sends a signal to the panel, say-ing it detected motion, for example. There is no communication between the two, and there is no way to know if the panel received the signal. Two-way devices allow for back and forth communication.

TDMA communication makes for an ideal commercial solution because there is less noise and each device can talk and understand each other without talking at the same time, particularly useful for applications with a significant number of devices. Ordered time slots for each device minimize collisions between signals and allow for more devices in an application.

WIRELESS TECHNOLOGYSashkin/Shutterstock.com

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Bring ultra-efficiency to your facility with our new WV-SFN480 ULTRA 360 camera. Built on the new i-PRO 4K Ultra HD imaging engine, the SFN480 produces a 9MP 3K x 3K fisheye image, capturing 360 degrees of crisp edge-to-edge image clarity and delivering virtually the same resolution and coverage area as four conventional 720p surveillance cameras. To make your business even more productive, the SFN480 (and the outdoor WV-SFV481) feature advanced analytics, helping you track and analyze customer movements in your store, including people counting and dwell time. The new standard in efficiency is the WV-SFN480 ULTRA 360.

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Untitled-5 1 1/15/15 12:26 PM

WIRELESS TECHNOLOGY

2 2

But, not all two-way communication works flawlessly. While a stronger bond is created between devices with two-way communication, strong interference, such as created by other devices and equipment in the area, can create issues. Thats where dividing a large frequency band into multiple channels teamed with 128-bit encryption, ensures reliability and privacy.

INSTALLATION AND MAINTENANCEPrivacy and reliable communication are a must for commercial intrusion applica-tions, but perhaps just as important is the installation and maintenance of the systems, which add to every business or locations bottom line. Advancements in wireless intrusion have addressed these issues as well, making such systems desir-able for commercial applications.

During the maintenance and troubleshooting phases of a project, full two-way communication comes in handy. The panel can give commands to each device, rather than only being able to accept a signal from it, and opens the door for pow-erful diagnostics and total remote management.

In addition, the adaptive path nature of cutting-edge wireless intrusion systems is a benefit not only during everyday use, but during installation and changes or renovations to a site. Installers no longer have to wait to install devices until an entire site has been completed or renovated and all equipment has been put in. In the past, problems could arise when a motion detector or other intrusion device was placed in a building and then renovations were completed or new machinery was installed that later caused disruption or interference with the alarm signals.

With new technology, intrusion systems can be installed at any phase of a con-struction project, because the devices will automatically troubleshoot transmission problems to speak with the panel.

Traditionally, installing large numbers of intrusion devices for a commercial application has been time-consuming and complicated, requiring the installer to go to each device, manually enroll it and determine whether the panel can hear it.

Newer technology allows installers and end users to do all this remotely. Installers can adjust and check on initial settings, troubleshoot sensitivity levels and diag-nose problems, without having to go to each device in person.

A quick enroll process displays a placement test right on each device during installation so that the installer can see via an LED light what the signal quality is without checking placement results on the keypad. Technology such as this saves both installer and end user time and money, as well as faster troubleshooting and less down time.

THE GREEN FACTORA secondary benefit to the efficiency of all these advancements, including adaptive path technology and frequency hopping, is significant battery savings. Because the intelligent intrusion devices find the easiest and closest way to speak with the panel, battery power isnt wasted on inefficient paths of communication or signals that go nowhere.

Technology allows for battery savings by using less power with standard bat-teries, so commercial users dont have to spend additional money on high-capacity batteries, just to see longer battery life. Battery life ranges from five to eight years, depending on the device.

Gone are the days when commercial applications shied away from wireless intrusion because of interference issues, communication problems, complicated installations or frequent troubleshooting. All of these technology improvements, including the convenience of easier maintenance and trouble-shooting, battery savings, and of course, highly reliable devices, have made wireless intrusion systems a strong contender for com-mercial applications.

Neil Evans is the senior product manager of hybrid systems for Tyco Security Products.

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PERIMETER SECURITY

2 4

PERIMETER BENEFITSThe world of physical security has changed in response to the pervasive threat of terrorism around the globe.By Greg Hamm

Most everyone is aware that crash-rated, anti-terrorist vehicle access control barriers, barricades, bollards and gates are standard security tools at government facilities, from embas-sies to courthouses and capitols to a host of other locales. They also tend to be quite visible at airports, especially lead-

ing onto the tarmac, in rental car facilities and at access to parking lots and struc-tures. More and more, such equipment is found at soft targets; ranging from ho-tels, arenas and other areas where many people congregate.

However, there are certain industries that are at the forefront for terrorist at-tacks and other forms of vandalism. These industries need to be protected more heavily than others. This starts with perimeter access. The following three indus-tries are at the top of this list.

PETRO-CHEMICAL FACILITIESThe first industry benefiting from crash-rated barriers is the petro-chemical indus-try. Refineries, storage areas, distribution centers, and other facilities need protec-tion so that the entire community does not have to face the repercussions of a terrorist attack. The vulnerability of the world economy to the loss of refining and delivery capacities is highly publicized. This has helped the petrochemical and hydrocarbon industries reach the apex of terrorists lists for car bombing.

Today, at production and distribution facilities, more is needed at checkpoints than simply verifying if a person is authorized to enter. Security systems must be

employed that can stop a vehicle, even one weighing 64,000 lbs going 50 mph, dead in its tracks. That vehicle must be stopped where you want it stopped.

Danger points at refineries, distribution centers or storage facilities are where lots of trucks come in and out each day. Just one terrorist with one truck could put a facility out of business for months. Thats why most major petrochemical and hydrocarbon processing companies, employ vehicle access control anti-terrorist barriers, bollards and gates. Companies such as Chevron, ExxonMobile, Conoco, BP, Shell and others employ them.

The most commonly used barriers will stop and destroy a truck weighing up to 15,000 lbs., traveling at 50 mph. In an emergency, the thick steel plates pop out of the ground within 1.5 seconds. When integrated properly into a total system, including fences, lights, alarms, gates and other security components, vehicle bar-riers are a key measure in preventing threats to sensitive resources.

Bollard systems operate individually or in groups up to 10. They are typically de-ployed in the up position and lowered only to allow authorized vehicles to pass. They go up and down quickly and are the perfect solution for entrances with high traffic.

The bollards employed in the oil and gas industry are tested to stop and destroy an attacking vehicle weighing 15,000 lbs moving at 50 mph.

In addition to barriers and bollards, crash gates are also used at oil and gas producing, distribution and storage facilities literally around the globe, from South Africa to North America. A linear crash gate will withstand the impact of a 15,000 lb vehicle striking the gate at 50 mph. Clear openings range from 12 to 30 feet.

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Untitled-3 1 12/11/14 3:31 PMGo to sp.hotims.com and enter 23 for product information.

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isthe

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PERIMETER SECURITY


PUBLIC WATER AND OTHER UTILITY COMPANIESTreatment plants, dams and other util-ity locations are at risk if the wrong individual is able to get to them. A major problem is that they are often in remote locations, making them an easy target for terrorists. A barrier will keep

a harmful person or vehicle out, detain them and alert the proper authorities of the breach.

For this reason, leading public water supply and control districts including the Federal Bureau of Reclamation, the Tennessee Valley Authority and other major utilities use barricades, bollards

and crash gates to protect dams, canals, treatment plants and other infrastruc-ture facilities. A favored barricade for remote locations is one that incorpo-rates a special locking system which prevents terrorists from disabling or dis-mantling it. Because the barricade is in a remote area, it needs to be especially

reliable. Although set in a foundation only 18 inches deep, the barricade will survive and operate after a 5.4 million foot pound impact, protecting against a second hit from another vehicle. Thats equivalent to a 65,000 lb truck hitting it at 50 mph. Typically, the barricade is furnished with a debris screen which re-duces visual and physical access to the intra-barricade for security and safety purposes. It will also deflect explosives, such as hand grenades.

CRUISE PORTSAt cruise lines and other port destina-tions, a barrier will stop any speeding automobile from getting past guard posts. The Port of Sydney Harbour and many other cruise destinations employ barricades, bollards, crash gates and other vehicle access units to protect passengers, employees, and cargo and infrastructure facilities. The anti-terrorist barriers that protect the international cruise ship terminal in Sydney will lie flat in the road until activated, at which point they spring up at a 45-degree angle and effectively stop a speeding vehicle in its tracks.

In Sydney, vehicles not authorized to enter simply cannot get past the guard post at the Overseas Passenger Terminal at Circular Quay where ap-proximately 90 vessels dock during the busy summer months. More than 160,000 passengers today are protected from vehicle assault per year.

WHEREVER VEHICLE ATTACK IS A POSSIBILITYIts self-evident that the world of physi-cal security has changed in response to the pervasive threat of terrorism around the globe. Where many facility managers were once criticized for tak-ing extreme and expensive perimeter security measures, the question today is not whether to implement them, but simply how best to do it.

Whether you work in petro-chem-icals, marine transportation, public waterworks or any other industry that makes a good target for terrorist vehicle attack, you can protect your employees, customers and the entire community with a crash-rated se-curity barrier.

Greg Hamm is vice president of sales and marketing for Delta Scientific.PRUVHZDWFKPDQVFRP

Store, manage and control keys, cards and small assets more securely and efficiently with KeyWatcher Touch. Access is limited to authorized users, and all transactions are recorded with detailed reports available. The system will even automatically email transactional information to any user at any time. And KeyWatchers convenient touchscreen makes removing and returning keys easier than ever. With our modular design and full scalability, its easy to see how we keep making key management better. Thats Morse Watchmans outside the box thinking right inside the box.

Untitled-4 1 10/2/14 2:58 PMGo to sp.hotims.com and enter 3 for product information.

0315sec_024_026_Hamm_v4.indd 26 2/18/15 3:52 PM

DealerStrategiesBrought to you by

DealerStrategiesVolume 5 | Issue 2 | March 2015

WWW. S E C U R I T Y - T O DAY. C OM DS1

SAFE AND SECURE

DS6

SECURING ACCESS CONTROLMaking sure your customers are able to secure contactless card-based systems DS18

KEEPING SALES AT FULL STRENGTHSuccessful companies look for fulltime, year round staff DS14

NOW TRENDINGThe connected home is here to stay DS12

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Untitled-5 1 1/30/15 3:54 PM

WWW. S E C U R I T Y - T O DAY. C OM DS3

ED

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SBy Ralph C. Jensen

EDITORIAL STAFF

Editor-in-Chief/Associate Publisher Ralph C. Jensen

Senior Editor Lindsay Page

E-news Editor Brent Dirks

Content Development Matt Holden

ART STAFF

Art Director Dale Chinn

PRODUCTION STAFF

Director, Print and Online Production David Seymour

Production Coordinator Teresa Antonio

SALES

Randy Easton 678-401-5543

Brian Rendine 972-687-6761

Sam Baird +44 1883 715 697

Jane Dai +86-755-26289889

Peter Kao +886-2-2949-6412

SECURITY, SAFETY, AND HEALTH GROUP

President & Group Publisher Kevin OGrady

Group Circulation Director Margaret Perry

Group Marketing Director Susan May

Group Website Manager Scott Newhouse

Group Webinar Administrator Tammy Renne

Group Social Media Editor Ginger Hill

Chief Executive Officer Rajeev Kapur

Senior Vice President & Chief Financial Officer Richard Vitale

Chief Operating Officer Henry Allain

Executive Vice President Michael J. Valenti

Vice President, Information Technology & Erik A. Lindgren Application Development

Vice President, Event Operations David F. Myers

Chairman of the Board Jeffrey S. Klein

REACHING THE STAFF

Staff may be reached via e-mail, telephone, fax or mail. A list of editors and contact information also is available online at www.security-today.com.

E-mail: To e-mail any member of the staff, please use the following form: [email protected]

Dallas Office (weekdays, 8:30 a.m. 5:30 p.m. CT) Telephone (972) 687-6700; Fax (972) 687-6799 14901 Quorum Dr., Suite 425, Dallas, TX 75254

Corporate Office (weekdays, 8:30 a.m. 5:30 p.m. PT) Telephone (818) 814-5200; Fax (818) 734-1522 9201 Oakdale Avenue, Suite 101, Chatsworth, CA 91311


Volume 5, No. 2

DealerStrategiesPreparing the Integrator for TomorrowDo you know the way to San Jose? A popular song from way back when is still relevant today if you take into account the number a startup businesses trying to make a name for themselves. San Jose, or Silicon Valley, is home to some of the largest high-tech firms in the world.

Silicon Valley is a smart place to be.I took the opportunity to travel to San Jose to sit down with Ajay Jain, president and CEO of

Quantum Secure. Not only is Ajay a good friend, but he is smarter than all get out.About 10 years ago, Jain and Quantum Secure introduced the industrys first physical identity and

access management (PIAM) platform. Their first customer was Symantec Corp. and today they have a laundry list of end users whose names would be easy to recognize.

Dealers and integrators had to step up their game to include this software (SAFE) advantage in security specs and design. This isnt your grandpas identity management platform. Just look at Quantum Secures security in-

dustry partners, including Tyco, Siemens, Johnson Controls, United Technologies/Lenel, HID, Oracle, Microsoft and SAP, to name a

few. Quantum is providing a best in class experience for the end user, and would be happy to include that dealer/integra-

tor in the program.The solution is perfect for the integrator to recom-

mend for small- and medium-sized businesses. SMBs are able to easily integrate their cloud PIAM solution with human resources, contractor management and many other in-office departments. The solution goes

hand-in-hand with physical access control and other se-curity systems in place.

For regulated communities such as healthcare, SAFE can manage access for visitors, contractors and venders in the

hospital setting. Identity management is a compliant factor in the healthcare industry.

I hope you will enjoy the cover story, and the rest of our Dealer Strategies publication.

DS4 INDUSTRY CONSULTANT WHO IS SERVICING YOUR CLIENTS? By Charlie Howell

DS6 COVER STORY SAFE AND SECURE By Ralph C. Jensen

DS12 NOW TRENDING By Ginger Hill

DS14 KEEPING SALES AT FULL STRENGTH By Robert Ogle

DS18 SECURING ACCESS CONTROL By Scott Lindley

DS22 MAKING RECOMMENDATIONS By Zac Ellet

ON THE COVERAjay Jain, the founder and CEO of Quantum Secure, has been a visionary in bringing a physical identity and access management platform to the security industry.

TABLE OF CONTENTS

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By Charlie Howell

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A phrase I continually use is the lifecycle management of secu-rity systems. Every system, whether integrated or not, will need maintenance at some point throughout its life. It could be a door contact getting damaged, a magnet falling off, or a legitimate unit gone bad, but something will require a technician to work on that system you just installed. So, who will it be?

Most integrators I know answer that with Well, me, of course. I installed it and I will void the warranty if anybody else touches it. To those integrators, I would say you would be surprised at how many end users dont return a call to the company that just installed the system to provide maintenance on it, and here is why.

One of my end user clients called me about a month ago, which was about two months after the project closeout, and asked who they should call to repair a door contact on a door that they had changed out. It is a common drill in a building where a door gets damaged and is changed out and the door contact and magnet on the door are an afterthought when the alarm doesnt set that evening.

I asked my client why they didnt call the integrator that had just installed it. The answer was It wasnt de-fective and it didnt break. We broke it and now need to reinstall it. The funniest thing was that there was no association in the clients mind that they could pay the integrator for a modification, addition or changes in the system once the install was complete but the war-ranty period was still active.

I attribute the end result in my example to the lack of lifecycle management support most integrators give

their end user clients. As projects close out, I con-tinually notice a general lack of concern for be-

ing the resource for that end user client even after the install.

What is the path to correct this? I an-swer that question with a question: how is your service department handling Life-cycle Management for your completed projects?

I can say as an industry, the service of clients has been the least dealt with item in the end user management. As integrators, there should be four divi-sions of every integrator no matter how big or small. There should be a sales, engineering, installation, and service division for every integrator. These roles may be shared among single positions but they have to be addressed.

In my experience in representing

end user clients that deal with integrators, it is common that clients start off liking their integrator at the beginning of the installation process. It is less common that they are as happy with the integrator at the end of the instal-lation process whether the problems are valid or not. It is even less common that the integrator goes back after the installation is complete to check on the clients use of the system and their satisfaction. The reason integrators I have asked give is that the installers move on to the next project once the installa-tion is complete; the service technicians are out fixing broken systems and the sales team are searching for new potential clients.

So, who is going to take the time to go and check up on a client, remind them that they have a resource for their security needs, and assure the end user client that they have a partner in the lifecycle of their security system?

It may sound like a small, even unimportant thing, but its huge to the end user client. From the end user perspective its annoying when a sales person continually nags about projects or invitations to events or ballgames but when there is a legitimate move, add or change to be made then they are left search-ing for the service technician. At that moment is when they are about to be serviced by somebody else.

I assure you, an end user that needs a move, add, change, or repair to their system(s) will have it done by somebody and if it was your install but you are not relevant in their mind they are not going to come back to you for the next thing. The end user requirements are a simple tri-factor calculation: know the system, pay attention to me and dont break it. Obviously, cost is always at the table but this tri-factor is the basis for whether or not you get called back.

As an integrator there are a couple of things that will help ensure that you are the resource that gets called for this work. First, be relevant and known to the end user. If you are the installer of the system then your commissioning and training process should be completed by your lifecycle management/ser-vice team. It will be their task to start building a trust circle and relationship of relevancy at this stage.

Make sure they know how to get in touch with your firm whether its a warranty service call, an add, move or change, or a simple question about the operation of the system(s).

Second, go back after the system is complete and the project close out doc-umentation is submitted to check on the operation of the system and answer any questions that may have cropped up.

Third, schedule a pre-warranty expiration visit to repair anything that may be covered under warranty but more importantly to let them know that warranty will be expiring and they need to decide if they want multiple year maintenance contract to continue this service.

Fourth, show them that you know their system. Do a system health check and show it to them. This system health check should either be done by a re-port from the software, a checklist of their products, or a list of their installed components with a listing of any errors/failures/repairs that have been made.

These four steps establish the basis of the lifecycle management effort that would not only ensure continued business from end user clients but also is something not being currently done well by most integrators. So, in the end who is servicing your clients needs?

WHO IS SERVICING YOUR CLIENTS?

Charlie Howell is the president and CEO of Division 28 Consulting.

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By Ralph C. Jensen

Jumping into the security industry was a cal-culated and well-planned venture for Quan-tum Secure. In fact, company president and CEO, Ajay Jain, walked a few tradeshows and talked to potential customers before making the leap.

Taking the plunge in 2005, Quantum Secures truly disruptive and innovative thinking led them to introduce the industrys first physical identity and access management (PIAM) platform, along with its SAFE software suite. Symantec Corpora-tion became their first customer in 2007, and the

rest is history. Quantum Secure is now known as a leader for managing the physical security identity lifecycle and automating the associated access priv-ileges and processes such as compliance to regula-tions, on/off-boarding and identity analytics.

As part of the SAFE software suite, we have created a host of enterprise applications that help automate physical security functions such as physi-cal identity management, role-based access, self-service access administration, audit and compliance management into a single, web-based interface that is easy to manage and use, Jain said. Customers

walk away with automated processes from HR to the doors, thereby decreasing the risk posture of the organization and related operational cost.

TO MARKET WITH PARTNERSHIPSBy getting SAFE to the market, Quantum Secure has partnered with many industry leaders in both the physical and logical security space including Tyco, Siemens, Johnson Controls, United Technologies/Lenel, HID, Oracle, Microsoft, SAP, etc. to provide a best-in-class experience in solution deployment and consulting to organizations worldwide.

SAFE AND SECURECover Story

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Physical security departments are now plugged into the corporate backbone along with their IT counterpart to manage overall risks and compliance disciplines, Jain said. They no longer operate in silos, and PIAM is that glue.

The adoption of the PIAM glue is increasing dramatically in the corporate, government and semi-government world; however, not all dealers, integra-tors or consultants are plugged in yet. Additionally, the level of SAFE deployment requires hands-on training by professionals who are IT-security savvy with business process re-engineering skills.

Customers that show a need to manage com-pliance with industry or internal standards have shown a preference to include SAFE. Several large international airports including San Francisco In-ternational, Phoenix, Seattle and Torontos Pear-son International Airport have adopted SAFE to automate their badging process and manage the complexities of complying with TSA and related regulations. With thousands of credentials issued and managed monthly, San Francisco Airport, for example, reported that they reduced processing time by 35 percent in just the first year using the solution, translating to $14 per credential. Many large corporate customers like Oracle, AT&T, Adobe

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