Security Systems News

February 2011

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SECURITY SYSTEMS NEWS FEBRUARY 2011 SUPPLIERS 31 BRIEFS New space for DMP SPRINGFIELD, Mo.—Digital Monitoring Products (DMP), a manufacturer of innovative intrusion, fire, access control, network and cellular communication products made in the United States, in January broke ground for its fourth and largest expansion, the addition of 35,000 square feet of new manufactur- ing and warehouse space here. “All signs point to continued growth for DMP,” said VP of corporate services Steve Powell in a statement. “Business has been very good, and we need the additional space to accommodate expected future growth.” The DMP facility, originally built in 2000, has undergone three major expansions. The new construction will be completed in April. Additional hiring is planned to staff the expanded pro- duction and warehouse areas. Fluidmesh and Wavestore partner BOSTON—Fluidmesh Networks, a provider of wireless IP backhauling systems, and Wavestore, a provider of professional DVR, NVR, and HVR solu- tions, in December entered into a tech- nology partnership to offer integrators a surveillance solution. Together, Fluidmesh and Wavestore aim to deliver a flexible, scalable and affordable video surveillance solution for municipalities, industrial plants, schools, airports, seaports and mari- nas, archaeological sites, resorts, theme parks, arenas, and more. Cosimo Malesci, vice president of sales & marketing for Fluidmesh, said in a statement that, “Recording plays a key role in the quality of a video sur- veillance system and we are glad to be able to work with them to guarantee world class performances to our cus- tomers.” Next Level at NRF CARLSBAD, Calif.—Next Level Security Systems, a developer of unified, net- worked security solutions, partnered with Axis Communications at the January National Retail Federation Big Show. NLSS touted its flagship product, the NLSS Gateway, which integrates sub- systems including video management, IP access control, video analytics and intrusion into one platform. This integra- tion occurs at the point of manufacture, reducing complex custom integration at the end user site, an approach that enables information from all systems to be immediately correlated to provide retailers with a comprehensive view of LP and store operations, according to NLSS. Combined with Axis Communications cameras, retailers can gather high-qual- ity images that enable LP investigators to quickly identify perpetrators and close cases, NLSS said. PARTNERSHIPS GVI looks to next phase By Martha Entwistle CARROLLTON, Texas— GVI and Samsung Techwin America announced Dec 17 that GVI would no longer be the master dis- tributor for Samsung, effective Jan. 1. Executives from both companies said the 11-year partnership had run its course and characterized the split as amicable. The separation will end some market confusion and enable new growth opportuni- ties, GVI Security CEO Steve Walin told Security Systems News. Steve Walin A key phase in the partnership came after Samsung Electronics sold its CCTV business to Samsung Techwin America in October of 2009. In January of 2010, GVI and Samsung announced an agreement where the two would share the market in North America for three years. “Samsung planned to focus on the large systems integrators, while GVI would go after whole- sale distributors and small- and medium-sized dealers,” Walin said. Despite their best intentions, the arrangement didn’t work. The two decided to end the agreement after one year rather than three. How does this separation affect GVI? GVI has always had its own branded security prod- ucts, Walin noted. About a year ago, GVI acquired a company called PacketNVR. Its owner, Tom Galvin, an industry veteran who previously had worked for Verint and run GE Security’s video security business, was developing a “mid mass-market video management software for IP,” Walin explained. “We acquired them a year ago, fin- ished the product, added hard- ware and introduced it as GVI’s autoIP line.” What’s in store for 2011? “Our plan includes both organic and inorganic growth strategies,” Walin said. GVI became private in October 2009, when it was purchased by GenNx360 Capital Partners. SSN Samsung realigns By Martha Entwistle RIDGEFIELD PARK, N.J.— Samsung Techwin America announced in December that it is parting ways with its master distributor, GVI Security. As of Jan. 1, distributors and integra- tors will now be served through Samsung’s headquarters here. This realignment gives Samsung an opportunity to work more closely with dis- tributors and systems integra- tors, Frank De Fina, Samsung senior VP sales and marketing told Security Systems News. De Fina said he’s eager to “invest and fund activities” that help those partners increase their business and take advantage of Samsung’s in house expertise. Specifically, Defina said he’s developing a new Samsung sales force that’s dedicated to working with Samsung’s systems integration partners. Integrators are looking for help from manufacturers to find jobs, he said, and these Samsung sales people “will be dedicated to helping them find business.” “I’ll have at least eight people out there soon,” he said. This makes good business sense for Samsung, he said. Fostering this working relationship will also foster loyalty to and understand- ing of the Samsung products and business. “I’d rather work with a good handful of viable integra- tors than have a little piece of thousands,” he said. De Fina emphasized that the separation with GVI is “very amicable.” Discussions have been underway for some time he said, adding that it’s no secret that GVI is developing its own product line that would make it a direct competitor. De Fina said GVI had been “a good partner for us and we wish them well.” SSN 3VR gets $17 m infusion 3VR will invest in channel partnerships, new vertical markets By Martha Entwistle SAN FRANCISCO—For intelli- gent analytics and search solution provider 3VR, the coming year “will be very much about the channel partners,” 3VR’s CMO Aisling MacRunnels told Security Systems News on Dec. 27. And 3VR will use its recently closed $17 million round of funding to invest in its channel partnerships, as well as to expand its presence in certain vertical markets and grow globally, she said. “Some of the regional guys have been early adopters [inte- grators such as SSI in California, Gilbertson in Pennsylvania and Convergint in Chicago]. They real- ize they can offer managed services with the 3VR platform,” MacRunnels said. 3VR sees an opportu- nity, she said, as more inte- grators look to differenti- ate themselves and create an RMR stream with managed services. Integrators offering what MacRunnels called “true secu- A. MacRunnels rity intelligence” to end users will “start to characterize the security industry and the security integra- tor into 2011,” she predicted. Time is critical when it comes to security, she said, and 3VR can work quickly enough to “make video actionable.” In a very short time, a customer can scan hours and hours of video for faces, license plates, colors, objects moved, and more, and MacRunnels predicts there will be increasing demand for action- able video. In addition, integrators can 3VR see page 32 Genetec acquires Sipelia By Martha Entwistle MONTREAL—In a buy that brings “personnel and prod- ucts,” Genetec, a provider of physical and IP security solu- tions, announced Dec. 15 it had acquired Sipelia, a seven-person privately-held software company based in Paris, France. Sipelia’s co-founders, Jose Breval and Remi Breval, will enhance Genetec’s Professional Services offered to channel partners, Alain Cote, Genetec EVP, told Security Systems News. The acquisition brings two important capabilities to Genetec, he said. First, it brings in house development of Plan Manager. Plan Manager is an interac- tive map- based com- mand-and- control appli- cation built by Sipelia for use with Genetec’s Alain Cote IP video surveillance system, Omnicast, using Omnicast’s soft- ware development kit (SDK). Second, the buy expands Genetec’s custom solutions devel- opment team. Jose Breval will become the worldwide head of custom solutions for Genetec, leading the development and management of that team. Breval has 20 years’ experience doing custom software development. “We now will have custom solutions [resources] that we didn’t have before. We only had those resources in North America,” Cote said. “The idea is to provide more complex, higher-end custom solu- tions...when there is a job that’s beyond the reach of most systems integrators,” he said. “We are not out to replace the systems integrator,” he empha- sized, “but when there’s a need for more in depth knowledge we have a team to help out.” Remi Breval, the son of Jose Breval, whom Cote referred to as a “genius software developer” and the “main mind behind Plan Manager,” will be the technical lead from a programming perspec- tive on Plan Manager. The Sipelia staff will continue to be based in Paris. SSN

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