Issue link: http://read.dmtmag.com/i/31496
16 COMMERCIAL & SYSTEMS INTEGRATORS www.securitysystemsnews.com FEBRUARY 2011 SECURITY SYSTEMS NEWS A host of services at Altec “At some point this year, RMR MARIETTA, Ga.—Altec Systems “dipped its toe in the water” of managed services about four years ago, and today it offers not only hosted access control and remote guarding, but a number of IT services, such as hosted desktop, phone, email and serv- ers as well. The new business model is working so well that the com- pany is just as likely to lead with an IT sale as it is with a security sale, said Tim Feury, president of Altec Systems. And the move to managed services—“from selling a box to selling a service”—has paid off in RMR growth, particularly on the IT side. from our hosted IT and cloud offerings will surpass our RMR for physical security,” Feury said. “We really started to go to market Georgia integrator does hosted access and hosted IT services By Martha Entwistle years ago. “She has a background in IT and is a Six Sigma Black Belt,” he noted. Altec has been in business since 1994. It has 13 employees and does work in 30 states. A member of PSA Security, the company works with other PSA compa- nies when it does work outside of Georgia. Its typical job is in the $25,000 to $150,000 space, Feury said. Mary Feury Tim Feury with the cloud services late last year and we’ve been doing security for 15 years.” It was helpful, of course, that Feury’s wife, Mary Feury, joined the company two It works with Connect One for its hosted access control. “For one- to four doors the only thing we offer is the hosted model,” he said. In the future, he said, he hopes to “sell nothing but hosted or managed access control.” ALTEC see page 17 Back to South Bend Per Mar acquires second South Bend business By Tess Nacelewicz DAVENPORT, Iowa—Per Mar Security Services, which expanded into Indiana a few months ago with the acquisition of Mishawaka-based Indiana Security, made a second acqui- sition in Indiana’s South Bend market. Per Mar—which is based here and has 21 branch offices in Iowa, Wisconsin, Illinois, Minnesota and Nebraska as well as Indiana—announced that as of Dec. 1 it had acquired the customer base of Digital Alarm Systems, a 28-year-old security company based in Elkhart, Ind., just outside South Bend. Brad Tolliver, Per Mar’s VP/GM Electronic Security declined to say how many accounts Digital had or to discuss the terms of the acqui- sition, but said, “It was an attractive growth opportunity for us.” Digital, which is 70 percent commercial, will be folded into Per Mar’s new South Bend office, Tolliver said. Tolliver said: “We’ve got a sound infrastructure there and we want to grow overall and be able to offer some enhanced services to the customer base, being that we’re a full-service security provider. We’re look- ing ultimately to offer guard response or guard services as well as the large-scale fire busi- ness in that market.” SSN Schneider/Pelco realign Channel conflict not a concern then; it’s less of a concern now and By Martha Entwistle CHICAGO—Pe l c o Schneider Electric Buildings Department have realigned key functions of the organization to bring them all under a common leadership, Schneider Electric executives recently told Security Systems News. This realignment, “will allow us to better deliver security solutions, in addition to prod- ucts,” said Kevin McCaughey, VP security solutions, Schneider Electric Buildings Business. In July 2010, former Pelco CEO Dean Meyer became EVP of Buildings Business at Schneider Electric. Since July, “we have realigned the entire management structure of Pelco with the management structure of the buildings busi- ness [sales, technical support, marketing, finance, manufac- turing/logistics, and customer solutions],” said Herve Fages, VP global product marketing for Schneider Electric Building Business. (Before the realign- ment, Fages’ title was Pelco chief marketing officer.) At ASIS 2010, there was one booth for Schneider Electric and one for Schneider Electric Building business. Next year, they will be combined. Likewise at ISC West 2011, where Schneider Building has never had a presence before. Channel conflict hasn’t been a problem in the past, Fages said, because Pelco dealers typically do not do the large enterprise jobs that Schneider branch offices do. However, should conflict arise, Fages said, “the people in charge of the chan- nels now sit on the same team, attend the same staff meetings, (and) report to the same execu- tive manager ... There would be a faster path to resolve any of those situations.” SSN Kratos/ HBE BRIEFS discuss future By Martha Entwistle PALM SPRINGS, Calif.—With the official close of the Kratos/Henry Brothers deal on Dec. 15, the integration of Henry Brothers is underway and Jim Henry, former owner of Henry Brothers, attended the Kratos’ annual management off-site meeting that took place here, beginning Jan 10. “This is a meeting hosted by Eric DeMarco, our CEO, which brings in the senior management of the company to discuss strat- egy, synergies between operating units and financial planning and projections,” Ben Goodwin, presi- dent, Public Safety & Security Solutions seg- ment (PSS) of Kratos Defense & Security Solutions told Security Systems News. “As EVP of Ben Goodwin our Public Safety and Security Segment Jim [Henry] is a key part of our team and we have been working very closely since the transaction closed on Dec. 15 to ensure a smooth integration of the operations,” Goodwin added. Goodwin called Henry an “icon” and said Henry will be instrumental in “helping to guide us to the next plateau of growth and success with Kratos.” Following that meeting, Kratos planned to hold its annual sales kick-off meeting for PSS. That meeting brings the sales force of the merged operations “together for briefings on the combined company and laying out our new branding and objectives for 2011,” Goodwin explained. He said the PSS group is now working closely with the Kratos Government Solutions Group,“pursuing large DOD opportunities which involve phys- ical security systems and where the customer is already aware and in many cases working with our sister divisions.” SSN ASG prepares for 10th annual summit BEAVERTON, Ore.—Aronson Security Group is making final preparations for its tenth annual ASG Security Summit, which will take place in Seattle, Wash. on March 8, Mike Kobelin, Oregon director of sales for ASG told Security Systems News. The summit will feature four keynoters including Mike Howard from Microsoft and Bob Hayes of the Security Executive Council. Kobelin characterized the sum- mit, which draws about 400 of ASG’s cli- ents and prospective clients, as “a great conversation, where attendees share ideas and discuss what’s going on in their worlds.” For more information, visit www.aronsonsecurity.com. Security-Net announces partnership ROCHESTER, N.Y.—Lenel Systems, a provider of enterprise software and integrated systems for corporate and government security customers, and Security-Net, a network of indepen- dent systems integrators across North America, announced Jan. 5 an expan- sion of their relationship that develops opportunities for Lenel Systems and grows Security-Net’s national accounts product offering. The agreement expands solutions available from Security-Net to include Lenel’s integrated security management systems—OnGuard, Facility Commander Wnx and Picture Perfect. “Security-Net members have estab- lished themselves as preferred partners for many recognized manufacturers ... Our commitment to UTC Fire & Security is anchored at the technician level, where we have over 230 technicians nation- wide certified in the company’s product offerings,” said Tom Asp, president of Security-Net, in a prepared statement. Kudos for Kratos SAN DIEGO—Kratos Defense & Security Solutions announced in December that it was awarded the “Corporate Dealmaker of the Year” in recognition of its acqui- sition of Henry Bros. Electronics (HBE), DEI Services and Gichner Holdings Inc. “These acquisitions position Kratos to pursue and bid on larger national secu- rity programs and contract opportuni- ties,” according to a Kratos statement. Ed Lake, EVP, Kratos’ Government Services Segment, Mergers and Acquisitions, said in a statement: “We are particularly proud of our ability to identify premier businesses which close- ly align with the Kratos strategy, while paying transaction valuations which are favorable to the Kratos shareholders.”