Issue link: http://read.dmtmag.com/i/31791
38 SUPPLIERS www.securitysystemsnews.com JUNE 2011 SECURITY SYSTEMS NEWS Samsung squad has mission SNA Group feeds leads to Samsung’s Strategic Integrator Program By Martha Entwistle RIDGEFIELD PARK, N.J— Samsung’s “sales generation squad,” a new business develop- ment team dedicated to working with Samsung integrators, is up and running, according to Frank DeFina, Samsung senior VP sales and marketing for Samsung, which is headquar- tered here. DeFina told Security Systems News of his plans to build this team in December. “We’ve hired seven of the targeted eight sales- people and have deployed them in Boston, Washington, D.C., Atlanta, Dallas, Pittsburgh, and Detroit,” DeFina said. “Their mission is to devote 90 percent of their activity to finding opportunities at the end-user level and then driving those sales to our strategic integrators,” he added. All seven squad mem- bers, who are officially called busi- ness devel- opment Frank DeFina specialists, have varied secu- rity-specific experience. “We’re fortunate that they represent manufacturing, distribution, and systems integration and thus are an ideal team in terms of understanding the nuances of those channels.” The integrators that directly benefit from the work of the sales generation squad are those in Samsung’s Strategic Integrator Program, a group that DeFina says includes integrators of all sizes. One benefit for integrators, DeFina said, is that the squad “brings opportunities to them, including non-Samsung projects that they may uncover in the course of normal business. We bring these to the integra- tor as well, even though they may not be video-surveillance related.” SSN TimeSight gets new funds ‘Video lifecycle management’ maker plans to hire, expand By Martha Entwistle MT. LAUREL, N.J.—TimeSight Systems, known for its “video lifecycle management” solution, announced in May it has secured another round of funding and added a new investor. The company received $3,184,170 in new funds, accord- ing to an April 21 SEC filing. The new investor is Contour Venture Partners of New York, which joins existing institutional investor, New Venture Partners, and a group of angel investors called “Jump Start” who have provided funding in the past and who also joined in on this round, Rob Rosenberg, a partner at New Venture, told Security Systems News. “As any young company, it’s all about how many customers can I reach,” said Charles Foley, TimeSight CEO. “This funding is earmarked to help us reach more customers, put more feet on the street. We’ll have more sales people and technicians and we’ll expand our marketing initiative.” Noting that Europe is a “rich surveillance market,” he said TimeSight intends to expand there as well. TimeSight’s “video lifecycle management” technology com- presses video surveillance files over a certain period of time. The specific timeline is deter- mined by the business rules of the customer. Foley said the technology enables customers to “hold high-resolution files for a long time at a fraction of the cost of [simply using] tra- ditional storage.” It can reduce video sur- veillance infrastruc- ture needs “by up to 70 to 90 percent,” he said. He said Jerry’s Rob Rosenberg Nuggett, a Las Vegas casino, is a recent customer that, using TimeSight, was able to reduce TIMESIGHT see page 39 Cisco and ADT partner CHICAGO—ADT has worked with Cisco for several years, but that relationship has accelerated in the past 18 months as the two jointly develop products and services for ADT’s commercial customers, Jim Lantrip, ADT director of integration strategy told Security Systems News dur- ing a May media summit here. “The relationship came to a new level because of the lead- ership of John Kenning [ADT Commercial president],” Lantrip said. Among several projects ADT and Cisco are collaborat- ing on is digital media signage. “It can be used for any kind of marketing data during normal times, and during an emergency situation it can be used to direct the IT department.” —Jim Lantrip, ADT people to a safe environment,” Lantrip explained. ADT is also using Cisco’s network assess- ment tools, Lantrip said, which greatly facilitates the assesse- ment process. Are ADT commercial custom- ers typically installing parallel “We can get creative with BRIEFS upgrades Keyscan By Daniel Gelinas Partnership betweeen ADT Commercial and Cisco accelerates By Martha Entwistle networks or using their own production networks? It’s important to do the proper network assessment, and under- stand how the system will be accessed, Lantrip said. But typically the production network can be used. Usually, “we can get creative with the IT department and overcome those challenges,” he said. The goal, said Bill Stuntz, Cisco VP physical security business unit, is to “make secu- rity one of the business systems you run on the network so you can bring more value to the company.” SSN MONTREAL—The Security Network of America (SNA) announced April 14 an evolved partnership with access control provider Keyscan for centrally hosted access control. Last year, SNA selected Keyscan as an approved vendor for managed access control in which Keyscan managed a local access control solution that the central station had on site. The April 14 announcement allows Keyscan to host a fully remote access control solution for SNA shareholder centrals. “With centrally managed access control, you need to spend money on servers, IT infrastructure, bandwidth. There’s an investment, and that’s caused a delay to people getting into centrally managed access control,” said Keyscan director of marketing Steve Dentinger. “Now SNA shareholders can get into centrally managed access control. They can get in on the RMR that centrally managed access control offers since this partnership eliminates the bar- rier to entry. Up to now, it’s been a stumbling block for them.” Stanley Oppenheim, president of SNA member central station DGA Security, said: “Keyscan will host all the access control from their facility. This has a number of advantages. It is ideal for a company that wants to test the market, but isn’t sure they want to commit.” “They can build a base of customers before making that cost commitment. Also, it will be a permanent solution for many.” SNA was founded in 1988 as an alliance of independent security companies with central monitoring stations.The group’s dynamic with manufacturers led to the development of SNA’s Approved Vendor Program, which provides partnerships with vetted security product manufacturers and distribu- tors. “The Keyscan product has been very successful and there are many SNA companies using it with great success today,” Oppenheim said. SSN DVTel’s ioimage deployed in Louisiana RIDGEFIELD PARK, N.J.—DVTel a security management software pro- vider, announced in May that the Elayn Hunt Correctional Center in St. Gabriel, La. has installed DVTel’s ioimage intel- ligent video analytic cameras to assist in providing improved perimeter protec- tion for its skilled nursing facility and a nearby cell block area where prison inmates are locked down in their cells the majority of the day. The facility uses ioimage cameras with onboard video analytics to estab- lish a virtual fence within the perim- eter 24x7. Upon a registered activation, the smart cameras stream video of a potential intruder in the restricted area across the network. With smart cam- eras maintaining a watch of the perim- eter and generating alarms, the facility may reduce the need for manned guard towers. In addition, the video from an alert highlights and identifies the sub- ject, providing timely information for command center operators needing to quickly assess threat levels. IndigoVision’s CC is Intransa-certified EDISON, N.J.— IndigoVision, a manu- facturer of IP video security solutions, announced in May the certification of its Security Management Software, SMS 4, by Intransa for their Maximum Flexibility and Maximum Choice product lines. The Intransa Technology Lab partner certification program has tested hun- dreds of software and hardware prod- ucts, according to a release. Each prod- uct that demonstrates risk-free integra- tion with the Intransa VideoAppliance family achieves the certified level. IndigoVision’s certified software appli- cation is available as a preloaded option with Intransa VideoAppliance for simpli- fied installation. “We’ve had customers for sev- eral years deploying Intransa and IndigoVision together, and now others will be able to take advantage of even closer integration,” said George Vaiser, vice president, video system applica- tions, Intransa, in a prepared statement. “This partnership is of tremendous ben- efit to both our physical security cus- tomers and our channel partners.” Pelco rewards loyalty CLOVIS, Calif.—Pelco by Schneider Electric officials in May announced a new reward program aimed at delivering discounts, rebates, training and support to their partners. Company representa- tives say the program was created to help customers in the U.S. and Canada build their business and increase their profits. Partner Advantage is structured to align partners into one of four tiers (Platinum, Gold, Silver and Registered) based on specific criteria.