Issue link: https://read.dmtmag.com/i/31501
SECURITY SYSTEMS NEWS APRIL 2011 www.securitysystemsnews.com Specifier & integrators mix it up Continued from page 18 He said the project, with hundreds of cameras and dozens of card readers, “was as close to a perfect project as we had ever seen,” and the key was “honesty, openness, collaboration, and not an adver- sarial relationship.” De George described a successful single-access-system project involv- ing five major cities in Europe when he formerly worked as managing Carter realigns Continued from page 1 Carter believes this will be an important differentiator for Carter Brothers as it seeks to establish its national accounts business. For its current large customers, Carter Brothers will seek to get all of the fire, video and access control business in all locations across the country. End users with a national presence are looking for “one throat to choke,” he said. And, the fact that Carter Brothers has an established fire division provides a “barrier to entry” for integrators who do not have a major fire division. As part of this effort, Carter announced that the company is partnering with S2 Security, a provider of IP-based inte- grated security systems. Its products are network appli- ances that require only a web browser to use. Its systems support access control, alarm monitoring, temperature mon- itoring video surveillance and intercom. “This is a strategic alliance for us [to work with] a major national player,” said John Pierangeli, national sales manager for S2 Security. “We just met in October and we’ve done all of the basic training in all of the branch offices,” he said. SSN Pro 1 Continued from page 1 Protection 1 is not yet known as a national account provider, she said, but that’s changing. “This fall we had 12 national account managers, now we have 40,” she said. “Customers are looking for choices. When they hear we’ve got 65 branch locations, they’re interested.” The national accounts team is actively prospecting. “We’ve had more than 300 face-to- face meetings with [potential] customers within the last three months,” Haenggi said. SSN Take a Look Inside. If you’re looking for outstanding performance and value in video surveillance, look no further than Samsung. Samsung delivers the quality, fl exibility and reliability that you demand for any analog, hybrid or full IP application. Our 2011 product portfolio boasts new additions like 4 and 16 channel NVRs as well as 3.0 megapixel IP cameras featuring our performance enhancing WiseNet II digital signal processor. So when you’re evaluating video surveillance solutions, take a look inside of Samsung. www.samsung-security.com 877-213-1222 director of global technical security for NYSE Euronext. He said his role in the project was as a client and he ended up using a relatively small integrator in New York with whom he had previously worked. “As my good friend Jim Henry says, ‘People do business with people,’” De George said. He added, “as a client, we made sure we were intimately involved. You can never be too focused on the details for a successful project.” Henry said, “The integrator, the manufacturer and the consultant aren’t evil, but we all can be if the system is set up to encourage that kind of confrontation … Everybody has to be able to survive, to make some level of profit to be able go COMMERCIAL & SYSTEMS INTEGRATORS 21 forward … that’s the only way you have a synergistic and positive rela- tionship.” B:8.75 in T:8.125 in S:7 in All the panel- ists described what Aronson called “horror stories” about projects that had problems because consul- tants and inte- Aronson also cited a successful airport project for which his com- pany was the integrator that he said worked well because “they thought out of the box.” Henry said that typically on a Jim Henry grators did not work together. project there’s “one report card: on time and under budget.” But he and the other panelists said other criteria, such as the ability of the system to adapt to changing needs in the future, need to be considered. SSN Advertiser