PSA TEC Ponders Post-Pandemic Positives, Promotes Profitability Prospects

Produced for the first time in a hybrid format, TEC 2021 addressed security integrators’ concerns, questions and opportunities looking beyond COVID-19.

PSA TEC Ponders Post-Pandemic Positives, Promotes Profitability Prospects

(l-r) Pierre Trapanese, CEO, Northland Controls, John Nemerofsky, COO, SAGE Integration, Michael Ruddo, Chief Strategy Officer, IST and Matt Barnette, CEO, The PSA Network during PSA TEC's State of the Integrator session.

DENVER — Moving ahead from the pandemic and to what extent the new normal will replicate the old normal was understandably top of mind during the PSA TEC proceedings here May 3-6.

Hosted by the PSA Security Network, the industry’s largest organization supporting commercial security systems and A/V integrators, the four-day conference both marked the electronic security industry’s first significant return to in-person events, with some 200 professionals gathering onsite at the Sheraton Downtown Denver, and the organization’s first hybrid convention with most of the 150+ presentations and educational sessions streamed live to presumably thousands of virtual viewers.

While those offsite were not able to engage in the peer networking aspect that has also long been one of the strongest elements of TEC, the seminars lived up to this event’s longstanding reputation for excellence.

Those covered the spectrum of vendor-supplied training; leadership, business and operational topics; industry trending; and technology updates. Particularly compelling were sessions on post-pandemic sales, staffing and diversity, cybersecurity programs, and managed services implementation, as well as the group’s usual “State of PSA” and “State of the Integrator” panels.

According to participants, the selling model moving forward will likely incorporate communications tool leaned on during the COVID-19 shutdown, specifically video meetings and leveraging social media. This is especially true because providers and clients alike are expected to work from home at least some of the time for the foreseeable future. Integrators also anticipate, at least to some extent, continuing to use virtual interviews to evaluate employment candidates.

Only time will tell if this event’s hybrid format will continue into next year. Proceed to the slideshow for more detailed coverage of PSA TEC 2021.

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About the Author


Scott Goldfine is Editor-in-Chief and Associate Publisher of Security Sales & Integration. Well-versed in the technical and business aspects of electronic security (video surveillance, access control, systems integration, intrusion detection, fire/life safety), Goldfine is nationally recognized as an industry expert and speaker. Goldfine is involved in several security events and organizations, including the Electronic Security Association (ESA), Security Industry Association (SIA), Security Industry Alarm Coalition (SIAC), False Alarm Reduction Association (FARA), ASIS Int'l and more. Goldfine also serves on several boards, including the SIA Marketing Committee, CSAA Marketing and Communications Committee, PSA Cybersecurity Advisory Council and Robolliance. He is a certified alarm technician, former cable-TV tech, audio company entrepreneur, and lifelong electronics and computers enthusiast. Goldfine joined Security Sales & Integration in 1998.

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