End Users to Educate Integrators During New ASIS 2011 Education Track

By Ashley Willis

ALEXANDRIA, Va. — A new education track designed for system integrators will launch at ASIS Int’l 57th Annual Seminar and Exhibits in Orlando, Fla., in September. The track will educate attendees on the security trends, challenges and requirements within various vertical markets.

End users managing physical security, loss prevention and safety practices will lead the PSA Security Network-endorsed track, says lead developer of the new programs, Steve Surfaro, Axis Communications.

“ASIS wanted to take the opportunity to bring two key groups together in the converged physical security and IT industries,” he tells SSI. “Practitioners in more than 10 key vertical markets will deliver content on compliance in each market. They will also discuss new challenges they are facing that integrators can help solve. Lastly, attendees will learn a framework for how to conduct business with practitioners.”

An entire team of consultants and key members of the nation’s largest integrators helped develop content for the program, Surfaro says. The sessions combine compliance and boot camp-type core topics, followed by an informative question and answer panel. Attendees who complete the courses will earn continuing education units (CEUs).

Topics for the track include:

  • Collaborative / Consultative     Selling
  • Design Your Best Physical     Security Solution for the Corporate Security Campus
  • Best Practices in Integrated     School Security: K-12
  • Securing the University:    Meeting Threats Inside and Out
  • Healthcare Security:    Compliance, Protection and Diversity
  • Transportation and Port     Security Solutions
  • Technology Solutions for Loss     Prevention, Retail Security and Fighting Organized Retail Crime
  • Critical Infrastructure     Security Solutions (Energy, Water, Gas)
  • Pharmaceutical Campus and     Plant Security Solutions
  • Supply Chain, Manufacturing,    Distributing, Food Security Practices
  • Financial Institution     Security
  • Safety and Security for the     Hospitality Industry

Surfaro urges integrators to attend the sessions, noting that the track is a win-win for both end users and integrators.

“Practitioners will wind up getting matched with designers with the better experience,” he says. “Imagine if you knew the biggest challenges your customer is facing, and you enter that introduction meeting prepared with a solution to that practitioner’s issue. For the integrator’s sales management, it’s a path to shorter sales cycles and reduced costs.”

Be sure to visit SSI at booth No. 3511 at ASIS 2011!

Ashley Willis is associate editor for SECURITY SALES & INTEGRATION. She can be reached at (310) 533-2419.

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