Integrators Meet Cybersecurity Challenges Head-on at New PSA Security Network Event
Leading systems integrators took in presentations from cybersecurity experts to get a grip on what they need to do to safeguard their businesses, as well as explore potential opportunities.
SSI Columnist and Matterhorn Security Consultant Paul Boucherle moderates a panel addressing cybersecurity revenue opportunities. Seated, l-r, are Bosch Security Systems Director of Sales, Global Key Accounts Dan Murray; Eagle Eye Networks President & CEO Dean Drako; Synnex Vice President of Design & Support Services Kirk Nesbit; and Senstar CTO Yossi Appleboum.
Cybersecurity Revenue Opportunities: It’s Your Move (panel moderated by SSI Columnist and Principal of Matterhorn Consulting Paul Boucherle, with Bosch Security Systems Director of Sales, Global Key Accounts Dan Murray; Eagle Eye Networks President & CEO Dean Drako; Synnex Vice President of Design & Support Services Kirk Nesbit; and Senstar CTO Yossi Appleboum) ― All participants agreed there are nice opportunities for physical security integrators in the new cybersecurity paradigm, primarily as service resellers. Panelists recommended partnering with IT staffs within end-user clients as an ally to help them best serve their organizations to the satisfaction of C-level managers. “Look to extend the security and cyber dialogue with clients,” said Murray. “Integrators should differentiate themselves by starting those conversations.” Drako imparted a word of revenue advice and a warning. “Make service agreements required for anything you sell as an RMR generator,” he said. “But one of the most critical things to do insofar as cybersecurity goes, is to vet your vendors extremely carefully.” This insightful session was the final one of the Cybersecurity Congress.
A few notes are worth mentioning from among the few other presentations not offered in as much detail as above. In a late addition to the agenda, Denver-based Protective Security Advisor at DHS Joe O’Keefe emphasized the convergence of physical and logical security by telling attendees cyber and physical security are being unified into single offices now. In a session titled Anatomy of a Cyber Breach, Red Team Cyber Security Consultant Frank Hare showed a subscription site called Norse that graphically depicts cyberattacks worldwide in real-time. He also showed a video of a medical facility being hacked in mere minutes. During The Cyber Insurance Marketplace: Simplifying Insurance for Emergency Risks, INSUREtrust CEO Steve Haase walked attendees through cybersecurity policy coverage points and underwriting. He said cyber insurance is really hot right now and at least five years away from becoming a more standardized coverage. In Assess, Manage, and Monitor: Protecting Information Systems in Three Dimensions, Guernsey Sr. Information Consultant Timothy Fawcett stepped onlookers through 12 key areas to address to assure cyber fitness in the dimensions of confidentiality, integrity and availability.
In addition to the presentations, there was a small table-tops exhibit space outside the meeting hall where about a dozen vendors welcomed inquiries. The entire PSA team deserves a lot of credit for taking the cybersecurity bull by the horns, particularly PSA Director of Education Barbara Shaw, As the curtain closed on this first Cybersecurity Congress, PSA President & CEO Bill Bozeman, a member of SSI‘s Industry Hall of Fame, impelled the assembled integrators to take swift and decisive action in making sure their companies are sound from a cybersecurity standpoint. “Ask yourselves the question: Am I a risk responsible security solutions provider?” he said.
Cybersecurity sessions will also be offered at the annual PSA-Tec event in Westminster, Colo., this year set for May 4-8. These courses will be geared toward the technician rather than executive management. For more information, go to buypsa.com.
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About the Author
Scott Goldfine, Contributing Editor
Scott Goldfine is Marketing Director with Elite Interactive Solutions, Inc. Prior to joining Elite, he served as Security Sales & Integration’s chief editor for about 25 years.
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