COURSE GUIDE - psatec.com · 1:00 PM - 4:30 PM Create a Vision for Technology in Business (Workshop) 1:00 PM - 4:30 PM Cybersecurity Workshop Based on NIST Framework (Workshop) 1:00

COURSE GUIDE

M A R C H 1 1 - 1 4

M A R C H 1 1 - 1 4

Schedule and Course Details Subject to Change See PSATEC.com for the most up to date information.

v120418

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TEC 2019 Pricing and Hotel Information.................................

TEC Schedule at a Glance .................................................

Education Program Highlights ......................................

Session Schedule by Day ....................................................

Monday ...................................................................................

Tuesday ..................................................................................

Wednesday .........................................................................

Thursday ......................................................................................

A-Z Session Descriptions .............................................................

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6 - 12

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7 - 9

9 - 12

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14 - 37

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TABLE OF CONTENTS

3Schedule Subject to Change. See PSATEC.com/sessions for Current Schedule.

PSA OWNER

EXCLUSIVE PSA Training BucksUse your PSA Training Bucks to pay for TEC 2019!

PSA Training Bucks can be used to cover TEC registration fees, travelexpenses, and hotel accommodations.

Visit www.PSATEC.com/register for the reimbursement form

Early Bird Pricing Ends January 12, 2019!

FULL CONFERENCE PASS EXHIBITS ONLY

PSA OWNERS/MEMBERS & USAV MEMBERSRegistration Opens Wednesday, December 5

PSA is offering Exhibits Only passes at no cost for one day access to the exhibit floor on Thursday, March 14.

All attendees must register in advance of the event at

www.PSATEC.com

Exhibits Only passes do not include access to education

sessions or meals.

EARLY BIRD

$899STANDARD

$1,049Access to all meals and networking events. Select sessions may have additional fees.

GENERAL ATTENDEESRegistration Opens Wednesday, December 12

EARLY BIRD

$1,049STANDARD

$1,199Access to all meals and networking events. Select sessions may have additional fees.

TEC 2019 HOST HOTELSheraton Denver Downtown1550 Court Pl

Denver, CO 80202

303.893.3333

Book Now:www.PSATEC.com/where-to-stay

BOOK BY FEB 15 TO LOCK IN THE

DISCOUNTED ROOM RATE:

$194 / NIGHT

TEC PRICING AND HOTEL INFORMATION

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MONDAY, MARCH 11

7:00 am - 8:00 am Breakfast

8:00 am - 4:30 pm Select Certifications*

11:30 am - 1:00 pm Lunch

1:00 pm - 4:30 pm Certification and Workshop Sessions

5:30 pm - 7:00 pm Welcome Reception

TUESDAY, MARCH 12


8:00 am - 4:30 pm Certification and General Sessions

11:30 am - 1:00 pm Lunch

1:00 pm - 4:30 pm Certification and General Sessions

6:00 pm - 8:00 pm PSA Vendor Awards Dinner

WEDNESDAY, MARCH 13


8:00 am - 4:30 pm Certification and General Sessions

11:30 am - 1:00 pm Lunch


4:30 pm - 5:30 pm Networking Happy Hour

THURSDAY, MARCH 14


8:00 am - 10:00 pm PSA Stockholders’ Meeting

8:00 am - 4:30 pm Select Certification Sessions

10:00 am - 4:00 pm Exhibit Show

11:30 am - 1:00 pm Lunch


TEC AT A GLANCE

5Schedule Subject to Change. See PSATEC.com/sessions for Current Schedule.

FOCUS ON RMRExplore sessions focused on the technologies and best practices from industry and financial pros designed to help RMR become a reality in your company. Attendees will identify recurring revenue streams and managed service opportunities that provide value to customers and integrators alike and discover how their businesses can receive recurring revenue every single month – a predictable income!

Keep an eye out for the Focus on RMR icon throughout the course guide:

FOCUS ON

RMR

2019 EDUCATION PROGRAM HIGHLIGHTS

TRAIN YOUR WHOLE SYSTEMS INTEGRATION TEAM AT TEC 2019NEW for 2019! The TEC education program delivers personal professional development to all employees of a systems integration team with dedicated learning tracks by job function.

Education tracks will be marked with a colored dot throughout the guide:

Owners | Executives Managers | Supervisors Technicians | Installers | Project Managers

Procurement | Vendor RelationsIT | Networking | Operations Sales | Customer Service | Marketing

The TEC 2019 education program will deliver invaluable sessions to systems integration professionals with a desire to stay relevant and thrive in changing markets through personal and professional development. With dedicated learning tracks focused on job function, attendees will leave TEC with ways to improve operational efficiencies, add additional value to their businesses and their customers’ journeys and support emerging market trends including managed services and cybersecurity from their own vantage points.

The Market is Changing, What Are You Doing to Stay Relevant?

PEER-LED SESSIONS FROM PSA COMMITTEESBy coming together as a network to share ideas and tackle industry challenges head-on, PSA’s specialty committees deliver value to ALL integrators, regardless of size or markets served. Don’t miss peer-led sessions presented by PSA Committees at TEC.

See pages 29 - 31 for a full list of committee-driven sessions and look for the Committees logo:

* Multi-Day Course | ($) Additional Fee Applies Schedule Subject to Change. See PSATEC.com/sessions for Current Schedule.

Owners | Executives Managers | Supervisors Sales | Customer Service | Marketing

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MONDAY, MARCH 11

7:00 AM - 8:00 AM Breakfast

8:00 AM - 4:30 PM Advanced Project Management* ($)

8:00 AM - 4:30 PM AMAG Symmetry Certification Training* ($)

8:00 AM - 4:30 PM Bosch G Series Certification*

8:00 AM - 4:30 PM C•CURE 9000 System Installer/Maintainer - AC9001* ($)

8:00 AM - 4:30 PM Lenel Advanced Access Control Certification* ($)

8:00 AM - 4:30 PM Lenel OnGuard Hardware and Software Fundamentals* ($)

8:00 AM - 4:30 PM SIA Security Project Management Training Seminar (SPM)* ($)

11:30 AM - 1:00 PM Lunch

1:00 PM - 4:30 PM Create a Vision for Technology in Business (Workshop)

1:00 PM - 4:30 PM Cybersecurity Workshop Based on NIST Framework (Workshop)

1:00 PM - 3:15 PM Easy Methods to Build an Awesome Website (Workshop)

1:00 PM - 4:30 PM Electronic Locking Codes ICC 2018 - Do You Know the Changes? (Workshop)

1:00 PM - 3:15 PM How to Avoid Access Control Power Problems in the Real World (Workshop)

1:00 PM - 3:15 PM PSA Cybersecurity Committee: Intrusion Prevention and Detection Technology (Workshop)

1:00 PM - 3:15 PM PSA Leadership Committee: Employee and Performance Management (Workshop)

1:00 PM - 3:15 PM PSA Sales & Marketing Committee: How to Create Killer Content that Captivates and Converts (Workshop)

1:00 PM - 3:15 PM PSA Technical Committee: From Old Box Technology to a Modern Solution (Workshop)

1:00 PM - 4:30 PM The MSSP Model Changes Everything! Are You Ready? (Workshop)

1:00 PM - 3:15 PM The 10 Commandments of Developing a Sales Team (Workshop)

3:30 PM - 4:30 PM SALTO Advanced BLE and NFC Application Workshop (Workshop)

3:30 PM - 4:30 PM Strangling Them Won't Help: Three More Effective Strategies for Dealing with Difficult People (Workshop)

SCHEDULE OVERVIEW MONDAY - TUESDAY

FOCUS ON

RMR

Schedule Subject to Change. See PSATEC.com/sessions for Current Schedule.

Technicians | Installers | Project ManagersProcurement | Vendor RelationsIT | Networking | Operations

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SCHEDULE OVERVIEW TUESDAY

3:30 PM - 4:30 PM Think a Press Release Doesn’t Matter? Think Again! How a Proper PR Strategy Can Catapult You to the Top of the Leaderboard in Your Market (Workshop)

3:30 PM - 4:30 PM Your Power Style and How to Use It to Gain Followership (Workshop)

5:30 PM - 7:00 PM TEC 2019 Welcome Reception

TUESDAY, MARCH 12


8:00 AM - 4:30 PM Advanced Project Management* ($)


8:00 AM - 4:30 PM ASIS PSP Review Program* ($)

8:00 AM - 9:00 AM Automating Your Active Shooter Response with Mass Notification

8:00 AM - 4:30 PM Bosch G Series Certification*


8:00 AM - 9:00 AM Corporate Governance: Ensuring Company Profitability Through Accountability

8:00 AM - 9:00 AM Creating Fans: Better Engagement Through Culture, Commitment and Consistency

8:00 AM - 10:15 AM Customer Experience 101: Dealing with the Divinely Discontent

8:00 AM - 9:00 AM Defense in Depth - Cyber Security for Video Surveillance Devices

8:00 AM - 10:15 AM Driving Sales Growth - The Case for Outcome-Based Selling - The Correlation to a Use Case Strategy

8:00 AM - 9:00 AM Early Integration of Technology in the Building Design Process

8:00 AM - 4:30 PM Earn Your Brivo Onair Certification Today

8:00 AM - 4:30 PM exacqVision Technical Reseller Training

8:00 AM - 4:30 PM Feenics Standard Training with Troubleshooting ($)

8:00 AM - 9:00 AM Growing Your Business and RMR with Environmental Monitoring

8:00 AM - 10:15 AM Guidelines for School Security Implementation

8:00 AM - 4:30 PM Hanwha Wisenet Professional Certification* ($) :: PSA INTEGRATORS ONLY

FOCUS ON

RMR



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8:00 AM - 4:30 PM Networking for Security Technicians (ESNT Certification)* ($)

8:00 AM - 4:30 PM SIA Security Project Management Training Seminar (SPM)* ($)

9:15 AM - 10:15 AM Automated Gate Safety - UL 325 and ASTM F2200 Explained

9:15 AM - 10:15 AM From Camera to Core: Securing Surveillance and IoT Systems from Cyber Threats

9:15 AM - 10:15 AM GDPR: A Practical Solution

9:15 AM - 10:15 AM How the New Tax Law Will Impact You and Your Business

9:15 AM - 10:15 AM How to Build RMR Using Cloud Enabled Video Solutions

9:15 AM - 10:15 AM Security System Privacy Profiles and Best Practices

10:30 AM - 11:30 AM Applied Cybersecurity: The Network, Your First and Most Important Line of Defense

10:30 AM - 11:30 AM Creatively Attracting Talent

10:30 AM - 11:30 AM Door Interlocks: Applications and System Design

10:30 AM - 11:30 AM Enhancing Your Managed Services Business Model

10:30 AM - 11:30 AM Entrepreneurial Lessons from Mt. Everest

10:30 AM - 11:30 AM How to Help Customers with Workplace Violence Strategies

10:30 AM - 11:30 AM I18N - Internationalization and the Challenges

10:30 AM - 11:30 AM Must Have Digital Tools to Assist Sales Professionals in Security

10:30 AM - 11:30 AM Why Gunshot Analytics Are Now Mainstream

11:30 AM - 1:00 PM Lunch

1:00 PM - 2:00 PM Building a High Trust Culture Through Effective Feedback

1:00 PM - 2:00 PM Building RMR Into Your Business Model

1:00 PM - 2:00 PM Driving the Future: How Interoperability Standards in Access Control Can Enable Smart Building Success

1:00 PM - 2:00 PM Enhancing the Security of K-12 Clients with Wireless Layers of Security

SCHEDULE OVERVIEW TUESDAY

FOCUS ON

RMR

FOCUS ON

RMR

FOCUS ON

RMR



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SCHEDULE OVERVIEW TUESDAY - WEDNESDAY

1:00 PM - 2:00 PM Get the Jump on Cyber Threats with Principles of the Modern LAN

1:00 PM - 2:00 PM How to Interview a Sales Person

1:00 PM - 2:00 PM Vampires Guarding the Blood Bank - Establishing Trust and Transparency with Manufacturers

1:00 PM - 2:00 PM Weeding Out the Wrong Candidates

1:00 PM - 2:00 PM Why is Everyone Talking About Card Security Lately?

2:15 PM - 4:30 PM Creating Value and Driving Sales Through Risk Assessment

2:15 PM - 4:30 PM Innovative Techniques for Deploying Power and Network Infrastructure

2:15 PM - 3:15 PM Labor: Are You Making Enough Profit?

2:15 PM - 4:30 PM Making Every Hire Count: Hiring Tips for the Changing Employment Market

2:15 PM - 3:15 PM Modern-Day Networking

2:15 PM - 4:30 PM New RMR with Cloud-Based Management Service

2:15 PM - 3:15 PM PSA Leadership Committee: Industry and Community Leadership - Creating a Path for theVision

2:15 PM - 3:15 PM Technologies Behind a Successful Insider Threat Program

2:15 PM - 3:15 PM Using AI to Ignore Nuisance False Positive Alerts

3:30 PM - 4:30 PM HID Credential Part Number Configuration/Ordering for Project Management and Procurement Teams :: PSA INTEGRATORS ONLY

3:30 PM - 4:30 PM Intelligent Communications - Leveraging Enhanced Interoperability to Improve Communications Within Systems, People and Processes

3:30 PM - 4:30 PM Keys to Successful Acquisitions - Insights for Both Buyers and Sellers

3:30 PM - 4:30 PM Licensing and Compliance Made Easy

3:30 PM - 4:30 PM What Are Your Vendors Doing to Protect You? Bridging the Physical and Digital Cyber Security Rift

6:00 PM - 8:00 PM PSA Vendor Awards Dinner

WEDNESDAY, MARCH 13



8:00 AM - 4:30 PM ASIS PSP Review Program* ($)

FOCUS ON

RMR



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8:00 AM - 9:00 AM Cold Calling is Dead! How LinkedIn Can Fill Your Pipeline to Infinity and Beyond!

8:00 AM - 9:00 AM Data Privacy: Are You Prepared?

8:00 AM - 9:00 AM DvLED Project Overview: Developing and Installing an LED Display Solution

8:00 AM - 4:30 PM Hanwha Wisenet Professional Certification* ($) :: PSA INTEGRATORS ONLY



8:00 AM - 11:30 AM LifeSafety Power Certification - Basics and New


8:00 AM - 9:00 AM PSA Project Management Committee: From Lean to Lasting - Making OperationalImprovements Endure

8:00 AM - 9:00 AM Purchasing Best Practices: An Integrator Roundtable :: PSA INTEGRATORS ONLY

8:00 AM - 9:00 AM Selling Cyber - What You Need to Know

8:00 AM - 9:00 AM Selling Your Company: Right Price, Right Buyer, Right Terms

8:00 AM - 11:30 AM SIA Security Project Management Training Seminar (SPM)* ($)

8:00 AM - 9:00 AM Technology Solutions for K-12 and Higher Education

8:00 AM - 9:00 AM What is Your Company's Risk Management Program Missing? What is your CYBER Liability Policy Missing?

9:15 AM - 11:30 AM Audio 101 for the Security Integrator

9:15 AM - 10:15 AM Delivering Excellent Sales Presentations

9:15 AM - 10:15 AM Electronic Locking Devices for Access Control Systems

9:15 AM - 10:15 AM Guaranteed Cyber Failure - Awareness, the Greatest Cyber Weakness

9:15 AM - 10:15 AM How to Help Your Customer Optimize Their Security System to Improve the Bottom Line

9:15 AM - 10:15 AM Procurement: Ask PSA! :: PSA INTEGRATORS ONLY

9:15 AM - 10:15 AM PSA Cybersecurity Committee: Overview - Cyber Risk is Business Risk

9:15 AM - 11:30 AM Putting the Tax Cuts and Jobs Act of 2017 to Work for You

SCHEDULE OVERVIEW WEDNESDAY



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SCHEDULE OVERVIEW WEDNESDAY

9:15 AM - 10:15 AM The New Systems Integration in the Cloud: Blending Multiple SaaS Systems to Meet Customer Needs

10:30 AM - 11:30 AM 15 Lead Generation Tips That Rock

10:30 AM - 11:30 AM Content Management, Changes at PSA and What it Means to You! :: PSA INTEGRATORS ONLY

10:30 AM - 11:30 AM Finding a Cyber Sub - Are Wedding Bells or a Messy Breakup Ahead?

10:30 AM - 11:30 AM Insights for Selling Into the Cannabis Industry: What Integrators Need to Know

10:30 AM - 11:30 AM PSA Managed Services Committee: A Roadmap of Transition - Building a ManagedServices Business

10:30 AM - 11:30 AM Secure Development Life Cycle

10:30 AM - 11:30 AM The Changing State of Sales - Successful Selling in Today's World

11:30 AM - 1:00 PM Lunch

1:00 PM - 2:00 PM Building Collaborative Workspaces

1:00 PM - 2:00 PM Cloud Configuration and System Design

1:00 PM - 4:30 PM Field Project Management ($)

1:00 PM - 2:00 PM How to Monetize Artificial Intelligence and Biometrics

1:00 PM - 2:00 PM Networking in Harsh Environments

1:00 PM - 2:00 PM Recognizing Your Customer’s Journey: A Problem-Solving Workshop :: PSA INTEGRATORS ONLY

1:00 PM - 4:30 PM SIA CSPM Exam ($)

1:00 PM - 3:15 PM State of the Industry

1:00 PM - 2:00 PM Warrior Mettle - Forging Mental Toughness

1:00 PM - 3:15 PM Weaponized IP Cameras: Vulnerability Scanning and Pen Testing

2:15 PM - 3:15 PM AI Deep Learning Applications Impact on Legacy Video Infrastructure

2:15 PM - 3:15 PM AV 101

2:15 PM - 3:15 PM Building More Value with Your Customers with Effective Outdoor Intrusion Technologies

2:15 PM - 3:15 PM Five Factors of Brand Consistency

FOCUS ON

RMR

FOCUS ON

RMR



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SCHEDULE OVERVIEW WEDNESDAY - THURSDAY

2:15 PM - 4:30 PM Vendor and Integrator Roundtable :: PSA INTEGRATORS ONLY

3:30 PM - 4:30 PM How HCI Architecture is Disrupting the Video Surveillance Market

3:30 PM - 4:30 PM How to Close More Sales by Understanding the WHY in Buying Decisions

3:30 PM - 4:30 PM Metrics for Delivering Improved Operational Efficiency

3:30 PM - 4:30 PM PSA Sales & Marketing Committee: Successful Selling to Vertical Markets

3:30 PM - 4:30 PM Securing Your Data for the New Wave of Industry Regulation

3:30 PM - 4:30 PM The Realization of Integrated Automated Robotic Security Solutions

3:30 PM - 4:30 PM Win the Ring: The Pro Football Front Office System to Make Your Staff into a Championship Team

4:30 PM - 5:30 PM Networking Happy Hour

THURSDAY, MARCH 14

TEC Exhibit Hall 10:00 AM - 4:00 PM

Full-day sessions on Thursday will break for an extended lunch period to allow participants to visit the exhibit hall.


8:00 AM - 10:00 AM PSA Stockholder Meeting :: PSA OWNERS ONLY



8:00 AM - 11:30 AM Hanwha Wisenet Professional Certification* ($) :: PSA INTEGRATORS ONLY



10:00 AM - 4:00 PM TEC 2019 Exhibit Hall - One Day Only

11:30 AM - 1:00 PM Lunch



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SCHEDULE OVERVIEW THURSDAY

TEC Exhibit HallOne Day Only!

Thursday, March 1410:00 AM - 4:00 PM

Exhibits Moving to Thursday!

MONDAY TUESDAY WEDNESDAY THURSDAY

11 12 13 14Select Certifications, Workshop Sessions,Welcome Reception

Certifications,General Education,PSA Vendor Awards

Certifications,General Education,

Networking Happy Hour

Exhibit HallSelect Certifications

* Multi-Day Course Schedule Subject to Change. See PSATEC.com/sessions for Current Schedule.


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SESSION DESCRIPTIONS #-A

15 Lead Generation Tips That RockBrian Offenberger, Owner, Right On - No Bull MarketingWednesday, March 13 • 10:30 AM - 11:30 AMNeed more quality sales leads? Then you are sure to benefit as industry veteran and lead generation expert, Brian Offenberger, shares 15 of his top tips integrators can use to generate more actionable sales leads right away. This isn't the "same old, same old" approach to generating leads used by your granddad. It's fresh, effective and innovative approaches that work in the internet, smartphone and social media era. Brian’s tips can be used by any integrator, regardless of size or business model. You’ll learn how to gain more leads from the internet, how to leverage the marketing of others to get leads for your company, how to actually generate leads from social media and how to sell more to existing customers. WARNING: Brian is high energy, direct and colorful. If you are into “low key,” this is not the session for you.

Advanced Project Management* ($549)Nadim Sawaya, Principal, EPCMonday, March 11, 8:00 AM - Tuesday, March 12, 4:30 PMAdvanced Project Management is designed for the practicing project managers who are involved in managing security projects. It also provides a practical guide to introduce the whole organization to the principles and concepts of effective project management. The course covers the financial, contractual and risk sides of the project in addition to the people side from negotiating to motivating and leading teams.

AI Deep Learning Applications Impact on Legacy Video InfrastructurePaul Sun, President CEO, IronYunWednesday, March 13 • 2:15 PM - 3:15 PMIn this session, we will discuss the impact of AI deep learning video analytics on the video network architecture. AI deep learning analytics enable the expansion of many types of object recognition that was not available with legacy computer vision type analytics. How would the enterprise SOP (Standard Operating Procedure) integrate these new capabilities into the overall physical security network and operations? AI deep learning analytics enables the video security cameras to generate real-time alerts with unprecedented accuracy and ease of configuration. As the system scales up, how would AI deep learning analytics impact network bandwidth, storage capacity, alert response time, etc.? As AI analytics get pushed and deployed at the edge (e.g. embedded cameras with AI analytics), how does edge AI computing and core AI computing inter-operate? When to use edge AI computing versus core AI computing? How would the video storage and long term archive solutions be impacted by AI deep learning? How can AI deep learning improve the ever increasing long term video storage capacity problem? Are AI deep learning being over hyped? What are the "real" solutions that AI can bring to bear versus marketing claims? What's real, what's not? The above questions are the topics that will be addressed in this session.

AMAG Symmetry Certification Training* ($850)Pete Marr, Technical Training Specialist and Rick Jaschob, Training Specialist, AMAG Technology, Inc.Monday, March 11, 8:00 AM - Thursday, March 14, 4:30 PMThis course will provide in-depth instruction on the features and capabilities, hardware installation, software installation processes, hardware and software troubleshooting techniques, initial setup and various standard configuration topics of the Symmetry Security Management System for a single site. A hands-on practical test and a written exam will be administered for certification.Note: You must be a certified VAR for this company in order to register for this session.



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SESSION DESCRIPTIONS A

Applied Cybersecurity: The Network, Your First and Most Important Line of DefenseChuck Davis, Director of Cybersecurity Hikvision North America, Hikvision USA IncTuesday, March 12 • 10:30 AM - 11:30 AMThe integrator's first and most important line of cybersecurity defense is the network. Fortunately, some basic best practices can go a long way in protecting your customers' video surveillance systems against common vulnerabilities. Network segmentation is one of those key, basic best practices. In this interactive educational session, Chuck Davis, Hikvision North America's director of cybersecurity, will begin with an overview of the "Cybersecurity Responsibility Matrix," delving into who (manufacturer, installer, end user) owns which element of product security, network security, authentication, creating patches, cybersecurity communications, installing patches and product maturity. Next he'll demonstrate why network segmentation is so important, and share ways for integrators to discuss cybersecurity and network segmentation with customers. The session will wrap up with a hands-on network segmentation demo. Attendees will learn to segment a network, scan the networks for vulnerabilities, and walk away with an understanding of why and how network segmentation should be standard procedure in any video surveillance installation.

ASIS PSP Review Program* ($725)TBA, ASIS InternationalTuesday, March 12, 8:00 AM - Wednesday, March 13, 4:30 PMThe PSP Review Program is an accelerated review that provides a high-level overview of the security concepts and practices assessed on the PSP exam. This class enables you to identify your areas of strength and weakness in the three key domains to develop a personalized study plan - focused on the areas YOU need most. The classroom experience encourages networking with your peers and board-certified instructors. The PSP Review is intended to supplement your other exam preparation activities. The primary resource for study is the Reference Set for the Exam. PSP Review Faculty have curated a targeted set of materials to organize your study that you will receive with your classroom materials.

Audio 101 for the Security IntegratorJames Ure, Manager of Business Development, Bosch - Electro VoiceWednesday, March 13 • 9:15 AM - 11:30 AMIntegration opportunities between audio and security products provide greater security solutions for all customers. In this course, we will be exploring the complete audio system and all of its components. Attendees will learn the differences between 70 Volt and 8 ohm speakers along with the appropriate applications for each speaker type. Participants will learn to set up a basic background music and paging system and how to properly select speaker and amplifier types along with appropriate power ratings to accomplish the desired system outcome. Additionally, the group will discuss how to appropriately determine installation costs based on current staff ability.

Automated Gate Safety - UL 325 and ASTM F2200 ExplainedJeremy Brummels, National Business Development Manager and Nick Valdez, Specification Sales Engineer, HySecurityTuesday, March 12 • 9:15 AM - 10:15 AMLearn to clearly understand and be able to meet UL 325 and ASTM F2200 automated vehicular gate safety standards when designing perimeter access control points. These complex systems pose risk of injury or death when designed and installed without attention to these industry safety standards. This program engages audiences with facts, visuals, how-to's and pictures/graphics of automated gate systems which meet safety standards, and pictures of many which don't. It details the severe liability of systems that don't meet those standards and outlines readily available resources that ensure adherence to current industry safety standards: UL 325 and ASTM F2200.

Automating Your Active Shooter Response with Mass NotificationAmanda Sassano, Director of Commercial Sales & Channel Sales Management, Alertus TechnologiesTuesday, March 12 • 8:00 AM - 9:00 AMThe rise in active shooter incidents is overwhelming, but you can be prepared. As the problem advances, so do the solutions. With new shooter detection and mass notification solutions available today, the ability to respond to active shooter incidents and send vital information to everyone like never before is now available to more organizations and facilities than ever before. This presentation will demonstrate how organizations can not only leverage existing IP investments and other alerting methods to overcome common obstacles that may prevent individuals from receiving critical communications, but also how organizations can automate and expedite shooter response protocols and reduce the risk of casualties by integrating shooter detection technologies with emergency mass notifications systems.



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SESSION DESCRIPTIONS A-B

AV 101TBA, NEC Display SolutionsWednesday, March 13 • 2:15 PM - 3:15 PMJoin NEC as subject experts review basic display technologies (LCD, DLP, LED, etc.) and their descriptions including resolutions, scaling and the different types of inputs associated with these technologies including throw and aspect ratios. Attendees will also gain a better understanding of how the different display technologies fit within AV and IT solutions.

Bosch G Series Certification*Joe Lamontagne, Technical Trainer, Bosch Security and SafetyMonday, March 11 8:00 AM - Tuesday, March 12 4:30 PMThis Bosch Intrusion course provides an in-depth look at the new G Series Panels, highlighting the functions and abilities of the products. Students will receive hands-on experience with the B9512G Control Panel as well as extensive exposure to the Remote Programming Software (RPS), used to program and configure panel functionality. All students must take and pass all online prerequisites for the G Series/B Series Expert Certification (US) and G Series Master Certification (US) the online Introduction to G Series Panels (B9512G/B8512G) (Online) prior to attending this classroom course.Note: You must be a certified VAR for this company in order to register for this session.

Building a High Trust Culture Through Effective FeedbackJustin Cook, Human Resources Leader, ACT SecurityTuesday, March 12 • 1:00 PM - 2:00 PMEffective feedback is critical to the success of any organization. When things go well, feedback leads to recognition and affirmation. When things don’t go well, feedback helps us uncover issues and work together to solve them. Unfortunately, effective feedback is largely missing in most organizations because people simply don’t trust each other. Even worse, effective feedback is vital to building that trust! So which comes first? The chicken or the egg? In this session, attendees will explore the different types of feedback, uncover some of the common pitfalls in delivery and learn how to use effective feedback to build a high trust culture.

Building Collaborative WorkspacesChris Discotto, Director of Sales, Salamander DesignsWednesday, March 13 • 1:00 PM - 2:00 PMIn this session, attendees will learn how to design a huddle space for 5-8 people with proper mic, speaker, camera and furniture placement. Learn how using the right furniture can greatly speed deployment and save end users time and money. Following a few simple guidelines to best arrange the room makes a huge difference for remote and local participants. Position the hardware correctly to unlock the best performance. Attendees will discover how the right furniture can standardize and speed deployments. It is important that people are clear on camera both in picture and sound.

Building More Value with Your Customers with Effective Outdoor Intrusion TechnologiesMatt Bretoi, Vice President of Sales, North America, FLIRWednesday, March 13 • 2:15 PM - 3:15 PMFinding an effective system for outdoor intrusion detection for commercial customers is no easy task. While traditional perimeter systems require extensive capital and infrastructure, low-end systems have often resulted in numerous false alarms. With the emergence of new video solutions that utilize thermal imaging for 24-hour detection, HD video for visual verification, and video analytics for target classification, integrators can more effectively deploy a reliable solution for real-time monitoring and crime prevention. Deterring just a few incidents of theft or vandalism saves companies from loss of equipment and interruptions in business. The result is a substantial cost-savings for the customer. This session will look at how integrators can implement emerging video technologies to provide a tangible value and ROI for commercial customers with outdoor applications.

Building RMR Into Your Business ModelFOCUS ON

RMRKelly Bond, Vice President of Dealer Development, BrivoTuesday, March 12 • 1:00 PM - 2:00 PMIncorporating RMR into your business is key in your path to financial success. As choices for cloud-based solution offerings continue to increase in the marketplace, understanding and incorporating the key components of a successful RMR model is essential to the foundation of your business plan. Whether you are just beginning to add sources of RMR to your business - or are looking for ways to increase it - this session will provide invaluable insight into the core concepts required to build and leverage RMR as part of your growth strategy.



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SESSION DESCRIPTIONS C

C•CURE® 9000 System Installer/Maintainer - AC9001* ($2,200)David Davis, Training Manager, Software House/JCIMonday, March 11, 8:00 AM - Thursday, March 14, 4:30 PMThe C•CURE® 9000 is a scalable access control and alarm monitoring, multi-site system that is built on the Microsoft® .NET platform. This is an intensive program designed to cover topics relating to system installation, configuration, operation, maintenance and troubleshooting of the C•CURE 9000 System. All aspects of system administration, monitoring and C•CURE ID badging are covered. There is also comprehensive hardware coverage including the iSTAR® controllers, iSecure™Controllers (ISC) and associated readers, inputs and outputs. All methods of connecting hardware including network interfaces are covered. This course is heavily focused on hands-on hardware and software labs requiring the student to actually install, configure and troubleshoot the various components. This session is for integrator personnel who are responsible for the installation, configuration, or maintenance of a C•CURE 9000 system site. This is not an end-user or sales course. Successful completion results in Certification as a C•CURE 9000 Installer/Maintainer (Level 2). Prerequisites: Experience with access control and the Windows Operating System.Note: You must be a certified VAR for this company in order to register for this session.

Cloud Configuration and System DesignPaul Krofssik, Director Education Programs, Digital WatchdogWednesday, March 13 • 1:00 PM - 2:00 PMIn this live session, attendees will learn the skills to setup a video surveillance system for cloud management from 1 to 1000 cameras, as well as setting the video analytics with a full software review. Attendees will discover the cloud system basics for best performance and the use of IOT devices to expand system capabilities, to include cameras and I/O devices, NAS and network switches.

Cold Calling is Dead! How LinkedIn Can Fill Your Pipeline to Infinity and Beyond!David Morgan, Vice President/CoOwner, SD MarketingWednesday, March 13 • 8:00 AM - 9:00 AMWhat do sales people all have in common? Not enough time in the day and the need for more leads! If used correctly, social selling via LinkedIn can be a force multiplier in reducing your cold calling, increasing your personal brand and generating more inbound leads. This session will walk you through the latest best practices in 2019 to ensure you aren’t invisible to your best prospects, open the flood gates with prospects and position yourself as the security expert in your market.

Content Management, Changes at PSA and What it Means to You! :: PSA INTEGRATORS ONLYMike Chagolla, Customer Service Manager, PSAWednesday, March 13 • 10:30 AM - 11:30 AMPSA is hard at work increasing operational efficiencies that positively impact integrators and their businesses. During this session, attendees will discover how PSA’s strategic partnership with a content management provider will impact the integrators.

Corporate Governance: Ensuring Company Profitability Through AccountabilityChuong Le, Attorney and Byeongsook Seo, Attorney, Snell & Wilmer LLPTuesday, March 12 • 8:00 AM - 9:00 AMWith greater pressure on companies to increase profitability, the board of directors has the responsibility to balance control, leadership and accountability on the one hand and balance corporate economic goals with social goals on the other. Now more than ever, corporate governance is integral to a company’s economic and social success.

Create a Vision for Technology in Business (Workshop)Carolyn Rose Hart, M.Ed., PCC, Speaker, Trainer, Step Up Step Out LLCMonday, March 11 • 1:00 PM - 4:30 PMIt is said that we have over 50,000 thoughts a day. Are we in control of these thoughts? Is it possible that we all have a bigger story with our life, business and the technology that will change the world? In this hands-on workshop, participants will explore how their playing field of technology might currently be the expression of normal limiting conversations. Would it be alright with you to explore thought processes that actually occur on our playing field of life and what is true on this human journey? This session will dive into tools that powerfully shift what we know is possible. You already make a difference with technology. What if YOU could be the person that makes an even bigger difference utilizing these principles? You will see how this new focus is being supported by current neuroscience findings. This is more than a lecture. Participants will have an opportunity to apply the principles and create a full-spectrum technology vision, interact and share with other participants and explore cutting edge principles through mini activities. They will walk away with a copy of The Playing Field and two to three tools in their pocket in order to utilize their technology vision, having identified their next step.



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SESSION DESCRIPTIONS C

Creating Fans: Better Engagement Through Culture, Commitment and ConsistencyColin Gold, Speaker, Gold Level HospitalityTuesday, March 12 • 8:00 AM - 9:00 AMEvery business can stand out in their market and improve their bottom line by creating fans! To distinguish your business and generate a better bottom line, you need to create fans. Why? Because fans are loyal, they return, they talk, share and post! But first, are your employee's fans of your company? Creating outstanding customer service and memorable customer experiences consistently will not happen by accident. It takes effort from everyone on your team! The best-known customer-centric companies all have something in common: a passion and dedication for their customer that thrives throughout the organization. Every team member provides it, and every customer feels it in every interaction. The best companies have developed a culture to ensure this happens. In this workshop, we are going to develop your own company culture where we will focus on ensuring two things: It is personal to you and your business and it helps you create fans.

Creating Value and Driving Sales Through Risk AssessmentJeffrey Slotnick, CPP, PSP President, Setracon Enterprise Security Risk Management ServicesTuesday, March 12 • 2:15 PM - 4:30 PMHow do you demonstrate value to potential and existing clients? What is the best way to learn about your client's needs so that your solutions fit their requirements? How do you create persistency with your clients and become a reliable partner? The answer to these questions is a quality risk, threat and vulnerability assessment. As an integrator, your primary purpose is to solve the security problems of your clients through technology. To do that the first step is to identify the problems. Risk, threat and vulnerability assessments are an industry accepted process which leads to the identification of problems (vulnerabilities) and the recommended solutions to mitigate risk. The mitigations are then used to populate a comprehensive Security Master Planning document which provides a value based roadmap for your clients. When you can identify the consequences and impact of loss for risk, we are now creating a value based proposition for technology solutions. This session will educate you on the process of risk, threat and vulnerability assessment which can then be used to drive the value proposition for security systems, engage a method for aligning security department goals with enterprise goals and ensure your integration strategies are linked to the strategies of the business.

Creatively Attracting TalentLeila Blauner, Founder & Team Growth Strategist, Scalability Solutions LLCTuesday, March 12 • 10:30 AM - 11:30 AMIn this tight labor market with the lowest unemployment in 50 years, generating a pool of qualified candidates is challenging, to say the least. Bring the creative strategies that have worked for you in attracting great talent to your organization and/or learn strategies that other integrators have successfully implemented in their businesses. The presenter will also have tools on hand to share.

Customer Experience 101: Dealing with the Divinely DiscontentBrandon Savage, Principal/Consultant, The CX ProTuesday, March 12 • 8:00 AM - 10:15 AMJeff Bezos recently said that he loves customers because they are "divinely discontent... their expectations are never static--they go up." How can you establish and maintain excellent customer experience for your company? Come learn how to use Customer Experience (CX) as your strategic differentiator, including actionable take-aways for measuring your current CX through Net Promoter Score (NPS) to better understand the Voice of the Customer (VoC). How do companies like Apple and Amazon, with such different operating strategies, both use CX to achieve success against their competitors? This session taps a true expert in customer experience excellence to share the vision for how the you can collaborate with your team to make it happen!



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SESSION DESCRIPTIONS C-D

Cybersecurity Workshop Based on NIST Framework (Workshop)Larry Wilson, CISA, CISSP, Chief Information Security Officer, UMass President's OfficeMonday, March 11 • 1:00 PM - 4:30 PMThe NIST Cybersecurity Framework Workshop introduces participants to a set of exercises for designing, building, operating and managing a comprehensive cybersecurity program based on the NIST Cybersecurity Framework. The NIST Cybersecurity Framework is voluntary guidance, based on existing standards, guidelines and practices, for organizations to better manage and reduce cybersecurity risk. The workshops provide students with practical hands-on education in key focus areas such as (1) architecture / engineering, (2) technology / operations and (3) business / management. UMass has developed a model to organize individual cybersecurity projects and exercises into each of these three workshop areas. The overall goal is to provide students and businesses with knowledge, skills and abilities (KSAs) that they can use to architect, design, build, operate and manage a comprehensive cybersecurity program. The architecture / engineering workshop includes 12 key projects that align with the NIST Cybersecurity Framework. Each of these projects will be discussed, and a hands-on demo of one of the 12 projects will be delivered. The technology / operations workshop includes 12 key projects that align with the NIST Cybersecurity Framework. Each of these projects will be discussed, and a hands-on demo of one of the 12 projects will be delivered. The business / management workshop includes 12 key projects that align with the NIST Cybersecurity Framework. Each of these projects will be discussed, and a hands-on demo of one of the 12 projects will be delivered. An overall security scorecard will be included in the presentation that shows how each of the 36 workshops map to a comprehensive cybersecurity program.

Data Privacy: Are You Prepared?Aloke Chakravarty, Partner and James Melendres, Partner, Snell & Wilmer LLPWednesday, March 13 • 8:00 AM - 9:00 AMThe European Union’s (EU) General Data Protection Regulations (GDPR) establish new and more onerous requirements for companies around the world that handle personal data of EU citizens. The regulations apply to more companies and more data than many companies realize as it covers not only customer information, but also marketing, employee, vendor and other business partner data. In light of these regulations and questions about how U.S. companies handle personal information, new data privacy rules are being passed across the United States, including significantly the California Consumer Privacy Act which, like the GDPR, imposes several new obligations. Federal and state authorities are also becoming more creative in enforcing the security of individuals’ personal data. The consequences of non-compliance could amount to massive fines as well as business and public relations risk. This presentation will cover the state of the cybersecurity threat, complex compliance responsibilities and will discuss how a company’s future business opportunities may depend on how it conforms with domestic and global data privacy norms.

Defense in Depth - Cyber Security for Video Surveillance DevicesJustin Kozak, National Account Manager, Hanwha Techwin AmericaTuesday, March 12 • 8:00 AM - 9:00 AMThis session will look at the state of the video surveillance industry through a cyber security lens. This session will start off by examining the latest hacks, vulnerabilities and other issues that have developed this year. We will then discuss the Defense in Depth approach to network security and how it can be applied to video devices. Finally, participants will see how these practices can apply to real life features and functions, referencing best practices white papers and hardening guides. The course will also discuss how having access to well-designed tools and APIs can quickly ensure a consistent, hardened network environment.

Delivering Excellent Sales PresentationsChris Peterson, Principal, Speaker and Consultant, Vector FirmWednesday, March 13 • 9:15 AM - 10:15 AMAs a sales professional, there is no better time to shine than during a presentation – especially with today’s committee decision-making process. In this session, you’ll learn methods to prepare your audience and shift their attention to you, understand how to ensure that your audience retains your unique benefits and take-away a list of best practices that you can implement in the field immediately.

Door Interlocks: Applications and System DesignSkip Burnham, A/E Sales Manager, DortronicsTuesday, March 12 • 10:30 AM - 11:30 AMIn this one-hour BICSI and AIA accredited course we will review the various types of door interlocks, mantraps, sallyports and their applications. We will discuss the various types of interlock controls and the accessories required for a fully functional system. We will define and discuss the appropriate use of each type and their configuration to meet the intended design criteria.



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SESSION DESCRIPTIONS D-E

Driving Sales Growth - The Case for Outcome-Based Selling - The Correlation to a Use Case StrategyBob Lobascio, Partner, Corporate Sales CoachesTuesday, March 12 • 8:00 AM - 10:15 AMDoes your sales process need a strategy that works? In this 2-hour workshop you will be introduced to actions and steps that industry leaders have implemented to master outcome based selling. In this workshop, attendees will understand the changing role of the buyer today and understand the difference between solutions and outcome based selling. Attendees will see the key steps your sales team must take to address the changes in the buyer and what is required for your team to restore trusted advisor status. Exercises will result in immediate takeaways to put into practice immediately upon returning from TEC.

Driving the Future: How Interoperability Standards in Access Control Can Enable Smart Building SuccessPer Björkdahl, Steering Committee Chair, ONVIFTuesday, March 12 • 1:00 PM - 2:00 PMProprietary ecosystems of access control hardware and software have enjoyed a long history in the physical security market. Growing user demand for unfettered and unlimited third party integrations into these powerful platforms are now driving new open platform approaches and the adoption of interoperability standards, that are changing the dynamic of access control and its role within the smart building environment. Common interfaces gaining steam in the market are not only driving interoperability between different hardware and software at the access control system level, but will provide the necessary pathways between sensors and management platforms to be able to receive and export data in a universal manner. Learn why access control is poised for a pivotal role in the smart building environment and why interoperability standards are a crucial part of the process.

DvLED Project Overview: Developing and Installing an LED Display SolutionGrant Wiley, Sr. Product Manager, NEC Display SolutionsWednesday, March 13 • 8:00 AM - 9:00 AMWith the rise of LED technology and solutions, it's important to know what goes into an LED installation and the ins and outs of the entire project scope. NEC's LED product manager will review the details behind this and what goes into a successful project.

Early Integration of Technology in the Building Design ProcessBrian Erickson, Principal, Davis Partnership ArchitectsTuesday, March 12 • 8:00 AM - 9:00 AMOften a technology integrator joins a building project long after many critical design decisions have been made and the building is in the late phases of construction. Incorporating the knowledge and expertise of an integrator during the design process benefits all involved; however, leveraging knowledge and experience into gaining a foothold into new business can be daunting. In this session we will explore ways and means of working directly and indirectly with project team members to influence areas of technology integration not already dictated by fire and life-safety codes.

Earn Your Brivo Onair Certification TodayAddy Caulker, Professional Services Manager, BrivoTuesday, March 12 • 8:00 AM - 4:30 PMAttend this full-day training workshop and become certified on Brivo Onair. Through hands-on activities and exercises, this course will cover all fundamentals necessary for installing Brivo Onair solutions and becoming certified. Content includes hardware component assembly, wiring requirements, networking concepts, the administrative interface, account setup and configuration programming. In addition, the workshop will practice troubleshooting key situations and provide role play opportunities for typical scenarios technicians encounter in the field. This is a great chance for attendees to experience hands-on learning scenarios and complete the certification exam for Brivo Onair with Brivo training experts.

Easy Methods to Build an Awesome Website (Workshop)Robbie Danko, Marketing Manager, LVC Companies, Inc. | David Morgan, Vice President/CoOwner, SD Marketing | James Barbour, Security ConsultantMonday, March 11 • 1:00 PM - 3:15 PMAlthough a critical part of your company’s marketing efforts in today’s digital age, few integrators have the time or resources to build or maintain their website on their own. Outside firms can help; however, they can often be expensive and may not understand the nuances of the integrator world or the culture of your company. This session will review why a website is an essential component of your marketing strategy, review "must have" elements for building and maintaining a good site including images, content and target keywords. Participants will also explore some excellent tools and platforms for efficiently creating a website that you can manage internally and identify excellent resources for staying up to date with Google search requirements. In all, attendees will leave with an understanding of why a website is essential and what elements are crucial and tools for making it a reality for their business.



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SESSION DESCRIPTIONS E-F

Electronic Locking Codes ICC 2018 - Do You Know the Changes? (Workshop)Rodger Schmidt, Trainer, ASSA ABLOY - EMSO GROUPMonday, March 11 • 1:00 PM - 4:30 PMWhile ICC 2012 and 2015 brought minor changes to the electronic locking hardware codes, there are several other changes to the code which can cost you if you do not know them. Everything from Delayed Egress doors, stairwells and secure elevator lobbies- this session will look at what has changed as many jurisdictions look to adopt the ICC 2018 codes. As a LICENSED contractor you, and every technician that works for you, are required to know the codes. Every project manager, field supervisor and manager should know the codes! DO YOU? This session will review the ICC Building Codes/Fires Codes for 2012 and 2015 and look at the changes for ICC 2018.

Electronic Locking Devices for Access Control SystemsSkip Burnham, A/E Sales Manager, DortronicsWednesday, March 13 • 9:15 AM - 10:15 AMAccess control systems are used to limit entry into designated secure areas to certain personnel during predetermined time periods. In this one-hour BICSI and AIA accredited course we will review electrified door locking hardware and related components which interface with electronic access controllers to provide a complete security solution.

Enhancing the Security of K-12 Clients with Wireless Layers of SecurityBrad Aikin, Business Leader, Security Integrator Channel, AllegionTuesday, March 12 • 1:00 PM - 2:00 PMThis will be an interactive dialogue discussing the PASS, Partner Alliance for Safer Schools. We will go over technologies and solutions that meet the needs for the K-12 market and how we can leverage existing hardware to address security concerns. We will also go over common FAQ that help equip your sales force for questions that they will encounter in this market.

Enhancing Your Managed Services Business ModelFOCUS ON

RMRBrad Aikin, Business Leader, Security Integrator Channel, AllegionTuesday, March 12 • 10:30 AM - 11:30 AMThis will be a panel consisting of Allegion, PSA Management, PSA Security Integrators and access control solution providers to discuss trends in technology that provide the ability to solicit and manage increasingly profitable managed service relationships.

Entrepreneurial Lessons from Mt. EverestBrooke Chesnut, Consultant/Speaker/Trainer, Brooke Chesnut, Inc.Tuesday, March 12 • 10:30 AM - 11:30 AMClimbing Mt. Everest is similar to the journey of many entrepreneurs and business leaders. There is amazing adventure, crisis along the way, victory or resolution is expected and the result can be a transformation of the individual. After spending 10 weeks on Mt. Everest, Brooke Chesnut learned many lessons about what it takes to start, build and grow a new business. The same principles apply in both endeavors and that is the essence of this presentation. Join Brooke Chesnut in this interactive journey to the top of the world and learn the key ingredients for success on the mountain, in your business and your life.

exacqVision Technical Reseller TrainingJames Goddard, Technical Training Specialist, Exacq TechnologiesTuesday, March 12 • 8:00 AM - 4:30 PMExacq Technologies offers technical training classes for integrators, resellers and end users. This fundamentals training class is a day-long technical course that covers all aspects of installing, configuring and using exacqVision IP video surveillance products. This hands-on training class allows every participant to perform each step of the installation process on their own walking through how to install the exacqVision client software onto their laptops. Upon completion, attendees have the knowledge to easily complete an entire system installation and use VMS software on a daily basis.

Feenics Standard Training with Troubleshooting ($1,275)Adam Lang, Technical Expert, Feenics, Inc.Tuesday, March 12 • 8:00 AM - 4:30 PMThis session will be hands-on and a Mercury panel will be provided for participants. Training will cover all facets of setting up a complete Feenics system in the cloud. Each participant will have their own shared enterprise instance and we will cover how to set up things like access levels that span shared instances. This session will also cover in depth the majority of the tech support calls that Feenics receives in order to save technicians time.Note: You must be a certified VAR for this company in order to register for this session.



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SESSION DESCRIPTIONS F-GField Project Management ($135)Nadim Sawaya, Principal, EPCWednesday, March 13 • 1:00 PM - 4:30 PMThe Field Management course is designed for security lead installers, technicians and field personnel who are involved in managing the installation work. As an introductory course in project management, Field Management offers a foundation to prepare individuals for a career in project management.

Finding a Cyber Sub - Are Wedding Bells or a Messy Breakup Ahead?Steven Mains, PhD, CEO, TechMIS, LLCWednesday, March 13 • 10:30 AM - 11:30 AMPhysical security integrators want to add cyber to their portfolio to make themselves more valuable to their clients but need help finding that right cyber security partner. What qualifying questions should they ask and what answers should they be looking for? How do they determine if the cyber company is a good fit to their clients? Will the cyber security company bring comprehensive services or service a niche, relying on the security integrator to fill in the holes? How does the cyber security company stand behind their products and services in a highly dynamic environment? This talk provides a road-map to finding the right cyber security company to complement an established security capability. We will discuss not only the questions to ask but provide the answers that should inspire confidence that a company has the right capabilities and is a good fit. We will also highlight the red flags that indicate that the cyber sub may not be right.

Five Factors of Brand ConsistencyLuke Schoenbeck, Marketing Director, Mark VII EquipmentWednesday, March 13 • 2:15 PM - 3:15 PMYour brand is far more than just color schemes and logo consistency. In fact, the visual elements of your brand are just a small piece of a much larger branding pie. Your content is at the heart of your brand and has the power to position you how you want to be seen in your customer’s mind. Because at the end of the day, you don’t decide what your brand is, your customers do. It’s your job to create a consistent and effective message to ensure your customers make the right decision about what your brand should be.

From Camera to Core: Securing Surveillance and IoT Systems from Cyber ThreatsTom Galvin, Founder & CEO, Razberi TechnologiesTuesday, March 12 • 9:15 AM - 10:15 AMAdding just one IP-based camera or other IoT device at a remote site can expose an organization’s corporate network to a cyber threat. The risks are increasing as 130 million surveillance cameras will ship in 2018 alone, according to IHS Markit. Internet of Things (IoT) devices will mushroom to 20 billion by 2020, according to Gartner. However, many physical security pros lack the budget, time and expertise required to adequately harden all video cameras and IoT endpoints as well as configure firewalls around these networks. The advent of other technologies such as machine learning, AI and facial recognition is complicating matters. Ironically, the rush to exploit the latest technology is relegating the security of these elements to a secondary consideration in many organizations. With the lack of what Gartner calls “security by design,” it’s no wonder that organizations are having trouble securing all their surveillance devices and applications. As security pros deploy more cameras and other IoT devices, they need to protect the entire ecosystem – from the edge to data center servers. This session will cover how systems integrators can fortify the security of their security to prevent access to critical systems. They’ll learn the security weaknesses of cameras and other IoT devices as well as the best practices for how to protect them, including automation.

GDPR: A Practical SolutionDr. Joel Rakow, Partner, Cybersecurity Team, Fortium Partners, LPTuesday, March 12 • 9:15 AM - 10:15 AMSimilar to tax returns, the GDPR is an obligation for many security and A/V integrators in the U.S. must contend with, even if, like taxes, we must file each year to report that no taxes are due. The General Data Protection Regulation (GDPR) is such a big and important regulation that there is an actual treaty between the U.S. and the European Union authorities that govern commerce on the matter of data privacy. Many organizations are using the GDPR as an important opportunity to improve the relationship between the data they process and the business activities they manage. One of the biggest challenges when addressing the GDPR is knowing where to start. In fact, it is a challenge even to know if you are (to use the language of the GDPR) a controller, a processor, a supplier…or none of the above. It is not always clear which classification you want for your organization, or which classification the Data Protection Board might believe most suites you, or how you might re-position your company vis-à-vis the Data Protection Board so you can have a classification that is more favorable to your vision of your organization. Any security and A/V integrator will do well to approach the GDPR in very much the same manner as they approach tax planning and submission of tax returns.



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SESSION DESCRIPTIONS G-HGet the Jump on Cyber Threats with Principles of the Modern LANRichard Kasslack, Vice President of Sales, North America, NVT PhybridgeTuesday, March 12 • 1:00 PM - 2:00 PMExperts from NVT Phybridge are pleased to present a unique educational hands-on workshop covering the next generation of IPtechnologies that are revolutionizing telephony collaboration and security surveillance in education. Attendees will discover theprinciples of the modern LAN, as developed by the analysts at Frost & Sullivan. These six principles define the current best practices for connecting IoT (Internet of Things) endpoints in today’s Smart Buildings and Smart Cities, converging on-premise and in the cloud applications. Attendees will see how new innovations, solutions and products are improving the way IP security technologies are connected and managed, and they will participate in a hands-on workshop demonstrating the simplicity of these innovations. In this session, we will show best practices in modern network design, enhancing security while simplifying infrastructure requirements. Attendees will see how the latest PoE (Power over Ethernet) technologies are accelerating IP revenues for PSA members and demonstrate how you can immediately benefit from new efficiencies derived from understanding the principles of the Modern LAN.Growing Your Business and RMR with Environmental Monitoring

FOCUS ON

RMRMichael Furr, Manager, Partner Program and Brian D. Lawrence, CMA, President & Chief Financial Officer, Winland ElectronicsTuesday, March 12 • 8:00 AM - 9:00 AMIn today’s competitive landscape, business owners continually look for ways to improve their operations while protecting their assets. Pharmaceutical, healthcare and food service industries are concerned about inventory shrink/spoilage due to improper storage conditions, potential fines due to non-compliance and improving productivity within their standard operating procedures. In this session you’ll learn about environmental monitoring, what additional services you can provide your customers while growing your RMR and business overall.Guaranteed Cyber Failure - Awareness, the Greatest Cyber WeaknessJoshua Crumbaugh, Chief Hacker/CTO, PeopleSec, LLCWednesday, March 13 • 9:15 AM - 10:15 AMHuman error is the cause of over 95% of data breaches and the weakest aspect of cybersecurity in nearly all organizations. These errors guarantee that hackers can easily gain access to almost any network in the world and take complete control of systems, data and more. This talk outlines the top 10 mistakes organizations make in security awareness and why most companies are failing to properly prepare their users for cyber attacks. Each point is accompanied by actionable data derived from real-world training program successes and failures. Attendees will learn how to measure human risk accurately and build programs effective at preparing users for attacks that hack people instead of systems. Strong user security awareness can prevent nearly all cyber incidents and significantly reduce risk exposure.Guidelines for School Security ImplementationScott Lord, Steering Committe Director, PASS K-12 | Guy Grace Jr., Director, Partner Alliance for Safer Schools | Chuck Wilson, Executive Director, National Systems Contractors Association | Mark Williams, Sr. Architectural Consultant, AllegionTuesday, March 12 • 8:00 AM - 10:15 AMThis session provides an in-depth look on how to strategically implement security and safety technology with the K-12 schoolmarket. This is a panel discussion that directly relates to the questions and challenges that end user, integrators and manufacturers face.Hanwha Wisenet Professional Certification* ($750) :: PSA INTEGRATORS ONLYAaron Saks, Product and Technical Manager, Hanwha Techwin AmericaTuesday, March 12, 8:00 AM - Thursday, March 14, 11:30 AMHanwha Techwin America is pleased to offer Wisenet Professional Certification to TEC attendees. This certification program is a blended learning experience consisting of an in-classroom session and final exam. The core curriculum is taught over a two-and-a-half day session that facilitates interaction and hands-on instruction. The program was developed for security industry design professionals, technical salespeople and technicians/installers. The curriculum will teach you the latest in network video surveillance technologies, increase your proficiency in Hanwha products (IP cameras/encoders, NVRs, WAVE VMS, etc.) and allow you to adopt best practices for installation, implementation, and cyber security of video surveillance solutions. The class features interactive labs where each learner will setup and configure IP cameras, VMS software, NVRs, mobile apps and more. Time is given for exercises, discussion and Q&A. 18 BICSI CEC credits awarded upon completion.HID Credential Part Number Configuration/Ordering for Project Management and Procurement Teams :: PSA INTEGRATORS ONLYMarcia Laudert, Regional Account Manager, HID GlobalTuesday, March 12 • 3:30 PM - 4:30 PMHave you ever had your urgent order come back to you due to incomplete part number or format information missing or invalid? If so - this session is for YOU! In fact, even if you think you know everything there is to know about this topic, you may learn something new during the session. This session will cover both the basics and the "gotchas" of determining the correct HID credential PART NUMBER, needed FORMAT information and other requirements to ensure orders are accepted and processed correctly, the first time. There will be a Q&A section so participants can ask about their particular needs, or where confusion lies for them. Let HID help demystify the process of ordering credentials.



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SESSION DESCRIPTIONS H

How HCI Architecture is Disrupting the Video Surveillance MarketDarren Giacomini, Director of Advanced Systems Architecture, BCDVideoWednesday, March 13 • 3:30 PM - 4:30 PMSystem integration leaders are challenged by their customers to deliver solutions around a broad set of use cases while meeting their demand for cost-effective, scalable network solutions in an ever-evolving marketplace. As part of our ongoing test and evaluation process, we continually evaluate new technologies, updated systems and capabilities, as well as traditional / existing vendors to analyze their ability to adapt to the changing marketplace. The newest architecture to be adopted into the video surveillance space is HCI. Hyperconverged Infrastructure (HCI) utilizes modular compute/network/storage building block nodes, with direct-attached storage and a management layer on minimal, stackable hardware that can be combined into scale-out clusters.

How the New Tax Law Will Impact You and Your BusinessRobert Zarlengo, CPA, ABV, CVA, CExP, President, Robert J. Zarlengo Inc.Tuesday, March 12 • 9:15 AM - 10:15 AMThe Tax Cuts and Jobs Act signed into law in December 2017 took effect beginning with the 2018 tax year. What started out as tax simplification turned into the biggest tax reform since 1986. As we sit in the middle of tax season, business owners must arm themselves with information about how this new law impacts their business so they can ask their CPA the right questions prior to filing on April 15. This presentation will provide business owners and upper-level managers with details around changes in allowable deductions, depreciation limits, wage limitations for QBI (qualified business income), business interest limitations and more. Attendees will gain an in-depth understanding of this new law and be better equipped to understand this year’s taxes and how to plan for future filing years.

How to Avoid Access Control Power Problems in the Real World (Workshop)Robert Lovato, Technical Support Manager, Security Door ControlsMonday, March 11 • 1:00 PM - 3:15 PMAll power is not created equal, especially when designing and installing electrified access control hardware and systems in new or retrofit applications. To avoid problems, the key is to understand where the power is coming from and if the electrified hardware is being provided a “clean” source of power – one that is filtered to ensure against spikes and surges, is properly regulated for consistent output, and has short circuit and thermal load protection. 75 - 85% of typical operating problems can be eliminated by following best practices for power design and installation protocols specific to electrified access control hardware. Designed for dealers, installers and integrators, this practical, hands-on design and installation module will ensure attendees understand why power requirements are different for electrified access control hardware vs other devices or fire and life safety systems, and that one size does not fit all. Session attendees will be taken through access control industry stats, basic power concepts, intermediate system design process, troubleshooting and benefits to the proper application of power to electrified access control hardware in the real world.

How to Build RMR Using Cloud Enabled Video SolutionsFOCUS ON

RMRRick Sheppard, CEO, OpenEyeTuesday, March 12 • 9:15 AM - 10:15 AMThis session is intended for senior sales and operational leaders looking to leverage a cloud managed video solution to start, or augment an existing managed services program to increase their RMR. It focuses on developing a product offering, go to market strategy and marketing program. Common pitfalls in sales and operational implementation will also be covered as well as a review of best practices to ensure success. Participants will take home a number of resources in editable format designed to jump start their program development efforts.

How to Close More Sales by Understanding the WHY in Buying DecisionsJerry Wilkins, Vice President, Active Risk Survival, Inc.Wednesday, March 13 • 3:30 PM - 4:30 PMThis one-hour session provides an overview of the Emergency Operations Plan (EOP) and the Incident Action Plan (IAP FEMA 201) as they relate to planning, training and preparing for an active shooter incident. Participants will learn the terminology and methodology used by emergency operations planners and security directors to meet recent mandates and best practices as defined by the Interagency Security Committees (FOUO lifted 11/2015). The session will include discussions of OSHA's General Duty Clause, NFPA 3000 (released April 2018), updated case studies, the Liability Risk Mitigation associated with proper planning and the utilization of Electronic Countermeasures (CCTV, IDS, ACS and Mass Notification) as part of Critical Incident Response. This class is a one-hour overview of Emergency Operations Planning and provides basic information on FEMA's Incident Command Structure (ICS). ICS is the response protocol used to respond to all natural and man-made critical incidents.



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SESSION DESCRIPTIONS H

How to Help Customers with Workplace Violence StrategiesPaul Boucherle, Principal, Matterhorn ConsultingTuesday, March 12 • 10:30 AM - 11:30 AMActive shooter and mass shooting incidents demand our attention in the headlines so what are you doing to help your customers and prospects proactively plan for the unimaginable event that changes communities forever? Build your awareness, knowledge and next steps to be more prepared for a difficult discussion as well as challenging customer’s conventional thinking. If you can’t challenge their mindset and budget priorities, you really cannot begin to help them prepare effectively. Products and services messaging strategies alone are the wrong approach so think outside the “we don’t have the budget” box to be successful. Actionable Lessons Learned - Internalized Now (ALL-IN): This session will share a seasoned WPV security consultants process, approach, recommendations and perspectives that can help your team be more effective protecting your customers most valuable asset, their employees. 1) Understand the processes that are essential to providing a safe work environment 2) Learn what skills are needed to deliver an effective WPV program 3) Implement a checklist of steps to guide your team and customer to improve work place safety and mitigate the risk of violence 4) How to craft the right marketing and sales messaging of your services

How to Help Your Customer Optimize Their Security System to Improve the Bottom LineJody Ross, Vice President of Sales and Justin Wilmas, Senior Director of Sales, AMAG TechnologyWednesday, March 13 • 9:15 AM - 10:15 AMAs a best practice, organizations should audit their security system to determine if the technologies and processes currently in place are optimal for their business. Companies can examine their security systems to discover its strengths, weaknesses and gaps. Identifying gaps will determine what is missing from the system and provide direction for the security department on what needs improvement. You can help them do this. The discoveries made during this process will help a company improve its overall business, therefore it’s imperative the CSO work closely with company executives to learn the goals of the entire business: cyber, human resources, IT, customer service, legal, etc. Effective organizations can no longer afford to operate in silos and department leaders must work together to synchronize security goals with business goals to streamline operations, mitigate risk, meet compliance and save money. The information gleaned from this best practice security audit helps an organization set overall business goals and create a strong, effective security plan moving forward that will meet today’s needs, along with future proofing for tomorrow. In this presentation, integrators will learn how to help end users align their technology and operations. They will learn how to discover their security gaps, gather data and build a business case justification to streamline business, improve security and ultimately save money.

How to Interview a Sales PersonPaul Boucherle, Principal, Matterhorn ConsultingTuesday, March 12 • 1:00 PM - 2:00 PMHiring for a sales position is arguably one of the toughest interviews to conduct for a manager for a wide variety of legitimate reasons. Recognize that the people you will be interviewing are skilled at presenting a very strong and positive first impression. That's what they do for a living when meeting new prospects just like you! They come prepared for their "sales call," can you say the same when you are interviewing them? They will be confident, charming, experienced and quite the conversationalist. They may also be a terrible cultural fit for your company. This session will explore ways to help you become a more proficient interviewer when faced with interviewing talented sales people.

How to Monetize Artificial Intelligence and BiometricsLarry Reed, CEO, ZKTeco USAWednesday, March 13 • 1:00 PM - 2:00 PMArtificial Intelligence (AI) has become one of those industry buzz words now thrown around as often as the words "gluten-free" or "all-natural" used in the food business. Today's technology doesn't "sell" unless it has "AI". So what exactly is "AI" and how can a business owner monetize it? This session will define AI in simple terms and introduce the many different AI applications which attendees can introduce to their clients who work in vertical markets including retail, education, healthcare, hospitality and many more. After reviewing the session content, attendees will then have the opportunity to experience live hands-on AI and Hybrid Biometric technology . Attendees will observe how multiple people simultaneously standing from 20 feet away can be quickly easily recognized and subsequently have doors unlock for them, log their work attendance or have a simple message sent to an attendant. This session will be both an informative and fun eye-opener for all those who attend!



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SESSION DESCRIPTIONS I-K

I18N - Internationalization and the ChallengesStuart Bostock, Executive Group President, Security Centres International LimitedTuesday, March 12 • 10:30 AM - 11:30 AMThis session will discuss how to explore opportunities in non-US territories, primarily in the Caribbean. Participants will learn about the procurement process and some of the pre-requisites for conducting business in various jurisdictions and what drives purchasing decisions. Additionally, the session will explore key considerations like exporting/importing products and goods, local licensing, tariffs, immigration permits and visas, foreign exchange, VAT and export control.

Innovative Techniques for Deploying Power and Network InfrastructureJR Andrews, National Sales Executive, AltronixTuesday, March 12 • 2:15 PM - 4:30 PMThis course will give a basic understanding of the many types of power options available today. It covers innovative methods for transmitting both IP data and power over various types of cabling, along with how to upgrade an existing analog infrastructure an IP network. We will instruct you in selecting the appropriate power sources for IP video surveillance and access control applications.

Insights for Selling Into the Cannabis Industry: What Integrators Need to KnowJeff Corrall, Head of Strategic Partnerships, March NetworksWednesday, March 13 • 10:30 AM - 11:30 AMWith recreational cannabis now legal in many U.S. states, as well as in Canada and other parts of the world, security systems integrators have the opportunity to sell into this emerging market. This presentation focuses on the unique security needs of licensed cannabis growers, producers and retailers and how compliance with government legislation plays a major role in their choice for physical security. Session attendees will learn about specific state requirements for video surveillance systems for cannabis and how video-enabled seed-to-sale tracking and compliance solutions incorporating Radio Frequency Identification (RFID) tags are helping cannabis businesses secure and protect their assets. Comments from a cannabis dispensary owner will be included. Integrators will learn about the cultivation process itself, from cloning and flowering to harvesting, packaging and transport and how security can be applied at each stage of the process. In addition to security and compliance, this presentation will also focus on the business intelligence aspect of IP video surveillance, which can offer cannabis retailers valuable insights into marketing, customer service and operations.

Intelligent Communications – Leveraging Enhanced Interoperability to Improve Communications Within Systems, People, and ProcessesJim Hoffpaiur, President, Zenitel USA, Inc.Tuesday, March 12 • 3:30 PM - 4:30 PMSystems integrators are improving value to their clients by evolving their business model from a focus on technology silos of excellence to one that captures the hidden costs of the security program. Those costs include lack of a fully integrated and maintained business intelligence platform for security. This platform will create a force multiplier in capabilities, risk mitigation and budget optimization. The new category of “Intelligent Communications” refers to communications between systems and within business processes, and encompasses all forms of communications, not just voice. When leveraged within a business intelligence platform like access control, an enhanced level of interoperability between people, processes and technology is possible, and the stage is set for the age of voice and machine learning. This allows integrators to provide intelligent and sustainable solutions that optimize their customers’ systems, improving response time, situational awareness and accountability.

Keys to Successful Acquisitions – Insights for Both Buyers and SellersCharles Durant, Managing Director, Sandra Jones and CompanyTuesday, March 12 • 3:30 PM - 4:30 PMThe strategy of growing your business through acquisitions is both viable and attractive. Yet numerous research studies show that most acquisitions – as many as two-thirds – fail to create value for the acquirer. To be successful in growing through acquisition, buyers must take a rigorous, systematic approach to M&A. The key to a successful acquisition is to develop an acquisition strategy that includes an assessment of the cultural fit of a potential acquisition target with the existing business. Without a cultural fit, an acquisition is likely to fail at the integration phase and, accordingly, fail to meet the reasons for doing an acquisition in the first place. Due diligence and closing a deal only is not an ends, it’s only the beginning. The real work associated with successful acquisitions begins with integration. This session will provide insights to security integrators who are interested in growing through acquisition as well as integrators who may be contemplating an exit from the business.



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SESSION DESCRIPTIONS L-M

Labor: Are You Making Enough Profit?Brad Malone, Partner - Chicago, Navigate Management CompanyTuesday, March 12 • 2:15 PM - 3:15 PMThere are plenty of ways to lose money in the systems integration business but one of the easiest is under-charging for labor. How much you pay an employee, how much you charge for that employee and how much labor you are estimating and selling are all very different numbers and have very real impacts to the viability of your business - large or small. Learn how to calculate your real costs for labor and overhead and determine what your charge rate should be and how to sell more of it.

Lenel Advanced Access Control Certification* ($1,080)TBA, LenelMonday, March 11 8:00 AM - Wednesday, March 13 4:30 PMThis three-day, instructor led course is designed to present concepts and examples that are necessary to implement advanced access control features including: database segmentation, custom alarms, advanced reader functionality (including anti-passback and area control).Note: You must be a certified VAR for this company in order to register for this session.

Lenel OnGuard Hardware and Software Fundamentals* ($1,800)TBA, LenelMonday, March 11, 8:00 AM - Thursday, March 14, 4:30 PMThis instructor-led course is designed to familiarize students with access control hardware, basic system wiring, software installation, and basic system programming. The purpose of this course is to guide students through the step-by-step process required to ensure basic functionality of a Lenel access control system. The fundamentals course is the first course in the technical certification curriculum that supports the basic knowledge required for all Professional, Expert, and Design Architect certification tracks.Note: You must be a certified VAR for this company in order to register for this session.

Licensing and Compliance Made EasyConnie Moorhead, President, The CMOOR GroupTuesday, March 12 • 3:30 PM - 4:30 PMState licensing is a hassle but a necessity if you want to keep your business legal. Thirty-three states and the District of Columbia all have licensing requirements if you want to install, support or monitor a low-voltage fire and/or burglar alarm system. Of those locations, 27 have continuing education requirements in order to maintain that license. In this session, we will explore the varying state and jurisdictional licensing requirements across the security industry. What does it take to get a license? What is a Qualifying Agent? Why is it important to maintain a license? This session will look at the answer to these and other questions surrounding licensing your business. Students will take away a state-by-state Licensing Guide as a resource which will help them understand the licensing and compliance requirements in each state, provide contact information for the licensing boards and define the expenses and steps of the licensing process.

LifeSafety Power Certification - Basics and NewJoseph Holland, Director, LifeSafety PowerWednesday, March 13 • 8:00 AM - 11:30 AMFor the technician up to the project manager, learn how to specify, configure, work with and troubleshoot the LifeSafety Power (LSP) FlexPower system. Discuss the advantages of a dual buss power system, the advantages of lock control, networking. Learn how to take advantage of the remote management functions such as remote battery testing and control, remote reporting and alerts. Also presented will be the new LSP Multi-Site Manager designed to monitor the multiple sites of an enterprise. Reliable uptime is critical to physical security and life safety devices. Explore the new methods of using data, data reporting and data analytics of the low voltage power system to expand your managed services. What features of the new managed power systems can be leveraged to increase the bottom line? From a single system to the global enterprise, new software solutions now exist to reliably monitor low voltage systems and bring intelligent analytics to enterprise systems allowing reduction of service calls, increased uptime, and maximized system reliability.

Making Every Hire Count: Hiring Tips for the Changing Employment MarketTed Szaniawski, Founding Principal, HRGroup, LLCTuesday, March 12 • 2:15 PM - 4:30 PMWith record low unemployment and strong economic growth, many organizations are struggling to fill open positions needed for growth. The challenge in finding qualified candidates and retaining them once hired is a trend that is likely to continue. Understanding how to adapt to this new employment landscape is key to organizational success. Join Ted Szaniawski with HRGroup as he shares proven methods to navigate these new challenges. The focus will be both on organizational culture and its importance to attracting and retaining top talent, as well as on the hiring process and ways to attract and hire applicants with a limited candidate pool. It is possible to successfully hire and grow in this new employment market.



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SESSION DESCRIPTIONS M-N

Metrics for Delivering Improved Operational EfficiencyRandy Stearns, CEO, D-Tools, Inc.Wednesday, March 13 • 3:30 PM - 4:30 PMDuring this course, participants will identify key areas for security system integration companies to improve productivity and discuss how analytics can help provide better outcomes both internally and ultimately for the end client. Based on this framework, this session will also identify metrics that will help to quantify performance across the business, from sales, product management, labor utilization, product and project profitability and more. This session will outline how to identify and measure key performance indicators (KPI) and attendees should be able to implement a new quantifiable approach to measuring business effectiveness.

Modern-Day NetworkingChris Peterson, Principal, Speaker and Consultant, Vector FirmTuesday, March 12 • 2:15 PM - 3:15 PMTen years ago, the primary objective of professional networking was to meet the right people and establish a relationship with them. The sales person with the most relationships won. Not anymore. This session will illustrate the new world of networking and coach you to build a networking strategy that will work in 2019… and beyond.

Must Have Digital Tools to Assist Sales ProfessionalsJamie Gosweiler, Marketing Manager, Vector FirmTuesday, March 12 • 10:30 AM - 11:30 AMThe cloud computing space is filled with an overwhelming list of digital tools that continues to grow each day. But what digital tools are the best for salespeople in the industry? What tools can keep you in front of customers as the experts? To help you save time? To increase engagement? To facilitate closing opportunities? In this session, we will review some of the best tools to help salespeople save time, be organized, improve prospecting efforts, generate leads and close more sales. We will highlight the features and benefits of leading digital sales tools and how salespeople can utilize them in their efforts for lead generation, prospecting, file sharing and more.

Networking for Security Technicians (ESNT Certification)* ($1,895)Ray Coulombe, Founder & Managing Director, SecuritySpecifiersTuesday, March 12, 8:00 AM - Thursday, March 14, 12:00 PMNetworking for Security Technicians is a 2 day “nuts and bolts” program teaching the basics of IP network fundamentals applied to physical security. While many IT certifications deal with in-depth elements of networking, the ESNT is a first-level program specifically for physical security technicians, sales personnel and other security professionals requiring a strong grounding in IT basics. The program emphasizes hands-on, practical physical security-related applications. Starting at Layer 1 (Physical Layer) of the TCP/IP Protocol Stack, the course progresses through the higher levels to deal with the applications most common in security equipment. Further, the course includes a module on cybersecurity, enumerating both threats and tools and techniques to deal with them. The program has been BICSI-approved for 15 Continuing Education Credits (CEC's). Further, the program provides the training necessary to allow students to test for the Electronic Technicians Association (ETA) Electronic Security Networking Technician (ESNT) certification. The test will be administered at TEC. With this training, students are well positioned to take full advantage of vendor product training on IP-enabled devices or to continue pursuing IT industry certifications. This course consistently ranks among the most popular and well-rated at TEC. Attendance is limited.

Networking in Harsh EnvironmentsMoses Ramos, Senior Trainer, ComnetWednesday, March 13 • 1:00 PM - 2:00 PMNetworking has become a common part of security professionals designed systems. This course discusses the issues with networking outside the normal confines of a standard building and looks at how special equipment is needed to combat harsh environments to ensure proper transmission of critical security data such as video, audio or access control data. The course explains devices that are available to help overcome extreme heat, humidity and cold that would affect standard network equipment. Finally, attendees will learn about adapting network equipment to overcome long distances, limited power sources and lightning issues.

New RMR with Cloud-Based Management ServiceFOCUS ON

RMRRon VanTassel, Market Development Manager, Seneca - AISTuesday, March 12 • 2:15 PM - 4:30 PMThis workshop will provide a hands-on demonstration of a cloud-based service that offers a remote management and monitoring platform so you can audit, manage and maintain all aspects of a security installation. The workshop will provide a high level overview so integrators can capture new managed services and the features/benefits within the application. The software demonstration will provide management, sales and technical insight into deployment of a managed service offering.



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SESSION DESCRIPTIONS P

Procurement: Ask PSA! :: PSA INTEGRATORS ONLYMike Chagolla, Customer Service Manager, PSAWednesday, March 13 • 9:15 AM - 10:15 AMEveryone is talking about the power of collaboration. Do you have questions for PSA regarding your purchasing process? PSA wants to know what we can help you with! Come to this interactive session with your questions so PSA can help address your issues. As procurement evolves its value proposition we must continue to build a mature needed capabilities. PSA wants to improve capabilities, interactions and efficiencies with our integrators - you can help by collaborating with PSA and other integrators.

PSA Cybersecurity Committee: Intrusion Prevention and Detection Technology (Workshop)PSA Cybersecurity CommitteeMonday, March 11 • 1:00 PM - 3:15 PMWhile cybersecurity is a totality of many variables, disciplines and practices, at its basic core success is accomplished by the addition of intrusion prevention and detection technology. In this interactive session, PSA’s Cybersecurity Committee will discuss firewall deployments and the technology variables and options to consider when adding to a network. The Committee will define technologies, discuss the pros and cons of each, and then look at various typology models and where the firewall hardware, both physical and virtual, reside. Lastly, the Committee will show port terminations to illustrate an end-to-end deployment.

PSA Cybersecurity Committee: Overview – Cyber Risk is Business RiskPSA Cybersecurity CommitteeWednesday, March 13 • 9:15 AM - 10:15 AMDuring this session, PSA’s Cybersecurity Committee will be giving an overview on how cyber risk is business risk from a financial, legal, operational and reputational standpoint. The Committee will share ideas with attendees on how to identify cyber threats, threat actors and will review the different types of attacks. Attendees will learn about potential vulnerabilities in important business systems and assets and the importance of the role of leadership and the governance for cybersecurity. The Committee will be discussing technologies and tools to help protect your systems and networks along with ideas for incident response and accountability in the event of a cyber-attack. Lastly, the committee will help attendees understand how to create and deploy a mitigation strategy.

PSA Leadership Committee: Employee and Performance Management (Workshop)PSA Leadership CommitteeMonday, March 11 • 1:00 PM - 3:15 PMPerformance metrics are a powerful tool of organizational change. The saying “what gets measured, gets done,” is true. Companies that define objectives, establish goals, measure progress, reward achievement and display the results for all to see can accelerate productivity and gracefully move an organization in a new direction. In this workshop session, PSA’s Leadership Committee will show managers how to create and build a scorecard that will help drive employee’s behavior through defining and communicating strategic objectives tailored to every individual and role throughout the organization. Managers can leave this session and utilize the scorecard to gauge employee performance and employees can use it to focus on what is important and help them achieve their personal performance plans.

PSA Leadership Committee: Industry and Community Leadership – Creating a Path for the VisionPSA Leadership CommitteeTuesday, March 12 • 2:15 PM - 3:15 PMLeaders shape our organizations, our communities and our nation. We need good leaders to direct activities and focus attention where it is needed for making the essential large-scale decisions that keep our worlds moving forward. Leaders do not command excellence, they build excellence. This excellence can not only be built within business organizations but also in the community. The more an organization or community and the leaders within are aligned in the overall vision, the greater the chance of success. In this PSA Leadership Committee panel discussion and workshop, leaders will discuss and describe processes for building and developing a pathway to success with measurable, accountable outcomes. Ideas will be shared and discussed between the panel and the audience creating a pathway to develop a clearly defined vision for businesses, organizations and local communities.



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SESSION DESCRIPTIONS P

PSA Managed Services Committee: A Roadmap of Transition – Building a Managed Services BusinessFOCUS ON

RMRPSA Managed Services CommitteeWednesday, March 13 • 10:30 AM - 11:30 AMThe world of managed services and recurring revenue is rapidly evolving. Though many of the value propositions remain, such as total cost of ownership (TCO) reduction, risk aversion, acceleration of the adoption of next generation technologies, etc., there has been a tremendous amount of focus on standardization of the offer, specialization of sales, scalability and automation of delivery and optimization of governance. So how do you know where to start when building your own managed services business? In this session, PSA’s Managed Services Committee will walk attendees through a roadmap of transition from a traditional integration business model to a managed services program offering. In this session, the Committee will discuss the different offerings, financial models, marketing and sales, product selection and operations of transitioning to a recurring revenue model.

PSA Project Management Committee: From Lean to Lasting – Making Operational Improvements EndurePSA Project Management CommitteeWednesday, March 13 • 8:00 AM - 9:00 AMOperational improvement is often a fundamental requirement and continuous effort for any organization that wishes to succeed in today’s environment of challenges and change. Along with operational efficiency, it can play an enormous role driving growth and profitability. In this session, PSA’s Project Management Committee will illustrate how to improve a company’s internal operations processes to scale and grow operations. Additionally, the Committee will provide best practices and demonstrate how to standardize and improve operations in your company.

PSA Sales & Marketing Committee: How to Create Killer Content that Captivates and Converts (Workshop)PSA Sales and Marketing CommitteeMonday, March 11 • 1:00 PM - 3:15 PMContent is king and content marketing has become a cornerstone of all successful marketing programs. In fact, experts estimate that content marketing will be a $300 billion industry by 2019. Engaging content is more than pitching your products or services; instead, you need to provide relevant and useful information that will help prospects and customers solve their issues. In this session, we will go over tips and tricks for creating engaging content, best practices for creating a content marketing program and how to integrate it with an overall marketing plan successfully. Lastly, we will finish with a workshop where the audience will practice coming up with engaging content topics in groups.

PSA Sales & Marketing Committee: Successful Selling to Vertical MarketsPSA Sales and Marketing CommitteeWednesday, March 13 • 3:30 PM - 4:30 PMToday integrators are learning that a more focused approach to selling to markets can help develop expertise that differentiates them from competitors. Learning the common and specific needs of vertical industries can help integrators more quickly identify products and services. This approach can create a solid foundation for sales professionals for their ongoing sales growth. In this PSA Sales & Marketing Committee session, attendees will learn more about the challenges faced in different vertical markets and the different approaches to selling to meet these needs. Additionally, the Committee will share best practices, tips, worksheets and checklists for identifying, evaluating and selling to vertical markets.

PSA Stockholders’ Meeting :: PSA OWNERS ONLYPSA LeadershipThursday, March 14 • 8:00 AM - 10:00 AMHosted by PSA executives, staff and members of the PSA Board of Directors, this forum will address how to maximize your equity share. This session will review important and exclusive benefits available to you as a PSA stockholder and will ensure you are taking full advantage of all the programs available to you.



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SESSION DESCRIPTIONS P-S

PSA Technical Committee Workshop: From Old Box Technology to a Modern Solution (Workshop)PSA Technical CommitteeMonday, March 11 • 1:00 PM - 3:15 PMThe security landscape continues to evolve in new and complex ways that brings change. Rather than see this change as an interruption or distraction, a proactive approach and solid plan can turn a project into an opportunity of significant improvement. While migrating from old to new is a big undertaking, new technology in today’s security industry makes it relatively affordable and manageable and can significantly increase reliability and resiliency. PSA’s Technical committee will discuss the strategies available to access some of the benefits afforded by new technology, without having to rip and replace your entire system.

Purchasing Best Practices: An Integrator Roundtable :: INTEGRATORS ONLYMike Chagolla, Customer Service Manager, PSAWednesday, March 13 • 8:00 AM - 9:00 AMINTEGRATORS ONLY SESSION! During this session, attendees will have an opportunity to network, share ideas and best practices around purchasing and brainstorm new solutions in partnership with other systems integrators and the PSA team. Adopt the philosophies, methods and processes others in the industry are using and implement them to build a strong foundation for supply chain excellence.

Putting the Tax Cuts and Jobs Act of 2017 to Work for YouMitch Reitman, Principal, Reitman Consulting Group, Inc.Wednesday, March 13 • 9:15 AM - 11:30 AMCongress passed President Trump's Tax Bill over a year ago. While it is probably the most pro-business tax legislation in U.S. history, many businesses, and their accountants, don't fully understand its benefits. Find out how to benefit from some of the confusing provisions of the Bill. Learn how simple changes in the way you compensate workers and owners can be worth thousands of dollars in tax breaks. The Bill also freed up thousands of IRS auditors to go after the real tax cheats. Find out how to avoid getting caught in the crack down and how honest companies can avoid the pain of an unnecessary audit. This session will also discuss amnesty programs and how to resolve collection issues. If you are considering selling in the next ten years we will also be discussing proper structure and preparation.

Recognizing Your Customer’s Journey: A Problem-Solving Workshop :: PSA INTEGRATORS ONLYMike Chagolla, Customer Service Manager, PSAWednesday, March 13 • 1:00 PM - 2:00 PMWhat happens to your customers when they interact with your business? Who talks to them and when? During this session, attendees will map their customer's journey and help reach a shared understanding on key events, touch points and activities that are working well within organizations and identify areas for improvement.

SALTO Advanced BLE and NFC Application Workshop (Workshop)Bill Wood, President, North America, SALTO SystemsMonday, March 11 • 3:30 PM - 4:30 PMThis workshop is an advanced, hands-on opportunity to familiarize and reinforce seasoned field engineers and project managers via direct experience with SALTO locking hardware and management software. During this workshop, participants will install, program and demonstrate their proficiency with the latest in SALTO’s wireless access control and mobile technologies.

Secure Development Life CycleAndrew Lanning, Co-Founder, Integrated Security Technologies | Neil Lakomiak, Director of Business Development & Innovation, UL | Will Brown, Sr. Engineering Manager, Tyco Security Products | David Brent, Key Account Manager, Bosch Security and Safety | Ben Rowe, Cloud & Security Architect, ArclulesWednesday, March 13 • 10:30 AM - 11:30 AMIncorporating cybersecurity into the design, testing and maintenance of any product’s lifecycle is a necessity. Building and assessing an organization’s SDL can include (1) Security Requirements, (2) Program and Policy Review, (3) Threat Analysis with Modeling, (4) Secure Software Design, (5) Coding Standards and Code Analysis e.g., utilizing tools to test for code weaknesses, (6) Risk Management to identify all functionality and all sensitive data used and stored by the product, and (7) Penetration Testing which includes efforts to circumvent the risk controls and security configuration of the product, attempts to engage the product in a denial of service, attempts to access and authenticate on the product via unauthorized means, attempt to elevate privilege on the product and attempts to exploit vulnerabilities found acceptable during the risk analysis. This panel discussion will review recent UL guidance and the SDL steps undertaken by various cloud, VMS, and hardware manufacturers, in order to provide an enhanced audience understanding of the security software development lifecycle and the potential SDL roadmap elements they should discuss with their various vendors in the pursuit of sound cyber-hygiene.



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SESSION DESCRIPTIONS S

Securing Your Data for the New Wave of Industry RegulationMonty Forehand, Product Security Officer, Seagate TechnologyWednesday, March 13 • 3:30 PM - 4:30 PMRecent innovations in video technologies have resulted in high definition optical sensors and artificial intelligence technologies becoming standard features in today’s advanced security cameras. These devices are now collecting an unprecedented amount of data for business intelligence, including personally identifiable information. Placed into effect on May 25, 2018, the General Data Protection Regulation (GDPR) has set a new standard of protection for the processing and movement of this personal data. GDPR not only impacts organizations based in the EU, but any organization in the world which offers products and services or monitors behavior in the EU. New regulations mirroring GDPR are now taking hold in the United States, such as the California Privacy Act of 2018 and are set to dramatically change how businesses handle data, as organizations who are found non-compliant can face penalties. As video surveillance moves into IT 4.0, the implications of GDPR and similar legislation must be considered for all edge and IoT video surveillance deployments. Systems integrators now have a critical responsibility to design privacy protection measures that align with these new mandates by building data protection into processes, systems and hardware that manage personally identifiable information. This session will look at best practices and cyber-hardening measures for surveillance solutions, from securing the camera to the storage hard drive to ensuring secure erasure of end-of-life data.

Security System Privacy Profiles and Best PracticeSalvatore D'Agostino, CEO, IDmachinesTuesday, March 12 • 9:15 AM - 10:15 AMThe session will review the current privacy requirements for security and surveillance systems. It will provide an overview of the relationship of privacy to security and how this relationship is evolving both locally and globally at this time. The session will introduce the concept of a privacy profile and show how this can develop a code of conduct for security and surveillance service providers. It will look at particular consideration in the use of analytics and cloud based services.

Selling Cyber - What You Need to KnowSteven Mains, PhD, CEO, TechMIS, LLCWednesday, March 13 • 8:00 AM - 9:00 AMPhysical security integrators know that they need to add cyber to their security offerings but often don’t know where to start. They might be able to find the info security officer or the right IT people, but where do they take the discussion from there and what are they really selling anyway? How would they deploy it? What timeline and what does it cost? Without answers to these questions, an integrator can’t confidently make the pitch. This workshop spends time discussing how to relate cyber to an existing integration business, who to talk to, how to pitch cyber, what products and services are being pitched, how it can be deployed and on what schedule and what kind of margin to expect on cyber products and services. The goal at the end is to have integrators who are confident enough in the language and concepts of cybersecurity to make the approach and get to the second meeting.

Selling Your Company: Right Price, Right Buyer, Right TermsBarry Epstein, President, Vertex CapitalWednesday, March 13 • 8:00 AM - 9:00 AMSelling your company is usually a once in a lifetime event! Avoiding mistakes and pitfalls can help you realize the benefits of your career. Join Barry Epstein and learn how to get the top price, the right type of buyer and how to negotiate the best combination of terms and structure. Learn the best practices of sellers from over 25 years of deal making!

SIA CSPM Exam ($ - Additional Exam Fee Paid Directly to SIA)TBA, SIAWednesday, March 13 • 1:00 PM - 4:30 PMApplications must be approved by SIA in order to sit for the exam. Contact Katie Greatti at [email protected] for more information. Participants must bring own computer for the exam. Fees paid directly to SIA.



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SESSION DESCRIPTIONS S-T

SIA Security Project Management Training Seminar (SPM)* ($995)Rex Allen, Operations Manager, Securadyne | Security Industry AssocationMonday, March 11, 8:00 AM - Wednesday, March 13, 11:30 AMThe SIA Security Project Management Training Seminar gives security project managers the tools to execute projects efficiently and mitigate the risks for your clients and company. This 2.5-day course offers newer and seasoned PMs clear perspective on the importance of their role to project stakeholders and identifies risks that could hinder project success. Attendees receive the SIA Security Project Manager's Essential Guidebook, a compendium of resources, checklists, templates and other materials to help prepare for success on future projects. This training seminar is not a SPM® Certification review course. Review of the SPM® domains within the training seminar is intended to help you identify areas of strength and weakness so that you may focus future self-directed study efforts.

State of the IndustryTBAWednesday, March 13 • 1:00 PM - 3:15 PMA diverse selection of industry experts take the stage in this can’t-miss presentation. Regardless of your company’s size or sales volume, you’ll benefit from this discussion of what’s happening in the marketplace and the challenges and opportunities for the systems integrator, manufacturer and other industry professionals.

Strangling Them Won't Help: Three More Effective Strategies for Dealing with Difficult People (Workshop)Eva Doyle, Founder, The Reluctant LeaderMonday, March 11 • 3:30 PM - 4:30 PMWho dreads going to work because they must deal with a difficult person, be it a subordinate, colleague or customer? Everyone will find themselves in that situation at one time or another. Having (non-violent) strategies in place ahead of time is crucial, especially in this industry. Getting people to accept and work with the security procedures can be critical to your success. Or, perhaps you sense that others see you as difficult? You may be looking for ways to turn that impression around. Let’s face it, most of us have been the “difficult” person at some point in our careers. In this session, you will learn three powerful strategies that you can employ immediately to diffuse the difficult person (or stop being one!). This session will explore how to ask questions effectively to get the answers you need. Participants will use a checklist to help you sort through your own emotions and thoughts that dealing with difficult people can bring up. This session will also review body language techniques that will help bring home your message.

Technologies Behind a Successful Insider Threat ProgramDan Bissmeyer, Business Development Manager, AMAG Technology and Guy Filippelli, Vice President, ForcepointTuesday, March 12 • 2:15 PM - 3:15 PMEvolving from espionage cases in the government and defense communities, Insider Threat programs have now become common practice in all industries. An Insider Threat is defined as an employee, former employee, contractor, visitor or other business associate who has been granted physical or logical access to facilities, assets or information, and who (through malicious intent or negligence) places company’s people, information or assets at risk. The damage by the insider threat could be emotional or physical injury to employees, financial loss, data loss/manipulation, physical destruction or compromise to assets. The purpose of an Insider Threat program is to mitigate potential threats, detect threats, and investigate potential threats. The most common components of successful programs are comprehensive security training to create a “see something-say something” culture, technology (detection, analytics, case management) and investigations - Internal or external skilled investigators to collect evidence, interview suspects and work with law enforcement to fully investigate cases.

Technology Solutions for K-12 and Higher EducationChuck Wilson, Executive Director, NSCAWednesday, March 13 • 8:00 AM - 9:00 AMEducation facilities are trying to be proactive when it comes to the challenges of providing new ways for students and teachers to connect, using interactive and collaborative education platforms and ensuring security. This session discusses how technology can address these challenges and provide protection to meet today’s demands for school safety and security. You’ll also learn about the guidelines that are affecting school decision-makers and how AV is pushing change forward in the modern classroom. We’ll also cover the latest trends and resources available to help your organization guide and direct the schools you support.



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The 10 Commandments of Developing a Sales Team (Workshop)Paul Boucherle, Principal, Matterhorn ConsultingMonday, March 11 • 1:00 PM - 3:15 PMThe Foundational 5 Commandments: This is targeted for those new to the role of developing a sales team. When you build a sales house, you must be sure to have a strong foundation (plan) to support the square footage and have the right dimensional lumber (talent) for long-term durability. Short cut either of these crucial elements and you are building a house of cards. Translation: It will be fragile and require constant rebuilding! Part 1, we will identify the 5 key commandments for sales team development success and how to internalize these commandments into your business strategy. Part 2: The Finishing School 5 Commandments. This is targeted for those who have a pretty solid sales team that delivers consistent sales results but needs to kick performance up to the next level and venture out of their comfort zone to grow. This will require reestablishing performance metric as well a skill development. This is NOT an easy step however, if you want more of your customers senior management to show up at your deck parties in the future you must take this step. Ok, you have a solid, concrete foundation and strong, true lumber that has framed your sales house. Now it is time to bring in the ”finish carpentry skills” for more precise work that everyone can especially your customers! What will the exterior and interior features look like? This often depends on your company core values, culture and the type of customers you want to invite to a backyard deck BBQ. Will your team have “escalator communication” skills that allow then to easily move from boardroom to basement conversation with equal credibility and skill? Will they have business acumen skills that allow them to really understand your customers business and then recommend innovative problem solving solutions that are spoken in a universal language?

The Changing State of Sales - Successful Selling in Today's WorldTracy Larson, President, WeSuiteWednesday, March 13 • 10:30 AM - 11:30 AMJoin the sales experts from WeSuite for a timely and informative discussion on the changing state of sales. Buyers are savvier. Their demands are increasing, due to immediate and prolific access to technology, product and service information. They are typically much further into the buying decision before sales people even start to enter the picture. The majority of sales people fall short of hitting quotas as they work to complete a host of internal tasks and meet higher customer expectations in the same 24-hour day. This session explores current sales trends, emerging use of AI and the skills and tools selling teams need to succeed in today’s changing sales world.

The MSSP Model Changes Everything! Are You Ready? (Workshop)FOCUS ON

RMRBill Bozeman, CPP, President and CEO, PSAMonday, March 11 • 1:00 PM - 4:30 PMToday, the managed services business model presents a huge opportunity, one that enables system integrators to offset shrinking margins on product sales, and to address increased customer demand for outsourced IT services. In this workshop, Bill Bozeman, CPP, President and CEO of PSA will engage with the audience around compensation practices, financing, sales strategy, and account billing and revenue recognition practices of an MSSP model. Additionally, Bill will discuss the PSA video surveillance and storage, access control and cybersecurity MSSP model.

The New Systems Integration in the Cloud: Blending Multiple SaaS Systems to Meet Customer NeedsFOCUS ON

RMRSteve Van Till, Co-Founder & President & CEO, BrivoWednesday, March 13 • 9:15 AM - 10:15 AMCommercial integrators have grown comfortable with SaaS-based physical security system and understand how they can save time and money while generating RMR. However, the new reality is that many end-users need integrated feature sets that span multiple SaaS vendors. This situation presents integrators with both challenges and opportunities. On the technology side, pre-existing API bindings among SaaS providers reduce the complexity and risk of time-consuming, one-off work for each new customer. These API-based cloud relationships can also provide access to vertical markets that were out of reach in the absence of vertical-specific API integrations with security platforms. But cloud-to-cloud integrations among SaaS vendors usually come with pre-defined business terms, including a diversity of go-to-market strategies and a corresponding diversity of subscription models. Examples include SaaS-vendor-to-reseller RMR plans, cross-vendor API fees and end-user based subscription models that are at odds with the security industry’s channel model.

The Realization of Integrated Automated Robotic Security SolutionsSteve Reinharz, Founder & President, Robotic Assistance DevicesWednesday, March 13 • 3:30 PM - 4:30 PMIn this presentation Steve Reinharz, founder and president of Robotic Assistance Devices, will describe the realization of a complete security ecosystem that integrates robotic and manned security solutions with a complete physical security ecosystem. Our industry proliferates use of eye-catching slogans promising ‘the future, today’. In this session Reinharz will present how the patchwork of electronic systems that make up the physical security industry have been consolidated and furthermore how they integrate with stationary and moving AI powered robotic solutions to deliver a complete security solution to enterprise clients.



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Think a Press Release Doesn’t Matter? Think Again! How a Proper PR Strategy Can Catapult You to the Top of the Leaderboard in Your Market (Workshop)Robbie Danko, Marketing Manager, LVC Companies, Inc. | David Morgan, Vice President/CoOwner, SD Marketing | James Barbour, Security ConsultantMonday, March 11 • 3:30 PM - 4:30 PMThink you need to be a journalist or English major to have an effective PR strategy? Think again! This powerful session will be led by PR experts including local and national editors walking you through the entire process from start to finish, addressing how to write press releases that get noticed and published. From new hires to new product/service releases and other newsworthy content, you’ll walk away with a step by step plan on how to create and distribute meaningful releases, build relationships with publications and understand why that matters and ultimately get your stories published bringing added visibility to your security firm. If you’re viewed as someone that does PR well that can position you as a thought leader and you will become sought out for future articles and stories.

Using AI to Ignore Nuisance False Positive AlertsShawn Guan, Founder & CEO, Umbo Computer VisionTuesday, March 12 • 2:15 PM - 3:15 PMTens of thousands of security events are caught on camera footage every day. The great majority go unnoticed. The key reason why is that we do not have a good tool to tell us about these events when they happen. Traditional video analytics fall far short, generating too many false positives and false negatives. Join Umbo Computer Vision to review how the latest advances in artificial intelligence technology are capable of identifying human related security events and reduce nuisance false positive alerts for central control rooms.

Vampires Guarding the Blood Bank - Establishing Trust and Transparency with ManufacturersDarnell Washington, President/Chief Executive Officer, SecurexpertsTuesday, March 12 • 1:00 PM - 2:00 PMThis session will provide an overview of cybersecurity related events where product manufacturers have caused distrust between vendors and end users. These reputation issues could have been resolved or mitigated if there were greater levels of transparency and communication between product features, architecture and engineering specifications and compatibility with other network connected products. The session will then close with summaries and examples of how manufacturers and end users can build stronger levels of interaction that will benefit is quality outcomes for system integrators that rely on manufacturers to deliver cybersecure solutions that meet customer requirements.

Vendor and Integrator Roundtable :: PSA INTEGRATORS ONLYMike Chagolla, Customer Service Manager, PSAWednesday, March 13 • 2:15 PM - 4:30 PMThis session is an open dialogue and discussion between PSA staff, key vendors and integrators focusing on customer needs in the purchasing process - from order placement to the final shipment.

Warrior Mettle – Forging Mental ToughnessRon Duren Jr., Professor, University of ColoradoWednesday, March 13 • 1:00 PM - 2:00 PMMental toughness is a moderately plastic personality trait which determines in large part how individuals respond mentally to stress, pressure, opportunity and challenge. Research shows that mental toughness scores correlate closely with performance, well-being, positive behavior and aspirations. It has a significant impact on most key outcomes in the world of project management. As a concept, mental toughness embraces other well-known concepts and ideas such as resilience, grit, mindset, learned optimism and learned pessimism, as well as most definitions of character. Research shows that mental toughness has four elements often called the 4 C’s: Control, Commitment, Challenge, Confidence. This session will focus primarily on the “control” aspect in this presentation.Lastly, participants will explore the neurobiology of what is happening in our brains when we are feeling anxiety and/or fear. Once we clear up the mystery of what’s going on, and why, we can utilize tactics to manage our “chimp mind” to perform at a high level under pressure.



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Weaponized IP Cameras: Vulnerability Scanning and Pen TestingDavid Brent, Network Video and Cyber Security Training Engineer, Bosch Security and SafetyWednesday, March 13 • 1:00 PM - 3:15 PMAs of 2015, close to 300 million IP cameras have been installed around the world. Many of these cameras have been installed with default user names and passwords and can be accessed from anywhere in the world. For years the question has been “How secure is the video that a system produces?” but that question is changing. Now the question is “Can my security system be used against me?” Most CCTV cameras are manufactured with an open operating system, or basic kernel, that gives no real consideration to data or cyber security. What are the current fundamental considerations that an organization needs to take into consideration before placing any IP camera on their network?

Weeding Out the Wrong CandidatesLeila Blauner, Founder & Team Growth Strategist, Scalability Solutions LLCTuesday, March 12 • 1:00 PM - 2:00 PMThe cost of a bad hire is astronomical and having hired the wrong person is more painful than having no person at all. Bring your favorite interview questions, hiring strategies and creative methods that have led you to hire great candidates, and/or learn from other integrators' strategies.

What Are Your Vendors Doing to Protect You? Bridging the Physical and Digital Cyber Security RiftPaul DiPeso, Executive Vice President, Feenics, Inc.Tuesday, March 12 • 3:30 PM - 4:30 PMThe convergence of network and physical security has been on a collision path for more than 10 years. However, as IT departments are being given the reigns of physical security, responsibilities increase, new sets of potential issues and threats surface and the additional weight does not usually come with additional staff. What important factors need to be considered when implementing physical security? How will this technology coexist with my logical security? This session will walk through key considerations of a physical security platform and how it still aligns to an organization’s cyber policies.

What is Your Company's Risk Management Program Missing? What is your CYBER Liability Policy Missing?Wayne Dean, Vice President, McGriff Insurance Services and Christiaan Durdaller, National Director of Sales, INSUREtrustWednesday, March 13 • 8:00 AM - 9:00 AMThis session will discuss coverage items that are specific to integrators, detailing points of a fully comprehensive risk management program including cyber insurance, contract language and how certain coverage's would respond in a claims scenario. Do you use subcontractors for work? Do those subcontractors carry the right liability coverage? Do they carry CYBER liability? This session will provide CYBER claim scenarios where the subcontractor didn't have enough coverage and the claim fell back on the Integrator. Do you have a subcontractor agreement and verify the subs coverage's? Learn the correct risk transfer procedures when using subcontractors or vendors and how to prevent liability to fall on you!

Why Gunshot Analytics Are Now MainstreamDoug Scott, Senior Manager Strategic Accounts, LouroeTuesday, March 12 • 10:30 AM - 11:30 AMGunshot detectors recognizes firearm discharge in many different settings. Within seconds of a gunshot, software/algorithms accurately classify and triggers an immediate notification through any VMS or other source. Security staff can then verify the alarm and reduce the response time of personnel. Gunshot analytics can successfully detect most firearms including handguns, shotguns, rifles and automatic rifles. This session will explore integration and uses on gunshot analytics in many mainstream applications. Furthermore participants will learn basic design and why analytics have been accepted in our daily life. Contrary to the past, gunshot and other analytics are very dependable now with 1000's of installs. From schools to US senators offices, from Foreign National Consulates to casinos, analytics are a valuable add on the most security systems.

Why is Everyone Talking About Card Security Lately?TBA, HID GlobalTuesday, March 12 • 1:00 PM - 2:00 PMFor many years, the card/reader technology and security was not a topic on the lips of salespeople. Frankly it was, and still is in some cases, an after-thought in many sales conversations with the end user. This session will bring some added value to you; the security consultant to the end user. A holistic and secure card/reader program should be discussed with every new customer, as well as existing customers. This session will dive into the various areas that credentials, as well as readers, can be more "secure," and simple changes to suggest to your customers that will not cost them anything but will bring high value back to you; their security consultant.



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Win the Ring: The Pro Football Front Office System to Make Your Staff into a Championship TeamMark Oristano, Overturning Turnover, MarkMyWords LLCWednesday, March 13 • 3:30 PM - 4:30 PMThe average cost to replace a $10/hour employee is $3,000. To replace a $45,000/year manager, it's $20,000. The average employee stays on the job only 1.5 years. Turnover is as much a killer in the workplace as it is on the football field. Former NFL broadcaster Mark Oristano takes the time-tested organizational ideas of one of football's most successful front office operations and turns it into simple to apply methods to cut down on turnover and keep the workplace moving ahead. Nobody wants to spend eight hours a day shuffling papers for no reason. Everybody wants to belong to something bigger than themselves. That's why it's so much fun to be part of a team. You'll learn how to cut down on turnover, improve efficiency and make your team tops.

Your Power Style and How to Use It to Gain Followership (Workshop)Hal Bagley, Principal and Baadrea Bagley, Leadership Coach, Elevate2LeadMonday, March 11 • 3:30 PM - 4:30 PMPower - the exertion of influence - is a fact of organizational life! All leadership and managerial tasks involve the use of power. So why is there a negative stigma associated with the term "power"? What is it? What is the difference between power and control? How do you use your personal power style to lead effectively with positive outcomes? It is important for the leader and those he/she leads, to understand as well as possible the dynamics of interpersonal influence (power) and the role one plays in "getting things done" with others.

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TEC, presented by PSA, is the premier education and networking event for all professional systems integrators. TEC features industry leading education and certification programs, networking, and dedicated exhibit hours designed to advance the skills and expertise of industry professionals nationwide. This premier training venue is open to all industry professionals and is designed to meet the educational needs of all employees within an integrator’s organization.

The TEC 2019 education program will deliver invaluable sessions to systems integration professionals with a desire to stay relevant and thrive in changing markets through personal and professional development. With dedicated learning tracks focused on job function, attendees will leave TEC with ways to improve operational efficiencies, add additional value to their businesses and their customers’ journeys and support emerging market trends including managed services and cybersecurity from their own vantage points.

www.PSATEC.com

Documents

COURSE GUIDE - psatec.com · 1:00 PM - 4:30 PM Create a Vision for Technology in Business (Workshop) 1:00 PM - 4:30 PM Cybersecurity Workshop Based on NIST Framework (Workshop) 1:00