With the industry’s largest security trade show just weeks away, we spoke with leading systems integrator Securadyne Systems, Austin, Texas, for their assessment of ISC West and how they use the show to benefit their organisation. Terry King, vice president and regional general manager, shares his thoughts on what Securadyne Systems plans to accomplish at this year’s event.
SourceSecurity.com: What is your take on ISC West and what do you get out of it?
Terry King: ISC West has always been viewed as a product-centric show as it is often perceived to be more well-attended by manufacturers and integrators (than by end users). The real take-away and the value that I see is more fully understanding the trends within the industry: What solutions and what types of products/applications will provide the basis for higher value in servicing our customers?
Securadyne at ISC West 2015
SourceSecurity.com: What are Securadyne Systems’ primary reasons for attending?
King: ISC West provides an opportunity for Securadyne Systems as a team to spend quality time with our partners to better understand their roadmap and the role they play in the key trends impacting the industry. It can be challenging to find the time to get everyone in a room together for quality conversations and aligning with partners at ISC West provides the perfect venue.
SourceSecurity.com: How effective is the show for your organisation?
King: Beyond the highlighted benefits of dialogue and alignment with our partners, ISC West has always been very effective for Securadyne Systems [related to] how we, as an organisation, have grown and are perceived within the industry. ISC West does a great job of spotlighting those individuals and organisations that are changing the industry, and there is no doubt this has provided Securadyne with additional exposure and opportunities to communicate our message.
"ISC West has always been very effective for Securadyne Systems and how we as an organisation have grown and are perceived within the industry". |
SourceSecurity.com: How do you justify the cost of attending?
King: Like all organisations, we are constantly evaluating participation in events such as ISC West and determining who to bring and the value of doing so. It can be complicated as you would like to bring as many individuals as possible, but you have to be disciplined in how you approach it, otherwise the benefits are greatly reduced. The structure that we have within Securadyne allows us to effectively bring a team that can speak to our partner relationships with full alignment, research and review the new technology and trends, while all the while spending quality time with customers that may attend from a certain region. It is most certainly busy but, ultimately, the benefits realised from attending the show are born out of the organisation and strategy that we put into our participation, and these face-to-face connections more than justify the cost.”
SourceSecurity.com: How has the show changed?
King: While I alluded to the perception that ISC West is primarily a manufacturer and integrator-centric show, I do believe its impact within the industry continues to evolve. The organisers of ISC West made a key decision to keep this show in Las Vegas, and I believe the timing and location of the show have contributed to its continued growth and effectiveness (beyond merely the manufacturers and integrators). The show has come to be perceived as the venue for new technology announcements and one that highlights the trends impacting our industry.
SourceSecurity.com: How long has Securadyne been attending, and is this the preferred show you attend each year?
King: We have been attending since our inception (founded in 2011), and it is the show where we coordinate our most organised efforts.
