Convergint Technologies LLC- Experts & Thought Leaders

The Security Industry Association (SIA) has named 24 recipients for this year’s SIA RISE Scholarship, a program offered through SIA’s RISE community, which supports the education and career development goals of young industry talent and emerging pioneers. Through this scholarship program – open to SIA student members and RISE members who are employees at SIA member companies – each awardee will receive a USD 3,000 scholarship to use toward continuing education and professional development courses, SIA program offerings and/or other academic or education programs. Array of security professionals Scholarship funds can be used to expand knowledge in the areas of business, human resources Scholarship funds can be used to expand knowledge in the areas of business, human resources, information technology, marketing, sales, project management, security engineering, and/or risk management. “SIA congratulates this year’s class of RISE Scholarship awardees – an impressive, diverse array of security professionals and rising stars who are making their mark on our industry,” said SIA CEO Don Erickson. “We are proud to present scholarships to more recipients this year than ever before and honoured to support these inspiring young pioneers as they pursue their educational and career development goals.” RISE Scholarship The winners for this year’s RISE Scholarship are: Zachary Allen, account executive, Convergint Technologies Brianna Bonfondeo, account manager, Traka, ASSA ABLOY Global Solutions Joi Brown, control centre specialist, Rapid Response Monitoring Services Brenda Constantin, account executive, 3Sixty Integrated, a Division of the Cook & Boardman Group Jonathan Crabtree, channel sales specialist, Genetec Taylor Davenport, HR business partner, i-PRO Americas Mason Fanning, end user specialist, ASSA ABLOY Natalie Fetsko, customer success manager, dormakaba Aishwarya Gandhe, senior channel marketing coordinator, North America, Genetec Anish Chandra Jalla, software developer II, Genetec Kajaanei Kajenthiran, security guard, City of Toronto, Canada Will Knehr, senior manager of information assurance and data privacy, i-PRO Americas Ryan Knoll, account executive, Pro-Tec Design Chandni Lalwani, DevOps engineer, HID Global Vincent Malenfer-Henard, security analyst, Genetec Josh Martin, mechanical engineer II, dormakaba Bryn Menzel, director of strategic accounts and marketing, 3millID Corporation Gabriella Moraniec, contracts manager, GSA Schedules Taylor Nevells, digital marketing and content specialist, Wavelynx Juan Pelayo, technical support supervisor, i-PRO Americas Itzel Portillo, marketing specialist, Allegion Joel Searle, program manager, ZBeta Maria Sturges, project coordinator and administrator, Northland Controls Julie Trinh, SDK specialist, Genetec New opportunities in the security industry SIA would also like to thank the following individuals and companies which contributed to the 2024 RISE Scholarship fund.  Tax-deductible donations were made through the Foundation for Advancing Security Talent (FAST), a nonprofit organisation co-founded by SIA and the Electronic Security Association and dedicated to connecting passionate, innovative professionals with new opportunities in the security industry. ADI Allegion Axis Communications Convergint Genetec HID i-PRO Secure Access & Digital Systems Securitas Technology TIME program SIA RISE is a community that fosters the careers of emerging pioneers in the security industry. In addition to the SIA RISE Scholarship, SIA RISE offers fun in-person and virtual networking events for young professionals, the Talent Inclusion Mentorship Education (TIME) program for early and mid-career professionals, the 25 on the RISE Awards, career growth webinars and trade show education tracks and the annual AcceleRISE conference – a unique event designed to ignite new thinking, strengthen leadership and sharpen business acumen in young security talent.  The SIA RISE community is open to all employees at SIA member companies who are young professionals under 40 or have been in the security industry for less than two years; learn more and sign up to join.

Convergint, a global pioneer in systems integration, announced the expansion of its Middle East & Africa (MEA) operations into Saudi Arabia. Security, IT infrastructure, and AV The company will offer customers a comprehensive suite of advanced solutions in security, IT infrastructure, and audio-visual systems.  With the largest technical workforce in the market, including 10,000 colleagues across 220 global offices, Convergint leads the industry in developing seamless, next-generation technology systems for key sectors including government, critical infrastructure, energy, education, healthcare, and finance. Convergint Middle East As Convergint enters the Saudi Arabian market, it is well-positioned to support the region’s rapid digital evolution Convergint Middle East (MEA) is a longtime trusted provider of engineering-driven technology solutions, with established offices in Dubai, Abu Dhabi, Iraq, and South Africa. As Convergint enters the Saudi Arabian market, it is well-positioned to support the region’s rapid digital evolution. The company’s advanced security, automation, and IoT solutions align with Saudi Arabia’s ambitious drive towards smart cities, enhanced cybersecurity, and tech-driven economic diversification. Through this expansion, Convergint aims to support innovation, contribute to the growing tech ecosystem, and assist in developing a skilled digital workforce. Robust, innovative technology "We look forward to building long-term relationships with customers in Saudi Arabia and helping them reach their business objectives through robust, innovative technology systems. Our unique and empowered culture, driven by our Values and Beliefs, allows us to stay accountable to our mission and provide exceptional services that meet the evolving needs of our global customers," said Ann Fandozzi, CEO of Convergint. Ann Fandozzi adds, "By combining our world-class partner ecosystem with our extensive technical experience, we are well-positioned to become a leading provider of cutting-edge system integrations in the Saudi Arabian market." Digital transformation hub Said Kiwan, Regional Managing Director of Convergint Middle East, stated, "Convergint is fully equipped and ready to operate in the Saudi Arabian market. As we expand our engineering-powered capabilities, we will have a stronger footprint, allowing us to serve our customers better and enable them to meet their business goals. We are excited to contribute to Saudi Arabia’s vision of technological advancement and to be part of its journey towards becoming a hub for innovation and digital transformation."

Convergint, a global pioneer in service-based systems integration announced that it has acquired Helinick, a Romania-based integrator that specialises in the design and implementation of electronic security, fire safety, communications, and building management systems. Helinick is a market pioneer and fast-growing organisation in Romania with over 500 regional customers. This acquisition greatly expands Convergint’s key service and technology capabilities across Europe. Helinick Founded in 1991, Helinick provides turn-key, innovative technology solutions, tailored to customers’ unique industry needs. With a reputation for providing best-in-market service, Helinick has fostered strong business growth across the region, acting as a strategic partner to customers across Romania and Germany to reduce risk, improve safety, and deliver transformative results. The acquisition brings over 160 colleagues to Convergint extending its foothold across the region and allowing it to meet growing customer demand with cutting-edge technology solutions. Strategic growth “Helinick is a pioneer in their region for security technology and design, and their expertise will accelerate our strategic growth in this crucial market, and with our global customers,” said Ann Fandozzi, CEO of Convergint. “We’re thrilled to welcome Helinick colleagues to Convergint. Their dedication to providing customers with innovative technology integrations and industry-pioneering service is well-aligned with our core Values and Beliefs, and together we will strengthen Convergint’s global reach.” Digital solutions “With a shared mission to deliver the market’s most advanced technology solutions, joining Convergint enables Helinick to meet progressing demand for fully integrated, digitally transformed security systems,” said Marius Retegan, Executive Director of Helinick. “Convergint’s global presence and culture of service will allow us to power growth, and continue to deliver premium service to our existing customers across Romania.”

Every day, the physical security industry succeeds in applying technologies that make the world a safer place. Manufacturers, integrators, and end users are eager to share their success stories, and their successes can inspire others to implement the same technology solutions. But, occasionally, technology does not live up to expectations and, in fact, fails to perform as promised. We asked this week’s Expert Panel Roundtable: How has the physical security industry failed to meet customer needs?

Companies at GSX 2023 emphasised new ways that technologies such as artificial intelligence (AI) and the cloud can address long-standing issues in the security market. Among the exhibitors at the event in Dallas were companies seeking creative ways to apply technology, lower costs, and make the world a safer place. Reflecting on the exhibition, here are some additional takeaways. Expanding AI at the edge  i-PRO is a company reflecting the continued expansion of edge AI capability in the security market. Today, more than half of the company’s lineup supports AI at the edge so the customer has a wide choice of form factors when seeking to leverage the feature set.  AI processing relay, extended warranty i-PRO is increasing their warranty period from 5 to 7 years, which could be a lifetime warranty in some cases I-PRO also has an “AI processing relay” device that accepts non-AI video streams and applies edge analytics. AI has progressed from a high-end technology to a feature available in a variety of cameras at different price points. i-PRO is also increasing its warranty period from 5 to 7 years, which could be a lifetime warranty in some cases depending on a customer’s refresh schedule and lifecycle management. Active Guard, MonitorCast The company’s video management system (Video Insight) is continuing to build new features including “Active Guard,” an integrated metadata sorter. Their access control platform, MonitorCast, is a Mercury-based solution that is tightly integrated with Video Insight. Their embedded recorders now have PoE built in.  “We can move at a faster pace to fill out our product line since leaving Panasonic,” says Adam Lowenstein, Director of Product Management. “We can focus our business on adapting to the market.” Emphasis on retail and other verticals  Shoplifting is a timely issue, and retail is a vertical market that got a lot of attention at GSX 2023. “We see a lot of retailers who are primarily interested in protecting employee safety, but also assets,” says Brandon Davito, Verkada’s SVP of Product and Operations. “Shrinkage is a CEO-level priority.”  “Retailers are getting more engaged with security posture, instead of letting perpetrators walk,” Davito adds. Intrusion detection Verkada has an intrusion product that will notify a central station if there is an alarm On the alarm side, Verkada has an intrusion product that will notify a central station if there is an alarm, and operators can review videos to confirm the alarm. Other capabilities seeking to discourage trespassers include sirens, strobes, and “talkdown” capabilities.  International expansion Verkada continues to expand internationally with 16 offices in all, including Sydney, Tokyo, and London. The core value proposition is to enable customers to manage their onsite infrastructure more simply, including new elements such as PTZ cameras, intercoms, and visitor management. Verkada emphasises ease of use, including a mobile application to allow access to be managed across the user base. Forging partnerships “We are committed to the channel and industry, and we continue to build relationships and expand our reach,” says Davito. Among the industry relationships is a new partnership with Convergint, which was hinted at during the show and announced later the same day. They are also expanding their partnerships with Schlage, Allegion, and ASSA ABLOY.  Working with other verticals They offer new features for K -12 schools, and a new alarm platform is easier to deploy and manage Verkada has also found success across multiple other verticals, notably healthcare, where they integrate with an electronic medical records system. They offer new features for K-12 schools, and a new alarm platform is easier to deploy and manage. They are integrating wireless locks to secure interior doors in schools, looking to secure the perimeter, and installing guest management systems. Transitioning the mid-market to the cloud  Salient is squarely focused on the “mid-market,” a large swath of systems somewhere between small businesses and enterprise-level systems. Pure cloud systems are not as attractive to this market, which has a built-out infrastructure of on-premise systems. Adding a camera to an existing system is easier and less expensive than tying it to the cloud. Benefits of cloud It’s a market that may not be ready for the pure cloud, but there are benefits to be realised from adding a cloud element to existing systems. “We are continuing to augment our premise-based solutions with added cloud capabilities and flexibility,” says Sanjay Challa, Salient’s Chief Product Officer.  The feedback Salient hears from their customers is “I want to own my data.” The hybrid cloud approach offers the right mix of control, flexibility, and unit economics. Cloud add-on capabilities We want to provide the flexibility for customers to go full-cloud as it becomes more economically attractive" Cloud add-on capabilities include bringing more intelligence about system operation to the user via the cloud. Over time, Salient expects to sell more cloud-centric offerings based on feedback from integrators and customers. “We want to provide the flexibility for customers to go full-cloud as it becomes more economically attractive over time,” says Challa.  Vaidio AI technology Salient seeks to be a transition pioneer to help customers realise the path to the cloud. Their approach is “crawl, walk, run,” and helping customers make the transition at each stage. Salient has added AI to its product offering, incorporating Vaidio AI technology from IronYun into a powerful suite and broad array of on-premise analytics, which are gaining traction. The seamless approach makes it easy for customers to embrace AI analytics, although Salient remains broadly committed to open systems. Addressing ‘soft’ features for integrators AMAG is in the process of enhancing its product line with the next generation of access control panels. However, “product” is just part of the new developments at AMAG. In addition to “hard” features (such as products), the company is looking to improve its “soft” features, too; that is, how they work with the integrator channel. Integrator channel Rebuilding a process to make your organisation more efficient, is relatively easy; it just takes a lot of persistence" “We have the depth of our legacy customer base we can learn from, we just need to close the feedback loop quicker,” says Kyle Gordon, AMAG’s Executive Vice President of Global Sales, Marketing, and commercial Excellence, who acknowledges the value of reinstating face-to-face meetings after COVID. “We are laser-focused on nurturing our integrator channel,” he says.  “Developing new features takes time, but rebuilding a process to make your organisation more efficient, that’s relatively easy; it just takes a lot of persistence,” says Gordon. More cohesive internal communication is another useful tool, he says.  Disrupting the cloud based on price  Wasabi is working to make cloud applications less expensive by offering a “disruptive” price on cloud storage, $6.99 per terabyte per month (80% less than hyperscalers). Contending “hyperscalers” like AWS are charging too much for cloud storage, Wasabi is using its own intellectual property and server equipment co-located in data centres around the world. Wasabi sells “hot cloud storage,” which refers to the fact that they only have one tier of storage and data is always accessible. In contrast, a company such as AWS might charge an “egress fee” for access to data stored in a “colder” tier.  Cloud storage “We saw that several video surveillance companies had not yet adopted cloud storage, and we saw an opportunity to make it easy to use,” said Drew Schlussel, Wasabi’s Senior Director of Product Marketing. “We just install a little bit of software that allows them to store data in the cloud and bring it back from the cloud.” Performance, protection (cybersecurity), and price Wasabi works with integrators, resellers, and distributors and also integrates with VMS companies Wasabi works with integrators, resellers, and distributors and also integrates with VMS companies such as Genetec and Milestone. Emphasising performance, protection (cybersecurity), and price, their data centres are certified to SOC 2 and ISO 27001 standards.  Faster throughput for weapons detection Xtract One is a young company focusing on weapons detection in a time of accelerated concern about gun issues post-COVID. Founded in Canada and based on technology developed at McMaster University, Xtract One has found a niche in providing weapons detection at stadiums and arenas. These customers already have budgets, and it is easy to shift the money to a newer, faster technology. Madison Square Garden in New York City is among its customers.  Cost savings solution Xtract One can increase throughput to 30 to 50 people per entrance per minute (compared to 5 to 6 people per minute when using metal detectors). The solution doesn’t require anyone to empty their pockets and the system alarms on items beyond guns and knives. Using Xtract One allows customers to reduce the number of screening lanes and security staff, providing additional cost savings, all while getting fans through the screening process in half the time. Purpose-built sensors The system uses purpose-built sensors looking for specific characteristics, such as reflective and density properties In addition to stadiums and arenas, Xtract One, formerly Patriot One, is also getting “inbound” interest from schools, hospitals, manufacturers, and other verticals that makeup 50% of their business. “We’re on a rocket ride, mainly because the weapons issues are not going away,” says Peter Evans, CEO and Director at Xtract One. The system uses purpose-built sensors looking for specific characteristics, such as reflective and density properties, all correlated by an AI engine.  Providing early warning of violence ZeroEyes is another company focused on weapons detection. Their AI gun detection system works with video images to identify if someone is “brandishing” (carrying) a weapon. In other words, the system does not detect concealed weapons. Identifying someone carrying a weapon provides early warning of a possible violent act. Increased response with AI-enables images Images are identified by AI and sent to a monitoring centre where a human confirms the image before contacting first responders. Knowing the location of a shooter enables staff to lock entry points, move people to safety, and direct first responders. The company was founded to leverage existing camera views to stop mass shootings and gun violence by reducing response times. 

Convergint Technologies’ rapid growth has come through a combination of organic growth and acquisitions — they have acquired 35 companies since 2014. Growth has been a focus since day one when the founders started the systems integration company with 10 colleagues in a basement. Today, the diverse company includes more than 5,000 employees globally. As technology has advanced and business practices have evolved, Convergint’s core values and beliefs have guided their path forward.  Customer-centric approach Convergint’s culture is a critical aspect of the company, from the executive level to frontline colleagues. “It is essential that the companies we look to acquire and develop partnerships with directly align with our people-first, customer-centric, inclusive culture centered on colleagues and customers,” says Mike Mathes, Executive Vice President, Convergint Technologies. “This approach has allowed us to maintain and grow our number of colleagues across our acquisitions and enables us to continue being our customers’ best service provider.” Integration practices Many practices have to be form-fitted to each individual acquisition A simple but important consideration as Convergint grows through acquisitions is: No two companies are the same. While some integration practices can be standardised across the company, many practices have to be form-fitted to each individual acquisition, says Mathes. “Our objective is not to come in and immediately implement change. We want to build on what has already been successful within the local market and share our learned experiences. There is plenty we can learn from each other and create a much better organisation.” Mathes says that Convergint’s view of a successful acquisition is that 1+1=3. “The end result is always much more impactful than what we anticipated,” he says. “Every acquisition brings with it an experienced leadership team, dedicated and skilled colleagues, vertical market and technological expertise. Most acquisitions are in geographies where we do not already operate, so with every acquisition, we increase our capability to serve our customers much better.” Also, the network of Global Convergint Technology Centres (CTCs) helps expand clientele, and the Convergint Development Centre (CDC) offers new support capabilities allowing acquisitions to grow at a very high rate. Expanding service Are there more acquisitions to come? Mathes says Convergint is always open to further expanding its footprint across the globe, improving its ability to service customers, deepening their technical expertise, and continuing to expand service offerings across the current and new vertical markets. However, the current focus remains on several key factors: service to colleagues, customers, and communities. “While obviously, acquisitions fuel our growth, the addition of these organisations to Convergint has really improved our ability to service clients on a global basis,” says Mathes. Acquiring ICD Security Solutions in Asia, for example, made Convergint a pioneer in that market for U.S.-based multi-national companies. Meeting customers demand “Convergint does not weigh market conditions when making an acquisition decision,” says Mathes. Rather, they are primarily focused on meeting or exceeding their customer’s needs on a local to a global level. They see acquisitions as a potential way to extend their geographic reach so they can be closer to customers. An acquisition might also expand technological or vertical market expertise. “The end goal is for us to enhance our service capabilities by attracting and retaining talented colleagues and leaders to better service our customers,” says Mathes. Enhancing and expanding services Convergint identifies how to leverage the expertise to further enhance and expand current service options “Economies of scale” have not been a consideration. They have never sought to acquire companies and restructure them in the process, for example. Rather, each company brings forth a unique skillset, is carefully vetted by the executive team, and provides purpose in the company's mission and vision for the future.” “Frontline colleagues are Convergint’s most valuable assets,” says Mathes. Rather than restructuring and eliminating skilled, knowledgeable colleagues, Convergint identifies how they can leverage the expertise to further enhance and expand current service options for customers. “Our colleagues and their skill sets are our competitive advantage—they remain an essential element to our success,” says Mathes. Demand for integrator services “We continue to experience a growing demand for innovative solutions across electronic security, fire alarm, and life safety,” says Mathes. “As companies innovate further and rely on technologies such as artificial intelligence, cybersecurity, IoT, and cloud solutions, we expect to see an increased demand for integrator services. Our customers demand a local service provider who is responsive and can meet their needs, which is why Convergint aims to be its customers’ best service provider.” This year, Convergint is celebrating its 20th anniversary. In 2021, they will continue to focus on the same critical components that have dominated since day one taking care of colleagues, customers, and the communities where they operate.