PSA Committees are hosting 9 sessions at TEC 2017. These peer-to-peer sessions were developed by top PSA integrators facing the same challenges as you. Be sure to check out the all-committee session, Providing Cyber Ready Solutions and Services for Successful Lifecycle Project Implementation, on Tuesday afternoon for insight from all areas of the PSA Community.
Monday, May 8
1:00 PM – 2:00 PM | New to Security? 10 Things Every Sales Professional Should Know Before Making Sales Calls
Where does security fit into a prospective customers budget? Who makes the final decision over technology? What makes your company the best fit for that project and how do you convince your prospect? If you are working on your selling strategy, this session is for you. This class provides attendees with a fundamental understanding of how commercial security is sold. Whether you are new to sales, or new to the industry, this class will be worth your while. Attendees will walk away with recommended resources for continued growth, sales tools and a designated PSA Mentor.
3:30 PM – 4:30 PM | Leadership Lessons Learned – Where Did They Come From?
Many of us have encountered natural leaders. These are people who instinctively do the right thing and effortlessly turn others from good to exceptional. For many of us, leadership is something we have to work on. Join PSAs Leadership Committee as they share some of their top lessons learned during their careers as leaders in the physical security industry.
3:30 PM – 4:30 PM | Managing Cybersecurity Assurance for Physical Security Implementations
This technical presentation will demonstrate the implementation and lifecycle management of cybersecurity for a physical security system implementation from bench testing and delivery, through periodic warranty and maintenance service. In this presentation we will review the different methods used to scan for and close all unnecessary equipment network service ports. We will review methods for determining security equipment configuration web browser cryptographic protocols (SSL & TLS) and evaluate the strength of their associated encryption. We will review a method for generating and applying an upgraded encryption key to a device when supported. We will review the steps necessary to enable, capture and assess device Management Information Base (MIB) values via Simple Network Management Protocol (SNMP) to assess and document device conformance standards.
Tuesday, May 9
2:15 PM – 3:30 PM | Discovering Technologies Driving the Industry – A PSA Technical Committee Roundtable
This roundtable discussion is designed to provide insight on multiple types of media analytics, wireless/Bluetooth – credentials to reader, and robotics driving the industry today and the potential impact these technologies will have on physical security in the future. Attendees will participate in a facilitated discussion and will evaluate the current capabilities of these technologies and the future potential value or limitations of these technologies. With an increased understanding of where current and future products provide value, integrators can better invest in the appropriate competencies and have more valuable interactions with their customers. Attendees will contribute findings, be engaged in interactive dialogue among industry peers and rate the perceived value of the technologies based on current use and intended future use.
2:15 PM – 3:30 PM | From Sales Rockstar to Superstar
Youre good at customer relationships. Youre good at sharing your companys value proposition. How can you up your sales game? This session will provide attendees with ideas for improving closing ratios, shortening sales cycles, increasing sales with existing customers, and generating referrals. No matter how awesome you already are, there are always things you can do to win more business. Attending this class is one Dont settle for good enough. Superstars dont settle.
3:30 PM – 4:30 PM | Providing Cyber Ready Solutions and Services for Successful Lifecycle Project Implementation
The physical security industry provides solutions that help companies protect people, assets, facilities, and information. Security integrators need to be equipped to handle the increasing importance of cyber security risks when implementing projects. Unfortunately, many security products out there today have vulnerabilities and were never built with cyber security in mind. Today many clients are investing in cyber groups and building teams to address and mitigate their cyber risks. Integrators need to be engaged with these groups and provide solutions and support their needs. End users expect security providers to be responsible for failures and vulnerabilities that are found in, or caused, by the devices installed. In this panel discussion, PSAs committees will discuss a comprehensive approach to addressing the impact of cyber security on the physical security industry.
Thursday, May 11
10:00 AM – 11:30 AM | Marketing Content Development – A Workshop for Security Professionals
Join the PSA Sales & Marketing Committee for this interactive workshop. Learn to develop content that is social-media ready. Create templates for customer-facing documentation and presentation materials. Produce a 60-second video that can be uploaded to YouTube and get your message across in a clear and concise manner.
10:00 AM – 11:30 AM | UL Series 2900 – Building Standards for Cybersecurity
The rise in interconnected technologies has ushered in increased vulnerabilities, leading to cyber-attacks and the increased need for independent cybersecurity validation. Each device connected to the cloud or internet becomes a new attack point for cybercriminals. Cyber-attacks have become more sophisticated, harder to protect against and more costly than ever – security precautions have become critical to consumers and businesses alike. A system is only as strong as its weakest link. UL’s Cybersecurity Assurance Program (UL CAP) aims to minimize cybersecurity risks by assessing software vulnerabilities and weaknesses, minimizing exploitation, addressing known malware, reviewing security controls and increasing security awareness. UL CAP is for vendors looking for trusted support in assessing security risks while they continue to focus on product innovation to help build safer more secure products, as well as for purchasers of products who want to mitigate risks by sourcing products validated by a trusted third party.
1:00 PM – 2:00 PM | Create a Shared Purpose
Its no secret that generations in the workplace are very different. They are motivated differently, they communicate differently, and they make decisions differently. Conscious capitalism–where companies focus on delivering long-term value through purpose, passion and shared ideals–is the long-game strategy to attracting todays top talent. Where are you leading people? We study, read articles, and discuss how to be a leader regularly. We seldom discuss where your leadership is taking those you are leading. The purpose of leadership is to inspire people to achieve something. Is that something inspirational? Does it have meaning? Join PSAs Leadership Committee in a dialog regarding how to motivate different generations in the workplace.