Commercial Integrator + Security Sales Jan/Feb 2024 - 4

CONTENTS
JANUARY/FEBRUARY 2024
Emerald X, LLC. | 100 Broadway, 14th
CI VIEWPOINTS
8 | AV as a Business
For three days in late February, top integrators put
products aside and talk strategies. By Tom LeBlanc
9 | Integrator Insights
If you want your team members to deliver a wow!
experience day after day, you, as a business leader,
must deliver the same experience to them.
By John Rudolph, CTS
10 | Making Waves
The self-doubt that many women experience has
long been chalked up to emotional factors. In truth,
the actual reasons are concrete and systemic.
By Caroline Dunn
12 | Perfecting Your Craft
Gladys Marroquin of Newcomb & Boyd, a
Commercial Integrator 40 Under 40 honoree, refl ects
on a crowning professional achievement: earning
her CTS-D certifi cation. By Alesia Hendley
SSI VIEWPOINTS
34 | Business
Fitness
Let's talk about
protecting your own
company's most
valued assets. Do you
pay attention to your
business? By Paul
Boucherle, CPP CSC
36 | Tech Talk
Providing services can
both increase your
monthly revenue and
greatly benefi t your
customers.
By Bob Dolph
38 | Monitoring
Matters
An exploration of
the very real costs
associated with false
alarms. By Morgan Hertel
60 | SECURE
Perspectives
For this edition of
SECURE Perspectives,
the Security Industry
Association spoke
with Rhianna Daniels,
chief strategy offi cer at
Compass.
64 | Between
Us Pros
AI's impact is about to
get real. The eff ect on
security products and
services is likely to be
transformative.
By Scott Goldfi ne
EDITORIAL
6 | Editor's Note
By Dan Ferrisi
Cover image courtesy of
photo and art panda/stock.adobe.com
4 Commercial Integrator+Security Sales & Integration | Jan/Feb 2024
commercialintegrator.com
@commintegrator
EDITORIAL
GROUP EDITOR, COMMERCIAL AND SECURITY Dan Ferrisi | dan.ferrisi@emeraldx.com
ASSOCIATE EDITOR Amala Reddie | amala.reddie@emeraldx.com
TECHNOLOGY EDITOR Robert Archer | robert.archer@emeraldx.com
WEB EDITOR Alyssa Borelli | alyssa.borelli@emeraldx.com
DESIGN LEAD Katie Stockham | katie.stockham@emeraldx.com
ADVERTISING SALES
VICE PRESIDENT OF SALES, CONTENT Laura Lubrano | 917-301-3815 | laura.lubrano@emeraldx.com
SALES DIRECTOR Shawn Tobin | 774-505-8014 | shawn.tobin@emeraldx.com
ACCOUNT EXECUTIVE Chelsea Cafi ero | 774-505-8020 | chelsea.cafi ero@emeraldx.com
MARKETING MANAGER Megan Campbell | megan.campbell@emeraldx.com
PRODUCTION
CR EATIVE SERVICES DIRECTOR Manuela Rosengard | manuela.rosengard@emeraldx.com
PROUD MEMBER OF
SUPPORTING THE MEMBERS OF
Floor | New York, New York 10005 | 800-440-2139
securitysales.com
@SSIMagazine
EDITORIAL
GROUP EDITOR, COMMERCIAL AND SECURITY Dan Ferrisi | dan.ferrisi@emeraldx.com
WEB EDITOR D. Craig MacCormack | craig.maccormack@emeraldx.com
C ONTRIBUTING WRITERS Paul Boucherle, Shane Clary, Ron Davis, Bob Dolph,
Peter Giacalone, Erin Harrington, Morgan Hertel, Ken Kirschenbaum, Jeff rey Zwirn
DESIGN LEAD Katie Stockham | katie.stockham@emeraldx.com
ADVERTISING SALES
VICE PRESIDENT OF SALES, CONTENT Laura Lubrano | 917-301-3815 | laura.lubrano@emeraldx.com
ACCOUNT EXECUTIVE Dan Wilkins | 774-505-8013 | dan.wilkins@emeraldx.com
ACCOUNT EXECUTIVE Keri Whoriskey | 508-294-3321 | keri.whoriskey@emeraldx.com
MARKETING MANAGER Megan Campbell | megan.campbell@emeraldx.com
PRODUCTION
CR EATIVE SERVICES DIRECTOR Manuela Rosengard | manuela.rosengard@emeraldx.com
EDITORIAL ADVISORY BOARD
Matthew Barnette PSA Security Network, Westminster, Colo. Tony Byerly Securitas Electronic
Security, Uniontown, Ohio Scott Goldfi ne Elite Interactive Solutions, Los Angeles, Calif.
M ichael Jagger Provident Security, Vancouver, B.C., Canada Craig Jarrett Netronix, San Jose,
Calif. John Loud President, LOUD Security Systems, Kennesaw, Ga. Kirk MacDowell MacGuard
Security Advisors, Lake Oswego, Ore. John Nemerofsky Sage Integration, Kent, Ohio
Joe Nuccio ADT, Boca Raton, Fla. Joey Rao-Russell Kimberlite, Fresno, Calif. Mitch Reitman
Reitman Consulting Group, Fort Worth, Texas
EMERALD CORPORATE
President and CEO Hervé Sedky
Chief Operating Offi cer Brian Field
Chief Financial Offi cer David Doft
Chief Information Offi cer Bill Charles
General Counsel and Corporate Secretary Stacey Sayetta
Executive Vice President, People and Culture Ren Akinci
Executive Vice President, Content Division Danielle Puceta
Senior Vice President, Communications Beth Cowperthwaite
Senior Vice President and Controller Kate Elder
Senior Vice President and Editor-in-Chief William Gannon
Senior Vice President, Sales Anthony Losanno
Senior Vice President, Corporate Development Les Weir
Senior Vice President, Marketing Joseph Webster
Senior Vice President, Marketing and Digital Operations Joanne Wheatley
Subscription Inquiries 847-559-7533 - SSI@OMEDA.COM
R eprints & EPrints The YGS Group, 800-290-5460, reprints@theygsgroup.com
http://www.commercialintegrator.com http://www.securitysales.com
Commercial Integrator + Security Sales Jan/Feb 2024

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