Security Sales & Integration March 2022 - 6

Between Us Pros
scott.goldfine@emeraldx.com | @SSIeditor
Hall Preps You
for the Long Haul
I take advantage
of the chance
to probe the
minds of these
outstanding
men and women
for valuable
insights that
can benefit
others aspiring
to a high level of
security success.
▶ SINCE ITS LAUNCH IN 2004, a highlight
for me each year has been the opportunity to really
get to know the often amazing, and never
less than fascinating, lives of those special individuals
annually selected for induction into the
SSI Industry Hall of Fame. It's been incredible to
discover the people behind the personas and gain
insights from what has now swelled to more than
100 of the most accomplished, talented and dedicated
practitioners to ever grace the electronic
security profession.
I have had the pleasure to inform all of them
about their recognition, and personally coordinated
all the research to tell their life stories and
written it up to share with the world. Imagine
that! It's an institution encompassing so much
essential industry history and the preservation
of its legacy, spanning those serving the entire
channel - from suppliers to dealers/integrators
to monitoring centers to technology innovators
to all manner of business disciplines. That proud
tradition continues this month with a diverse
assortment of six new enshrinees, as well as selection
of the second SSI Hall of Fame Ring of
Honor distinction (page 28).
As part of this undertaking, I take advantage of
the chance to probe the minds of these outstanding
men and women for valuable insights that can benefit
others aspiring to a high level of security success.
I share as much of that as possible through this
issue's cover story, this column and online content
(check out the slick interactive features introduced
in 2021).
I asked each of this year's honorees if they were
just entering security and planning to make a career
out of it, what strategies would they deploy.
" I would approach joining the security industry
Editor-in-Chief and
Associate Publisher Scott
Goldfine, an Industry Hall
of Famer, has spent 20+
years with SSI.
6
[as a vendor] today similarly to how I did 30 years
ago: seeking out industry professionals to learn
from. It is now much easier to see what's happening
in the industry and with top organizations, leaders
and products through the Internet. I would search
for a select few I believed in and then track their
progress. There is such a focus on diversity today
that I would have many more opportunities at my
Security Sales & Integration MARCH 2022
disposal than 30 years ago. " - Kim Loy
" Being a manufacturer rep worked for me
and is a great job. If you're an inside sales or
tech support rep and have a passion for people
and products, keep looking for opportunities.
Try to stand out and be special at something. "
- Lance Dean
" From the perspective of government contracting
for the security industry, there is a lot of competition
for identical products. If you are a small
start-up you cannot submit for a GSA contract
until you have been in business for two years. And
if your company is not able to buy at a competitive
price you will be at a disadvantage. GSA competes
the pricing you propose against existing GSA contracts
and has a formula for the pricing they will
allow. Unfortunately, there are contractors awarded
not authorized by the manufacturer that may
only be selling products at a low margin and this
may render your proposed pricing noncompetitive.
It is a good idea to conduct some research
before going forward. " - Lynn de Seve
" If I was to come into the security industry
today, I would focus on a Cloud-based security-as-a-service
[SaaS] model, offering security services
to clients on a managed service basis with
better technology. " - John Mack
" I would most likely obtain a degree in fire
protection engineering so that I could offer engineering
services. A more in-depth understanding
of electronics and computer/programing would
also be good for a foundation. The installer/service
technician of tomorrow is not the installer/service
technician of the mid-1970s. The installations of
the near future will require an understanding of
programing, logic, building networks and wireless
networks. I do not see the future technician going
into the field without part of the toolkit being
a laptop. The challenge will be in training and
then keeping individuals trained and certified. "
- Shane Clary
" To continue to be successful, focus on solving
real problems for people while ensuring that
you bring life safety-grade earnestness to everything
you do. " - Steve Trundle
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Security Sales & Integration March 2022

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