Security Sales & Integration March 2023 - 31

Why He's on the List
▶ More than 40 years of championing new security
technologies and promoting interaction
among security consultants who design
and specify the most challenging security
systems
▶ In 2010, established SecuritySpecifiers to
address need for physical security industry
to more effectively engage with the specifier
community
Ray Coulombe
Managing Director,
SecuritySpecifiers
THE COULOMBE FILE
▶ Born 1950, Rochester, N.Y.
▶ One of four children,
father was a cost
accountant/estimator for
a printing company and
Army Reservist; mother
was a homemaker and
parttime piano teacher
▶ Married 49 years with
three children and four
grandchildren; son Brian
works in corporate
security for Amazon
▶ Academia: B.S., electrical
engineering, Cornell;
master's, management,
MIT; master's, IT,
Rensselaer Polytechnic
Institute; graduate
certificate, cybersecurity,
University of Rhode Island
▶ Captain in USAF Systems
Command, 1973-76
▶ If career had taken
different path, says, " my
programming background
and management degree
might have led me to
Silicon Valley "
▶ Other interests include
travel, food & wine,
fitness, reading and
volunteer work
▶ In 2017, expanded that engagement by
initiating successful CONSULT Technical
Security Symposium
▶ Led effort to update CSI Division 28 to recognize
current technology and cybersecurity
▶ With SIA, established Security Industry
Cyber Certification as first accreditation and
criteria for security technicians to deploy
cyber-secure systems
▶ Other leadership experience includes National
Guardian, International Fiber Systems
(IFS), Fiber Options, Core Tec Communications
and SyPixx Networks
Keys to Success
" Persistence in identifying and acting upon
new opportunities and possibilities coupled
with the opportunities the industry has constantly
presented for innovation. My greatest
challenges have all surrounded the launching
of new, innovative ventures from the ground
up, all of which have arguably been successful.
Specifically, these were National Guardian, IFS
and SyPixx establishing new technologies and
getting enough of the 'right' people to believe
in those enough to give them a chance to
prove out. That required determination and a
willingness to listen to advice from within and
outside the industry, a lot of luck, and a fair
amount of prayer. "
Fiber Helps Bind Consulting Community
" When we started IFS and fiber optic transmission
was an emerging concept, several
reps introduced me to prominent consultants
in their areas. My task was to convince them
of the many benefits of the technology with
the intent to get it specified. Consultants are
inherently risk averse. Once we started getting
product specified, integrators called looking
for pricing and information.
" Because fiber interfaces and cable sat
between pieces of manufacturers' equipsecuritysales.com
ment,
they had to be totally transparent and
not interfere with signal transmission. Some
manufacturers were reluctant to test or provide
equipment for testing, and clients were
reluctant to use unsanctioned equipment.
Consultants helped break the logjam to secure
cooperation. Several manufacturers realized
cultivating the specifying community was good
business and developed programs. Others
relied on reps and field salespeople, with
lesser success. This situation eventually led me
to conceive of SecuritySpecifiers, expanding
the visibility and possibilities of working with
consultants more closely. "
In 2017, Coulombe expanded his SecuritySpecifiers
organization by initiating the successful
CONSULT Technical Security Symposium.
Convergence to Consume Consulting
" I believe electronic security consulting will
continue to evolve with information security,
so that security becomes a truly holistic
concept. IT considerations will be central to
almost every installation and, while promised
for the past 15 years, the idea of security as a
true client application of IT will become pervasive.
Implementations common to IT today,
such as Cloud services and virtual networking
and storage, will be in the basic solutions mix.
Only the most prepared consultants will endure
for the longer term. Virtual technologies,
e.g. visualization and digital modeling, will
impact design significantly. Also, there is room
for AI to impact the specification and integrator
and vendor selection process. "
Biggest Wish for Industry Change
" Create a public perception of the true breadth
and nature of the security industry, reflecting
that it is an industry with many exciting jobs and
projects. That would attract top talent, bringing
their ideas and enthusiasm with them. Hopefully,
a changed public perception would also affect
the C-suite to understand the true and potential
value of security to their organizations. "
MARCH 2023 Security Sales & Integration
31
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Security Sales & Integration March 2023

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