Schedule

Processes Improvement Roundtable: The Profit Booster Session
Comprehensive process definition, development and refinement is one of the clear keys to improving and scaling all types of integration companies. In this roundtable session, you’ll collaborate with peers in your integration discipline to workshop improvements in a key process area, then join with peers in a sister discipline to get additional perspective and offer your perspectives on process improvements they developed. Hopefully, it’s the start of deep collaboration with your peers that will persist long after the Summit concludes and generate many process improvements. Process areas you’ll select from include labor management, project management, sales/design/production integration, sales/marketing integration, cybersecurity and privacy, proposals and bids, estimating, scheduling, pricing, customer care, training and cross-training, prospecting, finance and securing credit, insurance and legal, inventory management and working with builders and other trade partners.

Recurring Revenue & Service: No More Excuses, No More Exceptions
The days of gentle talks and mild admonishments are past. With a growing ecosystem of cloud-connected products and wholesale service providers in place and hundreds of custom integrators across the country pioneering mandatory service agreements, system monitoring and managed services, there’s no excuse for your company not making service and recurring revenue a part of every new project. In this session, you’ll learn from your peers who are leading the way and get the tips and strategies that will help you get your game on fast!

Expanding and Refining AV-as-a Service Plays
We’ve reached the “end of the beginning” for AV-as-a-Service, with most AV integrators of size and stature now recognizing its viability and its enviable effects on the enterprise value of their companies. What’s to be done now? A further articulation of the applications that can be positioned as-a-service, more work on transforming the sales pitch and sales compensation structures, more work on developing the service regime and making sure it really sings and satisfies end-users. We’ll tackle these and other important topics in this second chapter of a session that ranked #1 at last year’s Summit.

Managed Access and Video-as-a-Service: What’s Taking SO LONG?
We all know the enterprise value of recurring revenue, and it’s now been a decade or more since access control and surveillance systems configured with cloud connectivity arrived on the market, enabling hosted and managed as-a-service offers. So what exactly is taking so long for dealers and integrators to master the model? We’ll take on a list of the top obstacles (and excuses!) as uncovered by SSI Summit research and ask a panel of access and video as-a-service market leaders to recommend the antidotes. In the words of fictional NASCAR great Ricky Bobby: “We wanna go fast!”

Boardrooms are 35 minute presentations conducted by sponsors that take place in convention center meeting rooms. Guests are divided into groups of 10–15 peers and are escorted to their sessions by a group leader. During these presentations, sponsors present on a variety of topics, including new products and the sales and profit opportunities they open up, new support or pricing programs that create a bottom-line impact for guests and product/technology road maps. Case studies on how design/build and/or tech integrators/contractors have successfully deployed sponsor products and services are common as well. Some companies take a focus group approach for part or all of the boardroom time slot, asking guests for feedback on products and programs under development.

Boardrooms are 35 minute presentations conducted by sponsors that take place in convention center meeting rooms. Guests are divided into groups of 10–15 peers and are escorted to their sessions by a group leader. During these presentations, sponsors present on a variety of topics, including new products and the sales and profit opportunities they open up, new support or pricing programs that create a bottom-line impact for guests and product/technology road maps. Case studies on how design/build and/or tech integrators/contractors have successfully deployed sponsor products and services are common as well. Some companies take a focus group approach for part or all of the boardroom time slot, asking guests for feedback on products and programs under development.

Boardrooms are 35 minute presentations conducted by sponsors that take place in convention center meeting rooms. Guests are divided into groups of 10–15 peers and are escorted to their sessions by a group leader. During these presentations, sponsors present on a variety of topics, including new products and the sales and profit opportunities they open up, new support or pricing programs that create a bottom-line impact for guests and product/technology road maps. Case studies on how design/build and/or tech integrators/contractors have successfully deployed sponsor products and services are common as well. Some companies take a focus group approach for part or all of the boardroom time slot, asking guests for feedback on products and programs under development.

Boardrooms are 35 minute presentations conducted by sponsors that take place in convention center meeting rooms. Guests are divided into groups of 10–15 peers and are escorted to their sessions by a group leader. During these presentations, sponsors present on a variety of topics, including new products and the sales and profit opportunities they open up, new support or pricing programs that create a bottom-line impact for guests and product/technology road maps. Case studies on how design/build and/or tech integrators/contractors have successfully deployed sponsor products and services are common as well. Some companies take a focus group approach for part or all of the boardroom time slot, asking guests for feedback on products and programs under development.

Boardrooms are 35 minute presentations conducted by sponsors that take place in convention center meeting rooms. Guests are divided into groups of 10–15 peers and are escorted to their sessions by a group leader. During these presentations, sponsors present on a variety of topics, including new products and the sales and profit opportunities they open up, new support or pricing programs that create a bottom-line impact for guests and product/technology road maps. Case studies on how design/build and/or tech integrators/contractors have successfully deployed sponsor products and services are common as well. Some companies take a focus group approach for part or all of the boardroom time slot, asking guests for feedback on products and programs under development.

Boardrooms are 35 minute presentations conducted by sponsors that take place in convention center meeting rooms. Guests are divided into groups of 10–15 peers and are escorted to their sessions by a group leader. During these presentations, sponsors present on a variety of topics, including new products and the sales and profit opportunities they open up, new support or pricing programs that create a bottom-line impact for guests and product/technology road maps. Case studies on how design/build and/or tech integrators/contractors have successfully deployed sponsor products and services are common as well. Some companies take a focus group approach for part or all of the boardroom time slot, asking guests for feedback on products and programs under development.

Boardrooms are 35 minute presentations conducted by sponsors that take place in convention center meeting rooms. Guests are divided into groups of 10–15 peers and are escorted to their sessions by a group leader. During these presentations, sponsors present on a variety of topics, including new products and the sales and profit opportunities they open up, new support or pricing programs that create a bottom-line impact for guests and product/technology road maps. Case studies on how design/build and/or tech integrators/contractors have successfully deployed sponsor products and services are common as well. Some companies take a focus group approach for part or all of the boardroom time slot, asking guests for feedback on products and programs under development.

Boardrooms are 35 minute presentations conducted by sponsors that take place in convention center meeting rooms. Guests are divided into groups of 10–15 peers and are escorted to their sessions by a group leader. During these presentations, sponsors present on a variety of topics, including new products and the sales and profit opportunities they open up, new support or pricing programs that create a bottom-line impact for guests and product/technology road maps. Case studies on how design/build and/or tech integrators/contractors have successfully deployed sponsor products and services are common as well. Some companies take a focus group approach for part or all of the boardroom time slot, asking guests for feedback on products and programs under development.

Boardrooms are 35 minute presentations conducted by sponsors that take place in convention center meeting rooms. Guests are divided into groups of 10–15 peers and are escorted to their sessions by a group leader. During these presentations, sponsors present on a variety of topics, including new products and the sales and profit opportunities they open up, new support or pricing programs that create a bottom-line impact for guests and product/technology road maps. Case studies on how design/build and/or tech integrators/contractors have successfully deployed sponsor products and services are common as well. Some companies take a focus group approach for part or all of the boardroom time slot, asking guests for feedback on products and programs under development.

Emerging Opportunities in Energy, Lighting & Electrical
For decades, custom integration has been characterized as one of the “low voltage trades,” but is that the case today? A growing number of integrators are seizing opportunities in the line voltage world—lighting fixtures, solar power, energy storage and power distribution, energy monitoring and management are increasingly part of the custom integration message. You’ll hear from peers who are successfully adding these products, covering topics like hiring, training, licensing, side benefits to the traditional low voltage side of the business, advantages in winning builder business and more.

How to Sell AV in an IT Environment
The convergence of AV and IT happened a long time ago. If you’re still here, it means you’ve adjusted and moved your business forward. However, with 2020 fast approaching there are still a host of challenges related to selling AV in an IT environment to IT directors. How are you addressing network security? How are you contending with more IT-centric VARS that now recognize an opportunity to sell AV to their IT customers? To what extent do you incorporate IT in your solutions stack, particularly to stay competitive in the SMB market? What IT applications have a logical and compelling extension onto AV systems and how do you find and exploit those opportunities? We’ll tackle these and other questions in a space rife with both opportunity and threat.

AI, Analytics and the Future of Your Business
This is not your father’s or grandfather’s electronic security industry. VCs, private equity and other financial and strategic investors are tuned into the size and lucrative nature of security and they want to eat your lunch. How will you compete? One way to gain an upper hand in your competitive market is by deploying analytics and artificial intelligence (AI) for your customers. Don’t be turned off by the AI hype and instead embrace the fact that the technology has come of age for practical, real-world uses at workable price points. This session will give you insights into how progressive dealers and integrators are working with manufacturers to develop profitable, RMR-generating AI and analytics applications that not only heighten end users’ security but also add operational value.

One-on-one meetings are 15 minutes in duration and take place at the sponsor’s exhibit based on a schedule established in advance for sponsors and guests. There are 5-minute intervals between meetings. Sponsors are provided with detailed profile information for all guests they are meeting with, so all engagements are personalized. During the time slots guests are not scheduled for meetings, they can browse the exhibits freely.

Becoming a Healthy Home Integrator
Not every homeowner wants their home to be smart or connected or filled with high-end AV, but all except the most self-destructive want a healthy home--a home that delivers indoor air quality; water quality; proper temperatures and humidity; lighting that supports circadian rhythms; means of healthy food storage and preparation; means of inhibiting germs, molds and other biological toxins; music and other media that support emotional and intellectual well-being; independent living; fitness; sleep; mindfulness; biophilic design and sounds, sights, smells and digital simulations of nature. This session will tackle the trends and opportunities and showcase some of the new products you can add to your mix or otherwise represent so you can build a business model around health and wellness.

Wrap-Up Roundtable—Now What Are You Going to Do?
You’re 41 hours into your CI Summit experience and your head is swimming with ideas and possible initiatives, the urgent and important challenges you now know you can and should tackle. Use this time during breakfast to share with peers who’ve accompanied you to sponsor boardroom presentations, get their ideas and assistance and begin mapping out your plan for leading change at your company.

Cybersecurity: Opportunities for Today & Tomorrow
Solid cybersecurity for physical security infrastructure is becoming table stakes for winning enterprise and mid-market-level projects, and soon will become the norm for SMB and high-end residential as well. Perhaps more intriguing is the opportunity for physical security integrators to become full-scope solution providers by offering cybersecurity solutions to SMB customers. Shortly after their acquisition of cybersecurity provider Secure Designs in 2018, ADT announced its play in this space. Vector Security and Interface Security are also marching in that direction with managed network plays, and dozens of other top systems integrators are already in the game or preparing to do so. This session will cover the cyber spectrum and query top integrators on what it will take to get them into the managed cybersecurity solutions business.

Boardrooms are 35 minute presentations conducted by sponsors that take place in convention center meeting rooms. Guests are divided into groups of 10–15 peers and are escorted to their sessions by a group leader. During these presentations, sponsors present on a variety of topics, including new products and the sales and profit opportunities they open up, new support or pricing programs that create a bottom-line impact for guests and product/technology road maps. Case studies on how design/build and/or tech integrators/contractors have successfully deployed sponsor products and services are common as well. Some companies take a focus group approach for part or all of the boardroom time slot, asking guests for feedback on products and programs under development.

Boardrooms are 35 minute presentations conducted by sponsors that take place in convention center meeting rooms. Guests are divided into groups of 10–15 peers and are escorted to their sessions by a group leader. During these presentations, sponsors present on a variety of topics, including new products and the sales and profit opportunities they open up, new support or pricing programs that create a bottom-line impact for guests and product/technology road maps. Case studies on how design/build and/or tech integrators/contractors have successfully deployed sponsor products and services are common as well. Some companies take a focus group approach for part or all of the boardroom time slot, asking guests for feedback on products and programs under development.

Boardrooms are 35 minute presentations conducted by sponsors that take place in convention center meeting rooms. Guests are divided into groups of 10–15 peers and are escorted to their sessions by a group leader. During these presentations, sponsors present on a variety of topics, including new products and the sales and profit opportunities they open up, new support or pricing programs that create a bottom-line impact for guests and product/technology road maps. Case studies on how design/build and/or tech integrators/contractors have successfully deployed sponsor products and services are common as well. Some companies take a focus group approach for part or all of the boardroom time slot, asking guests for feedback on products and programs under development.

Boardrooms are 35 minute presentations conducted by sponsors that take place in convention center meeting rooms. Guests are divided into groups of 10–15 peers and are escorted to their sessions by a group leader. During these presentations, sponsors present on a variety of topics, including new products and the sales and profit opportunities they open up, new support or pricing programs that create a bottom-line impact for guests and product/technology road maps. Case studies on how design/build and/or tech integrators/contractors have successfully deployed sponsor products and services are common as well. Some companies take a focus group approach for part or all of the boardroom time slot, asking guests for feedback on products and programs under development.

Boardrooms are 35 minute presentations conducted by sponsors that take place in convention center meeting rooms. Guests are divided into groups of 10–15 peers and are escorted to their sessions by a group leader. During these presentations, sponsors present on a variety of topics, including new products and the sales and profit opportunities they open up, new support or pricing programs that create a bottom-line impact for guests and product/technology road maps. Case studies on how design/build and/or tech integrators/contractors have successfully deployed sponsor products and services are common as well. Some companies take a focus group approach for part or all of the boardroom time slot, asking guests for feedback on products and programs under development.

Boardrooms are 35 minute presentations conducted by sponsors that take place in convention center meeting rooms. Guests are divided into groups of 10–15 peers and are escorted to their sessions by a group leader. During these presentations, sponsors present on a variety of topics, including new products and the sales and profit opportunities they open up, new support or pricing programs that create a bottom-line impact for guests and product/technology road maps. Case studies on how design/build and/or tech integrators/contractors have successfully deployed sponsor products and services are common as well. Some companies take a focus group approach for part or all of the boardroom time slot, asking guests for feedback on products and programs under development.

Boardrooms are 35 minute presentations conducted by sponsors that take place in convention center meeting rooms. Guests are divided into groups of 10–15 peers and are escorted to their sessions by a group leader. During these presentations, sponsors present on a variety of topics, including new products and the sales and profit opportunities they open up, new support or pricing programs that create a bottom-line impact for guests and product/technology road maps. Case studies on how design/build and/or tech integrators/contractors have successfully deployed sponsor products and services are common as well. Some companies take a focus group approach for part or all of the boardroom time slot, asking guests for feedback on products and programs under development.

Boardrooms are 35 minute presentations conducted by sponsors that take place in convention center meeting rooms. Guests are divided into groups of 10–15 peers and are escorted to their sessions by a group leader. During these presentations, sponsors present on a variety of topics, including new products and the sales and profit opportunities they open up, new support or pricing programs that create a bottom-line impact for guests and product/technology road maps. Case studies on how design/build and/or tech integrators/contractors have successfully deployed sponsor products and services are common as well. Some companies take a focus group approach for part or all of the boardroom time slot, asking guests for feedback on products and programs under development.

Boardrooms are 35 minute presentations conducted by sponsors that take place in convention center meeting rooms. Guests are divided into groups of 10–15 peers and are escorted to their sessions by a group leader. During these presentations, sponsors present on a variety of topics, including new products and the sales and profit opportunities they open up, new support or pricing programs that create a bottom-line impact for guests and product/technology road maps. Case studies on how design/build and/or tech integrators/contractors have successfully deployed sponsor products and services are common as well. Some companies take a focus group approach for part or all of the boardroom time slot, asking guests for feedback on products and programs under development.

Boardrooms are 35 minute presentations conducted by sponsors that take place in convention center meeting rooms. Guests are divided into groups of 10–15 peers and are escorted to their sessions by a group leader. During these presentations, sponsors present on a variety of topics, including new products and the sales and profit opportunities they open up, new support or pricing programs that create a bottom-line impact for guests and product/technology road maps. Case studies on how design/build and/or tech integrators/contractors have successfully deployed sponsor products and services are common as well. Some companies take a focus group approach for part or all of the boardroom time slot, asking guests for feedback on products and programs under development.

Boardrooms are 35 minute presentations conducted by sponsors that take place in convention center meeting rooms. Guests are divided into groups of 10–15 peers and are escorted to their sessions by a group leader. During these presentations, sponsors present on a variety of topics, including new products and the sales and profit opportunities they open up, new support or pricing programs that create a bottom-line impact for guests and product/technology road maps. Case studies on how design/build and/or tech integrators/contractors have successfully deployed sponsor products and services are common as well. Some companies take a focus group approach for part or all of the boardroom time slot, asking guests for feedback on products and programs under development.

Boardrooms are 35 minute presentations conducted by sponsors that take place in convention center meeting rooms. Guests are divided into groups of 10–15 peers and are escorted to their sessions by a group leader. During these presentations, sponsors present on a variety of topics, including new products and the sales and profit opportunities they open up, new support or pricing programs that create a bottom-line impact for guests and product/technology road maps. Case studies on how design/build and/or tech integrators/contractors have successfully deployed sponsor products and services are common as well. Some companies take a focus group approach for part or all of the boardroom time slot, asking guests for feedback on products and programs under development.

One-on-one meetings are 15 minutes in duration and take place at the sponsor’s exhibit based on a schedule established in advance for sponsors and guests. There are 5-minute intervals between meetings. Sponsors are provided with detailed profile information for all guests they are meeting with, so all engagements are personalized. During the time slots guests are not scheduled for meetings, they can browse the exhibits freely.