SDM - May 2008 - (Page 16)

Insider News & Business CHANNEL PARTNERS continued from page 15 PHOTO BY SDM STAFF ISC WES T 2008 SH OW COVERAG E Support, Best Offering of Technologically Advanced Products, and Best Overall Brand Recognition. ADI won the award for Best Sales Support, and GE Security won the award for Best Marketing Support. Honeywell Security garnered the Overall Best Channel Partners Program award, based on the company earning the best overall ranking in all five categories. All of the nominated companies were invited to the event, and representatives from each of the winning companies were on hand to collect the awards. Meet 2 New Industry Leaders During ISC West, SDM met with two new industry leaders who recently took the helms of their respective organizations — Jeremy Hockham, the new president of sales – Americas, at Bosch Security Systems, and Luis Orbegoso, vice president, general manager of Lenel, a UTC Fire & Security Company. Each brings a unique enthusiasm and vision to his position, which they shared with SDM. Bosch Security’s Hockham is an engineer who entered the security industry in 2001 in the United Kingdom, then joined Bosch in April 2005. In October 2007, he was appointed president. Hockham stressed his ability and desire as the new president to play Bosch Security’s strengths, which include its private ownership and its commitment to Hockham making decisions for the long-term. “We spend more on We R&D than anybody else. That comes from the ownership structure. We’re investing between 11 and 12 percent of our revenue in R&D,” Hockham said. He also announced that Bosch Security will be opening four new training centers in the United States. “Part of our responsibility is a massive training call as we enter the IP space,” he declared. Hockham emphasized that as president he intends to focus on increased support of Bosch Security’s dealers. “One of the key messages is, we are only a product supplier so the only way to be successful is to make our dealers successful,” Hockham said. Luis Orbegoso believes that Lenel, an access control solution provider, must be “the best provider of solutions and services in the industry.” Like Hockham, Lenel’s Orbegoso places a major focus on the company’s VARs or solution providers. LEADERS continued on page 18 companies when they review and select suppliers: • technical support, • sales support, • the offering of technologically advanced products, • brand reputation, and • marketing support. A company was named Overall Best Channel Partners Program winner as well. Pelco won three Channel Partners awards, walking away with Best Tech PHOTO BY SDM STAFF PHOTO BY SDM STAFF Accepting the award for Best Brand Recognition is director of marketing communications Joe Olmstead, of Pelco. Beth McGuffin, of Clear Seas Research, presents the award. David Gottlieb, vice president, Global Marketing Communications, of Honeywell Security, accepts the award for Overall Best Channel Partners Program from Beth McGuffin, of Clear Seas Research. Burt Aylesworth, sales manager, of ADI, accepts the award for Best Sales Support from Beth McGuffin, of Clear Seas Research. The winners were chosen through research independently conducted by Clear Seas Research. First, SDM subscribers were surveyed and asked to nominate the company they thought was the best in each of the five categories. Then, a second survey was conducted and readers were asked to rank the nominated companies in each category to determine the final winners. The winners received the highest amount of votes from the surveyed SDM subscribers. The overall award was given to the company that ranked the highest in all of the categories combined. — By Heather Klotz, Associate Editor 16 May 2008

Table of Contents Feed for the Digital Edition of SDM - May 2008

SDM - May 2008 Contents Editor’s Angle Exclusive ISC West Coverage Stanley Convergent’s Newest Acquisition Cisco Introduces New IP Cameras, Expands Physical Security Solution Portfolio Ionit Technologies Partners with Walgreens; Places DVR Systems in Stores Nationwide Pennsylvania-Based Security System Providers Merge Custom Home Electronics Distributor Inks Distribution Agreement Security and the Law Integration Intelligence 18th Annual SDM 100: Double Digits Fire Systems: State of the Market Addressable Fire Control Systems Storage: Where Can We Put All This? Central Station Managed Access Technology at Work 5-Minute Tech Quiz Technology Solutions & Skills Security NetWorkings SDM Marketplace Classifieds

SDM - May 2008

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