Commercial Integrator + Security Sales Nov/Dec 2023 - 4

CONTENTS
NOVEMBER/DECEMBER 2023
Emerald X, LLC. | 100 Broadway, 14th
CI VIEWPOINTS
8 | AV as a Business
These looming, regulation-related topics can
potentially impact your integration company
in 2024. By Chuck Wilson
10 | Making Waves
It's no longer enough for women to ask for a seat
at the table; it's time to ask why the table was built
that way in the fi rst place. By Rebecca Sullins
11 | Integrator Insights
By establishing goals and defi ning KPIs at an
early stage, you benefi t from clear direction and a
streamlined decision-making process.
By Marissa Vacek
12 | Perfecting Your Craft
After traveling with the #E4Experience for the past
two years, the author can attest personally to the
power of bringing value-added partners together.
By Alesia Hendley
SSI VIEWPOINTS
48 | Business
Fitness
Are superstar sales
managers the result of
nature or nurture?
By Paul Boucherle
50 | Tech Talk
A selection of holiday
gifts for the tech
enthusiasts in your life.
By Bob Dolph
52 | Fireside Chat
A timely reminder that
industry relations reps
and committee members
perform critical functions.
By Shane Clary
DEPARTMENTS
6 | Editor's Note
By Dan Ferrisi
98 | On the RISE
54 | Monitoring
Matters
An exploration of why
wireless video isn't only
for residential anymore.
By Peter Giacalone
104 | Between
Us Pros
SSI's former longtime
editor-in-chief provides
a glimpse into the secret
sauce for SAMMYs
success.
By Scott Goldfi ne
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, CONNECTED BRANDS Ray Lyons | 508-208-7655 | ray.lyons@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, CONNECTED BRANDS Ray Lyons | 508-208-7655 | ray.lyons@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. Carey Boethel Allied Universal,
Dallas Tony Byerly Securitas Electronic Security, Uniontown, Ohio Jim Henry Independent
Consultant, Fair Lawn, N.J. 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 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
Cover image courtesy of Yana Tait Photography.
4 Commercial Integrator+Security Sales & Integration | Nov/Dec 2023
http://www.commercialintegrator.com http://www.securitysales.com

Commercial Integrator + Security Sales Nov/Dec 2023

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Commercial Integrator + Security Sales Nov/Dec 2023 - Cover3
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