A&s international may 2015(trial version) by Messe Frankfurt New Era Business Media Ltd. Taiwan Branch

May 2015 Vertical Market

Cover Story Hansoo Jung, EVP and GM of Security Solution Division, Samsung Techwin

In November 2014, the security market witnessed a landmark acquisition deal, Hanhwa’s purchase of Samsung Techwin. In an interview, Hansoo Jung, EVP and GM of Security Solution Division of Samsung Techwin, stresses with the synergy created with Hanhwa, plus Samsung Techwin’s own internal strengths, the brand that has dominated in security for decades will stand even stronger.

Systems Integration in Banking Sector: Tricks to Crack the Hard Nut The conservative nature of banking sector makes it one of the toughest verticals for systems integrators (SI) to break into. An often heard complaint is that banks are indifferent to security issues despite the sensitive nature of their business and the obvious risks associated with it. BY Prasanth Aby Thomas

By William Pao

Samsung Techwin Enters a

New Era 28

Biometric ATMs all set to Forge Ahead on Safety and Convenience Innovative developments in biometrics technology have given financial institutions a chance to make ATM facilities more secure and convenient. BY Prasanth Aby Thomas

Asia corner

India Kicks Off Quest For Safer, Smarter Cities BY Prasanth Aby Thomas

Special Report Market Update

Expanding the Security Roundtable Video-Enabling:

Italian Security Leaders, Top 25: Technology Convergence Appeals to New Players In the third edition of Italian Security Leaders, Top 25, drawn up by a&s Italy and analyst KF Economics (K Finance Group), the survey investigates the progress of the security sector over the entire period from 2010 to 2013, together with various trends in 2014. BY The a&s Editorial Team (Adapted from a&s Italy)

MAY 2015 ● www.asmag.com

BY Eifeh Strom

May 2015 Special Feature

Product Exploration A well-integrated, IP-based access control management system should have some basic characteristics, for example the ability to integrate with different subsystems, have these subsystems work together seamlessly, and support different hardware and credentials.

BY William Pao

Defini ng a

W IntegellAcces rate s Cont d rol

Star, Ring or Bus: Transmission Equipment Makes Sure They Deliver Network topologies are arrangements in which devices are connected in a network. In security, different topologies are employed, supported with various transmission devices and equipment. Since most of the transmission products found in the market have similar features and specs, manufacturers focus on added values, for example stability, reliability, and service extension, to make them stand out. BY William Pao

Mana geme nt Sys tem

SMAHome

Bosch’s Smart Home Vision: Broadening Market Scope through One Single Platform

Smart home is one of Bosch’s promising business domains. Bosch has been making aggressive movements toward smart homes by introducing smart home solutions for home convenience, efficiency and security in 2015. BY a&s SMAhome

Business Talk

MAY 2015 ● www.asmag.com

Value-added Distributors — Technological Bridge Across the Industry

a&s spoke with Mehdi Moukite, CEO of Melint, a valueadded distributor in the Middle East to hear more about the role value-added distributors play as a bridge between manufacturers, systems integrators, and end users, and how the industry as a whole can benefit from more involvement from channel players. BY Israel Gogol, Freelancer

Honeywell’s Smart Home Offers Delightful Automation and Security

Honeywell has been focusing on homeowners and the things they truly care about since its establishment 100 years ago. BY a&s SMAhome

Contents................................P.14

Editor’s Note..........................P.18 Corporate News.....................P.20 Products of the Month...........P.30 Show Calendar.......................P.80 New Products.........................P.82 Companies in This Issue.........P.87

a&s International, published by Messe Frankfurt New Era Business Media Ltd., is a monthly professional publication for channel players in the worldwide electronic security industry since 1997. It updates importers, distributors, OEM/ODM searchers, system integrators and other product purchasers on product sources and identifies developments in CCTV, Digital Surveillance, Access Control, Biometrics, Intrusion Alarm, Intercom/Video Doorphone, Home Automation and other fields relevant to electronic security.

ISSN 1997-6267 中華郵政北台字第1571號執照登記為雜誌交寄 Parson Lee Publisher & Managing Director Joseph Lee General Manager John Shi General Manager Editorial

Transformation of Asian Companies ast month, at secutech, I had a chance to talk to some distributors and systems integrators from all over the world. We had several interesting and open talks about brands, products, and services in different markets. World-leading brands still dominate the top-tier project market, almost in every single geographic market. The second-tier market, which is usually described as a mid-to-high-end sector or a project which has a special installation environment and requirement, often opens to mid-to-small-sized security companies. However, technology convergence brings new market demand and the recent mergers and acquisitions of certain major companies also forecast restructuring of the future market. Distributors and systems integrators both are looking for more added values and new offerings for their customers, which also push manufacturers to keep evolving and developing.

companies satisfying the needs of the second-tier market sector still intact. Chinese companies are also ready to catch up with their rivals for this sector. I would say most of them are still competing over product specifications or even price. But, we also started to see more Asian companies launch solutions for the SMB sector depending on their R&D in software engineering, network transmission, and power supply. From their channel partners’ point of view, it is something new and unique to offer their end customers. As the industry quickly grows toward solutions, market restructuring will also follow. We can predict the security industry shall look quite different in the near future.

General Press Jill Lai Editor in Chief Alf Chang Senior Consultant Senior Editor Eifeh Strom Reporter William Pao Lisa Hsu Reporter Prasanth Aby Thomas Reporter Weiting Chen Coordinator

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Corporate News

National Commercial Bank Jamaica Adopts Security Plan With Verint

erint Systems announced that National Commercial Bank Jamaica Limited (NCB) is completing the final part of a multi-phased implementation of its security solutions. The financial institution selected Verint in 2013 to further its focus on mitigating fraud, enhancing investigations, and applying advanced situational awareness across its country-wide locations. NCB of Jamaica, the island’s largest financial services provider with 36 branches and 200 ATMs, uses innovative technology to drive operational efficiencies and enhanced services for its customers. Using Verint solutions to enhance the bank’s security system, NCB of Jamaica has improved surveillance at its remote ATM locations and centralized security management across all of its sites. NCB installed Verint video surveillance solutions at its ATM sites and branches to monitor all public areas, including entrances, exits and parking lots, as well as cash-handling areas. The bank also leverages Verint IP cameras at its branch entrances and the head of its teller lines, using Verint network video recorders and video encoders to capture high-quality video.

Hikvision Provides Safe and Secure Harbor for Dun Laoghaire, Ireland

s Dún Laoghaire Harbour transforms from a ferry terminal into Ireland’s major marine, leisure, and tourism destination, the infusion of new businesses in the last few years served to highlight the shortcomings of the existing analog video surveillance system and its inability to secure the whole site. Now, the entire 100-hectare harbor complex is protected by a Hikvision hybrid solution designed and installed by their Cork-based distributor Mercury SD. The new system retains all the existing coax cable within the harbour and uses 18 of the existing analog video surveillance cameras to watch over the original ferry terminal and its immediate surroundings. New Hikvision IP cameras have been added: some to the coax cabling using IP-over-coax transceivers but most over Ubiquiti wireless links to greatly extend the reach and scope of the surveillance to the more far-flung reaches of the harbor. All the cameras link back to the pair of Hikvision hybrid recorders in the harbor master’s office, from where the Hikvision PTZ IR speed dome camera located at the lighthouse is controlled. According to Tim Ryan, Harbor Manager at Dun Laoghaire, “The installation of the new surveillance solution has proved an immediate success with the Hikvision system exceeding our initial expectations. We use the system 24 hours a day to monitor the inner harbor area, consisting of car parks, walkways, busy junctions, and ship docking areas. We have been able to provide Gardaí (police force) with evidence for a number of incidents that have occurred. It has also allowed us to intervene in certain situations thanks to the far reaching range of video coverage. Our recording equipment allows us to archive footage for approximately 60 days, which is also hugely beneficial to us.”

Medupi Power Station Project in South Africa Chooses VIVOTEK

MAY 2015 ● www.asmag.com

skom, a South African electricity public utility, is the largest producer of electricity in Africa, and seventh in the world in terms of power generation capacity. Eskom has engaged in the construction of the Medupi Power Station in the Limpopo Province, South Africa. This dry-cooled, coal-fired power station is expected to become the largest in the world. The sheer size of Medupi Power Station presents numerous challenges in terms of security. Primarily, the site required a comprehensive solution that could not only effectively operate over extended distances, but also concurrently produce high-resolution video feedback. Moreover, the lack of onsite network infrastructure amplified the difficulty of producing an effective solution. Stallion Security, the original surveillance system integrator for Medupi Power Station, was re-commissioned in late October 2014 by Eskom to overhaul the initial onsite surveillance system completely. The Medupi project team outlined several non-negotiable requirements, which included the deployment of an ultra-high-resolution imaging system capable of not only surveying the entire site, but also zooming in on targets at a distance. To fulfill Stallion’s proposal, 200 VIVOTEK cameras were commissioned and installed in specific areas of the power station to monitor smoke stacks, conveyors, and canteens in the power station. The cameras are connected to Milestone Systems’ VMS. The open platform technology enables optimized support for advanced cameras like VIVOTEK’ s, and the ability to use extension module enabling functions like video analytics.

COVER STORY

Samsung Techwin Enters a New Era In November 2014, the security market witnessed a landmark acquisition deal, Hanhwa’s purchase of Samsung Techwin. In an interview, Hansoo Jung, EVP and GM of Security Solution Division of Samsung Techwin, stresses with the synergy created with Hanhwa, plus Samsung Techwin’s own internal strengths, the brand that has dominated in security for decades will stand even stronger.

Hansoo Jung, EVP and GM of Security Solution Division of Samsung Techwin, brushes off concerns over the future of his company after its acqusition by Hanhwa. Rather, the synergy created will make Samsung Techwin a stronger force to be reckoned with, he says.

By William Pao

onsolidation has become a major trend in the security industry and took place at a rapid pace last year. Canon’s acquisition of Milestone in June and Anixter’s acquisition of Tri-Ed in August were all major examples. In November 2014, another deal was announced and took the industry by surprise: the purchase of Samsung Techwin by Hanhwa, a Korean conglomerate whose businesses span various sectors including chemicals, construction, manufacturing, solar energy, financial services, and leisure.

Synergy of Two Companies MAY 2015 ● www.asmag.com

The news raised concerns over the future of Samsung Techwin, which has dominated in the security industry over two decades. Hansoo Jung, EVP and GM of Security Solution Division of the company, dispelled those concerns and asked people to look at this acquisition

from the perspective of the synergy that will be created. “Considering the fact that Hanwha has several affiliates in various verticals, Samsung Techwin will have direct end-user clients in those verticals, such as city surveillance, commercial, banking, retail, residential, and leisure,” Jung said. “Samsung Techwin will embrace each vertical’s needs in order to provide ultimate solutions.” Jung cited an example of how the acquisition would work to both firms’ advantage. “For example, Hanwha won a city project in one of the Middle East countries. So, we are under review to provide our products in that project,” Jung said. “Additionally, we will provide our products in several commercial and residential buildings that are now under construction by Hanwha.”

Reinforced Bondage with Partners To enable more efficient business operations, the company integrated manufacturing to increase productivity and logistics efficiency, and restructured the distribution system in China to supply products to more distributors. Restructuring the distribution channel in China is one of the objectives for the reformation of Samsung Techwin’s management system. By achieving a smooth transition from sole distribution (SD) to fulfillment distribution (FD), Samsung Techwin makes sure the nationwide distribution channel remains stable, ensuring the continuous growth of sales. The “Partner Program,” which was launched in early 2014, enabled the company to carry out joint pre-sales to generate project opportunities, as well as co-marketing with its partners. Through these undertakings, Samsung Techwin was able to win even more partners. “More and more system integrators and distributors were registered, while enhanced loyalties of existing distributors result in the volume of order,” Jung said. “For example, a wholesale distributor in the U.S. replaced a company's products to Samsung Techwin's products.”

From Security to Other Industries Samsung Techwin will expand into even more market segments, building on its experience and reputation in video surveillance. Smart home, for example, is a target niche, with Samsung Techwin already achieving huge success globally, especially in the U.S., with its network home camera, SmartCam. To meet customers’ demands for continuous monitoring and storage of video data, Samsung Techwin has enhanced the existing edge storage function and plans to expand its cloud service through partners. Moreover, it will expand its customer-based distribution channel from retailers to telecommunication operators to broaden the customer contact points. With cameras becoming more portable, mobile, and even wearable, Samsung Techwin

R&D Restructures for Verticals To fulfill the mission of becoming a “premium security and safety products and solutions provider,” Samsung Techwin has launched an R&D restructuring effort with the hope of raising productivity and efficiency. The existing equipment development team, which used to be divided into camera and storage sections as well as hardware and software sections, has been merged into one integrated division to boost product development speed. “This will contribute to establishing a foundation on which customer- and marketoriented product solutions, rather than technology-oriented product solutions, can be provided,” Jung said. For example, Samsung Techwin selected four global target verticals — retail, banking, city surveillance, and passenger rail — after surveying the existing business channels, sales history, and market demands in order to enhance its products and secure vertical solutions. “In the retail market, where customer needs have been the most steady, Samsung Techwin has introduced ten models in the WiseNet Lite series and three models in the PoE NVR series in April 2015,” Jung said. WiseNet Lite, developed with the concept of “the power of simplicity,” provides key advanced functions such as hallway view, lens distortion correction, WDR, motion detection, tamper-proof, and IK10/IP66 features. PoE NVR is “plug-and-play” so that retail

also has an interest in this particular market segment and is planning to launch products highlighting both stability and convenience for users. For example, in the U.S. and Europe, there is a public consensus that the police should be required to wear body-worn cameras during patrol to ensure safety as well as frictionless interactions with the public. That said, Samsung Techwin has been working with OnSSI on a police body-worn camera that was recently launched at ISC Brazil and ISC West 2015. It also demonstrated a rear-view mirror for patrol cars utilizing the same camera at ISC West to show how security cameras can be applied in the wearable camera sector.

A Stronger Force Over the decades, Samsung Techwin has, through its own strengths and the support of partners, built a reputation for itself as a leading security solutions brand. Now, with a new owner, the company will see greater global reach and deeper penetration into various verticals. After the acquisition by Hanhwa, one thing is clear: Samsung Techwin will only become a stronger force to be reckoned with in the security industry.

owners can easily use the video surveillance system without becoming network experts.

Software Integration To provide products and solutions that satisfy the needs of each vertical, the company made sure that the value-added software solutions from the application partners registered in the Partner Program were compatible with each other, through the open platform based on the company’s flagship network line-up WiseNetIII. “As of March 2015, about 300 application partners are registered on our Partner Program. Six partner companies, such as Agent Vi, Foxstream, Arteco, Facit Data System, intuVision, and Veracity, are now on service for WiseNetIII. We are working with five additional companies now,” Jung continued. Finally, Samsung Techwin will also strengthen its own core competency to reinforce product competitiveness and succeed with the kind of vertical integration that Jung mentioned above. “The company holds industry-leading SoC development technologies and lens manufacturing technologies, and has also secured mobile, web, and video and audio technologies,” Jung said. “We are planning to organize a complete stack that goes from SoC to instruments, mechanics, software, applications, and services through ’vertical integration’ of these technologies by a single organization.”

Value-Added Distributors – A Technological Bridge Across the Industry

a&s spoke with Mehdi Moukite, CEO of Melint, a value-added distributor in the Middle East to hear more about the role value-added distributors play as a bridge between manufacturers, systems integrators, and end users, and how the industry as a whole can benefit from more involvement from channel players.

MAY 2015 ● www.asmag.com

ehdi M Moukite, CEO, Melint “Worldwide vendors are famous for their technologies, but it’s never enough to get the project successful locally. There is always a need to adapt the project to the local way of working or to the local regulations. Furthermore, every project also involves components from other vendors, and we need to coordinate efforts with every stakeholder involved to make the global project successful for all.”

BY Israel Gogol, Freelancer

s the security industry is shifting to a more solutionsoriented environment, channel players such as distributors and re-sellers have more and more opportunities to bring added value to their clients by creating customized solutions, localizing their offerings and fine-tuning solutions to customer needs. Melint is a valueadded distributor of brands such as Aimetis, FLIR, VIVOTEK, Comnet, Rasilient, Gallagher, and others. The company’s geographic focus is Africa and the Middle East, and it manages its operations from two regional offices, Dubai that handles requests for Middle East and Eastern Africa, and Casablanca, Morroco, which handles North Africa and Western Africa (French-speaking countries). It also operates a sister company based in Canada which is in charge of the company’s R&D.

Q: As a value-added distributor, who are the stakeholders you interact with the most?

Melint is at the crossroads of the stakeholders of each security project. Even if our direct customer (billed customer) is always the systems integrator, we often have to deal with the end users and their consultants, other suppliers, and also the vendors at the same time. We are often asked to be committed to each of these stakeholders. The reason for this is the fact that, as a distributor, we carry the flagship of the brands we represent. Players in the market deal with us not only as a “box mover,” but essentially as the representative of the brand including the knowledge and the special competencies in the specific brands field of expertise. Worldwide vendors are famous for their technologies, but it’s never enough to get the project successful locally. There is always a need to adapt the project to the local way of working or to the local regulations. Furthermore, every project also involves components from other vendors, and we need to coordinate efforts with every stakeholder involved to make the global project successful for all.

Q: What do you think is the biggest contribution value-added distributors “bring to the table” for their clients?

The biggest contribution for our company is always the “added value” provided by our technical team, whether in pre-sales or after sales. Let’s take an example of securing an airport or an industrial plant or a city; even if we can use the same brands of cameras or VMS or storage, the project won’t be executed the same way, with the same settings nor the same references. Our added value is to bring the best practices for each type of project. These best practices are coming from our experience as a distributor in the middle of all the players. We learn a lot from this position. And the more projects are successful, the more the decision makers want to rely also on the distributor as part of the project planning. Systems integrators are also very comfortable with the added value we provide because they can add it to their own expertise and make their offer much more valuable to the end user. Most of the customers, the systems integrators, are very faithful to us because we established a way of working not based on a price list but on permanent skills and competence sharing. Our pre-sales team is trained in a way to think project and not price only. From our position, we are often required to be the bridge between vendors of brands we represent to create more added value in the features of the mixed products to reach the level of a global solution, and not only separated products.

We even had to invest on a small development team to make the process easier and the time to market faster for all the stakeholders. Melint as an value-added distributor is consequently very involved in the technical life of each product. And this position brings us also to be aware of how the product is manufactured and developed. In some projects, we had to review the design of existing products in accordance with the manufacturer, and came up with a brand new product totally different but answering to the needs of the market. Our review can be made on the electronic level but also on the software level. And sometimes, in accordance with our partners, we create a new part number for this product or even we brand it in a way to not disturb the manufacturer strategy on the worldwide level. What's most important for us is to strengthen the relations with the manufacturers and the systems integrators at the same time, and the only way to do it is to be a “technological bridge” between them. We experienced this for a bank project in North Africa where it was needed to create a new product of access control in partnership with our supplier, totally re-designed with us, and now it became a daily sales item for daily projects. Without this re-design, we may have missed the opportunity to create this product in which now we see a huge potential.

BY William Pao

A well-integrated, IP-based access control management system should have some basic characteristics, for example the ability to integrate with different subsystems, have these subsystems work together seamlessly, and support different hardware and credentials. With a strongly integrated access controlvideo platform in place, users are given more situational awareness and can maintain the security of their premises more effectively.

Defini ng a

W e Integ llr Acces ate s Cont d rol Mana geme nt Sys tem

MAY 2015 â&#x2014;? www.asmag.com

major trend in access control is its migration to IP. In fact, IP-based access control is now seen in most new buildings and projects around the world. According to IHS, IP-based access control accounted for nearly 60 percent of the market in 2014 due to a ramp-up of new constructions, in the process contributing to a 7.6 percent growth of the industry. As for this year, IHS’s initial estimates put growth at 8.8 percent. In terms of regions, growth in North America may drop a bit, while APAC and Latin America are expected to pick up steam, according to a previous interview with Tyco Security Products. Central to IP-based access control is the access control management system, which, when integrated with other subsystems, can do much more than merely granting or denying access to users as they walk to a building.

What Defines Well-Integrated So what makes an access control management system well-integrated? There are several criteria, for example the types of subsystems that can be integrated, the ability to have them interoperate smoothly, and the flexibility the system provides when it comes to supporting the types of hardware and credential. Finally, open standards are key to ensure interoperability, future scalability, and cost reduction.

Systems that Can Be Integrated One factor to determine whether an access control management system is well-integrated is its ability to integrate with different types of subsystems. “There are several subsystems that can be integrated into the access control management software, which goes beyond granting or denying access to users. Elevator, parking, meal vending, community intercom, video surveillance, equipment booking, and student ID cards are all examples of the subsystems that can be integrated,” said Tom Su, Sales Manager at Hundure Technology. Besides the aforementioned, today’s access control management systems can also integrate with HVAC (heating, ventilation, and air conditioning) as well as telecommunications systems to save energy and provide more convenience for users. “If an employee presents his credential to the outside of the building, the software has the ability to know which specific areas of the building that the person will get through to get to his or her office. There is no need

In a well-integrated access control management system, interoperability is to the point where the customer cannot distinguish the boundary between the systems.

Brad Aikin, Business Leader, Electronic Locks, Allegion Arjan Bouter, Head of Sales, Nedap Security Management Eric Chiu, Segment Director, Physical Access, APAC, HID Global Ola Jönsson, Business Development Manager, Axis Communications Mitchell Kane, President, Vanderbilt Industries Daniel McVeagh, Senior PM, Gallagher

to illuminate the entire building,” said Brad Aikin, Business Leader of Electronic Locks at Allegion. “The same thing extends to other systems in the building such as telecommunications. When someone reaches a specific reader or door in the building, intelligent systems have the ability to redirect call forwarding or electronic messaging services. This can include adjusting their e-mail status and also switching the forwarding to their desktop versus their mobile phone.”

Smooth Interoperability A well-integrated access control management system can also allow the different subsystems to operate seamlessly at the same time, even to the point where “the customer cannot distinguish the boundary between the systems,” said Daniel McVeagh, Senior PM at Gallagher. “The best integrations which achieve this tend to exhibit the following traits: a comprehensive set of application programming interfaces (APIs), good

Expanding the Security Roundtable Video-Enabling:

MAY 2015 ● www.asmag.com

The move to IP in video surveillance brought in new, non-traditional security players in the form of IT professionals to the security industry. Similarly, video-enabling a business means bringing in players that previously were not part of the security decision-making team. Those such as CIOs, facilities departments, marketing departments, and operations departments, are now critical members of the security roundtable. 44

ow much one can get out of their video surveillance system is increasingly becoming a concern among end users. Maximizing return on investment (ROI) may have been a consequence of hard economic times and tightened budgets, but even in post-recession times businesses have realized that milking an investment for all it’s worth is not just about the money — it’s about efficiencies. When it comes to cameras, businesses have been looking for ways to utilize video data beyond the typical security surveillance uses. Business intelligence (BI) is one way that security companies have met end-user needs to increase ROI. By applying business intelligence algorithms to video data, users are able to extract information that can be used by marketing, sales, operations , and other departments. The global market for BI and analytics software is forecast to grow from US$17.9 billion in 2015 to $26.8 billion by 2020, at a CAGR of 8.4 percent, according to a recent report by MarketsandMarkets; North America is expected to be the largest market on the basis of spending and adoption. Furthermore, a survey commissioned by Axis Communications in 2013

According to the 2013 survey commissioned by Axis, IT manages or supports 91 percent of video surveillance technology deployments within an organization, compared to only 52 percent in 2010. BY Eifeh Strom

via Enterprise Strategy Group revealed that 80 percent of IT pros use video footage for BI: 58 percent use BI for identifying operational efficiencies, 51 percent for production or process control, 50 percent for inventory control, 49 percent for identifying traffic patterns, and 47 percent for employee training. However, there are many considerations when trying to get the right security system up and running for a business, and the decision no longer just belongs to security personnel. As part of this evolution of video-enabling businesses, bringing non-security personnel to the discussion table is critical, not only for budget but to gain the necessary synergy needed to give the end user exactly what they need.

New IT Approach, New Decision Makers As the security market evolves, so does its approach to security. And with technology advancing faster than the industry can keep up with, the need for IT knowledge has become ever more apparent; thus creating a more IT approach to the security market. Understanding this is critical for video-enabling a business. The question then arises: How do you talk to an IT person about security? Andrew Elvish, VP of Marketing and Product Management at Genetec explained while IT personnel may not know about security they do know a lot about networks. “One part of this puzzle interestingly is the stakeholders around who is making security buying decisions are changing radically,” Elvish said. According to the 2013 survey commissioned by Axis, IT manages or supports 91 percent of video surveillance technology deployments within an organization, compared to only 52 percent in 2010. This nearly 40-percent increase in three years makes the shift toward a more IT approach abundantly clear. So what does the shift toward IT mean for video-enabling businesses? It means that no longer is deploying a security system a decision left up to security officers alone. “Making the right decision is not just about a security officer saying, ‘This is what I want. I’m going to put it in.’That is the old way of thinking in security,” Elvish added. “At the decision-making table you have to involve the CIO. If the CIO isn’t at the table or the director of IT or the VP of IT, if they’re not at the table, you’re going to have a very hard time building buy-in for your security vision.” “More and more, IT is playing a key role in the security decisions and purchases organizations make. It is now more important

Andrew Elvish, VP, Marketing and Product Management, Genetec Willem Ryan, Director, Global Product Marketing, Avigilon

Business intelligence is one way that security companies have met end-user needs to increase ROI.

than ever for a system to combine both physical security and IT requirements in a complete solution to meet the needs of all interested parties,” said Willem Ryan, Director of Global Product Marketing at Avigilon. “The challenge is that the interests of these departments tend to differ — for example, while the security department focuses on high-quality surveillance coverage with the ability to easily access footage, the IT department is concerned with bandwidth and storage requirements.” “It’s all about the bigger picture. If you can get more people around the table, understanding what’s going on in terms of the security investment and making decisions on how they can bring that into other parts of the organization, you get more buy-in and you get more of chance at securing the budget you need for the type of system you want to install,” added Elvish.

Securing the Budget You Need According to the Axis commissioned survey, 47 percent of IT professionals involved with video surveillance in mid- to enterprise-sized organizations claimed their department is the group most responsible for setting surveillance strategy and making final infrastructure purchasing decisions. Additionally, the survey found that 88 percent of those surveyed said that using surveillance for business intelligence helped to justify IP video technology and infrastructure investments. These numbers show that IT professionals are now, in fact, a critical part of the surveillance purchasing decision. So how do you secure the necessary security budget with IT and other depart-

Systems Integration in the Banking Sector:

Tricks to Cra the Hard Nut BY Prasanth Aby Thomas

MAY 2015 â&#x2014;? www.asmag.com

The conservative nature of the banking sector makes it one of the toughest verticals for systems integrators (SI) to break into. An often heard complaint is that banks are indifferent to security issues despite the sensitive nature of their business and the obvious risks associated with it. But a closer look, with the help of industry players and analysts, reveals enhanced, customized marketing strategies and business approaches that may help SIs tap into this potential market. Banks are indeed reluctant to invest in security, and are definitely slow to adopt modern technology, but this doesn't mean they don't consider security concerns. In fact, quite often, it is a case of SIs lacking adequate knowledge of how financial institutions perceive physical security. 48

inancial institutions are at the heart of contemporary global economy. Modern corporates that are accustomed to the convenience of transnational trade and commerce would never function without the support of banks that are working around the clock. Customers used to the convenience of accessing cash any time and making cashless transactions too would be at a loss without them. The banks, on their part, are going all out to make sure that they are able to reach each and every possible customer. To this end, they have embraced technology and made use of the internet for electronic, and more recently, mobile banking. In the U.S. alone, despite the slow growth of the financial sector post the financial crisis, the year 2014 saw banks put up a strong performance in terms of assets and liabilities, according to the US Federal Reserve.

ck Concerns on a Lukewarm Approach to Security in Banking Yet, despite such an aggressive financial rebound and its subsequent contribution to the GDP, banks continue to be a dismal vertical for the security industry. Even with the sensitive nature of their business and risky character of their transactions, banks have largely abstained from adopting modern video surveillance technology. To most systems integrators (SI), this attitude is illogical. Banks are willing to move ahead with Internet and mobile banking but are reluctant to make use of similar technology to make their

systems secure. According to Bob Mesnik, President of New York-based SI Kintronics, convincing banks to improve their security is an uphill task. “They are reluctant to spend money in security and we have not found any way to convince them otherwise,” said Mesnik. “The larger banks don’t seem to care at all about security, which is very strange. Outside the U.S. there is more interest at smaller banks, but in this case they are mostly interested in monitoring performance of their employees.” Mesnik’s complaint echoes sentiments from several other SIs across the industry. Major reasons often attributed to this reluctance from banks are concerns on safety and cost effectiveness. But even when these apprehensions are put to rest, banks are not enthusiastic to move forward.

Understanding the Challenges in the Financial Sector But this is not to say that banks have totally remained off limits when it comes to upgrading their video surveillance systems. Numerous case studies from manufacturers as well as SIs show instances where banks have moved forward to IP technology and felt it was worth spending money on. Tyco, a company with significant experience in the vertical, explained the challenges that SIs face when dealing with banking sector clients.

Biometric ATMs all

set to Forge Ahead on and

Safety Convenience BY Prasanth Aby Thomas

MAY 2015 ● www.asmag.com

Innovative developments in biometrics technology have given financial institutions a chance to make ATM facilities more secure and convenient. Developing economies are leading the way in its adoption, but experts believe it won’t be too long before banks across the globe embrace it.

n April 2014, the Federal Financial Institutions Examination Council (FFIEC), an umbrella group for US financial regulators, warned the country’s banks of a new wave of automated teller machine (ATM) robberies using a combination of cyber-attacks and stolen account details. Termed ‘Unlimited Operations’ by the US Secret Service, since the perpetrators were able to extract money beyond account balances and withdrawal limits, this new style of robbery put the banks at risk of losing large amounts of cash. In an instance provided by FFIEC, an attack that caused the loss of US$40 million was done using just 12 debit card accounts. ATMs, since their introduction to the financial industry in the 1960s, have made life easier for consumers as well as banks. Cards and pin numbers have helped to keep the facility safe in the past, but as thefts become more sophisticated, banks look ready to pursue a modern technology — biometrics.

Modern Technology for Safer Transactions Biometrics technology is already popular in various sectors across the developed world. But when it comes to ATMs, its adoption has been slower in the U.S. and

Western Europe, compared to some of the emerging economies of Asia and Latin America. But this situation may change soon as experts expect a global increase in biometric ATMs in the future due to increasing concerns on safety and convenience. According to Guillaume Mandret, Business Development Manager for Biometric Solutions and Philippe Le Pape, VP of Sales for Biometric Solutions at Morpho (Safran), strong biometric solutions prevent many widespread attacks on ATMs such as skimming, card trapping, and shoulder surfing, and bring more convenience and ergonomic services. Sujan Parthasaradhi, Director of Biometric Applications in APAC at HID Global, agrees, adding, “Fingerprint sensors have become the most widely used biometric modality at the Brazilian ATM, and the latest technologies ensure sensor reliability both at enrollment and, later, during high-volume use, while also delivering field-programmable liveness detection capabilities to prevent fake fingerprints or spoofs.” But although fingerprint recognition technology is the most common biometrics-based authentication system today, it is only one kind of technology that is being utilized at ATM facilities. In fact, a crucial aspect of biometrics technology is that it is an umbrella term used to refer to a number of specific technologies. The industry may not have reached a consensus on which technology is better than the rest as companies try different approaches, but this is more because each approach has its own strengths.

One Concept, Many Approaches Fingerprint sensors may be popular in several industries but there are several concerns associated with them. One such concern is readability of fingers with cuts or bruises, another is the wear and tear that would occur to the sensor when used over a long

period. An often cited third issue is that of hygiene as several people have to touch the sensor. Some companies have recognized these hesitations and have focused their efforts on more accommodating technology. Hitachi, the Japanese technology major, uses finger vein pattern recognition method for its biometric applications in the financial sector. In its operation, the process of data collection does not require the user to touch the sensors. According to Saya Harada from the Public Relations Department of Hitachi, this technology has higher accuracy, with transactional false match rate (T-FMR) of 0.01 percent and False Acceptance Rate (FAR) of 0.0001 percent, and low risk of forgery as it is virtually impossible to forge and replicate the pattern of veins, unlike fingerprint. Additionally, authentication cannot be performed without bloodstream. It is also more convenient because of its quicker verification process. Fujitsu, another Japanese company that’s betting high on biometrics, goes one step further and uses palm vein pattern recognition technology for its authentication system. The company’s biometric sensors use a near-infrared light scan to capture users’ palm vein pattern, generating a unique biometric template that can be matched against palm vein patterns of pre-registered users. Just as in Hitachi’s

Biometrics Beyond ATMs Automated teller machines (ATM) are one of the most obvious areas in the banking sector where biometrics technology can be applied, but it is by no means the only one. Last year, Hitachi teamed up with Barclays bank in the U.K. to introduce finger vein authentication system for customer verification. From this year, the bank’s corporate customers will be able to easily access their online bank accounts and authorize payments within seconds, without the need for PIN, passwords, or authentication codes. Several banks have already been using voice biometric verification technology to authenticate users who transact through mobile devices, telephone, and online. This technology compares various features of a person’s voice like inflection, pitch, and dialect and matches them with pre-registered data. Banks that have set up such automated login systems not only boost customer satisfaction levels, but also reduce their customer-care costs, according to Biometrics Research Group. An additional major application that has recently received a boost is mobile banking. Major mobile phone companies like Apple and Samsung have already released fingerprint authentication systems on their handsets. Earlier this year, the U.K.’s Royal Bank of Scotland and NatWest had incorporated fingerprint login technology to their mobile banking apps through Apple iPhone’s fingerprint reader. In April, South African financial institution Standard Bank also launched a similar facility. “Several of the large European banking groups are investigating the use of biometrics for a variety of applications including retail (branch counter and self-service), corporate customers (corporate treasury and cash management functions) via their regional banking operations,” said Saya Harada, from the Public Relations Department of Hitachi. “This may lead to increased take up of biometrics in banking in the coming years.”

Italian Security Leaders, Top 25:

Technology Convergence Appeals to New Players BY The a&s Editorial Team (Adapted from a&s Italy)

MAY 2015 â&#x2014;? www.asmag.com

In the third edition of Italian Security Leaders, Top 25, drawn up by a&s Italy and analyst KF Economics (K Finance Group), the survey investigates the progress of the security sector over the entire period from 2010 to 2013, together with various trends in 2014. The past three years have certainly not been happy for the Italian economy as a whole, but the financial survey reveals the security sector continues to hold its own, not just on a year-to-year basis, but in a way that testifies to its continuity and strength even under the most difficult circumstances.

It needs to be pointed out that, to reflect the reality of the Italian security market as faithfully as possible, only firms, Italian or multinational, that had an Italian value-added tax (VAT) number and that were entirely dedicated to security were included. Also, all monetary figures have been converted from the euro to the US dollar at 1:1.07, the exchange rate on April 21, 2015.

Table 1

Top 25 of of Security Sector by Revenue 2013 2012 Classification Classification

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16

2 1 3 6 4 8 10 7 12 9 11 13 N/A 21 19 15

18 19 20 21 22 23 24 25

14 18 23 75 16 24 22 25

Company Name

PROJECT AUTOMATION SPA NOTIFIER ITALIA SRL HESA SPA TECNOALARM SRL SAIMA SICUREZZA SPA BENTEL SECURITY SRL SELESTA INGEGNERIA SPA UTC FIRE & SECURITY ITALIA SRL VIDEOTEC SPA HONEYWELL SECURITY ITALIA SPA ATRAL ITALIA SRL GUNNEBO ITALIA SPA ELECTRONIC'S TIME S.R.L. INIM ELECTRONICS SRL DAB SISTEMI INTEGRATI SRL EL.MO. SPA DISTRIBUZIONE APPARECCHIATURE SICUREZZA DIAS SRL SISTEMI INTEGRATI SRL SICURETEC SRL SICURIT ALARMITALIA SPA AIKOM TECHNOLOGY S.R.L COOPER SCA SRL ZUCCHETTI AXESS SPA CESPRO SRL S. & A. SRL Top 25 Average Total Average

Region

Revenue (US$ million)

Revenue Growth

Sector

Lombardia Lombardia Lombardia Piemonte Toscana Abruzzo Liguria Lombardia Veneto Lombardia Emilia-Romagna Lombardia Puglia Marche Lazio Veneto

45.8 45.1 37.6 31.5 29.5 27.0 26.7 25.4 24.5 23.1 22.8 19.3 18.0 17.7 17.2 17.1

0% -3% 4% 2% -18% 2% 14% -6% 15% -6% 2% -9% -3% 27% 15% 10%

SI Manufacturer Distributor Manufacturer Manufacturer Manufacturer Manufacturer Manufacturer/Distributor Manufacturer Manufacturer/Distributor Manufacturer Manufacturer/Distributor Distributor Manufacturer SI Manufacturer

Lombardia

16.2

10%

Distributor

Emilia-Romagna Lombardia Lombardia Emilia-Romagna Lombardia Lombardia Toscana Lombardia

16.2 15.4 13.8 13.7 13.5 12.1 12.0 11.6 22.2 4.76

0% 0% 3% 164% -16% 5% -12% -1% 8% 10%

ased on 2013’s revenue, the top five of the Italian Security Leaders are Project Automation, Notifier Italia, Hesa, Tecnoalarm, and Saima Sicurezza. Compared with 2012, Project Automation (SI) moved up one ranking, while Tecnoalarm (manufacturer) moved up two rankings. The average revenue of the Top 25 in 2013 is US$22.1 million — almost five times the average for the entire sample, which is $4.8 million. In absolute terms, the gap between those placed in the first 25 and the average for the sample increases still further if the profitability indicators EBITDA, EBIT, and EBT are examined.

SI Distributor Manufacturer/Distributor Distributor Manufacturer Manufacturer Manufacturer Distributor

Figure 1

Distribution of revenue on the Overall Sample

21%

9% 45%

Profitability Expressed by the EBITDA Margin EBITDA is a fundamental indicator of profitability, and taken in relation to sales, it shows the gross profits from sales, and enables a better understanding of the effect of costs over time. The higher this value is, the more efficient and high performing the company is deemed to be. Following this important parameter, the top five with the highest EBITDA margin were Inim Electronics (35 percent), Combivox (29 percent), Venitem (27 percent), Smiths Detection Italia (26 percent), and Tecnoalarm (25 percent). In recent years, the difference between the average EBITDA margin of the Top 25 and that of the entire sample has widened (9 percent compared with 6 percent), which shows that the best companies in the sector, faced with an increasingly difficult economic-financial situation, have succeeded in improving their managerial efficiency. This decidedly positive signal is accompanied by an unvaried overall financial reliability.

25%

Distributors

Manufacturers/Distributors

Manufacturers

SIs

▲ Figure 1 shows the distribution of the overall revenue for the sample (US$1.3 billion) between the different types of companies. Manufacturers continue to have the greatest weight (45 percent), followed by distributors (25 percent), SIs (21 percent), then manufacturers/distributors (9 percent).

Star, Ring, o Transmission Equip Makes Sure They Deliver

MAY 2015 â&#x2014;? www.asmag.com

Network topologies are arrangements in which devices are connected in a network. In security, different topologies are employed, supported with various transmission devices and equipment. Since most of the transmission products found in the market have similar features and specs, manufacturers focus on added values, for example stability, reliability, and service extension, to make them stand out. BY William Pao

rment Bus: here are various network topologies that are used in security projects. This article focuses primarily on three of them, namely bus, star, and ring, and discusses how transmission devices help transmit data in each of the topologies. First, some basic understanding towards these three topologies is required.

Bus In a bus topology, all nodes or devices are connected to a main cable called the bus. As each node receives data, it determines whether the recipient address matches its own address. If there is no match, the node will pass the data back to the main cable.

Star A star topology features a central node — either a hub or switch — that connects to various devices in a point-to-point fashion. All data goes through the switch, which then passes the data to the intended recipient.

Ring

Once you take the central hub away from a star topology and connect all nodes together with a cable to form a circle, a ring network is formed. Each device receives the data and passes it on to the next one until the correct recipient is found.

Medium and Products Required

Bruce Chang, Head of PM, ORing Industrial Networking Peter Chen, Product Development Manager, OT Systems Ben Chiang, Sales Manager, EtherWAN Systems Jakcy Chou, PM, Lantech Communications Global

Most transmission mediums can support these topologies. They include coaxial cables, cat5e and cat6 cables, telephone wires, power lines, and fiber optics. Devices, meanwhile, can include: • Ethernet switch — A device that routes IP data to the intended destination; • Optic switch — A device that routes optic data to the intended destination; • Ethernet extender — A device that converts IP signal to whatever format compatible with the intended medium, for example coaxial cable or telephone wire; • Media converter — A converter that converts IP signals to fiber optic ones; • EoC converter — A converter that converts analog signals to IP.

Cost and ease of installation The star topology is the easiest to install and expand. “Because of the way it is set up, it is easy to add new nodes to the network,” said Elyse Wang, Sales Manager at Antaira Technologies. However, a star network is costly, due primarily to the cabling: a cable is required for each connection between the central switch and the nodes, for instance the cameras. To save cost, the user

INDIA KICKS OFF QUEST FOR SAFER, SMARTER CITIES

A BY Prasanth Aby Thomas

MAY 2015 ● www.asmag.com

t present, about 31 percent of India’s 1.2 billion people live in cities, a 9 percent increase over the last 10 years as better economic prospects in the cities attract young people. According to a UN report, India’s urban population will almost double to about 814 million by 2050. Considering this unprecedented increase, the country’s government wants to enhance its city security surveillance projects, and develop smart cities that provide better governance and are conducive to economic growth. When India’s Finance Minister Arun Jaitley took to the stage to announce the country’s annual budget in February, there was much anticipation of radical economy-boosting measures and tax overhauls, not just because of a growing public impatience to Prime Minister Narendra Modi’s government that

came to power last year promising a stronger economy, but also to improve the safety and security of its growing population. But the challenges in front of Jaitley were not small. He had to make sure spending did not widen the fiscal deficit, a tough task considering the global economic climate. Yet, between welfare programs and tax policy changes, the government

Pawan Desai, CEO, Mitkat Advisory Services

Ashish Dhakan, CEO and MD, Prama Hikvision

Nitin Goyal, President and CEO, Tamron India

decide that city surveillance should be one of their priorities. But most plans in this regard have remained on paper, highlighting a complaint often heard in India that governments promise a lot, but deliver next to nothing. However, some recent developments have shown that the current government is not just about offering assurances but also intends to keep them. Significantly, a city surveillance project in Mumbai, a major initiative that has been delayed over four years, was finalized recently, with the contract being awarded to L&T Construction and L&T Infotech, subsidiaries of India’s largest engineering and construction company Larsen & Turbo (L&T). The project will install 6,000 surveillance cameras across the city and is worth about US$151.5 million. “Sentiments are very good,” said Ashish Dhakan, CEO and MD of Prama Hikvision. “People feel that new projects will be announced and its execution will take place. Before, political parties used to make announcements, but now we hope to see some initiative.” Sudhindra Holla, Country Manager for Axis Communications pointed out that the numbers of government tenders for projects like traffic and city surveillance have gone up since the Modi government took charge. “We are seeing infrastructure boost, we are seeing government tenders which were held in the past now coming out. We are also seeing certain decisions which were deferred in the past coming out,” Holla said.

City surveillance Projects on Track

announced an increased investment in infrastructure, power generation, and defense among other sectors, helping to keep the spirits high.

Government Projects Finally See the Light of Day For the security industry though, some of the key developments that have prompted excitement are city surveillance projects that have seen a boost in the recent past and smart city projects that are predicted to be the next big thing. India, which has the largest youth population in the world, is seeing more and more people migrate to cities for education and job opportunities. This has heightened the need for better city governance and surveillance. A series of women’s safety issues and terrorist attacks had since the last decade led the authorities to

Sudhindra Holla, Country Manager, Axis Communications

Sajjad Haidar B. Kadri, Product Manager, Ingram Micro

Narendra Kumar, Head of Strategy and Marketing, 2020 Imaging India

Mumbai is not the only Indian city that has recognized the need for better security and implemented video surveillance systems. In 2014, Surat, a city in the western state of Gujarat famous for its diamond processing units, became the first city in the country to offer real-time video surveillance. Lucknow, a city closer to the national capital New Delhi has also undertaken a city surveillance project. Delhi itself is planning a project along similar lines after several unfortunate incidents raised security concerns. In August 2014, Delhi police said the city will install 8,000 surveillance cameras by the end of 2015, up from the 4,000 that are already installed in busy streets and border areas. The city government is also expected to come up with a broader surveillance program. Security companies are positive that a proactive government and an emerging market may together boost their prospects. “The government, in general, is the biggest segment in terms of volume demand,” said Nitin Goyal, President and CEO of Tamron India. “In past few months we are seeing a major demand of security equipment from government organizations and more importantly these projects are being awarded to systems integrators and implementation is getting done.”

Smart Cities and Secure Transport Prasad Patil, Director and Senior Consultant, MIPL

It’s not just safer cities in the government’s agenda, but smarter cities that leverage modern technology for better performance. Two cities that are already at the forefront in this aspect are the

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