Columns

The Devices You Install Are Your Next Revenue Stream

Fri, 12 Jun 2026 08:00:09 -0400

Security integrators already own the hardware, the relationships and the access. Here’s how to turn that into a recurring cybersecurity practice, before someone else does.

The Importance of Investing in Training

Thu, 04 Jun 2026 05:00:00 -0400

Reducing employee turnover can help companies safeguard their financial health. This article explores strategies for increasing retention.

Security’s Sixth Sense: Are Silos Already Dead?

hodgsonk@bnpmedia.com (Karyn Hodgson) — Tue, 02 Jun 2026 10:55:00 -0400

Spoiler alert: If you haven’t seen the movie by now, you likely know that the “twist” in the 1999 movie “The Sixth Sense” was that the psychologist played by Bruce Willis has been dead the whole time. He just didn’t know it.

How Commercial Real Estate Investors View Security

Thu, 14 May 2026 05:00:00 -0400

To connect with commercial real estate investors, security integrators need to speak their language. That means leading with solutions, not technology, and clearly articulating the ROI of security systems.

Stop Avoiding IT. Start Owning the Room.

Thu, 07 May 2026 07:14:16 -0400

By working directly with IT teams from the jump, not at the end of the process, security sales professionals can work to stop pesky data breaches before they happen — and get approval for security systems faster.

The Strategists

hodgsonk@bnpmedia.com (Karyn Hodgson) — Mon, 04 May 2026 08:30:00 -0400

This year’s top 100 security dealers shared how they had to be strategic to overcome outside challenges and pressures.

When a Manufacturer’s Problem Becomes Your Customer’s Problem

LEG@msk.com (Lessing E. Gold) — Mon, 04 May 2026 07:09:12 -0400

A security dealer sued an alarm manufacturer when a defective model kept causing false alarms for end customers.

The Line Between Premises Liability & Ordinary Negligence

LEG@msk.com (Lessing E. Gold) — Thu, 09 Apr 2026 09:10:28 -0400

In a case before the United States District Court for the Eastern District of Michigan, the court considered the defendant’s motion for summary judgment addressing whether the plaintiffs’ carbon monoxide injury claims could proceed under theories of ordinary negligence, premises liability, or both.

Future-Focused Design: Building Systems With Optionality, Not Predictions

Thu, 02 Apr 2026 07:49:05 -0400

Why using a “future-focused” design with optionality is better than a “future-proof” approach.

The Hidden Value of Audio in Security

Fri, 20 Mar 2026 12:42:14 -0400

In a new video from the SIA Audio and Intelligent Communications Subcommittee, SIA member experts discuss the ways in which adding audio to your customers’ security solutions suite can get them more insights and actionable intelligence.

Lessons From a Fatal Fire Case

LEG@msk.com (Lessing E. Gold) — Thu, 12 Mar 2026 10:18:18 -0400

A recent case in the United States District Court for the Eastern District of Pennsylvania addressed the issue of whether a fire protection and monitoring contractor may be held liable for negligence to an insured’s subrogating insurers for alleged failures in the inspection and maintenance of a fire suppression system.

Retention Is Built in the First 90 Days, Not the First Offer Letter

Thu, 05 Mar 2026 07:25:46 -0500

What to do in the first 90 days after hiring technicians to boost retention.

Stone Security Enhances Manufacturing Oversight & Global Security for Merit Medical

Mon, 02 Mar 2026 07:15:39 -0500

Merit Medical Systems partnered with Stone Security to deploy an integrated video and access control solution that enhances clean-room manufacturing oversight and strengthens global security operations.

Split Ruling Highlights Importance of Service Agreements

LEG@msk.com (Lessing E. Gold) — Thu, 12 Feb 2026 04:00:00 -0500

A recent United States District Court case in Kentucky addressed whether a defendant alarm and fire security service provider was entitled to summary judgment on negligence and contract-based claims arising from alleged failure of a fire alarm and sprinkler system.

From Seller to Strategic Partner: How Integrators Can Lead With a Consulting Mindset

Thu, 05 Feb 2026 07:18:33 -0500

How security integrators can move from project sales to a consultative relationship.

Keeping up With the Joneses

hodgsonk@bnpmedia.com (Karyn Hodgson) — Mon, 02 Feb 2026 09:30:00 -0500

Being an integrator in the security industry is a bit like the saying “Keeping up with the Joneses.”

Working in the Data Center Market? Here Are 10 Things You Need to Know

Wed, 21 Jan 2026 12:55:47 -0500

With rapid growth comes rapid emergence of challenges — as the data center market booms, so, too, do outdated specifications, siloed security systems and the unique demands of new partners. This article highlights 10 key findings from the SIA’s examination of physical security threats facing today’s data centers.

No Device? No Excuse: Court Upholds Duty to Defend

LEG@msk.com (Lessing E. Gold) — Mon, 19 Jan 2026 06:16:59 -0500

A recent case before the United States District Court concerned whether the defendant insurance company had a contractual duty to defend the plaintiff’s insured seller under a Manufacturing Supply Agreement.

Gen Z Workforce Expectations

Thu, 08 Jan 2026 06:21:09 -0500

Younger professionals entering the field expect flexible work culture, purpose-driven roles and modern tech stacks like AI and mobile credentials — a major shift influencing employer branding and recruitment.

Time to Bring out the Crystal Ball

hodgsonk@bnpmedia.com (Karyn Hodgson) — Mon, 05 Jan 2026 08:00:00 -0500

It doesn’t take a crystal ball to see that the top three issues that will continue to impact 2026 will likely be these three things: talent acquisition/retention, the economy and technology advancements, particularly AI.

Defense in Depth: A Layered Approach to Cybersecurity

Thu, 11 Dec 2025 04:00:05 -0500

In cybersecurity, the principle of defense in depth is a strategy that layers multiple security measures to protect data and systems, ensuring that if one layer fails, others still stand.

Project Management or Project Mayhem? How to Fix Job Handoff Chaos

Thu, 04 Dec 2025 06:49:38 -0500

Strong communication and accountability between sales, operations and service can turn handoff headaches into profitable, repeatable success.

Bucking the Trend

hodgsonk@bnpmedia.com (Karyn Hodgson) — Tue, 02 Dec 2025 00:00:00 -0500

Alarm New England faced a tough choice in 2024: either take the path of growing the enterprise side with the Sonitrol division, or focus exclusively on the residential and small commercial business. They chose the latter.

Insurance Company Protective Safeguards Endorsement at Issue in Texas Case

LEG@msk.com (Lessing E. Gold) — Mon, 01 Dec 2025 07:31:45 -0500

Court considers what defines a “local fire alarm” in a Texas case.

Valuing Experience, Talent & Service (VETS): How the Security Industry Is Fostering the Talent Pipeline by Engaging Military Veterans

Thu, 20 Nov 2025 06:44:39 -0500

How the security industry can fill the talent pipeline by considering military veterans.

Are Home Security Measures Compensable Under MVRA?

LEG@msk.com (Lessing E. Gold) — Mon, 10 Nov 2025 07:03:23 -0500

A recent federal court ruling dives into the limits of victim restitution under the MVRA — where do necessary expenses end, and personal security begin?

The Leadership KPI No One Tracks: Decision Velocity

Thu, 06 Nov 2025 06:15:58 -0500

In security integration, speed isn’t just efficiency; it’s risk management. Every delayed decision potentially creates exposure, while every timely call builds trust.

Time to Ditch the Silos

hodgsonk@bnpmedia.com (Karyn Hodgson) — Thu, 06 Nov 2025 00:00:00 -0500

Cybersecurity convergence is here and a critical issue to understand for security integrators.

Does a Security Company Have the Right to Collect Biometric Identifiers?

LEG@msk.com (Lessing E. Gold) — Thu, 16 Oct 2025 09:23:08 -0400

A security company’s AI and biometric model cameras are called into legal question. Are they in violation of the Illinois Biometric Privacy Act?

Why Physical Penetration Testing Matters for Security Integrators

Thu, 09 Oct 2025 05:00:00 -0400

Understanding physical penetration testing, a practice designed to uncover weaknesses in a facility’s defenses, is crucial for security integrators to validate their installations and stand out among competition.