The document discusses selling security solutions to IT departments. It introduces a panel of experts in security and IT fields. It then outlines common IT pain points around bandwidth utilization, data security, and manageability of security systems. It provides tips for designing security solutions with the IT department, such as involving them early, understanding networking requirements, discussing bandwidth needs, ensuring remote access is addressed, and working with IT on security audits of DVRs/NVRs. Finally, it briefly mentions addressing return on investment with IT.

1. Selling to the IT
Department

2. The Panel
• Paul Boucherle, CPP, CSC
– Founder/Principal at Matterhorn Consulting
– Founder/Principal at Digital By Design
– Extensive background in engineering, IT,
security project management, and sales
– United States Marine Corps for 4 years
– Nearly 35 years in the security business

3. The Panel
• Robert Klohr, CISSP, CPP, CISM
– Global Security Manager, Mentor Graphics
– Owner, Klohr Consulting, LLC
– Over 20 years experience in IT, with a heavy
emphasis on security.
– Responsible for physical security management
at over 80 sites, located in over 30 countries
– Retired LTC of the US Army

4. The Panel
• Scott Lord
– Executive Officer, All Systems Designed Solutions
– Sales management for over 17 years
– Assisted in design and implementation of: St.
Luke’s Health System East Campus, Excelsior
Springs School District & Aguila’s integrated
security management system
– Guest speaker for A&E industry

5. The Panel
• Jason Canada
– Product Manager, 3VR
– 12 years in IT industry
– MBA, Strategy, Product Mangement from
Carnegie Mellon University – Tepper School of
Business
– Specialty in network operations and network
engineering

6. Security and IT Convergence
• Current state of the security industry
– Typically IT & security groups are separate
– However, resources are being shared more and more

7. IT Pain Points
• Bandwidth utilization
– How do IP cameras and client applications
affect this?
• Data security
– Does the DVR/NVR present any potential
threats to other systems?
– What type of encryption (if any) does the DVR
use?

8. IT Pain Points (Cont.)
• Manageability
– Who maintains the DVR/NVRs?
– Do they reside in a data center?
– How are patches and software updates
distributed and managed?

9. Designing a security solution with the IT
dept
• Involve IT early in the design
• Understand networking requirements
– IP addresses needed
– DNS servers
– NTP

10. Designing a security solution with the IT
dept (Cont.)
• Bandwidth requirements
– IP cameras on the corporate network vs. stand-
alone camera network
– Local & remote client connections
• Remote access
– What users will need to access the system?
– How do they authenticate?
– Do the client applications have bandwidth
throttling features?

11. Designing a security solution with the IT
dept
• Security Audits
– Working with IT to ensure they are confident
in the data security of the DVR/NVR

12. Return on Investment (ROI)
• When and where do you address this?

13. Basic vocabulary (if time permits)
• Networking
– Routers, switches, firewalls
– Bandwidth
– IP address
• DHCP vs. static
– Data security
– Storage
– Encryption

14. Conclusion
Questions & Answers