TDSi Q&A: “The security industry confuses customers with jargon and acronyms”

JOhn DAVIES TDSi launched the successor to its EXgarde platform, GARDiS, at IFSEC International in June. IFSEC Global got in touch with John Davies to discuss the latest software, TDSi s international growth, trying a new approach at IFSEC and the industry s use of the terms AI and machine learning . IG: Did TDSi launch anything new this year?

JD: Within the technology showcase we launched our new GARDiS software. That will be released to the market later in the year. Part of this approach was to reaffirm to our integration partners and distribution partners what this new software is all about. It s a complete departure from the current EXgarde platform. It s a true web-based platform. It s designed to be ONVIF compliant and it s architecture is for use in the cloud or as a hybrid on-premise and hosted system. IG: Where is TDSi as a business? JD: We ve seen export sales grow at a faster rate than UK sales over the last 12 months. I see that continuing to grow.

We ve had a lot of initiatives in Southeast Asia and China over the last 3-5 years, particularly in Southeast Asia, that are coming to fruition. A lot of that is down to partnerships with other manufacturers. We re noticing now that the likes of Samsung and Panasonic are coming to TDSi and saying we need to integrate our systems with yours . In the past we were going to the big manufacturers and saying: We would like to integrate your kit with ours . We re now seeing the shoe on the other foot. We want to go to the North American market with something new and different rather than offering a me too proposition This is being driven by market opportunities, particularly in the UK and Southeast Asia and China. So that s something we re going to concentrate on a lot over the next 12 months. I ve done another mega tour of the Far East and we re doing more work in Australia. We exhibited at the Australia Security Show in Sydney for the first time at the end of July.

These are exciting times! IG: So does TDSi have a presence on every continent now? JD: Apart from North and South America. Saying that, it s part of our strategic intent around the new GARDiS platform. We want to go to the North American market with something new and different rather than offering a me too proposition. That s what GARDiS will allow us to do. Over the next couple of years we ll be looking hard at the US marketplace. IG: How did IFSEC go? John Davies: It was different for us this year.

We wanted to try something new, so we didn t have a traditional stand on the main floor. We had products and people on the Anixter stand because TDSi are a technology alliance partner of Anixter in EMEA for access control and have a great working relationship with them that s grown over the last few years. We are also doing a lot of integration with Suprema, particularly out in the Far East, so we had products on their stand. They wanted to demonstrate the integration between their readers and our software. We sponsored the Tavcom Theatre, because one of my pet things is education. The industry is changing so quickly, and if manufacturers don t get involved in educating our installer customers I feel that some of our customers may be less aware of the latest technology innovations, so it s important that they don t get left behind. The event went very well for us. We had a speaking slot every day. I was conscious however, that we shouldn t just talk about TDSi, but about issues people need to be aware of: open protocols such as ONVIF profiles A and C and what they mean to the access control industry, who is driving those changes I think AI and machine learning is sometimes overdone, or not always completely understood as to how it s going to be used and how it should be applied to delivering solutions Then we had another session talking about wireless locking technologies and how that is changing the face of the access control industry and what installers and end users need to be aware of.

Our third presentation discussed access control as a service going into the cloud. It s not the be-all and end-all for every application, but it s happening. We talked about what it is and when and where it should be applied. We also discussed what behavioural and business changes are going to drive customers, manufacturers, installers, and how we need to be a bit more aware of the end user s needs. We also had our technology showcase area in a meeting room upstairs, which worked well for us. Next year we may look to turn one of the days into an updated training session with our regular partners and the other days we ll showcase new technologies. We also joined our usual Harmony Alliance evening with Texecom, GJD and Elmdene and a party on the Wednesday night, which was very successful. So all in all we are very happy with the change of focus we had this year and we are considering emulating that for 2018. IG: Any other observations about the show in general?

JD: I did notice that all the educational theatres were full most of the time. That tells me that there s a thirst for knowledge amongst our customers not just about technology but about solutions. Nobody was banging the integration drum to death; people were talking about interoperability and delivering solutions. There was also an indication that there is a far more smart approach towards cameras at the edge of networks, more storage capabilities in cameras, and developers are putting facial recognition algorithms into the camera itself. Cameras are becoming smarter, systems are becoming smarter. But it s not just smart ; it s using information and data correctly to deliver a solution rather than delivering technology for technology s sake. IG: You hear terms like AI or machine learning thrown around a lot nowadays. Is all that overdone? JD: I think it s sometimes overdone, or not always completely understood as to how it s going to be used and how it should be applied to delivering solutions.

I think sometimes we confuse end users with acronyms and terms that we in the industry understand, but people outside don t: Well OK, what does that mean for me? What does it deliver? an end user might say.

We need to put ourselves in our customer s shoes and think the way they do.

TDSi agrees distribution deal with Anixter

Vendor news Anixter has joined Norbain, ADI, Pro-Vision, Advanced Access and Midwich in agreeing to distribute TDSi s security solutions. Although some customers may be surprised by how many different suppliers provide our products, we only sell indirectly, so TDSi completely relies upon its channel partnerships to grow our market share and drive our success, says TDSi distribution channel manager Andy Cross, who joined the Poole-based company late last year with a remit to strengthen and forge new distribution partnerships. This is even more evident as physical security systems become further integrated with all other parts of the IT and business systems networks.

About the need to broaden TDSi s reach across verticals and geographically he adds: It would be impossible for TDSi alone to reach this many different customers, let alone offer the infrastructure to supply the many types of end user that benefit from using our systems. Such partnerships reflect a growing demand among customers for procuring fully integrated solutions from a single supplier. Naturally integrated security systems such as access control, CCTV and intruder alarms combine well to offer powerful and complete protection solutions. At the same time, increasingly this technology is becoming closely associated with other IT and business systems purchases. Buyers are looking to improve their ROI by ensuring all their purchases can be sourced together, with the assurance they can be fully integrated easily. Established in 1982, UK-headquartered company TDSi develops access control systems, biometric readers, security management software and IP CCTV video management software. UK Channel Partner of the Year North In other TDSi news, ABCA has been named UK Partner of the Year North at the integrated security specialist s annual Partner Awards. ABCA s managing director, Philip Miller, was presented with the award by TDSi channel partner manager Neil Hughes. I am delighted and proud to accept this award on behalf of the entire team at ABCA, said Miller.

We work very closely with TDSi to ensure our customers receive the best security solutions. We specify TDSi products because they offer outstanding quality of service and value for money, which helps us provide our clients with very attractive levels of ROI in a highly competitive market. We very much look forward to continuing and growing our highly successful partnership. Neil Hughes, said: ABCA has continuously proven and demonstrated the highest levels of technical expertise, market awareness and professionalism which makes it an ideal TDSi partner. With a highly keen interest in the market, ABCA has grown its business with TDSi significantly throughout the last 12 months, with a stand-out project for access control in seven schools in South Yorkshire. This award is richly deserved and we are proud to be forging a continued partnership of success. Established in 1986, ABCA Systems provides specialist electrical systems for large public-sector organisations and private residential home owners.

With the slogan One Call, We do it all ABCA installs multi-disciplined, fully integrated systems and surveys, designs, quotes, installs and maintains them without the need of multiple contractors for multiple systems.

Watch: The future of access control upcoming Tavcom presentations previewed by Jon Davies

IFSEC 2017 Integrated access control manufacturer TDSi will be presenting in the Tavcom Training Theatre which it also sponsors during IFSEC 2017. TDSi s programme schedule includes three presentations on wireless locking, combining physical and cybersecurity in the cloud and open platforms. Sessions are free of charge to attend for all IFSEC badge holders TDSi s managing director, John Davies, will be presenting specific presentations on all three days of the event from 12:30pm until 1:30pm.

On Tuesday 20 Davies will discuss: Enhancing security and reducing installation time and hassle with wireless locking the presentation on Wednesday 21 June will cover: The future of open platforms and on Thursday 22 June, Davies will talk about: The benefits of combining physical and cyber security in the cloud . He will also be one of a group of industry experts participating in a panel discussion on Wednesday 21 June (2pm 2:50pm), entitled: The future of access control , along with Gareth Ellams, from ASSA ABLOY, Tony Smith, from Integrated Design and Spencer Marshall, from HID Global. Check out the schedule for the Tavcom Theatre here. embedded content John Davies, MD, TDSi will be speaking in the Tavcom Theatre at these times: 20 June, 12:30-13:00, Enhancing Security and reducing installation time and hassle with wireless locking / 21 June, 12:30-13:00, The future of Open Platforms / 22 June, 12:30-13:00, The benefits of combining physical and cyber security in the cloud Says Davies: TDSi is committed to educating the security market, so it makes perfect sense that we are partnering with our good friends at Tavcom and sponsoring the theatre this year. We are also looking forward to engaging with an audience of security professionals and consumers, to discuss these key trends and to look at some of the exciting developments in the security sphere, which are shaping its future and are having a profound effect already. Click here to watch other preview videos from the Tavcom Theatre 2017. TDSi will also be demonstrating its technology on stand A1250, as well as on distribution partner Anixter s stand (D1050), while TDSi s EXgarde security software and controllers will be part of the display on the Suprema stand (D1400). IFSEC International takes place between 20-22 June 2017 at London ExCeL . Get your free badge now.

The Tavcom team at IFSEC 2016 Visit Europe s only large-scale security event in 2017 IFSEC International is taking place at Excel London, 20 22 June 2017, here are 5 reasons you should attend: Exclusive hands-on access to over 10,000 brand new security solutions Network with over 27,000 security professionals Discounts of up to 30% exclusively for IFSEC 150 hours of seminars, workshops and keynote speeches A 1-2-1 meetings service to pre-book face to face meetings.

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TDSi and Litestar announce Singapore partnership

Asian markets UK-based integrated security products manufacturer TDSi has entered a partnership with Singaporean installer Litestar Technologies to increase its foothold in the region. Litestar supplies integrated electronic security systems to small and mid-sized firms, as well as multinationals and governments the Asia-Pacific region. John Davies, managing director of TDSi, says: Litestar is a premium security installation expert with considerable technical expertise and unrivalled local market knowledge This is a very exciting region to be involved with and we look forward to growing our business together.

Though Singapore is a mature market for access control, it remains lucrative and Litestar is confident there is scope for growing its market share with TDSi. Singapore is a fast-paced and cosmopolitan state undergoing plenty of change. TDSi s scalable products are well suited to the local market. In addition the company offers a wide range of access control products, which can integrate with third party systems, which allows Litestar to offer customers a fully integrated security offering. Litestar Technologies was established in 2007 by a group of security professionals with the aim of bringing world-class technologies in security to all its customers that also provide a good return on investment. Check out the latest security solutions from TDSi at IFSEC International, 20-22 June 2017, London ExCeL. You can find them on stands A1250 and B1250. Get your free badge now. Can you afford not to attend?

Driven by rising concerns over public and private sector safety, the access control market is set to be worth a substantial $8.6 billion by 2018. Register for IFSEC International 2017 to discover the latest products designed to protect your buildings, your assets, and your people. Meet with leading access control suppliers, quiz them first hand on their latest products and see new technology in action.

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