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