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Wednesday, June 20 | 10:00-11:15AM

5 Commercial Verticals You Should Be Taking Advantage Of
Wednesday, June 20, 2018 10:00AM - 11:15AM
Focusing in on niche markets can be rewarding if approached correctly. A vertical market approach can be an effective growth strategy, and allows a dealer or integrator to gain a deeper experience as an expert that leads to a more permanent competitive advantage, including higher revenues and profit margins. We’ll explore some unique opportunities in the commercial market place that you should consider entering or expanding your presence. Hearing from companies that have been there and done it, you will uncover:
• Commercial security verticals you should explore entering now
• Why you need to create a sales and operations plan that increases your odds for success
• What team skills and education will be needed to properly deliver a great customer experience in that vertical
101 B
Sofia Aguilar photo
Sofia Aguilar
Sales Manager
A-1 Security Systems LLC
Sofia Aguilar is co-owner of A-1 Security, a local security company. In the nine years since she formed the company with business partner Leif Wulforst, A-1 Security has experienced explosive growth through organic growth and four acquisitions.

Aguilar has over 22 years of experience as a systems integrator in the electronic security industry including fire alarm, access control, nurse call, CCTV systems design; and estimating, sales and project management. Her accounts include Denver Sheraton Downtown, Southern Wine and Spirits, Mercy Housing, Triangle Petroleum, Costco, Aims Community College, Rocky Mountain Children’s Law Center, Rocky Vista University, Yampa Valley Hospital District, Aurora Housing Authority, The City of Aurora (multiple buildings), and the City of Denver (multiple buildings).

Currently, Aguilar serves as President of the Board for the Colorado Burglar Fire Alarm Association (CBFAA), as well as on the national board of ESA (Electronic Security Association). In this position, she is working to increase collaboration with local jurisdictions to promote best practices, create educational opportunities for the community, increase the CBFAA presence at trade shows, and provide meaningful peer to peer interactions to advance the mission of the CBFAA.
Mike Dunn photo
Mike Dunn
Vice President - Business Development
Best Security Industries
Mike Dunn is the Vice President of Business Development for Best Security Industries; responsible for developing and growing new business aspects of BSI’s current physical security offerings as well as help manage the fast-growing video division. His background in Computer Technology, Networking and IP Video offer great insight on designing new solutions for retailers and solve existing problems.

Mike joined BSI in April of 2014 and is using his past experience to provide retailers with cutting edge technology and innovative solutions to meet all of their current and future needs. Mike is making sure that BSI teams up with the industries “best in class” products and is a complete Physical Security provider for all of BSI’s customers. He has worked both on the analog and IP side of the CCTV business, providing solutions and support for Retail, Gaming, Government, Banking and Transportation verticals.
Mike King photo
Mike King
Manager, Hosted Video
Axis Communications
Manager, Hosted Video, Axis Communications, Inc.

Mike King is responsible for the day-to-day management of Axis Communications’ hosted video program in North America. His duties include creating business plans and marketing strategies for expanding Axis’ presence in the hosted video marketplace. He works closely with key partners to develop and grow the Axis hosted video platform and associated accounts. In addition to educating and training potential stakeholders both internal and external, Mr. King serves as a liaison to product management and global business teams, taking an active role in planning the roadmap for future product development.

Mr. King joined Axis Communications in January of 2016 as a regional sales manager, bringing 25 years of security industry experience to the organization. Prior to Axis, Mr. King held sales and marketing positions with several IP camera manufacturing companies, including Multisight, Video Insight, ACTi and NUUO.

Mr. King is an Axis Certified Professional and holds certifications from a number of other IP camera manufacturers. He is also a member of ASIS International and The Monitoring Association (TMA).
Matt Tyler photo
Matt Tyler
Director of IoT
Wachter, Inc.

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