A Honeywell Company
North America
Sales Organization
• Past
• Present
• Future
1
Regional Sales Managers
A Honeywell Company
Director of Tech Support
VP Of North America Sales
John O’Leary
Mike Thomas
Northwest Region
Marc Montesi - Canada
Mid-West Region
Doug LaVenture
Northeast
Region
Paul DiPeso
John Rathwell
Marie Schneider
Mid-Atlantic Region
Mark Arborgast
Jim Tapp,
National Accts
Eric Loiacano
• Past
• Present
• Future
Southeast Region
Tom Brown
Southwest Region
Jeremy Howard
VP Of National Accts
2
Tom Echols
Regional Technical Support
A Honeywell Company
Eastern Division
Western Division
M. Ferguson
G. Iannaccone
Northwest Region
Northeast Region
Mid-West Region
W. Molsberry
H. Simpson
R. Druktenis
M. Merkley
P. Kerber
S. Lawrence
P. Kirby
I. Siegel
P. Thayer
P. Driver
T. Gaetaniello
J. Reich
Southwest Region
Mid-Atlantic Region
R. Nix
J. Andruszkiewicz
C. Parris
R. Cartee
• Present
• Future
J. Ferrante
D. Morrissey
J. Smith
• Past
B. Boitel
T. Swift
Southeast Region
D. Bongiorno
J. Folding
3
Multi-tier Channels to Market
A Honeywell Company
Sales Organization
Marketing
Field Sales
End
User
Sales Channels
Influence
Influence
Security
Consultants
Influence
Field Sales
• Past
• Present
• Future
Field
Technical
Support
Inside Sales
4
Support
VAR’s,
System Integrators
Support
E
N
D
U
S
E
R
A Honeywell Company
Commitment To Our Channel Partners
Become a full service and trusted supplier of all
your access control and video needs
Develop products and services that help secure
your customer’s worldwide facilities
Protect your investment in hardware and systems
with long term migration paths
• Past
• Present
• Future
5
Provide training, certification and support
services to ensure consistent quality throughout
the world.
A Honeywell Company
Commitment To Our Customers
……..It is More Than Technology
• Past
• Present
• Future
6
It’s a partnership between the
integrator,consultant, and
manufacturer who collaborate to
deliver effective security solutions
to the customer
A Honeywell Company
A Solutions Approach
A Symbiotic Relationship Based On:
Shared Knowledge
End-to-End Planning
ROI Approach
• Past
• Present
• Future
7
Sensible Application of Technology
Bundling Value-Added Services
Delivering on the Promise
A Honeywell Company
Training and Support Services
Project engineering services
Frontline project management
Certify technical training
Network high-end Integrators
Consulting Services
Customized security applications
Commercial, Industrial, Airport Security, & OEM
• Past
• Present
• Future
8
Global Account Management
Account Executives, build relationships with Corporate Clients
US, Asia/Pacific, Latin America, UK, Europe
A Honeywell Company
Industry Trends
Cost of crime
Price of security products while functionality
Increasing demand for integration, interoperability and
enterprise-wide solutions
• Past
• Present
• Future
9
Security outsourcing many management functions
More knowledgeable buyers
Fraud sensitivity is increasing
Service and support rank higher in choosing vendors
Multi-billion dollar global companies
entering/expanding in the industry
Consolidation across all market segments
Technology Trends
A Honeywell Company
Technology
Trends
Hardware
Real time connectivity and high speed networking
Software
User interfaces are driven by the Internet
Communications
Data, voice, video convergence - interoperability
Systems migrating from client-server to Web-based
Database
Architecture moving to N-tier model
User Interface
Proprietary Systems
Scalable Enterprise Solutions
• Past
• Present
• Future
Security Industry
Paradigms
Distributed Intelligence
Network Computing
Single Function Cards
RFID, Smart Cards, Biometrics
10
1995
2005
Market Dynamics
A Honeywell Company
The electronic access control market is highly
fragmented with the top 6 companies only accounting for
32% of the total market
Industry consolidations changing landscape
ADEMCO
Systems
10%
• Past
• Present
• Future
JCI/Cardkey
5%
Casi-Rusco
5%
Simplex
3%
Others
68%
11
Sensormatic
5%
1999 Freeman Report
Lenel
4%
0
