How Integrator Northland Aims To Be Independent For Generations To Come

Executive *******

***** ******* *** ******** ** ** attractive **** ****** *** **** ***********, and ************** ****-****** ********* ** *** ********, *** Silicon ******-************** ************ ** *** ** ********* ** sell *** ***** *** ******** ** go ** *** ***********.

**** * **** ********* ** ********* real ******, *** ***** ** ***** Northland ********* ********, *** *******'* ******* has **** ******** **** **** *** past **** *****. ** *** ******* to **** $** ******* ** ******* in ****, **** *** ** ****. The ******* *****: "**'* ***** ** be ***** *** ** **** ***** before ********* **** ****** ********* *** absorbed *** *** ************* ***** *********."

********* ******* ** **** ** ~**% a **** ** ******* *****, *.*., doubling *** ******* ******* ** **** years. *** ******* ***** **** ******** the $*** ******* ******* **** ** a **** **** ****** **** ** do "*** ***** ** *********** ******." Aligning **** **** ******, ********* **** growth ** *** *** ******** *** that ** **** *** **** ** "grow **% ** **% * ****," only **** ** "***** ****** ** stay *****."

*** ******* ********** ************ "*********" *** enterprise ********* **** ***** **** *** decades ** ***** *** *** ******* and *** **** ** ******* ***-**-*** integration ******* ********* ******** ********. ** also *** ** **-***** ****** ***** monitoring ******** ** *********, **, ***** complements *** *********. *********'* **** ******** base ** ** ******* ******, *** they ****** "*******-**** ************" **** ****. Its ********* ******* **** *****, ******* companies, ***** *****, *** ************ **** as ******** **********. ***** ***** ** Silicon ******, *** ******* **** ** adds **** ***** ** ***** **** are "*****-********" *** ****** ***** **** enterprise ********* **** **** ************ ********* but **** *********** ******** **********.

********* **** ** *** *** **-***** employees ****** ******* ** *** *** Area, *** ****, **, *** ************* sites ** ******, *********, *****, *****, and *******, ** **** ** "****** to ******* ********* ** ****** ******* local ******* ********," *.*.*., ***-*********** **** enabled *** ********** ** **** ****** 80 ********* *** ** ******. *** company ********** **** **** *** "**** to **** ** ******** ******** ** the ***** *** **** ** ******."

*********'* ******** ** **********, ***** ******* ongoing ****-***, **** ************,******, *********. *** *******'* ******* *** *********** to ****** *********** **** ** * good ****** **** ** *** ********* of ***** ********** ***** *** *** independent ** * ****** **** ** increasingly *************. **** ** ********** ********* of *** ****-***, ***** *** ********* of ************ ** ***** ** ****** professional ******* ********** **** ** ***********.

Trapanese's ******* **** ********* ********

*** *******'* *** & *****, *********, told **** **** ***** ** ********* Controls, ** ***** *** ******** ********* Security ******* ********** (****) ******* ** 2000, ***** *** **** **** ** Honeywell *** ** *** *** *** revamped ** *********** ******** *********** (***). **** ******* *** ******** *******, Trapanese **** ****** *** ********** ******** Northland ********. **** ********* *** *******, Trapanese **** **** **** *** *** was ** **** *** **-******, $*.* million ****** ******* ******** **** **** a $*.* ******* ********.

********* **** **** ********* ******** ** 2005, *** ** ******* ******** *********** engineers *** *** ******* ** ** did **** *** **** *******. *** of ***** *********** ********* ******** *****, *** ** *** *********'* ***.

** **** **** "********* ** ****** systems **** **** ***** ****** ******'* make ****," **** ** *********** ***** at ** ********** ***** ** ****** more ************, *** ******* **** **** a $*.* ******* ******** ** * year (**% *** ******); ********* ****:

* **** ***** ******. * **** business. * **** ********** *** *************.

* ******* *** ******** ** **** to *********. ** ******* ** *** technology, *****, ** *** ****, *** innovative ***** ** *** *** ***** on *********** *********, ***** *** ***** was ** *** ******* *** *** software *** *** ** ******* ******* and ******* *** ** *** *****. One ** *** ****** ** ***** say ** **** *** ***** *** hang * ****** ** * ******. It's ******* *** **** ****** *** out ***** **** *** ***** ******** need ********* ** **** ** *** do ****.

*** ***** ****** **** ** **** day ***, * ******** ****** **** deploying ***** ******* ** ******. * was **** ** ******* *** ***** things * *****, *** ** *** $2.5 ******* ** **** ***. [*** CTO]***** *********** ** *** ***** *** ******.

Northland's ****** ********** *** *** ** **** **** *** "** ***'* ****"

** ********* **** ****** ** * fast *****, ** *********** ******* ********** along *** ***, ********* ******* *** "No ***'* ****" *****. ********* ****:

**'* **** ********* *******; ******* ** fast ** ** ***, *** ****** almost ****** ********* * ****** ** times. *****'* * ***** ***** ****** No ***'* ****, ***** * ********** is *** ****** ******* ** **** to **** **********. **'* **** **** to *** ** * ***** ***** you're *** *** ** ******* ******* the ***** *****, *** ***'** *** small ** ******* ******* *** *** folks.

*** **** ** ****** ** *** processes, *******, *** ********. **** *** do ****, **** ******* ** ** zero ******* ** *** ** ***** investments *** **** ** **** ** through ** ***'* **** *** *** to *** ***** ****. **** **** point **, *** ***** ******** *** overhead *** **** ******** **, *** the **** *** ****, *** ****** you **, *** *** **** *** compete.

********* ******* *** "** ***'* ****" as ********* ****** *** $** ******* to $** ******* ****** ******* ***** and/or *** - *** *********, *** there *** **** "********** ******" ** companies ****:

**'* ****** *** $** ******* ***** and ********* ** *** $** ******* range.

***** *** ***** ********** ******, *** I ***'* **** ***** ********* *** affected ****, *** *** ** *** inflection ****** ** ***** $* ** 5 *******. ***** *** * *** of ***** *********** ******* *** *** manage ** ** ** ****** ******** as * *******, *** ** [***] go ** **, **, ** ******, you *** **** ** ***** ********** and ******** ***** ******. ****'* * skill *** **** * *** ** entrepreneurs ***'* ****. **** ******* ***** at ****** $** ******* *** **** around $** ** $** *******.

*** ** ***'* **** ** [****] more ** **** ***** ** *** number ** ****** *** ** *** employees.

******* "** ***'* ****," ********* **** brought ** *** "****** ********** *********" to ******** *** ********** ** ******** mid-size ********* *** *** **'* ****** to ** ******** ** ***** ******:

*****'* **** ******* ******* ******* ** no ***'* ****. **'* ****** ********* [**********] *********. ** * ******-****** ******, ********* knows **** *****. *****'* ****** ******** for *********** ** ** ********** ** each *****. **** **** ********. *** as *** *** ** ***, *** people, *** *********** ****** *********. *** responsiveness [** ****] ***** ************* *** performance. ***** *** **** *** *********** integrators **** ****** ** **** ***, 300, *** *****, **'* ****** ** sell.

An ********* ******** *** ** ** ********

***** ******* ***** ** ** ****** option, ********* *** *** ******** ******* the ******** **** ***. ********* ******** is * ****** ** ********** *********, ** *********** **** ******** ****-******, evergreen **********. ********* ********** ** ********* Controls' *********** **** *** ************:

** ****** ******* ** **** ** learn **** *** ******** ***** **** like-minded **** *** ****** **how ** ***** ***-**** ********* **** **** ****-**** *********** ************* and a greater purpose than just profits. Tugboat recognizes that “Evergreen” companies have generated significantly greater value for their stakeholders, including industries, employees, communities and, yes, their owners, over a greater period than organizations focused on the next month, quarter, and year. Members of our Executive Team have attended conferences where we share best practices across functions and disciplines, and the Tugboat Institute's values and purpose align very closely with our own. [Emphasis added]

******* ******** ****** ********** ***'* **** a ****** ** *** ******* ********* is***. *******, *** ** ********* **** Northland ** **** ** ** ********** ***** ********* **** (****)***** ********-***** ******* ***** ********* ** a *********-***** ****** ********.

********* ** ** ** *********** ******* for ***********, ********* ******* ******** *** being ******** ** ********* *****-***** ******* does *** ***** **** *** ********* philosophy ** **** *** ****** *** company's "**********":

**** ******* ******* ** ** ***** being ****** ** **** ** ****. I **** **** [*********] ** ******** 2005, *** ****** ***** *****, ** popped ** ** ******'* ******, *** ever *****, ****'** ***** ** ******. People ** *** *********** **** *** last **** ** *** *****, ** occasion, **** ******* ****** ****** *** are ****** ** ** *** ****-***. They'll ********, ***we're *** ********** ******* ** **** ** *** **** ***** **** ******* ****, **** *** ********** ******. [Emphasis added]

A ******-***** ******** *** ***********

********* *** **** *** **** ***** of ********* ******** ***** ** **** over *** ******* ** ****, *** his **** *** *** ******* ** for ** ** ** ** *** generations. ** **** ****:

* *** ***% ** *** *******. There's ** ******* *********. **** * 25 ** ** **** *******. **** may ****** ******* *'** ****** ** third *** ****** ********** ****** *** or ****** ********** **********, *** * talked ** ******* *** ****** ********** that ***** **** **** ******* ** the *****. ****'* *** *** ****. Their ******* *** ***********, *** * can't ***** ****.

** * **** ** ******** ** the ***** *** ****** **********, *** say, "***, **** ** *** **** grandpa ***?" **** **** * **** list ** ****** **** **** ******* did *** ** * *** ** back ** **** *** ** **** now. **, ** ***** **** ***, they ****'* ******* **** *** **** issues, ****'** ** ******* **** ***** problems, *** ****** *** *** ****** that *** *********.

Revenue "***** ** $** - $** ******* *** **** *****"

********* ******** **** **** ** ******* its **** ****** ******* ** ** flat ** $** ******* ******** ** last ****, *** *** ****** ******* across *** **** **** ***** *** as *******:

********* ********* ** **** **** ** was "*****" ** *** ~$** ******* range ******* *** **** ****-**** ******** base *** ********** **** ****** **** been ** **** ********* ** *** past ******* *****:

** *** **** $** ******* ****. And *** ***** **, *** **** to *** ******* **. **** ******** is ** *** ***** *****. ** got ***** ******* $** ** $** for ***** **** *****. ** ****, we **** ** ** $** *******. It's **** ** **** ******* *** customer **** ** ****-****, *** ****'** going ******* ****** ** *******, **************, and ****-*******. **'** **** ** ********* real ******. *** ********* **** ****** is ** * **** *********. **'* going ** ** ***** *** ** five ***** ****** ********* **** ****** vacancies *** ******** *** *** ************ starts *********.

** ** *** ***** *********** ***** impacted ** **** *****, *** ********* is *** ** *** *** **** actually ***** ** **. ************, ** do *** **** ********* ***** ** disproportionally ******** ** **** ******* **** are ******* ******* ** *** ******* Valley ********** ******.

Minimal ***********

********* **** ********* "**** ******* ***********" as ** *** **** ******** **** it ***** ****** ***** *** ***. The ******* ***** *** * ******* sales ************ ** **** ***, *** its ******** ******* ************ **** **** **** ***** ** ****** ** the ***** ********.

$150 ******* ** **** *****

********* *** ********* *****, ********* **** the **** **** ** ***** *** $150 ******* ****** ******* **** ** five *****:

**'** *** ****** ** ***'* ****. We're ********** ****** ****** [**] * great ****** *** ** **** ****** investments. *** [**** ******] ***** ****** at *** $*** ******* ****. **'** very ***** ** ***** ** **** to ** *******. **'* *** **** we're *** *******. **'** ******* ***** interesting ******, [*** ***** ** $*** million] ****** ** ** ** **** more *********** ******.

** ******* *** ***** *****, ********* Controls ***** ** **** ** ~**% in *** **** **** *****, *** the ******* **** **** **% ****** organic ***** ****** ** *** ***** spot, *** ** **** *** ********** growing ** ***** ****** **** *****:

****** ** *** *** ********. *** need ** **** ** **** *****. We *** *** ****** ** **** 25% ** **% * ****; **** is *** ** *********. *** ********* is * ****** ***** ** ****** 15% [******] * **** ***********.

Specific ************ ***** *** $*** ******* ****

***** *** ******* ** *** **** to ***** ********, ** *** ***** to **** ******** ************ **** ** accomplishes *** ***-**** **** ** ****** $150 ******* ** ****** *******. ********* further ********* **** **** ************ ***** be *********, *** **** *** ********* revenue ******:

[**** ** ***] *** $*** ******* mark, ** ***** *** ** *** point ***** ** ***** **** **** specific ************, *** *** ******* **'** trying ** **** **** ***-****.

Long **** *****

****** **** ********* *****, ********* ****** his *********** ********** *** *** ******* through ***** **** *** *** "**** chasing *** *******":

* **** **** * **.

** ******** **** **********. *** ******* is ** ****** ********** *** *** the ****** ** *****. **'* *** just *** *** *********; **'* *** our ********* *** *** ******** ** work ** ***** ******** ************ ** working ** * ****** *********** *** in ***** *********** *********. **'** ***** the *********** ** *** ****** **** we ******'* **** ** ***** ** we **** **** ******* *******.

********* **** ***** *** *** ************ for ******* ** ******* *** ********:

** *** **** ***, *** ** I *** *** ********** ********* ** place **** **** ***** *** ******* to ******** ** **** *** ******** some ** *** ******* **** *** business?

Majority ** ********* *** ******* ******-***** ***********

*********'* ********* *** ****** **********-***** ********* based ** ******* ******, *** **** such ** ***** *** ******** ** pizzeria, ** **** ****** *** ** much ***** ** ****, *** ******* told ****. ********* ********** ** ******* profiles ** *********'* *********:

*** ********* *** *********. ****'** ******* edge. **'** ** ******* ******, *** they ****** ** ** **** *** leading-edge ************ *** ***** ************ *** to ** **** ** ******* ***** once ** *** **** ** **** and **** **** ** ***** ************. We ** * *** ** ******** on *******-**** ************ *** *** **** get ********** **** ***** *********.

********* ******** ** ********* ********* ****** operates **, ********** **** *****, ******* firms, *** ************:

* ***** *** **** ** *** folks *** **** ***** ***** *** medium *********' ******* *********** ****, ** they ********** *** ****-*** **** ****** than ******* ****.

**** ****, *** **** **** **** tech, **'* *******, [***] * *** of ***** ***** ***** **** ** many ******** ********** ** **** ** tellers; **** ******** **** **** ******** developers **** **** ** *******.

*** ***** ******** **** ******* *** up [*** ************] ******* ** *** reputation ** ** *** ******** **********.

********* ***** * *** ** **** understanding ********, *** ********* ******* ***** what ***** *** ******* *** ******* to ************:

** **** ** * ***** ** understand ******** ******* ****'** *** *****-********, but ******* ** *** *** * lot ** ********* *********** *** ***, it ** ** ** ****'** ***** own *******.

** ******* * *** ** ***** to ************ **** *** ********* *********** side. *** *********** ** **** ** value **** ** ** *** **** a *** **** *******, ** ******* to ********** ************ ******** ** ****** fast ** ******* ********** ****** *** people ** * ******* ******, ******** on ******** ** * ****** ********* thing *** *** *** ************ ** keep **** **** ** ****** *** those ******* **** **** ******** *** provide * **** ********, ****** ********. So *** ****** ********* ** *** we're ****** **** *********.

***************

*** *** ***** ********* **** ** brings ** ********* ** * ********* standard *** *********. **** ********* *********, Trapanese **** **** *** ******* *** customers *** **** **** ********* ********* or ************ ********* **** *******:

***** *** * ****** ** **************. One ** **** *** ******** ********* about. *** ** *** ****** **** would ** ** ***** *** ************ for *** ***** **** ** ** certain ******, ** **** ***** *** customer *** ********* ******* *********. **** we ** ** **** *** ********* who ****** **** ** ******** ****** standard **** **** **** ******* ** want **** ********** * ******** **** they're ***** ** ***** ** * worldwide *****.

**** ******* ** *********** ***** *** customer **** *** ******** ***** **** their ***********. ** ** ** ** they **** ********* *********, ** ******* to * ***** ***** ** ********* systems **** ***'* ****. ****'* *** requirement. *** *** ******* ***** *********, and *** *** ** **** *** establish *** ******* ****?

Mult-Regional ********

******* ******** ************** ********* ***** *** is ***** **** ******** ********* ** multiple *******. ********* ********* ** **** how *** ******* ****** **** ***** to ***** **** * *****-******** *********:

[** **** *** ********* ****] * multi-regional *********. ** *** ***** ** integrator, *** ** *** ***** ********** readers *** ******* *** * ***** bunch ** ***** ******** ********** ****** that ** **** ** ******* **. Our ***** *** ** ****** ****** work ****** * **** ****** ********* or ******.

**'** *** ********** ** *** ***** mall ** *** *******. [**] **** want ***** ******* *** *******, **'** just *** ****** ***** ** **** environment.

********* **** **** * ************* ******* to *********' ********** ******** *** ***************; Trapanese ********* *** **** **** ********* to **** * *********** ************ *********, as ******* ** ******** ********* ********...***:

** **** *** ************ *********** ********-******. As * ******* *******, ** ** work ** ** *********, *** ** don't **** *** *********** ** ** to ******* *******'* ******** **** ** the ******** **** *** ******** **** why *** ******** ******* ** ****. We **** **** ** **** ** the ********* ******* ** ***** ******** requirements *** *********, *** ** ***'* do **** *** ****. **** ******** is ******* ** *** ********** ** the ********** ****, *** ********* *** are ***** ** ** **** ** be **** *********** ** ******** *** technologies.

Geographic ********

** ******* *** ****** *********, *** mid-size ********* *** ******** ********* ****** the *****, *** ** ***** **** local ***-*********** *** ************ ** *** company **** *** **** "***** ** the ******." ********* ********:

**'** ***** *** ************. ** **** access ** ******* ******** ****** ******* our ***** ******* ********. ** ***'* have ***** ** *** ****** ** 80 *********. ** **** ****** **** partnerships ** ** ********* *** ** states, *** **** ***** *** ****** extraordinarily **** *** **.

*** ******* *** ********** ** ***** ********* *** ** cities, ********* ******** *** *******, **********, Washington **, *********, *** ****, ******, Texas, ********, ******, ******, *********, ********, Bangalore, *******, *** *******.

Working **** ***-***********

**** ******* **** ***-*********** *** ***** partners, ********* ************ *** ********** ** integrator ****-*** *** *** **** ** Northland's ******** **** ****** ** **** hitting *** "********** ******" ** **** grew:

******* ****** **** *** **** ** years, ********** *** *****, *** **** running ****** ****** ** * *** of *** **** ********. ****'* ***** inflection ******, *** **** *** *** those ********** ******, ***** *** ****** good ******* *** **** ** ****. And ** **'** *** ** ** and *** ** ******* ** **** our ******* ******* *****.

*** *******'* *** ***** ******* ********** on *** ********* ***** **** *** local ***-********** ******** ** ****** ******** across *** ***** *** *** ********* signs *** ** *** ***** *******:

** ** ******** ** **** ********* in *****, *** *** **** ** these *********, **'** ******** ******* ***** standards *** ****. **** ** ***** to ********** ******** ****** *** ***** out ** **** ** *** ******* that ** *********, ** ******** **** our *** ***** **** *** ********* folks, ** **** ** *** *** vehicles.

** **** ** ***** ***** ****** areas, ********* ** *** ****** ** choke *** ***** *********. ** *** not ***** ** **** **** **** to *** ***. **'** *********** *** that ****** ******* ********, *** ** are *********** *** *** ***********, *******, and *************. ** **** **** * commissioning ******** ** * **** ** ensure **** ** ********* ** *** customer's *********, *** **'* ***** ** have *** ***** *** **** ** approval ** ** ** *** ***. So, ***** ** ***** *** ********* integrators *** *** **** ******** ** different ***** ** *** *****, *** installation ****** ** ***** ** ** cookie-cutter ******* **'** ********.

********* ***** **** ***** **** ** design ******** *** ************* ** *** projects ********** *** *******:

** ********* *** ******** *** *** quality ** ************. ****, *** ***** that ** ****** ** ******* ** that ***** *** ****** **** ** do ** *** ********** **** ** forget **** ** ** ** ****. Every ******* *** * *******. * was ******* ***** **** *** ******* management. ***** ******* *** * *******. It *** *******, *** **** ***** and ****. ** ****** **********. ** has * **** *** ********* *** specific **** *******. **'* *** * functional *********** ****. ** ****** *********** in ******* ***** ** *** *****, we **** **** ** **'* ** a *******, ** ***** ******* ** it *****'* ****, *** ***** *** going ** **** **, *** **'** change *** ********, ** ****'* ******* thing ** **. ** ******* ************* so **** *** ******** *** ** the ******, **'* **** ***** ** them **** ** ** *** *****.

********* ******* ***** *** *********'* ******* managers **** **** ************** *** ***** projects **** ******* **** ************* *** sub-contractors:

*** ** *** ****** ** ** is [** ****] **** * ******* management ***********; ** ****** ***** ************ project **********, *** ** *** ****** responsible. *** ******* ******* **** **. They're *********** *** **. ** **'* not *** ************'* *****. **'* *** the *********'* *****. **'* *** *** customer's *****. **'** * ****, *** we **** ********. ** **** ****** don't ** ****, *** ** **, as ******* ********, **** ** *****? Finger-pointing *****'* ****. ** **** ** in *** **** ************** *** **. That's *** ** *** ****** **'** gotten * ********** *** - ***** able ** **** ** ******** ******** in *** ***** *** **** **** it ******.

Avoid "*** & *******"; ***** ***** ** *** **** ***

** ********* ***** *** ********* ****** a ******** ****** *** *****, ********* said **** *** ******** ******** ********* future *** & ******* *****. ** emphasized **** ***** ********* ***** ** more ********* ** *** ******, ** lowers ***** *** ********* ** *** long ***:

** *** ** **** ********* ** that ********** ************ ******, *** **** the **** ** ** ************, **'** less *********. *** ** *** ******* we ****** ** *** ********* ******* is ******* **** ** *** ** people **** ** ** *** *** in **** ** *** **** ********** or *** ******** *** *** ****** in **** ******* ** **** *******. Five ***** *****, **** **** ** undertake * $* ******* ***-***-******* *******. What **'** ****** ** ** ** help **** ***** ****** ** ** that *** *** *******.

Northland's ******* ****

******* ****** ** ******** ********, ********* now ****** *** *** ****** ********** service ** **** ** ********** ********. *** *******'* **-***** ********** ****** is ** *********, *** ****, *** is ******** ** ** **-**** *********, including ******* *****. *** ******* **** said ** ***** **** ** ********* monitoring ******** ********* ** *** *****:

*******, **** **** *** ***** ** people. **** ******** **** ******* ****** and ***** *****. **** ****, **'** looking ** **** * ********* ****** somewhere **** ** *** *****.

**********'* **** *** *** ******* ******** is ** ****** ** ***-******* ****** Security ********** (*****) *** *********:

** **** ***** ** ***** *********, and *** ********* **** ** ** get ** ***. ** *** ********** side, **'* ** ** ** ********** customers.

*** ******* ********** **** ** **** grow **** ******** *********; ********* ****:

*** ********* **** **, ***'* *** if ** **** ** [** **** to] ** ** ** **. ** we **** **, [** ****] ** go ** **. ** **** ** grow **** [********** *********] **** *********. All *** ***** ** *** ******* side, ** **** ** ** **** 24 ** ***.

********* ******* ******** ** *** ****** of ******* *** ** ***** ****** with *********'* ******* ******** *** *** he ***** **** ** ** * scalable ******** *** *********:

** **** ** *** *** ** false ****** ******* **'* * ***** glove *******, *** ** **** ** respond **** **** * **** *** by ** ********** ********. **** **** to *** *** ** ***** ******, and ** **, ***. ** **'* the ************ ********. **'* *** ******* of *** *******. ** ** ****** preparing ***** ********* *** ****** ****** when **** *** ** **,***, **,***, or **,*** *********. **** **** * clean, ****** ********* ****** ****** **** they *** ******** ** *** **, or **** *** ***** **-*****.

** *********'* ******* *** ********** ********, Trapanese **** ********* ******* ****-**-**** *** does *** ****** ***** ** ****** count:

******* ** ****** / ******* ******** based ** *** ********’* ********* *** the ****** ** *******. ** ** not **** *** ******* ** * per-device *****.