PSA Security CEO Speaks About Integrators Getting Acquired
No organization has been impacted directly as much as PSA Security, whose integrator owners are regularly acquired by mega-integrators. Most recently, Pavion (CEO interviewed) acquired 2 PSA owners - RFI and Reece, as part of 19 they acquired in the last few years.
To understand better how this is impacting independent integrators, IPVM interviewed PSA's CEO, Matt Barnette, to examine his experience / view on integrator roll-ups.
Executive *******
***** ************* *** ********** ****** *** users **** *** ****-*********** ** ** global ********, ******** ****** ******** ***** how ***** ****-*********** ******* (** ******** therein) *** *** ****-**** ********** ** making **** ********* ***** *******-****** ******. Barnette **** * *** ********** ** independent *********** ****** ** *** **** of ***** *******.
** ******** ** ***** ***** ****, PSA ***** ********** * ****-**** ********** decline ** ***** *********** *********** *** more ******** ****-********** ****** ***** ******** the ************.
** *** ***** ****, ** ********'* concerns ***** ****-** ******** ***** ****, he *** ** ***** ***** **** leading ** * *** ********** ** successful *********** ***********, *** *** ********** be ********** ******** ** *** ***** as *** ***** ** ****-*** *** challenges ********.
Background & ********** ****** *******
******** ******* *** ****** ** **** as * *** ****** ******** ********** in ******* ******, ***** *** ***** acquired ********* ********' ***********.
** ********** ** *** ********** ****-*** have **** ****** "** **** ** this ******** *** *******" *** *** PSA **** ***** * ****:
***** *** * ****-** ** *********** even **** ** *** ***-*****. *** then, ********* [******* ***********] *** ***** around ****** *********** **** **** *****, and ** ***********,**** *******, **** *** ******* ** *********.This ************* *** **** ***** ** *** ** **** ** **** ******** *** *******. [Emphasis added]
** ***** *** *** **** ******* in *** ******* ** *** ********** having * ********** **** ** ****'* what **** ******.
End ***** ****** - ***** *********** *.*. *********** ***********
****** *********** *** **** ******* ******** needs ***** ******* ************ ****** *******, especially *** ********* **** * ****** presence, ******** ****:
***** ********* **** **** *** ***** up, **** **** * ****** *********. They *** **** ** ** ****** for ******* ************ ** ********* **** check *** ***.
**** **** * ****** ******* ** products, *** **** **** ******** *** can ****** ***** ***** ** **** scale.
*******, ***** ** ** "*** *** flow" *** ***** ***********, ******** ****, and **** ***** ********* **** *** happy ***** *** ******* **** ******** from ***** *********** ********* *** ****** something **** "**********":
*'** ***** * *** ** *** last **** ** ** ****** ***** customers **** **** ****** ****** **** the *** *********.
**** **** ***** ** ****** **** of *** ******** ** ***** ********* grow. **** *** ** **** ****** cutters, *** *** ******* *** *** Fortune *** ********* ***'* **** ****** cutters. **** **** ********* *** ****. They **** * ********** *******.
**** *** ********* *** ** ****** different *********** ** ********* ********** *******, Barnette ****:
* **** ******* *** ****************** **** the *** *********. **** *** ** going **** ******** ******* ** ********* parts ** *** *****.
******** **** **** ********** ******* *** like * ******, ***** ******* ************* and *** ******** ** *********** ***********:
*** *** **** **** *****, **** buy **, ****** ** * ***** of *********, *** **** ** *** new ********* ******** **** *****, ******** a ******.
Large ***********' ******* ** *********** ***********
******** ******** **** ** ** *** hard *** *********** *********** ** ******* against ****** *********** (*.*., *** ********** or ******) ** *****'* ***********, *** many *** ******* ******* **** ***** integrators ******* ***** ******** *** *******, independent ***********, ** *****:
**** ** **** **** *** **** these *** ********* *** ***** **** salespeople. *'** ***** **** ******* **** times ****** *** *** *******, **** these **** *********, ***** **** *********** are *** **** *********** ******* **** actually **** **** **** ******** ******** that ******* ********* **** ****** ** win ***** **** **** *** *** projects ** *** ** ******* ** low ******.
*** ****** ******* **** ****** ************* for *** ******* ***********, ******** ****:
*****'* ****** ***** ** ** * need *** *** *** ****. *** those *** **** *** ******** ************* for ***** ********* ** ***** ** and **** ** **** *****.
*** ****** ********* **** ***** ****** fit, ********** ** *** ****** *****, as ******** ********:
*** **** ************* *** * ****. That's *** ***** *** ********* **** have * ****** ********* *** **** need ** ********** **** **** *** work **** ** * ****** *****. So **** ******** ** ***** *** it's ******.
PSA's **** ********** ****** ******* & *****'* ******** ********** *******
***'* ******** ********** ****** ******** ****-** program *** *** **********, *** ** later ******* **** *********** ********** *********** ******* ********** ************ ****** *******, Barnette **** ****:
***** *** * ******* **** *** had ** ***** *** ***** ***** were ******** ******** ******** ******** ********. They ***** ** ****** ***** ****** to ****** [***] ********
**** ******* ******* **** **** ** now **** [***]******** ********** *******.
***'* ******** ********** ******* ******** *********** in ********* ********* ** ********* ** service ****** ********* **** ***** ****** multiple ********** *******, ******** ****:
** ****** ********* *** *** ********** just ** **** *************** **** *** local *** ****** ** **** ********.
******** **** **** *** ***** ** promote *** ******* ******* *** *** a ***** ***** ****** ************** ***** **** *** ********** ** located:
**'** ** ******** **** **** ********* that ******* ** *** *** **** community *** ** *** ********** ********* and ****** ** ***** **** ****** to *** **. ** ** ***** on *** ****** *******.
** **** *** ****** *** ********** on ****** **** ** *** ****** website ***.
*** ******* ** ***** ** ****** the *** ****** ******* ** ******* and *** *** ***** ** **** better *** ******* ** ********* *********. PSA ****** ***** *** ** *** actual ********** *** **** *** ****** for *** *******, ******** ****:
**'** ****** ** **** ** ****** for *** ******* **** ** **** collaboratively ******* ********** *** *** *** involved. ** ***'* ****** ********.
Rising *****, ************-***** ***********
***** ** * ****** ***** ** newer, ******* *********** ** *** *********** space *** ****** ***** * ***-***********, subscription-based ******** *****. ******** ***** ***** his ***********:
* ** ** ********* ****** ** this ********. * *** ** *** about ** ****** *** **** * product ******* **** *** ****** ******* on ******* ***** *** *************. *** of *** *** *********** **** **** had ** ***** *****, * **** like **** ** ****. ****'** ******* with ** ******** ********* **** ** companies *******, ***'* **** **, *** big ********* *** **** *** ******** to *** ******* ** *** *********** as **** ** **** ** * startup ********* **** ***** ********* **** want ** **** *************.
******** ** ********** ***** ***** ******* players' ****** ********* *** **** **** they *** ****** ** ****** *** major ******* ** *** ***** ** the **** **-** *****:
*** ***** *** ** ** *** other ***? ***** ***** ********* **** are, $* ******* ** $* ******* today ** ******** ******* *** ***** to ** *** **** **** *** Netronics *** ***** ******** **, ** years **** ***. ****'** ***** ** be $** *******, $** ******* ***********.
Risks ** ******* ****** *****/**********
******* ****** ********* *** ***** ******** funding ** ******* ** *****, *** pressure ****** ** ****, ******** ********:
**** ** *** ******* ****** **** an ***** ***** **** **** *** funds, *** **** *** **. [*** them]. *** *** ***** ***** ** built [** ****] ** **** ***'* do ********* **** *** *****, **** have * *******.
**** **** ** ****/********* ** *** always *** ******. ******** ********, ********** that *** *** ******* ****** ****-*** are **********:
****[*** ********** ****] **** ** **** some **** ********* **** ******* * don't ***** **[******* ****** *******] ** a *********. **'** **** **** ********* dotted **** ******** ****-*** ** *** past ***************[****] **** ********. * ***'* **** if **'* ****** ** **** ********, but ** **** ** ********, *** history ** * **** ********* ** future ****.
******* ********** ** *** ********* ******** making ** ******** *** ******** ********.
** ** **********, **** ***** ** a ****** **** ***** *** **** provide ********* *******, ***** **** *** field **** ******* *******.
********** **** ******** **** ** ******** is **** ** *******, *** - when ** ***** ** *********** *** how ***** ****** **** *** ***** between *****, ********/*********** *********** *** *****/******** integrators - *** *** **** ********** and ******* ******* **** ***** ** the **** ****.
nothing *** ****.
*** *** **** * ******** **** interesting:
**** ** *** ******* ****** **** an ***** ***** **** **** *** funds, *** **** *** **. [*** them]. *** *** ***** ***** ** built [** ****] ** **** ***'* do ********* **** *** *****, **** have * *******.
******** **:
**** **** ** ****/********* ** *** always *** ******. ******** ********, ********** that *** *** ******* ****** ****-*** are **********:
** *********** ** **** *********** *** manufacturers ** *** ******** ***** *** changing **** ***** ** **** ** more *********** ********** ** ********** (***** they *** ** *** ******** ** doing).
***, *** *** **** ** **** VC ***** ********** ** *** ******** space ****** **** ***** ****** **** of ********** **.
**'* *** ***** ****** *********: ***** Changes **********
****'* *** *******. **** ******* ** so ******** ****** ***** ****** *** often ***** **** ***** ***** **** acquisition ******* **** *** ********** ** the *** ******.
**** **** ***** *****, ******* ****** drop *** ********* *****. *** ***** continues ** *********.
***'* *** ****** **** ***** ********** are *** ******** ****** ** *******, therefore *** ******** *********** **** ****** small ******** **** ** ***** ** the *****; ********** *** **** ** are ******* ******* ******* ********** **********. Innovation **** ****** **** **** ***** businesses, ********** *** **** **** *** sensors *** ********* ** ** ******** and/or *****. *** ******** ** *** based ** ***********, ** ** ***** on ********** *** *********. *** ********* part ** *** ** ********* *** diversity ** ******* (****, ****, ***, etc.) ********* ***; ** ***** ** provide ******** ******** **** ** ********* to ******** *****. ** **** **** very ********** ** ********* *** ******** nationwide, **** *** *** ** *** PSA ******** ********** ******* *** **** years.
* ** ****** ********** ** *** how ***** ******* ****-*** (*** **********, Convergint, ******, *********) **** ***.
************, ******* *********** ** **** ***** it's ** ******* ********* ** ********** employee / ****** *******, ***** ** far **** *********** ** ******** **** a ******* ** ** ****** ******* based ********, ***** *** *** ** day ****** ******** ** **** ******** to *** *********' ******* ********** (*.*., if *** ** ******* ** ******'* search ********* *** ** ****** *******, it's ******** ** **** * ******** impact ** ***'* ************ **** ***** products *** ** *** ** **** project ******* ** **** ********* *** is ***, ** **** *** ****** how ***** ********** ** ****** **, you ** *** ******** **** ** directly **** *** ********** ** ***).