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Episode 40: Michelle Loret On The #1 Priority In AV Sales

Highlights From This Episode…

  • Create new business by introducing yourself to customers already working with someone in case they need an alternative someday.
  • Handle change orders by presenting the facts and explaining why there is a cost associated with the request.
  • How to do a good site survey is an important part of AV sales training.
  • Sales teams need to respect engineering teams.
  • The information Sales gives to engineering determines the success of a project.
  • Don’t engineer without a budget.
  • Say Cat X or structured cabling when speaking with IT (don’t say CAT5).
  • For AV to become truly software-defined, devices need to commission themselves.

Mentioned In This Episode…

  • Ford AV
  • Graybar
  • Molex
  • Vidyo
  • LifeSize
  • Tanberg
  • Polycom
  • Appia
  • Revolabs
  • ClearOne
  • Extron
  • CDW
  • B&H
  • Barco
  • NASA   
  • Netstreams
  • Utelogy
  • Zoom
  • Cisco

Episode 39: Paul Konikowski on Investing in Cybersecurity & Culture

Highlights From This Episode…

  • Bring up security early in the process. IT is often treated as an afterthought in AV.
  • Assess the impact of each device being comprised. 
  • Consider access for each device. Who? How? Why?  Least resource or least route?
  • Consider if network connectivity is really needed for each device.
  • Perform role-playing to get better perspective of what a malicious actor could do.
  • Assess if users can accidentally cause a security breach, such as plugging in unknown USB sticks.
  • VLAN headers can be spoofed and should not be considered a security mechanism.
  • Close unused ports on all devices.
  • Enable device logging and monitor the logs for suspicious activity.
  • Consider messaging direction per device and disable a device’s ability to send or receive messages if not needed.
  • Being able to demonstrate internal security practices may reduce liability should an incident arise. *This is not legal advice 🙂
  • Create a culture of security awareness in your organisation through policies, training and compliance testing.
  • Perform internal and possibly public code reviews.  
  • Track data check-in and check-outs.
  • Incentivize reporting vulnerabilities through rewards programs.
  • AV as a cyber target is increasing in popularity.

Mentioned In This Episode…

Episode 38: David Anderson On Closing The Gap Between Consumer & Closed Platform Touchscreens

Highlights From This Episode…

  • When looking for a new business or partnership, look for something that is lacking in skills that you have.
  • Mimo monitors fills the gap between consumer and proprietary touch displays by offering an affordable standards-based solution that can be integrated into other platforms.
  • Products like Mimo Monitors continue to put pressure on AV integrators to be more than just hardware resellers.

Mentioned In This Episode…

AMX, Crestron, Extron, Google Meet, Utelogy,   

Episode 37: David Hirschfeld On Exposing Hidden Requirements & Software Product Lifecycles


Highlights From This Episode…

  • Knowledge of industry is a good indicator of potential success. Knowing the end customer and distribution channels is important.Knowing the market is not so important – that will be learned through the development process.
  • The Business Canvas is a 9 step process that can help determine the initial features of an app should be.
  • Creating functional prototypes that really represent the finished product (as opposed to wireframes) before writing any code, always exposes new requirements that are less expensive to implement in a prototype than finished code.
  • Other benefits of the prototype includes having a clear description for the developers and a working demo to show potential customers.
  • When planning a software product, make sure there is a budget for development of future versions based on user feedback from the initial version.
  • Software products are never done because if you stop developing and marketing, customers and revenue will fall off.
  • When choosing technologies, consider how data is stored and related, if scalability is important  (it’s probably not).

Mentioned In This Episode…

Texas Instruments, Allied Signal, Intel, Motorola, Tekyz, Zapier, Google Sheets, https://leanstack.com/leancanvas/https://www.axure.com, SQL, node.js. Redis, ElasticSearch, Mimo Monitors, Android, iOS, React Native, npm,  

Episode 36: Josh Srago On The Legal Side Of Bandwidth & Default Passwords

Highlights From This Episode…

  • 2015 Open Internet Bill Protects Browser Based Internet Traffic, but excludes VPN’s, Hardware Codecs and IoT Devices
  • Relying on the internet to provide a service introduces a 3rd party (the ISP). Contracts should consider reflecting this.
  • The California requirement for no default passwords goes into effect January 1st, 2020.

Mentioned In This Episode…

TEECOM, Zoom, Barco Overture, Utelolgy, Extron, University Of California Merced, Santa Clara University, 

Contact

Follow Josh on twitter @jsrago

Visit his website http://soundreason.org.

Episode 35: AJ Thompson On The Pains & Joys Of Learning Modern Programming

I met AJ Thompson from the LearnAVProgramming.com website. He enrolled in a bunch of courses over the past few years and we recently exchanged some emails where he told me about some interesting solutions he is working on.

He tells us about what it takes to move from traditional AV programming to modern software tools and more importantly – why you would want to.

Mentioned In This Episode…

Crestron, AMX, Extron, NodeRED, Udemy, Academind, Mosh, Digital Resources 

Episode 34: Robin Ford on Open Systems, Preparing for Change & Trusting Your Instincts

Today’s guest is Co-founder and VP of business development at Global Cache. Global Cache makes connectivity products that let programmers like me control and automate pretty much anything using whatever software we like.

In an industry full of propriertary solutions, this is quite the unique approach. That’s why I am really looking forward to learning a lot today from Robin Ford.

Episode 33: Dr. Jonathan Butts & Billy Rios On Cyber Security, Public Safety & The Layers Of Defense

I have the honour of having two cyber security experts on the show today.

Dr Jonathan Butts is a retired Air Force officer who among many other roles served as Research Director at the Air Force Center for Cyberspace Research.

Billy Rios has held security positions with companies like Ernst & Young, Verisign and Microsoft. He probably had one of the coolest sounding job titles as Google’s Security Ninja.
Both Jonathan and Billy are currently Managing Partners at QED Secure Solutions, whose mission it is to advance Cyber Security and Critical Infrastructure Protection.

Highlights From This Episode

  • Anyone can purchase hardware or software and spend as much time as they can afford learning how it works
  • There are three layers of security, The Vendor, The Systems Integrator and The Technology Owner
  • All three parties need to work together to create a secure solution – it is a team game
  • One defensive strategy is identifying critical systems and segmenting them from other systems
  • The biggest security weaknesses are usually in the system configuration
  • Security exploits can include Terrorist Threats, Public Safety, Critical Data Breaches and Unauthorized Usage of Computing Cycles
  • The public safety aspect of the IoT may spur some regulations for security requirements
  • Using a third party IoT platform does not shift risk away from stakeholders
  • Raising awareness among Management and Leadership Stakeholders is the best way to make security a priority

Mentioned In This Episode

QED Secure Solutions, IBM, War Games, Microsoft, Google, Sochi Winter Games, Crestron, Defcon, BlackHat Conference, Department Of Homeland Security, Microsoft IoT, Amazon IoT, Ubuntu Core

Episode 32: Vangelis Mihalopoulos On Opportunites In Digital Signage and IoT Security

Vangelis Mihalopoulos has a background in software engineering, product marketing and startup investing. He is currently CEO and founder of yodeck. a digital signage management platform.

Highlights From This Episode

  • The Raspberry Pi is capable of displaying 1080p 60fps video
  • Video performance in a web browser is limited because the browser does not use hardware acceleration
  • Interactivity applications in digital signage are not all that popular yet
  • The most common environmental awareness applications involve detecting footfall
  • Digital Signage security has three aspects: security of the player, protecting sensitive content, preventing unauthorised logins
  • Organizations that display confidential content with digital signage usually opt for an on premises solution

Mentioned In This Episode

yodeck, Raspberry Pi Foundation, NEC, etcher, Chrome

Episode 31: Peter Krogh On Programmatic Curation, The Commoditization Of AI & The Innovator’s Dilemma

Peter Krogh is a photographer and author the DAM book, Digital Asset Management aka the bible on digital photography. His currently the Acting Director of Digital Strategy at History Factory where he integrates storytelling, web-based media publishing and digital preservation into a seamless user experience. I am really looking forward to hearing more about how he uses technology to tell stories and preserve the past.

Mentioned In This Episode

History Factory, Google AI, Adobe Light Room, Google Cloud Vision API, South By Southwest