The Changing Competitive Landscape

OpenXchange Breakfast Covers the Changing Competitive Landscape

2017 Conference PhotoLaunching the 2017 ESX Main Stage programming was the OpenXChange Breakfast, sponsored by Qolsys, which featured a panel of industry visionaries who identified and discussed disruptive technologies and emerging trends that will help navigate the changing competitive landscape.

This year’s panel included Scott Harkins, vice president of Honeywell Connected Home; Robert C. Martens, futurist and vice president of strategy and partnerships at Allegion; Andrew Thomas, co-founder and chief revenue officer at SkyBell; and Justin Wong, vice president of Business Development at IFTTT. The panel was moderated by ESX Chair, George De Marco.

The discussion focused on the ideas of home security vs. the connected home, DIY security as a service and the future of the industry. One of the first topics discussed was whether or not connected homes or the Internet of Things (IoT) is making the need for physical security obsolete.

ESX OpenXchange BreakfastThe panel reviewed how security integrators are uniquely positioned to fill the needs of consumers by owning the home technology space.

“When you blend together energy efficiency, security and safety — and convenience — you are able to provide a more personalized experience to the consumer,” said Martens.


The panel agreed that DIY, connected products and professional security will eventually mix — it will have to.

The audience was encouraged to tell a story and get personal with their customers in order to sell IoT products and grow their RMR.

ESX OpenXchange Breakfast“In my opinion, It’s not enough anymore to be one or the other. We need to work on telling compelling stories to sell all of these products together,” said Thomas.

SD&I magazine and SecurityInfoWatch.com were the media sponsors of this main stage session.
"ESX is the best way in the industry to network with peers to grow your business."
— Jamie Vos | Security Solutions NW | WA
"ESX is the best show in the security industry to learn new ways to grow my business and to network with people who are very knowledgeable and passionate about what we do."
— Jacob Engel | Strauss Security Solutions | IA
"I was challenged to think outside the box. Seminars were inspiring and made me think about the future of our business in a proactive way."
— John Yohe | Security Unlimited Professionals | OH
"We had breakfast with a new intercom provider — and we quoted it the first day back to the office."
— Chris Gilbert | Security Pros, LLC | KY
"I enjoyed the interactions I was able to have with other owners at ESX. It seems like everyone has the same problems!"
— Agnes Albright | Security Alarm Corporation | FL
"The speakers and education programming as a whole were top notch. If you didn’t attend — you missed out."
— LJ Lynes | Stanley Security | MS
"As a business owner and the sales manager, time away from my day-to-day operations is expensive — but the insight, education, connections, and business intelligence gleaned from my time at ESX was priceless."
— Sofia Aguilar | A-1 Security | CO
"You can get what you want out of this show. There’s been a lot of great ideas gained from ESX."
— Dee Ann Harn, RFI Enterprises, CEO | CA

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