 Oh, hi, and how are you doing? Gordon with the Tech Star here. Welcome to another thrilling and exciting episode of Ebachi Talk. Please grab yourself a chair, a libation, and join us, and we'll talk about enterprise class security. We're not talking just cyber. We're talking about your businesses, your companies, your homes. Everything is there. Not something you would get at the big box store, like how you should do it right. I have two great guests today. But I also have the fundmeister because the security guy ain't here. He's afraid. And he's too nervous to be around all these security people. He's abroad. He's abroad, so to speak. Very abroad. Very abroad, yes. So I have the fundmeister, as everybody knows, and more money than God is sitting here at the end of the table. So I have Lisa. Hi. Lisa. Bradshaw? Yep. Bradshaw? And she's with Linnell. I can still say who you're with. I'm going to talk about, let's say Linnell, but you're the Linnell, this is a huge systems integrator. I have a lot of experience with and so on. And then we got Rich Lemon. Rich Lemon? I knew Rich when he had hair. That's right. I don't think you did. I understand. And he's also with Linnell. We're going to talk, we're going to get into the, into this whole aspect of securing your enterprise and how, and how it's changed over the decades. But first, we always like to let our viewer know who our guests are. So Lisa, give a little background. Where do you went to school and how did you get into this business? So I grew up in Oregon, went to school in Portland, and Go Reavers, Go Ducks. Exactly. Right again. Right again. Whatever. They're all good. They're all good. Yeah. Yeah. Yeah. Yeah. So I got into the industry and moved actually to the East Coast. And I started working for a company that was doing virtual tours online for real estate. And they took that technology and turned it into 360 imaging. And that's when I got into the security industry. And I was like 15, 16 years ago now. Let me say you were 15 and 16 years old. Yeah. Exactly right. You started? I started. Okay. Cool. And then you got at least 15 years of experience in this business. Yep. And that's changed a ton. Oh yeah, a lot. Okay, we'll cover that. It's like, Mr. Lyman, sir, where did you go to school? So I grew up in Danville, California, just a little town in the East Bay. They're near Warrior Town. Okay. So I went into the Air Force. So during the First Persian Gulf War, I was an electronics technician on a C-5 and fly around and wear a cool suit and flew around in a big airplane. So it sort of got my electronics background as it were there. And then sort of like all of us sort of fell into the security industry on accident and haven't looked back since that was 22 years ago. 22. So you had 22. So we were sitting here collectively with almost 50 years of experience in the security industry long before the hackers. That's right. Right in the beginning times. So we got some really good experience here. And then we got a guy who went to Berkeley. It doesn't matter. Cal, it's not hard school to get into. It's a real easy school to get out of. So one of the questions that comes up is like, what's the size of this industry? What's the size, and we talked about this earlier. So how big is the access controls, camera, physical security industry in this country? It's like 100 million, 10 million. Yeah, it's billions. It's billions. So I think, what did we say it was? 80 billion, I think. So it's an 80 billion with a B industry. And this is not talking about the stuff that I go to the big box stores and we're talking about. This is high-end corporate enterprise level, enterprise quality, software, hardware, right? This is what the federal government uses. Okay, defined enterprise quality, because this is something that, is it like, okay, go ahead, you tell me what it is. You know, on the most basic level, it tends to be a little bit more expensive, but that's because it's more sophisticated, right? So it's intended for those military environments, federal government agencies, cities, counties, you name it, everywhere and between. But it's high-quality products that are intended to solve unique problems, not sort of the residential application where it's inexpensive, it sort of does a little bit. It works. If it doesn't work, you throw it away and you go buy a new one. That's not really what these technologies are for. And it's really about an integration platform, right? It's about pulling all these various technologies. It's not just a door unlocking. It's not just a camera. It's intercoms and intrusion panels and data and HR systems and finance systems and you name it. And your active directories and all the computer systems. Absolutely. We're an integration company. So even some of the smaller, like mom and pop shop even, or even high-end residential, they have access to this technology now and I think they sort of expect it now. So the general population sees that they've got a 4K TV and they want that same experience in their video surveillance, for example, or they want everything integrated and they want to be able to get on their phone and see what's going on and turn on their conditioning and do all of that. And then even in the smaller and some of the cities, the police departments won't respond to alerts or alarms without visual verification. So there is some catalyst to push even smaller companies and individuals into this type of technology. And it's becoming more affordable now. It's because of the neat. It is. And if you're going to be a major player, and so we just happen to be the largest manufacturer in this space, if you're going to be a major player, you have to have a whole range of product, right? And so that range constitutes pricing and things like that. But you try to pull over the feature set as much as you can from those enterprise highly scalable solutions, highly technical solutions down into the lowest markets. And we have sister companies and partners and all kinds of things that address all of those technology questions, right? So you're not just DoD. I mean, you were talking now that you can get down to the ma and pause. We can afford because of the cloud and other things to bring in a great product or a great solution set that you can provide to them. Yeah, absolutely. It's important to be able to provide that wide range of capabilities as well as cost to try to. Because every Fortune 10 company started as a small little startup at some point. Right. It's hard to remember back when Apple was sort of nothing. But look at where Apple and Facebook and Google and Salesforce, right? You go look at the San Francisco skyline now. It's being funded. Twitter, Paul Box. I go down the list of all these startups. The newest building in San Francisco is the Salesforce Tower. And it's how many stories, 20, 30 stories taller than the tallest building? It's the tallest building west of the Mississippi right now. And those have to be secure. They're highly secure, right? These are sophisticated technology companies that understand better their risks. And so we'd sort of get into that conversation about there's a lot of risk out there right now. And corporations, you talk about the Sony situation, the target situation and others. Home Depot. Home Depot where sort of apathy and not really paying attention to where the risks are perhaps led to some of those problems. And so now the other, their peers, right? All the peers of those companies that had those issues, they are looking at their entire solution set and saying, OK, that cannot happen to us. Because what was the biggest really problem with all of those situations? The stock value of those companies dropped instantly and dramatically and exponentially what have funded all the technology needed to seal those gaps. So now when we go and we talk to customers that are considering our product or other solutions, that's one of the main conversations is the cybersecurity aspect of it. And what are we doing to help combat those types of situations where people get in through any different means to access your systems and do something. Right. And cameras, I mean, I've seen it. I've seen it with clients where they have a client that has a camera that's pinging China 100,000 times a month. Why is that camera pinging China 100,000 times a month and saying, I'm here, I'm here, I'm here and there's a way into this, there's a way into this network. This is where you got to be careful. It's the two of them are together now. There used to be guys selling cameras out of the back of the car. Yeah, and some of those penetrations into those other companies that we mentioned happen through systems that we don't think of as high tech, building systems. Air conditioning system. Air conditioning system. And these are all devices now that are on the network. Right. So the network is the infrastructure. It's the internet. Everything's connected. The internet of things, right? Millions and billions of things are now interconnected in some way. Even our phones are connected, right? And so the phone becomes an interesting part of the conversation that it's now a security tool. I've got it in my pocket. Right. I mean, it is. It's a massive part of what we do today. So now, so you're a systems integrator per se because not only do you got, and this is where I think the complexity is. You've got door access, cameras. You've got credentialing. My ID, who I am, am I allowed to be on campus? You know, whether you, you know, let's take out like a hospital or a hospital. Yes, but for example, there are so many different kinds of people on that premise. That's right. There are patients. There are visitors. There are vendors. There are the employees. And how do you manage all of those individuals wandering through essentially acres of campus? There's a, because of our customer base, there's a lot of conversations we get drawn into and there's a concept called duty of care. Right. And so in certain cities, San Francisco being one of them, it is city law. It is county law that there needs to be mass notification capabilities in all these public buildings that have the public walking through them. So not only their own employees and things like that, but not Megan's law, but... Well, Megan's law is the kidnapping. Amber Alert. So the Amber Alert and things like that are writing on the backbone of a lot of these mass notification systems. And believe it or not, that becomes part of the security ecosystem. That becomes part of the solution. So we have physical access control, which is what we do. Universities, et cetera, et cetera. Even here, you know, the University of Hawaii to get the safety messages out to the students. All the students. These are all... And their parents. That's right. But these are all businesses, too. And so you think about universities and the cost. We live relatively close to Stanford. It's very expensive. UH, I imagine, is not inexpensive, right? That's a big campus. And it's a huge campus. Multiple locations. And open. Multiple locations. An extremely open, very, very difficult to secure. But think about all the parents and the loved ones that are sending their children there. If incidents happen, things like that, how many parents would pull their kids out and take them somewhere? I'm a parent. I know what I would do in that situation. So universities, all their peers, everybody's looking at all these security threats and saying, look, we need to do this for the safety of our systems, our technologies, our intellectual property, but also our assets, the students. And we need to reassure the parents and provide all these solutions to fill these gaps because they're going to walk if you don't. So Lisa, you have a comment. Go ahead. Well, I was just going to say that the campus environment at a university translates over into the Silicon Valley companies around in the area, too, that we were talking about. Because they're challenges. They want an open environment. They want to be open. They want to show that people are around, that they can go wherever they want to go. But they're challenges. They want to know where their people are. And they want to know if the campus environment is on their campus that shouldn't be there. And it's really hard to do, to balance those two things. And so that's where we and our partners try to go in and realize what are the technologies out there that we can use to bridge the gap as much as possible and minimize their risk while still leaving sort of this open campus environment. Campus environment. So go ahead. I mean, kind of a two-part piece of the need and the want to provide openness, but also the administrative responsibility to provide a safe and secure environment. Which is getting tougher and tougher. And aren't those often at odds, those two things? Yes, they are. So there's some natural tension there that you really have to do both in some way. We have an interesting bubble or culture in the Silicon Valley. The millennials that are defining... My favorite topics. It's an interesting topic because they're defining the workplace now, right? So in the Silicon Valley, labor is really hard to find. And so there's a lot of... Welcome to Hawaii. That's right. It's really not that different. And so there's a lot of competition with companies. And it's a very open office environment now. So that exposes some security threat. Culturally everybody's using their phones. They're laying around on couches. And these are formal corporate environments. You know, there's nobody other than banks and things, CFOs perhaps, that aren't in Hawaii that are wearing ties. Everybody else is wearing this. Like this. Okay, with that, laying around on couches. We're going to take a minute break. What a great segue coming back on this. You know, it sounds like well, give the union a shock. Anyway, we'll be back in a minute. I got rich. And then at least I hear from Lendell, which is one of the, if not the largest physical security and cyber security systems integrator in the country with lots of experience. So we're going to take a break, pay some bills, and we'll be back in about a minute. Match day is no ordinary day. The pitch hallowed ground for players and supporters alike. Excitement builds. Game plans are made with responsibility in mind. Celebrations are underway. Ready for kickoff. MLS clubs and our supporters rise to the challenge. We make responsible decisions while we cheer on our heroes and toast their success. Elevate your match day experience. If you drink, never drive. Thank you, sir. Hello, I'm going to the Tech Star here. Welcome back to Eibachi Talk. We just paid some bills, so we're going to be around for at least another week. Hello, Eibachi Talk is so funny. Anyway, I got the fun meister over in the corner. I got Rich Lyman from Lendell Systems. I got Lisa Bradshaw from Lendell Systems, and we're talking about cyber and physical security. We also do this in a podcast, too. So we don't only do it at the same time, but at the same time. We also do this in a podcast, too. So we don't only do it at the same time. We also do this podcast, too. So for our thousands of viewers. Anyway, we were talking about people laying on couches a minute ago before we took this break. Sorry. Let the millennials give the union a shock. Anyway, so be careful. Careful. Don't fall off. Anyway. I know you're jelly excited. I just have to end you. I've been accused of living with a female guest, and my comment was, and? Anyway, so let's no wonder how Lello never picks us up. Anyway, so let's come back to that because then we got the millennials who are used to an open environment. Don't want to see the cameras around. And cameras are more than cameras today. But so how are you dealing with this cultural thing? I mean, I personally don't care if I'm being watched. I really, I really feel like I am, so it doesn't matter. But how do you deal with this, especially in your industry, in your business? I read an article the other day that said the millennials are now the largest generation that we've ever had on this planet. And there's sort of a huge shift between the generation before that perhaps I'm part of and the next. And it's very open. There's a lot of competition. They expect everything on their phones. And it's changed the look and feel of the workplace. It's changed the look and feel of our software. And so we've really had to, we hired a whole group of people just to work on user experience. So we've always talked about GUI's and graphical interfaces. And nobody ever really asked the why. So that was the what and the how. And you show up to work and you sit at this desk and the computer's bolted to the table. I think the current generations, the newer generations are asking why. We've heard somebody else talk about exactly why. Live life. Take the technology where you are. Get as much work done as you can wherever you are. And so it's actually affecting our industry and the way we develop software. That's pushing us into the cloud. It's pushing us into browsers and things that work on any kind of technology you have. It has to just work, right? Companies like this have defined this for us, right? And it's us folks that are sort of from those previous generations that are really struggling with these concepts. But it's the millennials that will be the next CFOs, that will be the next IT director. Well, some of them already are and they're putting me over the edge. Or already are. That's right. What I find interesting is that the here's the thing about the millennials, I do, I love them to death because they're just the way they forward thing is that but what I'm finding is the millennials that they don't adapt the cloud as much as I think they would. You know, I'm a senior citizen dude. I'm a great grandfather. I embrace the crowd, the crowd. But I find the millennials go like they want to bring the servers back in-house and hug them over in a corner. It's driving me crazy. Yet they want all this openness. They went, well, I don't want a badge. I just want to be able to walk by the reader, know my phone is there and allow me to get in the door. That's how it's got. And that's a reality today. So those technologies are real and you can actually do that and there's value to that. I think culturally those, which is really important. There's this, again, there's this tension, right? They want new, fast, cool, mobile, all of these things. They want this user experience that's very different than the user experience. We've sort of all put up with our workplaces and life and such. And yet, they're not embracing some of these these millennial concepts like the cloud, whereas the rest of us are sort of just resigned to, I've been giving out my social security number for 35 years. And if you don't know it by now, then shame on you. That's right. That's right. But it is redefining, I think, the way we But you're in this, Lisa, you're in this, you're in this, this group, this, the millennial cusp area and so on. So you got to be struggling with the old folks like us who have our, we're used to signing in on a piece of paper and don't care. There's someone else who says, I'm not signing in. Well, and so I think I'm sort of, for myself, I'm always looking to see, so that's why I'm in the security industry and why I stayed in the security industry because of technology and because of the movement of things. So I think if you look at it that way and always sort of see, you know, how are we going to make things easier for people and still mitigate any risk that's there. So I think when you start talking about the cloud and everything moving to the cloud and people being really conscious about that, people just don't know whether it's really safe or not. So I think as we begin to realize it is safe, it's safer than what you can do otherwise. You still have accessibility. It's cheaper. It's faster, whatever. Right. That's more secure. The adoption rate will go up. I think there's, we talked about early adopters and there's a, it's at that stage. We look at Salesforce.com. We use that for our Salesforce automation software. I don't even think twice about it. Yeah, it's just a way of life. It's just there. It's like electricity turning on the light and it's there. When you start talking about video and stuff that has a lot more bandwidth and that sort of thing, it may be a little more difficult in enterprise scale solutions to use that kind of technology. We're not even using, I mean, if anyone, if anyone to this day has an enterprise class operation and you're still doing VCR tapes, if you still doing VCR tapes, then shame on you. That's all I can say is shame on you. It's crazy. And if you're still, in my opinion, if you're still using VCR tapes, then it's shame on you because you do not need DVRs anymore. I mean, give me a break. Get real. And where the state of video is gone is now we're talking about 4K, right? So it's this beautiful quality picture takes exponentially more bandwidth and more storage. And so here we are sort of fighting against, yeah, I mean, we're from the Silicon Valley. There's a lot more bandwidth there, but we're taking four times the data now that we were before. The reality is these now, we can use the cameras on phones and stream them into these enterprise video platforms and record them live. And so that situational awareness aspect, you can be right in the middle of a situation, enable that functionality on somebody's phone and stream it back to the security operation center who's there with a bunch of professionals that know what they're doing. First responders that know what to do. That's the thing. Police. Can you imagine a first responder say, oh, by the way, here on my iPad, this is what we've got going on. That's right. Here's this camera in the back. Here's this over here. We've got this over here. We've got this over here. It's all right when they walk up to the door. And we can do that today. That's right. Affordably we can do that today. Absolutely. And I have clients that are on my phone and cameras on one side and opening doors on the other. That's right. Just doing it right there. It's today's technology. It's real. I think adoption is a whole other conversation, right? Our industry tends to be a little laggard in that sense. Tends to be a little conservative because of the nature of who are the directors and who run these security departments in these corporations. But that's where the next couple of generations maybe change this dramatically. So you brought up a good point. So where are the security departments? Typically the security departments I think reported to the maintenance department or something. Maintenance facility, but now it's IT and interestingly enough it's finance, it's HR, it's things you wouldn't expect, but it makes sense, right? It is a critical business function, right? It is life safety. It is the protection of intellectual property. It's riding on the backbone of the infrastructure of all of our businesses and our homes, it's wireless networks, it's the IT infrastructure. And so there needs to be synergy there and so they're finding it just makes more sense to just have them report up through those departments in the organization. That have the business in mind. So I'm going to jump to another because I've tried to cover so much. What about ACLU? I just love, I throw this law this out of nowhere. ACLU because when I was with the sitting and counting of Honolulu we tried to put in some cameras for APEC to secure the areas. I had to fight ACLU to allow me to put cameras in just to monitor what was going on to protect the citizens. So how's that? Is that changing? Is the mindset changing in that space? There may be a tough question for you to ask because it's out of nowhere but it's there. I think every organization has a different sort of read on that. I think as technology providers, as trusted advisors we just sort of have to educate the market, our markets that we sell into on what are the various technologies that are available to you and what can you do if you have those challenges, right? As an example, cameras. If you need to mask off an area so that sensitive information or people or someone's children or whatever it is, those are capabilities of today's of modern technology. Cameras are smart enough to know that. That's right. They're smart enough to know that. They have analytics built into them now. They can do a lot of things people probably don't understand that they can do. I know I saw one of the things where there was I think it was one of your systems monitoring an area and a bag was showing up and a bag showed up in a particular area and this didn't make sense. It was a backpack. It's like, wait, this backpack has been sitting there for way too long, unattended, alert, right? Not like, boom, sending police and everything but there's something, an anomaly there and the smarts are in the systems to do that now. Yeah, and that's object left behind and things like that, right? Yeah, they could have just forgot and got on the bus and left it sitting on the bench. No, I'm just was going to say the video analytics side of the business has been sort of stop and start and stop and start but I think now they've become just features on a camera. So you buy a camera and you don't even know that they potentially are even there and you can combine multiple analytics to create a sort of a situation that then can become actionable whereas before you would never even have that. And I'll add to this I'll take a twist a little bit so it's not in the preventive side of the client that we're using camera analytics when people went into their store to track which counters they went to and which products they bought and which products they abandoned and based on that analytics they were determining product the box the package the placement how much it costs how much it costs and they were doing at that level. Interesting. Maybe the demographics of the customer as well. That's true For example the fundmeisters they ain't going to spend any money. But it's but it's lovely broad mind. Believe it or not we have burned through the entire show in no time but when you guys come back in the next quarter you here promise me to come on the show again we continue this story as it turns out so we've got Rich Lyland Lisa Bradshaw I keep my light I want to change the name something Lisa Bradshaw Rich Lyland from Linnell System thank you guys Meisters thank you very much as we again as we always say at the end of your show one, two, three hi hi