40 Under 40: Andy Schreyer, Stone Security
YARMOUTH, Maine—As Director of Sales and Marketing for Stone Security, Andy Schreyer’s role includes overseeing, training, and day-to-day support of Stone Security’s sales organization, including inside sales, l estimating and account management. He has worked at Stone Security for more than eight years.
“I am also responsible for our marketing efforts and work with our talented brand design, event coordination and web/newsletter teams on their efforts,” he explained. “In addition to these management responsibilities, I recently moved and am currently leading the launch of a new branch for Stone Security in Las Vegas, Nevada, and have now been in this new and exciting move for two years.”
The following is an exclusive interview with Schreyer:
SSN: How did you come to be and what inspired you to get into the security industry?
SCHREYER: From 2005 to 2012, I worked for a manufacturer that offered point-to-point, point-to-multipoint, and mesh wireless networking technology; and at the time, our technology had unique advantages and was a leader in wireless systems used specifically for surveillance in industrial and citywide deployments. I have been involved in wireless projects for LA County Sheriffs, LVMPD, Denver City, City of Houston, Chicago OEMC, MBTA and a number of large oil and gas deployments. I ended up with some demo gear when I was RSM for 10 states in the Rockies area and loved playing around with the tech in my spare time. I became excited about the possibilities that the marriage of network-based surveillance and wireless offered to organizations trying to figure out how to install cameras in difficult locations.
I met my counterparts from Axis and my counterparts from Milestone as well as various Anixter salespeople in the states I managed. We worked together and grew closer to opportunities and although my counterparts selling wireless were also successful outside of the security industry, I was drawn to that industry and really enjoyed the technology. under development and I’m still playing around with the demo gear and have a fully functional CCTV and intrusion system in my house just to try out the next cool cameras and apps. I joined Stone Security because it was one of my favorite integrator partners and I really agreed with the business model and the ethics that the founders of Stone held to standard.
SSN: What are the top trends in security today and how do you see these evolving in the future?
SCHREYER: I’m sure there will be a variety of answers to this question, and I don’t think mine will be special. I consider cloud storage and cloud computing to be one of the most interesting trends. It seems that the available out-of-the-box cloud options still lag behind the functionality and scalability of enterprise systems, but as cloud solutions continue to improve and major manufacturers As enterprise solutions begin to migrate processes and open up options for customers to use the cloud, high-quality security technology will become more accessible to a wider variety of customers.
I also see some solutions originally designed to address security issues, now being adopted as tools to improve workflow and help flag and resolve inefficiencies in non-security related processes.
It’s exciting to see something as simple as a surveillance camera become a quality control tool on a medical device manufacturing line, for example. Or, an access control board used to monitor cryogenic freezers in a university science lab. I think these trends should be welcomed by manufacturers and integrators. There are broader horizon opportunities if we maintain creative thinking.
SSN: What do you think is the most interesting/promising new security technology and why?
SCHREYER: The most exciting/promising new security technology would have to be better data protection, backups, and cyber threat alert systems for the physical security systems we deploy and support. I hope that is the case and that we will continue to learn as a group how we can become more involved in this security element. For cloud trends to continue on the rise, our industry needs to better align with the experts in data loss prevention and hardware-based authentication. It seems that even though the physical security market is growing tremendously, the number of record breaking cases has also increased steadily. We need to work together with both elements of security to try to reduce cybercrime as sales of physical security solutions increase.
SSN: Can you talk about some of the keys to success right now during these unpredictable times we’re all going through with COVID, both personally and in business?
SCHREYER: For our group professionally, the vertical diversification of clients has allowed us to continue to grow even with economic difficulties in certain sectors of the industry. While some of our customers have slowed the adoption of new technologies and halted ongoing projects, customers in other industries have increased their spending on security products.
Also, in this world of squeaky wheel distractions, we needed to make some adjustments to how we dealt with our existing customer base, as for almost 2 years we have not been able to hold events education and in-person training. like we did in 2019. We’ve moved some of those interactions to the web, but we’ve also made the return to in-person events much more visible, because we’ve missed it so much that we’ve treated those events with more dedication. importance and respect.
We’ve worked to create customer user groups so customers can network with other organizations using similar technology to solve similar problems, and we’ve helped lead some municipal public-private partnerships.
SSN: What do you think of the future of the industry?
SCHREYER: We’re definitely going to see the cloud continue to improve and add value, flexibility, and cost savings/repurposing to security solutions. I would really like to see the big “platform” manufacturers creating user interface solutions to manage access control, video, intrusion systems, etc. showcase their solutions with more universal integration capabilities.
There seems to be a tendency for some of the larger companies to try to selfishly create their own product sets to meet market needs rather than adapting their platform to work openly with links from other systems. I bet I’m in the minority with this thought process and I accept it. However, each vertical is so deeply diverse in terms of existing technology needs and investments, and large manufacturers of video and access control software systems could be well served to open their solutions to more sophisticated integrations with greater wide variety of third-party solutions.
Another challenge the industry needs to pay close attention to is the supply chain issues that we have all been experiencing for the past 8-10 months. Hopefully that gets better, but for now the issues we’re having with shipping times will be an issue for at least most of 22.
SSN: What can be done to engage more talented and diverse young people in security?
SCHREYER: That’s an important question because I don’t know anyone who was considering working in the security industry. Everyone I know has landed here because the career path they chose has ricocheted off in some way. We need to up our game with the younger creative generation capable of building apps and UI upgrades for all the systems we deal with. I have a younger brother who graduated in graphic design. He worked with us in this industry for a short time. However, he realized that it would be very difficult for him to make a career doing the graphic design activities he wanted to do in the security industry. I can see a vision of our industry pushing the barriers of application design and better user interface for these systems because they are clearly behind the times, but we need to help the generation of talented design professionals to enthusiastic about security software systems.