In this exclusive Q&A with Security Journal Americas, Ronnie Pennington, Director of Sales for the Americas at Altronix, shares insights into his role in driving sales strategies across diverse regions.

Can you tell me about your role at Altronix?

As Director of Sales for the Americas at Altronix, I focus on developing and executing sales strategies tailored to the diverse markets across the US, Canada and Latin America.

This includes adapting to regional business landscapes, cultural differences and regulatory environments.

Leading the sales team is a major part of my role, where I focus on mentoring and motivating, while fostering strong client relationships.

I work closely with high-value clients to solve complex issues, which drives efforts to expand our customer base.

Collaboration across departments – marketing, product development and customer service – is essential to align our strategy with company goals and market needs.

I also identify new business opportunities, monitor competitors and seek ways to maintain our competitive edge.

In short, my job is about steering growth across a dynamic region and ensuring Altronix continues to succeed in a rapidly evolving global market.

What do you think are the main challenges facing the security industry at the moment?

One of the biggest challenges in the security industry right now is cybersecurity.

As more devices connect to networks and become part of the Internet of Things (IoT), the risks grow.

It’s not only about creating new products that meet the highest cybersecurity standards – it’s also about dealing with older systems that might not be up to par.

If we can’t update them, they need to be replaced with more secure options.

Another challenge is how fast technology moves.

It feels like every day there’s a new development, and keeping up is critical.

We have to make sure our products stay innovative and ahead of the curve.

And then there’s integration. Customers want simplicity – they want to manage everything from access control to burglar alarms to video surveillance within one platform.

So, we focus on making sure our solutions integrate easily with the top video management system (VMS) platforms to give them that seamless, all-in-one experience.

What are the solutions to these challenges?

Cybersecurity starts at the manufacturing level. Every component and every processor we use is programmed with specific data that makes the whole system work.

If there’s a weakness in the process, the product is vulnerable before it even leaves the factory.

Manufacturers need to ensure products are secure, installers must follow best practices and end-users have to protect their networks. It’s a team effort to stay up to date with the latest standards.

Staying informed about the latest developments in access control, video surveillance and other security technologies is also key.

We often see new products hit the market and our job is to figure out how to make them more efficient – whether that’s improving how they’re powered or how data is transmitted.

Can you share a recent case study that highlights Altronix’s work?

One great example is our work at UBS Arena, a massive 745,000 square-foot venue that’s become the new heart of live entertainment on Long Island.

UBS Arena is more than just an arena; it’s the centerpiece of a $1.3 billion redevelopment project that’s transformed 43 acres into a premier destination for sports, entertainment and hospitality.

From a security perspective, managing such a high-profile venue required innovative solutions and that’s where Altronix stepped in.

We provided a range of solutions to ensure seamless power and data transmission across the arena’s security infrastructure.

This includes powering the facility’s access control, ensuring everything runs smoothly and securely, even under the demands of a large-scale venue.

With over 18,000 seats and the distinction of being the only arena in Metro New York built specifically for hockey, UBS Arena hosts everything from NHL games to world-class concerts.

Our work helped secure the venue for high-stakes events like the 2023 Stanley Cup Playoffs and concerts from legends like Bruce Springsteen and Harry Styles.

The success of this project shows how our solutions rise to meet even the most complex challenges.

What contributed to the success of this case study?

Pre-planning and constant communication were the driving forces behind this project’s success.

We designed the system with flexibility in mind, allowing us to adjust seamlessly as plans evolved during construction.

Our close collaboration with the integrators LPC and B&G Electrical Contractors helped us tackle new challenges, ensuring that once installation began, everything fell into place smoothly.

The result was a secure, efficient system that met the arena’s evolving needs without any issues.

Where do you see the future of security heading?

The future of security is happening now. We’re in a digital age where AI is driving significant change.

This technology is allowing us to predict outcomes, identify critical information quickly and prevent system failures before they happen.

As AI continues to evolve, it’s enhancing the capabilities we have across the security industry, pushing the boundaries of what’s possible.

Is there anything else you’d like to share?

One thing worth noting is how our approach at Altronix goes beyond providing products.

We focus on creating solutions that address real-world challenges in the security space.

For example, our power and data transmission solutions are designed to handle the increasing demand for scalability, whether it’s for expanding surveillance systems or integrating new access control technologies.

We’re also committed to ensuring that our products are built for long-term reliability.

It’s not just about getting things to work right now – it’s about future-proofing security infrastructures.

Our ongoing investment in R&D means we’re always looking ahead, developing solutions that can adapt to emerging technologies like AI, IoT and more.

That’s how we stay at the forefront of innovation while supporting the evolving needs of security professionals around the world.

This article was originally published in the November edition of Security Journal Americas. To read your FREE digital edition, click here.