Steve Gorski is Chief Sales Officer of Scallop Imaging, an innovator in the development of video imaging technology. In this role, Gorski leads Scallop’s sales, marketing, and sales support efforts focused on the company’s Distributed Imaging technology. Prior to joining Scallop Imaging, Steve served as General Manager of MOBOTIX Corp., where he drove overall market strategy and sales in the Americas market.
Previously, he was National Sales Manager for Axis Communications where he oversaw regional sales analysis and trends, developed new business opportunities in key vertical markets, and managed a robust team of regional sales professionals.
Over the course of his career, he has served as Managing Director of the UK and Ireland regions for Axis Communications UK Ltd., and held other key leadership roles with Axis including Channel Sales Manager, Channel Development Manager and Managing Director of the Benelux regions. Steve is a frequent industry speaker and has been featured in a variety of industry and technology publications. He holds a BA from the University of Massachusetts.
A community of more than 8,000 industry professionals has just selected you as one of the Top 12 industry influencers for 2014. What is your reaction to that?
I am honored to be selected as a top influencer in the industry. The past year has brought a number of new opportunities. Earlier this year, I joined Scallop Imaging as its Chief Sales Officer and look forward to helping the company drive increased growth while enhancing visibility of its product line and successful installations.
How long have you been active in the physical security/video surveillance industry? What brought you into this industry?
I’ve held various senior-level management roles in the security industry, and I’ve worked in the market for more than 15 years. Before joining Scallop Imaging, I was the General Manager of MOBOTIX Corp., where I drove overall market strategy and sales in the Americas market. Before MOBOTIX, I held the role of National Sales Manager for Axis Communications and also served as Managing Director of the UK and Ireland regions for Axis Communications UK Ltd.
I was attracted to opportunities within the security market because of the overall goal of what technology providers in this space are trying to accomplish — ensuring safety and protecting people. Additionally, the market is driven by innovation, and it is exciting to see how companies are finding new ways to solve today’s security challenges. Lastly, the people in this industry are great. All three of these things make my job rewarding and fun.
How did you get started (what was your first job) in this industry?
I began my career in security with Axis Communications, at the same time the IP camera was being introduced to the market. It was an exicting time because so much innovation and change was occuring, and the debate about analog vs. IP was at its peak.
How have you seen the industry change over the past few years?
The demand for surveillance solutions has continued to grow at a high rate as organizations look to take a more proactive approach to security. This influx in surveillance cameras leads to more security data being collected than ever before. As a manufacturer, we strive to develop technology that delivers useful and valuable information to our customers so they can make the most informed security and business decisions possible. At Scallop, we accomplish this by delivering solutions that leverage an imaging system that acts similar to the human eye by combining output from multiple image sensors to create a continuous panoramic image. This allows users to experience higher levels of situational awareness through panoramic images with very high image quality.
What do you see has been the single most impactful technology in the industry?
The introduction of networked-based technology has had the most impact on the industry – especially from a user perspective. Security teams can accomplish much more by integrating surveillance systems with access control platforms and other networked systems such as HVAC and human resource databases. True integration between these systems is still a challenge, but robust security management software packages that tie disparate systems together are only getting better. The introduction of unique surveillance technologies has also driven significant interest in the market. Video analytics, thermal imaging technology, edge-based devices and distributed imaging, which Scallop pioneered, have changed the customer’s expectations of what surveillance can do. We moved away from being a strictly reactive industry to one that is more proactive because video can offer more value than originally presented.
As an industry influencer, can you share with us a business success story or case study of which you are most proud?
We’re currently in the midst of a re-launch of the Scallop Imaging business, and for me, this is a very exciting time. I am very proud to be a part of the team that is pushing the company to the next level. Propelled by a new executive management team and significant investment in product development, Scallop Imaging has positioned itself for further innovation to boost its role as a pioneering force in imaging technology. We are now focused on further innovating our suite of unique and innovative vision systems, which we believe helps security leaders strengthen security programs and helps our reseller partners grab hold of new opportunities.
Please share with us your visions of this industry and what it will look like for manufacturers, integrators, installers, central stations, and end users in five years, 10 years:
We’ll continue to see an increased demand for surveillance technology as users look to leverage video for uses beyond security. We also will see new ways to use video analytics and biometrics to help mine through the sea of data users are collecting.
Tell us about a newer technology that you think is going to significantly alter the industry landscape:
Scallop will introduce some very exciting products in the new year but unfortunately I can’t disclose any of the details just yet. But be assured they will be unique and different!
What vertical market do you think is going to witness the biggest impact of industry advancements and why? (Airports, Seaports, Campus (K12/Univ), Hospitals, Law Enforcement, Banking, Oil/Gas, Retail, etc)
We expect the transportation market to continue to show strong demand for surveillance, especially as more cameras are required on buses and trains to monitor activity inside a vehicle. These applications call for cameras that can deliver a wide field of view to limit camera count and can fit in easily with the vehicle’s environment to streamline installation.
Privacy issues are always at the forefront in this industry. What is your position on where the privacy line is located today and where you see that line in the future? Do you agree with those positions?
Overall, people are more supportive of cameras — whether they are on a street or within a school — than they ever have been in the past because of the value these devices can bring in the event of a security incident or violent event.
I think the argument over privacy concerns was quieted significantly after the Boston bombings — something that many of us at Scallop saw first hand because we live in the Boston area. After that tragic event, video surveillance was seen as delivering tremendous value because it helped catch those responsible for the bombings. Overall, people are more supportive of cameras — whether they are on a street or within a school — than they ever have been in the past because of the value these devices can bring in the event of a security incident or violent event.
It seems that ecosystems for physical security are expanding rapidly and require deeper integration with different types of partners, providing new market opportunities. How can the industry support or accelerate these synergistic partnership opportunities?
Partnerships and integrations drive open systems and scalability, and therefore, these strategic relationships are a critical part of the industry. As new technologies continue to be developed, working closely with other technology partners to ensure system A works with system B only eases the work of the integrator and helps ensure a system works in real-world applications.
The industry has seen a significant increase in the merger and acquisition activity lately. What M&A activity do you think has been significant and what do you see happening with companies in the near future?
There are many smaller companies investing in the development of technologies that are far beyond what the large players are even considering at this juncture.
As we operate in such a high growth industry, continued consolidation is expected. There are many smaller companies investing in the development of technologies that are far beyond what the large players are even considering at this juncture. Therefore, it makes sense that the industry giants consider acquiring such organizations as they will gain access to the brightest minds, ideas and solutions.
Who do you look to as an industry influencer? Who or what are some resources that you follow?
I think it is critical to be involved in the industry beyond your standard day-to-day role. I spend a lot of time attending trade shows and conferences, educating myself on new trends and technologies, and networking with security practitioners and professionals. The industry and the technology trends change on a daily basis so making sure you are on top of the latest information is critical.