SESE Training – Matthew Fabian

Further reading

Primary sources used to check the facts on this site, plus resources for going deeper. Links were checked when the site was built (November 2026); vendor documentation moves, so search the vendor's site if one breaks.

Access Control

Video Surveillance

Sales Engineering

Books

  • Mastering Technical Sales: The Sales Engineer's Handbook by John Care and Aron Bohlig
  • Great Demo! by Peter E. Cohan
  • SPIN Selling by Neil Rackham
  • The Challenger Sale by Matthew Dixon and Brent Adamson

Standards referenced

  • IEC 62676-4:2014 and IEC 62676-4:2025 – Video surveillance systems for use in security applications, Part 4: Application guidelines (purchase from the IEC webstore).
  • IEEE 802.3af / 802.3at / 802.3bt – Power over Ethernet.
  • ITU-T H.264 and H.265; AOMedia AV1.
  • SIA OSDP (also IEC 60839-11-5).
  • NFPA 101, IBC and the ADA Standards for Accessible Design (as adopted by your jurisdiction).