Your sales team should demonstrate central station monitored video services (e.g. video surveillance as a service or VSaaS) on every appointment. If they demonstrate central station video services, they will sell them. Showing off monitored video services can differentiate your company from traditional competitors and the new market entrants from the cable and telco companies. You can transform passive video systems (DVRs, NVRs and IP cameras) into active ones by adding central station status monitoring (online, offline, tamper), video verification and guard tours.
You will need to make a choice on methodology and assembly as you go to market with central station video services. The good news is they are getting easier, better and cheaper. VSaaS is a very interesting concept; it’s the hard drive in the cloud with no local devices, except the cameras. This is very appealing to business owners that have had hard drive or local device failures.
You can now leverage the same installation for many services and increase the value to the potential client. Most of today’s video devices can have central station video services added to them to give the dealer new sources of RMR and keep clients safer and better informed as to what is happening at their property.
There is no longer any good reason to install a passive video system without RMR. So put together a planned presentation to showcase your central station video services offering. Even if the prospect does not purchase these services, you are showing that your company is technology-driven. Have your salespeople put them in every proposal; in doing so your company will increase not just RMR but video equipment sales as well.
Larry Folsom is president and CEO of I-View Now (i-viewnow.com).