Access events can trigger cameras or recording settings to change without operator intervention. For example, an access event can prompt a p/t/z camera to move into a preset position or it can cause a DVR to record at a higher frame rate to capture more details of the event. Prompting higher-quality recordings ensures the video resolution is sufficient for thorough investigation of access events.

Local recording or archiving of live images or video clips from integrated video storage devices is also possible with most systems, giving customers the ability to capture individual snapshots related to important events.

Video can also become a more proactive tool and give security personnel better situational awareness through verification of access requests. When a reader is set for video verification and a person requests access, the cardholder’s image stored in the access database and multiple live camera views automatically appear on the screen and can be simultaneously recorded.

A front-view camera allows for facial comparisons between the live camera and the static database image. At the same time, an overview camera can help the operator determine whether or not other threats exist at the door. If all appears normal, operators can manually open the door from their workstations to grant the cardholder access. This capability allows the immediate identification of threats, like the use of stolen credentials or tailgating, and helps ensure only authorized people are granted access to the facility or sensitive area within the building.

Selecting the Right Platform

If a customer isn’t quite ready for video integration but sees it as a strong possibility in the future, choose a system that has this capability incorporated to provide an easy upgrade path down the road.

The process of tying together access and video – previously facilitated by the integrator – is now simplified through integrated systems provided by the manufacturer. What once the integrator achieved through “relay magic” (physically wiring together inputs and relays) manufacturers now provide built-in capability through logical control over an IP network.

Logical integration eliminates the need for multiple software platforms and interfaces. This results in fewer complications greater event-driven functionality, reduced installation time and costs, and simplified configuration. With built-in video integration, the system’s capabilities can easily advance when your customer’s needs require it or when budgets allow for the added expense of camera acquisition and installation.

When evaluating the various platforms available for access and video integration, make sure to look for the ability to display live video of an event. Almost all platforms allow the playback of recorded video associated with an event, but the ability to display live video will give end users greater control and improved situational awareness.

Also, look for systems that feature intuitive, graphical user interfaces and embedded help screens that provide step-by-step installation and programming direction. These features will reduce programming time and simplify system management, an important consideration when upselling access control. End users may be eager for the added capability but hesitant to sign up for a system that will require a significant increase in labor costs.

An easy-to-use platform also makes training the customer simpler, also an essential consideration. If the end user does not understand the system or use it to its full pot
ential, they may feel the upsell was not in their best interests. Instead, customers should feel they were provided a system that not only meets their requirements, but gives them capabilities they may not have known they wanted but now cannot live without.

Also, consider whether a Web-based or client-server system is best for your customer. With no software to install and no additional computer hardware required, Web-based systems often provide faster setup and system configuration. End users can fully manage the system from any computer equipped with a standard Web browser via a dial-up modem, local area network (LAN), wide area network (WAN) or intranet/Internet connection.

A Web browser can easily handle both the access and video control processes. However, a client server-based system may be the better choice if it supports the number of cardholders, readers, time zones, and inputs and outputs that will more closely meet the customer’s needs.

Create Long-Term Relationships

To summarize, integrating video is an effective way to upsell access control customers. Even if the customer isn’t ready for this step now, choosing a system that offers video integration capabilities gives you upgrade options for the future. When the time comes to expand their solution, the customer will likely only need to learn some additional functionality, thus making for a smooth transition.

By planning for a future upgrade, your customers will appreciate that you’ve protected their investment with a system that allows them to improve monitoring capabilities as their needs change. And, when a system meets the customer’s true needs, you become a trusted partner and advisor. Customers ultimately gain confidence in your abilities, helping to establish that prized long-term relationship.

James Kasperek is the Product Marketing Manager for Access Control Systems at Bosch Security Systems Inc. He can be contacted at  [email protected]

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