15 Answers to Your IP Video Sales Questions

While recent research by Security Sales & Integration and elsewhere has noted that as much as 90 percent of security dealers and systems integrators continue to prefer analog CCTV cameras, it is widely believed that Internet protocol (IP)-based cameras will eventually dominate the marketplace.


One trend that supports this prediction is the fact that security contractors are increasingly feeding video surveillance data through enterprise networks. SSI’s 2006 Systems Integration Study found that the number of integration projects calling for networked video jumped 11 percentage points in 2005 to 57 percent of all those companies’ CCTV installations.

As a security systems integrator, the following answers to 15 common questions about IP video surveillance systems will help you better understand the benefits this new technology offers you and your clients. Read on to discover practical ideas for selling and marketing these solutions as part of your portfolio of products and services.

1. Why should I move my installation business from analog to IP-based platforms?
It’s like comparing the speed of an Indy racecar to a Model T, or the computing capacity of a child’s Gameboy to circa 1960 military computers. Even though many in the industry say they prefer analog, IP-based technology is going to bring some significant changes to the industry, especially in costs.

The growth of IP systems will, however, be largely contributed to by the ease of system expansion. Many security-related systems are done in phases during a period of time. Changes in both equipment and software can occur during this time, which may add to the complexity of each additional phase.

It is IP systems’ ability to interface with different components as well as expand that will be one of the largest factors in motivating or discouraging integrators to convert from analog to IP.

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