How to Guide a Client Through the Analog to Network Video Transition
Learn the technologies to step clients through the upgrade process – be it baby steps, significant migration tactics or a complete overhaul.
Migrating end users from analog to networked video solutions remains perhaps the greatest video market opportunity, given the mass of legacy systems still in use.
Taking a 3-Network Approach
Using the three-network concept, consider the video surveillance system separate from the client’s core LAN, unless the number of existing cameras to be switched to IP is so minimal they will not negatively impact the client’s core LAN.
In this case a study must be conducted to establish what the effect of the additional IP cameras will be. Another option is to use the original analog cameras along with network encoders. Treating physical security as a separate network isolates the new IP network with the customer’s telephony network and core LAN.
This can be a key factor in detection and apprehension of criminals whose agenda may be to launch a physical attack against the client’s core network from inside the facility itself. It is also possible to use video encoders with existing analog cameras on the edge of the network along with up-the-coax Power over Ethernet (PoE) capability.
“Video encoders allow customers to migrate existing analog cameras to the IP network so that they can repurpose those cameras in the new IP-based solution. This provides greater installation flexibility and lowers the cost of migrating because you won’t have to reinvest in a completely new IP-based system,” says Evan Davis, senior manager, solutions engineering, TRENDnet.
It is not always easy to determine which tactic serves the customer the best, but one thing is for sure, the simplest method is often the best method.
In With the New Vs. Maintaining the Old
There are times when it makes perfect sense to maintain some or all of the client’s analog cameras. And then again, there may be good reasons why some or all of the existing analog cameras should be replaced with IP models.
One reason why new IP cameras might be just the thing is video
analytics. Analog cameras are not designed with onboard analytics, although there are some analog video management systems (VMS) that have limited video analytics capabilities.
“We look at the customer’s business holistically to determine where their CCTV system can assist them in meeting their needs. In doing so, we go beyond just the security aspects,” says Mark Schweitzer, projects engineering manager, G4S Secure Integration. “An example is using people counting and people loitering, both found in many IP cameras.”
According to Schweitzer, this can help retail businesses to determine effectiveness of their store layouts and displays. By doing so, you can show return on investment (ROI) benefits to other groups in the business, making the cost of a more sophisticated solution easier to budget.
Another way of dealing with this involves the inclusion of only a number of analog cameras while adding a handful of IP cameras. One reason for taking this hybrid approach is the need for one or more multisensor cameras. IP is one place installing security contractors can look to fulfill this kind of application.
“The biggest area that IP will take center stage where analog doesn’t fully compete is multisensor technology. For the most part, HD-over-coax multisensor offerings are few and far between as multi-sensor technology is mostly available for IP cameras,” says Jennifer Hackenburg, product marketing manager, Dahua Technology USA. “Multisensor cameras are ideal for increasing wide area situational awareness while replacing the need for multiple cameras. Since IP cameras are more expensive than HD-over-coax offerings, an IP multisensor can be justified easier in terms of cost.”
READ: Why You Should Take a 3-Network Approach to IP Migration
Market Opportunities Abound
Any new market usually sees a huge amount of response from government and large corporations. One of the reasons is need and a second one is an almost limitless source of money with which to purchase the systems.
“The verticals that gain the greatest value from IP migration are government, big box retail, education and hospitality,” says NVT Phybridge CEO John Croce. “These are driven by application value to be better able to protect a given environment and/or the intel to drive better business outcomes through applications like facial recognition and people counting. These kinds of apps can support and direct business activities.”
Government and corporations are more apt to integrate video with other security disciplines, such as access control. “Access control integration with video surveillance applications are very common. With both access control and cameras, IP products allow users to use software to centralize management of the entire system,” says TRENDnet’s Davis.
Migration of analog to IP usually begins with the client’s analog video system. “Analog cameras require a DVR system, while IP cameras offer more installation flexibility by allowing cameras to be added to both an NVR or on the network in general,” says Davis. “Use of IP solutions also allow users to take advantage of network protocols to help with management and monitoring.”
Still another market opportunity is with an existing customer base that wants to move to IP to take advantage of analytics, improved storage for less money and better search capabilities, The Protection Bureau’s Ladd advises.
“The financial and the healthcare markets are two markets that are in need of these capabilities because their security requirements are higher due to HIPAA and privacy issues,” he says.
Whether your client requires an immediate upgrade to an IP network solution or they wish to take something more akin to baby steps, it’s important to look at the client’s budget along with need. Although selling equipment is the name of the security game, an installing security contractor’s biggest priority must be the customer’s best interests.
READ: How Integrators Can Benefit From Using Open Platform Systems
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About the Author
Al Colombo
Al Colombo is a long-time trade journalist and professional in the security and life-safety markets. His work includes more than 40 years in security and life-safety as an installer, salesman, service tech, trade journalist, project manager,and an operations manager. You can contact Colombo through TpromoCom, a consultancy agency based in Canton, Ohio, by emailing [email protected], call 330-956-9003, visit www.Tpromo.Com.
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