How Security Integrators Should Guide Customers From Analog to IP Video Surveillance

Representatives of manufacturers as well as fellow integrators share their insights on how to showcase the benefits of higher resolution video.

WHILE some may say the topic of transitioning to IP video surveillance solutions has been discussed to death, the reality is there is still much to talk about when it comes to the many ways manufacturers, integrators and end users are opting to migrate to IP.

Many paths lead to the final destination of fully networked video surveillance solutions. And those paths represent significant sales and marketing opportunities for installing dealers and integrators, as there are countless legacy systems still in use, just screaming for a facelift.

SSI has tapped the expertise of several industry leaders to share their take on how security integrators can not only find their comfort zone in the IP video space, but subsequently get their end users to step up the upgrade process, be it by baby steps, significant migration tactics or a complete technology overhaul.

Representatives from manufacturers Hikvision USA, Speco Technologies, Wavestore USA, Hanwha Techwin (formerly Samsung), integrator Setronics and Tri-Ed Distribution share insights on the current pulse of the IP market and how integrators can successfully leverage it. They also offer tips on guiding users from basic IP connectivity to more sophisticated solutions that maximize IP’s many capabilities to a larger extent.

Factors Driving Demand

Ahmed Elsayed, national accounts application engineer for Hikvision USA, reports still seeing a significant migration to IP video surveillance from legacy analog systems, not only within market segments that have invested in network infrastructure but other areas as well. Elsayed credits that to the introduction of full-featured, plug-and-play solutions, and the fact that those who operate smaller-scale systems now no longer face a daunting expense when considering upgrading their CCTV infrastructure to IP.

He adds that Hikvision is also seeing the emergence of versatile high-resolution analog technologies that allow end users to leverage existing infrastructure, making upgrading to IP no longer the sole option for higher resolution CCTV.

End users are driving the movement. They’re aware of the new IP technology that exists and are asking for higher resolution images, analytics and advanced integration. – Randy Miller, WavestoreUSA

According to Hanwha Techwin Vice President of Sales, North America Tom Cook, the business has flipped-flopped the past four years as IP systems now account for about 75% of current sales. However, the company has released a new analog HD 1080p product line because, says Cook, the firm also expects to see a resurgence of analog sales.

“The new technology of AHD, CVI and TVI now allows the integrator the option to offer analog solutions at full HD quality,” he says.

Randy Miller, vice president of sales for WavestoreUSA, notes as the expectation for better, more useable video surveillance accelerates, an increasing number of end users are exploring their transition options to higher quality IP images and superior system management. “End users are driving the movement,” Miller points out. “They’re aware of the new IP technology that exists and are asking for higher resolution images, analytics and advanced integration.”

As IP solutions product specialist at Tri- Ed, Mike Leary sees the trend continuing away from analog toward IP-based systems. “Our customers recognize that the network has become a platform for far more than just video system connectivity. This platform makes it possible for connected systems to integrate with each other and create greater value for the end user.”

And from the integrator’s perspective, Scott Roberts, sales manager of Setronics, a Massachusetts-based provider of custom integrated security solutions, says the IP migration demand has been steady. He reports the company is managing multiple ongoing upgrade projects every year with a broad scope of clients.


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David Choi, IP product manager for Speco Technologies, notes that business is increasing due to opportunities moving downstream from higher end projects to those of almost any size and scale.

“There will always be demand for the 100+ cameras recording to a VMS that’s residing on a server somewhere,” he says. “This is an area where IP can really shine due to its flexibility and not being required to record to a dedicated desktop unit. However, this would typically require the big system integrators who really know how to lay out networks and design the overall system. But for the smaller guys, the demand has also increased. We now see a more universal desire among integrators and end users for better quality video.”

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