To the Security Integrator, Dealer or installer looking to sell IP video security systems, but also thinking to themselves, “Where is the best place to start?” Look no further, this article was written for you. The IP Network Technology Selling Guide for the Security Professional was written to provide a little insight on some best practices, when it comes to IP Network Technology and on the benefits of using it for your client’s next project.
IP Network video surveillance has come leaps and bounds and technology advances really overcome many sales objections that IP video use to have. Some of these concerns included lack of reliability, cost, latency, security concerns and bandwidth usage. These concerns have pretty much been eliminated in recent years, making IP network technology an adaptable, reliable and expandable technology ideal for video security.
IP Network Video Security Systems come with great benefits and have exceeded in video resolutions going from 1080P HD and beyond all the way up to 4K ultra HD resolutions. IP Network systems also exceed in integration capabilities allowing for more advance technologies to be adopted such and video analytics and intelligent surveillance tools that are increasingly becoming more viable to small retailers and other markets.
In fact, what seems to be the biggest disadvantage compared to the RG-59 technology’s (Analog, CVI or TVI) is that the transmission distance is up to 1500feet (500m) standard. Where for IP System installed on cat5, the transmission distance is about 328 feet (100m) standard, which is easily increased by the use of an extender, which will allow you can go up to 1000ft comfortably.
Nearly all large video surveillance jobs have moved to IP Network within the past few years due to the increased flexibility and stability of the technology. With many large infrastructures adopting IP network technology what does this mean for users that require a 16 camera installation or less and how can I better communicate the benefit of IP to them?
Well, the best way to sell any video security system is to first understand the customer’s security goals and expectations, and with the many integration options for IP it also make since to know your customers business goals.
Step 1: Understand your customers security goals and expectations
- What does your client hope to gain from their system
- What are your client’s expectations?
- What are their business related goals?
- What is their budget?
Step 2: Create a video security system that help solve their needs
- How can your system help them now or in the future?
- Will the system help achieve their goals while keeping installation cost reasonable?
Step 3: Examine the infrastructure:
- Is there an existing system in place?
- Do they have Cat5 or RG-59 analog cable in place?
- Do they want to change out the entire infrastructure or utilize hybrid or Tribrid technology?
Step 4: Explain the value the System:
- Help the customer understand the features, adaptability and the expandable technology so they understand the worth of the system.
- Explain the remote monitoring features for the web browser
- Explain the benefits of remote viewing from your Mobile device
Step 5: Explain how adaptable the system and the growth opportunities:
- How can the customer add to the system?
- Maybe down the line the customer wants to add in analytics
- Maybe the customer will want to add cloud based applications.
When it comes to a client who has interests in gaining some additional advantages or features out of their video system, whether it is business intelligence like inventory control or customer traffic pattern monitoring, an IP Network System will keep your client open for future advancements. Where Analog, CVI or TVI technology do not necessarily have that opportunity.
Key sales tools to utilize:
- Visual representation and comparison of IP resolutions.
- 960H vs 1080p: HDCVI & HDTVI
- 1080p and Higher Ultra HD: IP NETOWRK!!
- Examples of Analytics or cloud based features
- Examples Remote monitoring features
The Client on a Budget
When selling to a budget minded customer, the primary objective should always be to establish all the benefits VS the cost. This comes from completing step 1: and understanding your client’s goals and expectations. Based on the systems intended use the application will vary and general video observation does not require the same versatility as a system that has a need for analytics, license plate capture or facial recognition features.
The key is to educate the client both about the systems capabilities and features in comparison to what their budget will allow. A detailed analysis of the client’s needs and goals will allow for a more complete sale and also builds up you’re up credibility and trust within client eyes. Which may lead to future jobs or referrals from your client. Meeting budget constraints is not the key objective when the IP video system fails to fulfill the intended purpose.