Commercial Integrator + Security Sales March 2024 - 50

SSI
VIDEO SURVEILLANCE
is this velocity of changes is picking up
with the move to AI and cloud and edge
technologies, " says Yunag. " The collaboration
between VMS (video management
systems) and manufacturers is changing.
That landscape is changing and what that
means to put workloads of the edge and
all that kind of thing. "
He continues, " It's just an encouragement
to people to be really thinking critically
about the technology partnerships
they have, how they're fitting together
and what technologies they're investing in
going forward, so these kind of outcomes
and capabilities are there when they need
them as they begin to emerge. "
Finding the Right
Solution for Your Customers
As customers have become more informed
and sophisticated about technology,
it's become easier for integrators to
have conversations with them that involve
more complex - and pricy - video
surveillance offerings, says Loud. But, he
says, it's not always about the bottom line.
It's about working together.
" There are many different providers
that are doing the monitoring services
for proactive video monitoring and the
dialogue has gone from, 'Mr. and Mrs. Customer,
you called, you wanted a video surveillance
solution. Let me talk to you about
what this could look like.' Now, you've got a
proactive solution to offer, " he says.
" You've got notification, which is kind
of an in-between price point, if you
will, and then you've certainly got the
surveillance solution that you asked for
and when you sell the story about the
solutions and say, 'If we proactively do
this, it's like having a guard here all the
time,' " says Loud.
Today's video surveillance cameras are
equipped with smart AI capabilities that
can tell users when something is blocking
a camera or a camera has lost power,
Loud observes. That's a major advantage
for integrators, who can sell around-theclock
video surveillance and recording.
Approximately how much has your company's
video surveillance business grown during the
past year?
76% to
100%
0%
51% to 75%
5%
31% to 50%
5%
More than
100%
0%
Declined
5%
No growth
20%
21% to 30%
17.5%
1% to 5%
20%
10%
6% to 10%
17.5%
11% to 20%
The past year has not shown bonanza growth for video
surveillance. Nearly six-in-10 respondents reported
between 0% growth and 10% growth YoY.
31% to 50%
7.5%
The five-year growth figures for video surveillance are
more bullish. Nearly half of respondents reported growth
between 11% and 50% over the past five years.
76% to
100%
2.5%
51% to 75%
2.5%
21% to 30%
20%
1% to 5%
15%
6% to 10%
12.5%
11% to 20%
20%
" We all know in the industry so very
well that after somebody sustains another
loss, they typically come back and start
to buy a whole lot more twofold, fivefold,
tenfold, even more, " says Loud. " You're no
longer going to meet a surveillance buyer
and say, 'Hey, I have an X-dollar opportunity
for you.' "
He continues, " Now I've got three different
price points, and you'll be amazed how
people, just being aware of what you provide,
even if they don't buy today, they're
gonna certainly look down the road. "
With the growth in the number of
monitoring centers, " ...the cost for them
to manage and monitor videos gets
far more affordable in the next five to
10-plus years, " says Loud. " It's no longer
the race to the bottom of where cameras
used to be hundreds of dollars. Now, it's
down to $25 or $30. "
The growth in video doorbells has made
people more accepting of using and being
observed by video surveillance cameras in
just about all environments, says Loud.
Approximately how much has your company's
video surveillance business grown during the past
five years?
More than
100%
2.5%
Declined
10%
No growth
7.5%
50 Commercial Integrator+Security Sales & Integration | March 2024
Commercial Integrator + Security Sales March 2024

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