Commercial Integrator + Security Sales March 2024 - 54

SSI
VIDEO SURVEILLANCE
refresh cycle, in my view, of the next
three, five, seven years. "
Yunag adds, " I think the parabolic or
explosive growth that we'll see will come
from these emerging computer vision,
non-security use cases. I think this is a significant
area of opportunity for traditional
systems integrators to begin to think
outside of the box on how do you begin to
communicate with other areas of customer
organizations about visual intelligence
as a business intelligence data asset? "
Overcoming Pricing Concerns
Like any new technology, the newest
video surveillance cameras come with
a high price tag and that can lead some
customers to wait it out and hope the
price will eventually drop. While that's
not an uncommon approach, Loud says
there are still ways to get customers to go
for the top of the line.
" You're leasing vehicles, you're leasing
copy machines, you're leasing phone
systems, you're leasing everything, " he
says. " So to actually not even, per se, call
it a lease, but just a service plan that does
include maintenance and everything for
X dollars, it does lower the upfront barrier
to enter. "
About two-thirds of the conversations
Acadian has with customers on video
surveillance are focused on price and the
potential for the end user to get what they
want for a more palatable price, says Niles.
" We know that a lot of our clients are
price-conscious and we really don't ever
want to be the kind of company that sells
based off of price point, " he says. " We
want to be able to sell them and based off
the level of service and solution we can
provide, so we really start talking about
the other solutions we can provide. "
Niles adds, " Sometimes, we will give
them a free monitoring services for a couple
of months, just to try to seal the deal.
Maybe we bring in a flexible payment plan
to give them that flexibility because they
can't afford to pay for everything upfront.
We've just tried to find different ways of
What is your familiarity level with, and usage of,
cloud-based or hosted video surveillance as a
service (VSaaS) solutions?
Familiar but
choose not
to sell them
Not familiar
at all
2.6%
Familiar and
considering
offering them
to customers
18.4%
39.5%
39.5%
Familiar and offering
them to customers
Our survey finds that, by and large, the integrator
community is quite familiar with cloud-based or hosted
VSaaS solutions, and many are already offering them.
$25 to $29.99
10%
$20 to $24.99
3.3%
Although per-camera monthly storage fees vary quite
widely, two-thirds of respondents charge between $5 and
$19.99 per month, our survey data shows.
$10 to
$14.99
20%
$15 to $19.99
26.7%
$40 to
$49.99
6.7%
$30 to $39.99
10%
bringing those as options to these clients
and, most of the time, we're able to find a
way to get them into a surveillance system
that works for their budget while also
fitting their needs, and then still providing
us some comfortable enough margin. "
Yunag sees the video surveillance market
divided into two sections: the more
traditional cameras and service offerings
and emerging threat detection technologies,
including AI and visual intelligence
collection.
" That's when you start to see a wide
variety of price points depending on
outcomes or business use cases that are
being enabled, " he says. " So I think that's
where customers are looking for advice
and guidance on what technologies are
real, what manufacturers have a thoughtful
process for bringing these technologies
forward, which ones are gonna be
around in a few years. "
Yunag adds, " This is a rapidly changing
environment, where startups won't exist
in a few years in a lot of cases, so helping
If your company offers cloud-based video
surveillance as a service (VSaaS), what are the
per-camera monthly storage fees?
$50 to
$59.99
6.7%
$60 or more
3.3%
$5 to
$9.99
20%
54 Commercial Integrator+Security Sales & Integration | March 2024
Commercial Integrator + Security Sales March 2024

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