Security Sales & Integration February 2022 - 51

at $52.45B (U.S.) in 2020 and is expected to
reach $90.37B by 2026, registering a CAGR
of 9.31%. Th e use of video surveillance in
business is growing signifi cantly, owing to the
increasing need for physical security, coupled
with the use of Cloud-based services for centralized
data. Yet, there is still, as Dan Reese,
vertical marketing manager, for Bosch, points
out a huge installed base of analog systems.
For simple break-fi x installations, recorders
are predominantly replaced with hybrids, he
says, and cameras are replaced either with new
analog cameras or with IP cameras that have
an analog output. " Th e hybrid and IP camera
options allow for a slow transition to IP, rather
than a complete rip and replace. Most users
would prefer the benefi ts of the latest IP cameras,
but will forgo this for a very inexpensive
swap-out of a few units. "
Aaron Saks, senior product & technical
manager, Hanwha Techwin America, adds that
there are two main applications where people
may choose to stay in the analog domain. " Th e
fi rst is in the small business market where an
end user wants the lowest price possible and
has zero requirements for analytics or higher
resolutions. Th e network infrastructure they
have may not be capable of handling IP video
without a substantial upgrade to switches and
other hardware. Th e second and most common
application occurs when there is an existing
analog infrastructure in place that a customer
wants to continue to use. Th ey may want to
upgrade their cameras to HD, but not run new
cables throughout the facility.
" Replacing longer cable runs in parking lots
or across warehouses can become prohibitively
expensive compared to simply upgrading the
cameras and recorder. Some jurisdictions mandate
that old wiring must be removed in addition
to any new cabling being run which can
further add to complexity and labor costs, all
of which keeps analog an attractive option for
certain customers. "
For large upgrades and migrations, especially
in high security environments, there is often
no choice but to support older analog cameras
to avoid vulnerable and even dangerous downtime,
notes Jason Burrows, regional sales director,
Western U.S., IDIS America. " 24/7 reliable
storage is the backbone of many of today's surveillance
systems and downtime can leave a facility
open to lawsuits as well as steep legal and
noncompliance penalties. Th is is particularly
securitysales.com
true for correctional facilities, airports and other
transportation hubs, casinos, banking
and fi nancial
institutions,
datacenters,
critical infrastructure,
and a range other high
security environments. "
Paving Pathway
to Migration
When asked what he
would estimate the current
percentage of video surveillance market to be
for analog and hybrid vs. IP/network, Newman
states, " It's tough to say exactly without accessing
formal market data, but given trends in infrastructure
development and the accelerated
adoption of IP solutions over the years, I would
estimate that the global market stands somewhere
around 30% analog/hybrid versus 70%
networked. Th e vast majority of enterprise and
new major installations are networked. " Tin
Eng, IP camera product manager at Speco, estimates
it at roughly 40% for coax (analog) and
60% for IP. Th e trend to migration is evidenced
in both estimates, indicating a clear opportunity
for systems integrators to capitalize.
Th ere are various techniques, strategies and
technologies SIs can look to when encouraging
customers to migrate toward a networked system.
Saks points out that the key to a successful
migration is to empower the customer to
move to IP video technology as and when they
are comfortable to do so. " Th is is why vendors
have come out with hybrid recorders or analog
to digital encoders. Hybrid recorders allow customers
to mix and match so that they are not
paying for a forklift upgrade but can take advantage
of IP cameras at critical locations and
add more IP cameras over time. Staging the
migration to match the customer's budget and
requirements over time is an important strategy
to winning a contract where the budget is anticipated
to be the biggest sticking point. "
Th e most important piece of advice that NewA
single multisensor or panoramic
camera can replace
four or fi ve individual cameras
and provide better resolution
in each direction than individual
analog cameras.
COURTESY SPECO TECHNOLOGIES
Leveraging an IP encoder
allows a customer to eliminate
immediate infrastructure upgrades,
while still incorporating
older analog technologies to
their IP-based system.
FEBRUARY 2022 Security Sales & Integration
51
COURTESY IDIS
http://www.securitysales.com
Security Sales & Integration February 2022

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