Security Sales & Integration February 2022 - 53

Saks concurs, noting that, " Depending on
requirements, analog-to-digital encoders can enable
customers to leave their analog camera infrastructure
in place but reap the benefits of moving
to an IP video platform featuring a VMS. If
the budget allows, they might add a couple of
IP cameras at the most strategic positions where
analytics, higher resolutions or multisensor cameras
are needed. Likewise, hybrid recorders allow
customers to blend both technologies in a way
that satisfies current requirements but leaves a
clear path to the future. Having everything integrated
into one interface, one platform, one system,
one manufacturer is a major selling point. "
A blended system allows former analog customers
to immediately gain some of the benefits
of IP. These, Newman notes, include access
to intelligent features like motion detection and
active tampering alarms to trigger automatic recording
and send alerts via text or email. Most
importantly, he says, moving from an analog to
a blended system lets users utilize video management
software to view live video on a web
browser or any computer in a network.
Promoting Power of IP
The capabilities of IP video surveillance far
exceed those of analog, and dealers and integrators
shouldn't hesitate to convey those to
customers who are considering migrating. A
key benefit Saks highlights is that, by moving
onto an IP video platform, customers get access
to more choices and economies of scale that
can not only save money but potentially help
generate revenue, depending on the organization.
A single multisensor or panoramic camera
can replace four or five individual cameras and
provide better resolution in each direction than
individual analog cameras.
Labor costs are also saved when a single cable
carries all the power and data versus running
separate power and signal cables for individual
cameras. Analytics can also reduce the cost of
storing video by recording only on motion or
analytic event triggers, or recording at reduced
frame rates when no motion is present. This
smarter use of data can enable longer retention
times with less total storage required. By investing
in IP cameras that support open platform
development, third-party analytics software can
be uploaded as and when they are required on a
per-camera basis, further reducing costs.
Selecting IP cameras with analog outputs is
an investment in the future, Reese contends,
while still maintaining compatibility with existing
analog systems. The improved imaging
capabilities, such as better low light performance
and superior dynamic range, will be immediately
recognized, he says, and the higher
resolutions and advanced video analytics will be
available to increase system effectiveness as the
transition to IP progresses.
Another selling point is that there are huge
efficiency gains to be made because the need for
security, health and safety, and loss prevention
managers to visit sites - many of which are
often geographically far apart - to investigate
incidents is eliminated. " SSI
ERIN HARRINGTON has 20+ years' security
industry media experience. Contact her
at erinharrington1115@gmail.com.
SELLING CUSTOMERS ON MIGRATION ROI & TCO
▶ Understanding total cost of
ownership (TCO) and ultimate
return on investment (ROI)
is essential whether you're
selling or investing in network
solutions. It's important to
remember there are many
costs to consider, and also
a lot of savings and benefits
that many forget to include, in
the decision-making process.
By using a TCO model you
can capture all the costs
associated with a system over
its complete lifecycle and
correctly calculate the value
and ROI.
A TCO analysis will help
customers understand how
costs are distributed over
time, the risk of unforeseen
costs, the overall business
case and the value of the
system. When conducting
a TCO analysis it's important
to consider the system
lifecycle including the cost
of acquisition (pre-contract
costs, contract costs and
deployment costs), total
operating costs (overhead
costs, system operation
costs, maintenance costs,
cost of system failures, and
redesign costs) and lastly
decommissioning costs.
In brief, it's easy to focus
on individual line items,
but oftentimes short-term
savings can be a detriment in
the long run. The right solution
will pay for itself, so it's
important for anyone selling
network solutions to examine
TCO so that customers can
ultimately maximize their ROI
and better " future-proof "
their installation.
LARRY NEWMAN is Senior
Director, Sales, Americas,
for Axis Communications.
While analog
continues to lose
market share year
after year, the
average price is
going down, so it
remains
somewhat popular
with smaller
installs in very
budget-sensitive
markets.
- Larry Newman, Senior
Director, Sales, Americas,
Axis Communications
securitysales.com
FEBRUARY 2022 Security Sales & Integration 53
http://www.securitysales.com
Security Sales & Integration February 2022

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