Security Sales & Integration July 2022 - 68

Video Surveillance
Working the
Networked Angle With
In the rush to be
all-IP all the time
where it comes to
video surveillance,
savvy integrators
would be wise to
remember analog's
legacy is real. Find
out how to jump
on these numerous
maintenance
and upgrade
opportunities.
By Erin Harrington
Analog Holdouts
D
espite the dominance of new
video surveillance sales being
IP-based, there remains a substantial
percentage of legacy
analog-based cameras and DVRs in the marketplace.
Th at represents enormous replacement
or upgrade opportunities for integrators. It all
comes down to understanding the mindset of
the customer and making the case that a migration
to a networked system is a sensible decision.
So why exactly are some end users hesitating
to upgrade completely from analog and/or
hybrid systems? " Cost is obviously a signifi cant
barrier, but one that isn't talked about enough is
knowledge, " says Larry Newman, senior director
of sales for Axis Communications. " People
just don't understand how to transition away
from an analog system, and they defi nitely don't
know how easy it can be. But even among those
who do understand, there is another concern:
cybersecurity. When you transition from an analog
system to a digital one, there are naturally
going to be new security concerns. Manufacturers
and integrators have worked hard to ease
68
Security Sales & Integration JULY 2022
those concerns, but some customers are harder
to convince than others. "
Steve Wilber, training manager at Dahua
Technology USA, also cites cost as the main
reason some end users are resisting a full migration
to IP. " An existing analog system will typically
have coax cable already in place and can be
reused with HD analog cameras if connected to
an HD DVR. Th is substantially reduces re-cabling
costs, " he says. Tin Eng, product manager
for Speco Technologies, adds that infrastructure
cost, hardware cost, and technology anxiety
also account for some end users' resistance.
Th ese manufacturing market experts examine
where analog's foothold remains the strongest,
off er techniques to convert holdouts, discuss
the merits of hybrid alternatives and speak to
the migration's overreaching value proposition.
The Biggest Holdouts
Newman points to retail as a market where analog
remains prominent. " We've spoken to retailers
that tell us they still have 10,000 analog
cameras or more in use in their stores, maybe as
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Security Sales & Integration July 2022

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Security Sales & Integration July 2022 - Bellyband Page 1
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