Original Research 2022 SSI Video Surveillance Deep Dive Top 8 Reasons for Not Offering or Struggling Selling Cloud-Based VSaaS 1. Costs 2. Demand and marketplace acceptance 3. Staffing 4. Training 5. Developing pricing or business model 6. Marketing 7. Determining sales incentives 8. Codes, regulations or standards The most prominent three impediments - costs, demand and staffing - were substantially ahead of the rest. However, providers may be getting more comfortable with the offering as developing pricing/business model was all the way up at No. 2 a year ago. Extent End-User IT Departments Hinder Deploying Cloud-Based/ Networked Video Solutions Always Most of the time Sometimes Infrequently Never 8% 18% 41% 23% 11% The industry's relationship with clients' IT personnel appears to be strengthening as those citing always or most of the time fell by 13 percentage points compared to a year ago. And those responding " never " drew 4 more points. imaging added 4 points. Percentage Video Revenues by Vertical Market Residential - Single Family Commercial Offices 14% 10% Familiarity With Cloud-Based or Hosted Video Services (VSaaS) Not familiar at all 10% Familiar but choose not to sell them 23% Familiar and considering offering them to customers 43% Familiar and currently do offer to customers 24% This much-hyped offering continues to demonstrate traction in the marketplace as offering or considering offering rose by 3 percentage points. Somehow one in 10 remain oblivious about this RMR-focused service. Those that are currently selling it reported 11% growth during the past year (same as previous survey), with an average per-camera monthly storage fee of $25 (down $2). Industrial Manufacturing 9% Small-to-Midsize Businesses (SMB) 9% Retail 8% Residential - Multidwelling 6% Financial Institutions Healthcare 5% 5% Schools, K-12 5% Critical Infrastructure 4% Hospitality Houses of Worship Quick-Serve Restaurants Government 4% 4% 4% 3% Higher Education 3% Retirement Homes 3% Cannabis Facilities 2% Sports/Events/ Entertainment 2% The most noteworthy change in the top 5 is industrial manufacturing climbing from No. 5 a year ago. Perhaps due to the pandemic, government and higher education saw precipitous falls from the top five to the bottom five. For four years running now, residential tops this list. Top 7 Features That Help Integrators Sell Video Surveillance Products 1. Ease or speed of installation 2. End customer ease of use (app or portal) 3. Protected " pro only " lines (no online sales) 4. Brand recognition to your end customer 5. NDAA Compliance 6. Edge-based analytics (no NVR or Cloud fees) 7. Industrial design / color options No. 1 was unchanged but protected product lines leaped from No. 8 a year ago. Ease of use for customer rose two spots, and NDAA compliance came in one spot higher. SSI 52 Security Sales & Integration JUNE 2022 securitysales.comhttp://www.securitysales.com