15 Answers to Your IP Video Sales Questions
2. How can I sell IP-based systems to my customers?
Selling any type of security system can be a challenge, even if security integrators or end users are already sold on an IP system. Customers may still have reservations, especially if an analog system has proven its effectiveness. The key in selling any IP system is in clearly explaining the benefits as well as the advantages for the future.
Enlisting the IT department’s approval early on is also important. Remember that IP video solutions will usually rest on, or at least share, IT network resources. It is important to listen carefully to the IT stakeholders’ concerns and work with them to come to a solution with which they can be comfortable.
The overall cost savings between installation and maintenance of an IP video solution vs. an analog solution is significant and straightforward. However, the initial cost and added expense for installation of both equipment and software might cause many to move away from IP integrated systems. Once your customers realize the future advantages of IP and the added benefits of the technology, they’ll be glad their security professional recommended it.
IT professionals have their own set of security concerns and these are tied directly to the network on which your IP solution may be resting. Network use, specifically bandwidth use, may also be an item of concern for the IT folks. IP video can have a significant impact on server load.
3. What’s another major advantage of IP-based technology?
As previously mentioned, the ease of system expansion and the ability to interface different components of a system top the list of advantages. The next major advantage is in the cabling. For the most part, IP-based camera wiring may already be in place in office and business settings.
The Internet has revolutionized business communications in such a profound way that every new building as well as older structures have Category-5, -5E or -6 wiring installed in it. Construction teams today install this wiring into homes and offices in the same way they place electrical outlets. Running cable can be very expensive for any system (this usually is a main factor for analog-based systems because not many buildings are prewired with coaxial), but IP systems can be installed at a more reasonable price. For those who have office space in older buildings, their communications company has probably rewired them with one of these standard technology protocols as well.
If you enjoyed this article and want to receive more valuable industry content like this, click here to sign up for our FREE digital newsletters!
