Video Surveillance: Manufacturers' perspectives on the year ahead

An exclusive vendor roundtable

Gorovici: There will always be applications for analog video, but the need is becoming less and less. IP Video is now a more accepted technology and the trend is certainly for network-based solutions and applications.



Kaplinsky: Given the convergence of corporate IT infrastructure with security, it is likely that within five years, analog video will be a small percentage of new systems sold. Analog video does not offer a clear resolution upgrade path, and greater resolution is critical for the security industry.


Taylor: Analog is still alive and is a perfectly viable solution for certain applications. Customers need to work with resellers and manufacturers to determine the best solution for their security needs and choose the most beneficial solution based on cost-comparisons.

Next Page: How is the industry doing on IP video training?

In your opinion, are the bulk of North American systems integrators truly ready for IP video? Why or why not?

Fullerton: Not the bulk of them. If you look at the partner channel knowing that they are the ones selling into a market that's only 20-percent converged to IP, and recognize the relatively low number of channel partners who have been trained and certified in advanced IP technology, there's still a lot of work to do to get these people ready.

Piran: The most capable integrators are certainly ready for IP video. Transitioning to networked video also requires security professionals to work closely with IT professionals in the customer's organization. Channel partner training programs ensure that systems integrators know how to design, configure and install professional IP video surveillance solutions in a complex networked environment. Effective training ensures successful implementation of IP video solutions that are customized to the precise needs of end-user customers. Supplier companies must work to educate distribution and channel partners and to communicate the benefits of IP-based technologies to customers at all enterprise levels.

Gorovici: Absolutely. IP video is now a mainstream solution - the cost is now competitive, it is much easier to install, there are network-savvy employees with the bulk of the integrators, and the products are much more mature and easier to manage. System Integrators who are not offering IP video solutions should not delay and get the skills and knowledge needed to provide networked-based offerings.

Wachman: The technology transition from CCTV systems to IP-based video solutions should be looked at as an evolution, rather than a revolution. Many users of analog technology will need to continue using their existing analog video infrastructure in parallel to newly introduced IP-based video solutions. As this technology evolves, the market will favor those able to support their customers through the transition.

Kaplinsky: North American system integrators are learning quickly about IP video. Certainly, corporate IT management is now a large part of the purchasing decision, which suggests an expanding level of comfort with new and emerging IP technologies. Even analog systems use encoders and IP-enabled DVRs/NVRs, so the technology is already familiar to integrators. While industry leaders work hard on promoting the market awareness of the advantages of the IP and megapixel video, it is quite clear that many integrators have already embraced the technology and the industry transition to IP video is well under way.

Lazatin: The bulk are not; however, larger system integrators, system integrators with a strong IT foundation, and those who hold government contracts will continue to be successful in the IP video surveillance market. Once standards such as ONVIF become more prevalent, traditional security integrators will experience greater success in the IP market.

Taylor: More and more systems integrators in the security market have taken the necessary steps to provide IP-based video solutions. They have added professionals with networking expertise to their staffs and have also trained existing sales and support teams. Integrators with that area of expertise will be more valued as the market continues to transition to IP solutions.