McDonagh: Verint sees promise in a number of vertical markets, especially retail, transit and critical infrastructure. Each industry has its unique security needs and drivers for IP-video adoption and dealers must understand the security policies of organizations in these markets and build solutions that help to support and automate them.
Retail organizations are leveraging IP-video and analytics to reduce fraud and shrinkage while improving enterprise performance. Transit and critical infrastructure organizations are focused on proactive threat prevention and more effective response and investigation following a security event. But these markets share a common challenge: how to make sense of the vast amounts of video they capture.
Schafer: Education is number one because schools are not afraid of the change as much. There are also some new moneys. They are taking advantage of new budgets and opportunities around the budgets. For dealers in education or any market, you better be able to go in with a proven system that you know works. If you are using a network, you have to make sure the network architecture will support what you want to do. Dealers have to be more aware and knowledgeable about networks and be able to service them if something goes wrong.
Forest : IP systems are making inroads in applications where better image quality is required or where geographically distributed sites need to be centrally managed. Sectors that are looking for the better image quality that fully digital IP-based systems offer are public safety, banks, retail stores and law enforcement, as well as all sectors with critical assets and infrastructure to protect. Sectors looking to centrally manage remote sites include banks and retail stores.
Hauhn: Transportation and education (university and college level) appear to be the early users of the technology. These facilities are typically spread out over large areas and are well suited to the use of IP cameras and the use of the Internet to move video. Dealers need good vertical market expertise/experts that know those industries and how to sell into them. The dealer must be able to prove to the end user that their installation and service expertise is current with the technology.
Brady: Education is key from both a dealer and end user perspective. What areas do dealers need to be educated on and how should they address their customers on the benefits of IP-based systems?
Whitcomb: Existing network infrastructure is a big advantage but it requires extensive IT knowledge of a wide range of networking products. Dealers will recommend that the security system needs to be on its own network, but customers will want to leverage existing investments and force the dealer to install IP in very complex networking environments. A dealer needs to understand how to assign IP address schemes including subnet masks, packet forwarding, DNS and multi-casting.
DeFina: For dealers to position the benefits of networked security systems beyond the intrinsic qualities networks themselves offer, they first need to understand the needs of their customers on an installation by installation basis. The configuration versatility offered by networked systems allows them to be implemented on many different levels, as well as in hybrid form as previously discussed. Some customers may require analog processing devices like matrix switchers, or remote control management software, based on their facility layout or satellite locations. The variables from customer to customer need to be the deciding factors when evaluating and recommending system solutions. To help dealers understand both the benefits of IP-based systems and the technologies in use, Panasonic provides in-depth training on these subjects through the P-Tech Security Training University . Once dealers feel more comfortable in understanding new technologies, they will be more apt to find additional application opportunities.
McClean: There are a number of benefits and disadvantages for using IP devices which mean dealers need to know when they should and should not recommend IP cameras. Factors such as network type (LANs/WANs, Unicast/Multicast etc.) play an important factor as well as the customers need to support any legacy devices. Other important areas are the selection of the correct camera to match the customer's requirements (lens, resolution, sensitivity, dynamic range etc.), specification of storage and redundancy options.