We continue our expose on security industry leaders, asking them what we can expect to see within in their organizations and what changes they have made.
Q. What changes have been made recently?
Richard Bauer, president, OzVision-Since the company was established, OzVision has led the remote video digital recording industry with innovative technology and service offerings. To date the primary focus of the organization had been to evangelize and influence the industry adoption of these innovative technologies. Although we will continue to develop new solutions, our current focus is the coordination of our worldwide sales, marketing and technological resources to make OzVision a major contender in two major market areas; (1.) Hosted video stored over the public network (Video Surveillance as a Service - VSaaS) and (2.) the Alarm Video Verification market. Based on our industry experience and customer feedback, we have released our latest OzVision Secure Network (OSN(tm)) hosted video network platform. We believe that combining three factors: the advanced services of the OSN platform, the simplicity and reliability of 4-HVR gateway, and the opportunity for RMR, OzVision solutions will render the DVR obsolete, which is why we are being touted as "The DVR Killer." Our solution-centric strategy is shared by our partners, as evidenced by winning "Best in Commercial and Monitoring Solution," at the 2010 ISC West SIA New Product Showcase in March.
Pat Comunale, president and chief operating officer, Tri-Ed/Northern Video Distribution-The last six months have been an exciting time for Tri-Ed/Northern Video Distribution due to the merger of the two companies. Northern Video was the premier distributor of video products. Tri-Ed was the premier independent distributor of intrusion, security, access control, fire and network products, inclusive of a North American branch network. Bringing these two entities together makes us one of the largest video distributors in North America and differentiates us from other video distributors in the industry. We expect to make additional acquisitions to further enhance our distribution network in the coming months.
Mark Ingram, president, Visonic-In the last year we have moved our focus to our wireless security offerings. Visonic was quickly becoming known as a "PERS" company and our constituents were forgetting our core competencies. Our PERS business continues to thrive, however we have so much more to offer our customers-all in an effort to help them to increase RMR.
Q. How will this create benefits and impact the industry and reseller community?
Richard Bauer-It all starts with the change of mindset from a single sale model to a services and RMR (recurring monthly revenue) model. The OzVision solutions have been ideally developed to allow integration of high-quality remote video services any new or existing system; providing the advantage and flexibility to dealers/integrators and central stations to seamlessly work with 3rd party camera, automation, and alarm panel vendors, while adding the simple, yet sophisticated, services from OzVision.
Pat Comunale-Having a strong independent distribution partner gives the dealer community a reliable choice as to where to buy. In addition to product choice, we are the leader in IP training which sets us apart from the competition. Our knowledgeable staff can support dealers for any installlation from simple intrusion projects to highly integrated access control and video surveillance systems.
Mark Ingram-I know it is over used, but we really do listen to the needs of our customers and do our very best to provide solutions for them. Visonic is committed to never being in our customers' revenue stream. We provide solutions that support their needs for increasing RMR and not picking their pockets like some other manufacturers.
Q. Where do your products/services fit in the mix?
Richard Bauer-In the central station segment, product is everything. OzVision has collected years of industry experience to make these products "bullet-proof" and exactly what the industry demands. Our complete infrastructure and services offering includes Alarm Verification (with up to 90 seconds of pre- and post-alarm continuous video), Event Notification (e-mail and mobile text messaging), Video Motion Detection, LiveView(tm) look-in, and off-site hosted video storage. Our partners, distributors, central station operators and dealer/integrators, are the backbone of our go-to-market strategy. In order for them to provide the OzVision value-added solutions as part of their complete offering, we must deliver "no-surprises" products.
Pat Comunale-As a distribution partner, we offer our customers much more than product delivery alone. We provide many value-added services, including our Great Expectations Customer Loyalty Program, same-day shipping, flexible credit terms, online ordering, technical systems support, ongoing product training, and customer appreciation events and programs.
Mark Ingram-We are 99 percent wireless in our control products. Sure, we continue to manufacture a superior line of wired detectors (even the SRN2000 for you who have been around for a while!). End users are looking for trouble-free and easy to use home/consumer electronics. This includes security. Our mission is creating products dealers like to install and end users feel confident in using.
Q. How does your strategy impact the reseller's growth opportunities?
Richard Bauer-It is a change in mindset from a single sale model to a services and RMR (recurring monthly revenue) model. We explain to resellers that an RMR engine "makes money while you sleep." Any customer considering either a DVR or a DVR upgrade will find the OzVision remote video solutions a superior alternative at a lower cost. Packed with advanced control features and improved online security, users can access their stored video and LiveView(tm) via any internet browser including iPhone, BlackBerry, browser-enabled cell phones, and of course PCs. Central station operators leveraging OzVision alarm verification and real-time monitoring can see immediate benefits including greatly reduced false alarms and enhanced police response.
Pat Comunale-Through our IP training program and support teams we are keeping the dealer-integrator network current with the latest technology. They in turn will be able to sell these products to their customers. In many instances, we are able to design systems for dealer-integrators and pull the business through with these large opportunities.
Mark Ingram-I think this is where Visonic shines. Our controls are quick and easy to install (we even call our latest offering the "Quick Fit Kit"), simple to explain to end users and are trouble free. Our video services using our controls provide all the enhanced services end users are looking for. And frankly, unlike other manufacturers, we are not in the dealers' revenue stream. We provide the product and the dealer provides the service and earns money from RMR. We never ask for a nickel of the dealers' RMR! As we all know, the industry is built on RMR. We stick to what we do best, which is making great products.
The Lowdown on 3D
We had a burning question to ask Gadi Piran, president of OnSSI, Pearl River, N.Y. "What effect does the move to 3D have on the security industry?" Here's what he said:
"The applications for "3D video" in the security industry depend on whether 3D imaging can actually improve the functionality of an HD quality video system. The emphasis on functionality means that the visual appeal of 3D video, which is becoming increasingly popular in movies and entertainment, is less relevant to security professionals unless the content provides additional information or details.
Where it matters most
Where 3D technology has greater potential for security applications is in the creation of three-dimensional visual software environments that enhance a video system's graphical user interface. Creating a 3D graphics model of a location based on maps or floor plans enables much easier and more intuitive access to camera views in a facility. The software would then intelligently analyze coverage areas of cameras automatically and provide the correct camera views to an operator while processing huge volumes of data from various camera sites. In effect, all individual video feeds are then used together to automatically generate the big "security" picture in the context of 3D graphics. This alleviates surveillance operators from having to memorize camera locations and fields of view, but instead have instant access to each camera view in a more natural way as if they are immersed in the 3D environment. For example, a user would drag the mouse in the direction a suspect is walking, and the system would automatically call up the appropriate camera views.
Feeling Software, located in Montreal, Can., provides such a system now called Omnipresence 3D. The system is especially useful for critical infrastructure, citywide surveillance, transportation, campus, military and casino/hospitality applications, and will enable IP video security to be more efficient, easier and more effective. Feeling Software is an OnSSI Verified Technology Partner, and Omnipresence 3D software operates with OnSSI's Ocularis Physical Security Information Management (PSIM) platform."
It's a 1st: ONVIF Developer's Plugfest Hits the U.S.
Think of it as speed dating, only with the security industry's leading camera manufacturers and software companies. Hosted by Anixter, Glenview, Ill., a global distributor of communication and security products, electrical and electronic wire and cable, fasteners and other small parts, last month's Open Network Video Interface Forum (ONVIF) Developer's Plugfest brought together 17 companies in a three-day event to test the interoperability of IP-based video products (i.e. IP cameras and VMS software) at the logical and protocol layers.
Held for the first time in the U.S. at Anixter's Infrastructure Solutions Lab, while the software companies moved around the room in a round-robin setup, camera manufacturers implemented a test tool specification to make sure their devices are recognized by the different software platforms present. Participants tested their product's implementation of ONVIF's specification 1.02.
And while it was important to bring these different companies together under one roof to test the implementations of the devices and software working together, it was also important to have the middleman involved, reseller and distributor Anixter, according to Markus Wierny, product manager, IP Video, VCA, Bosch Security Systems, Fairport, N.Y., and member of the ONVIF technical services committee.
"The importance of ONVIF came from the industry," explained Wierny. "The trend is that people are asking for ONVIF compliant products. At the end of the day, my wish is that the industry would have one standard defining interoperability."
"The idea of ONVIF is to make these devices operable at the handshake or software level," explained Pete Lockhart, vice president of Emerging Technologies, Anixter. "As a facilitator and distributor, we bring the viewpoint of the integrator to the table-we want to distribute product that does what it says it does."
Established as an open industry forum, ONVIF works to standardize and promote interoperability and communication between network devices for the security industry. With a growing base of 220 members and 220 ONVIF conformant products available, released by 27 companies, it becomes easier for integrators to converge solutions.
FIRE SAFETY A 'HOT' TOPIC FOR FALL
Although Campus Fire Safety month is officially over with September behind us, there's still lots in store for the months ahead.
Nearly 1,000 attendees listened in on SimplexGrinnells' latest Webinar, within its "Learn from the Leader" Program series, hosted last month. The Webinar, presented by Paul D. Martin, president of the Center for Campus Fire Safety (CCFS) and Chief of the Bureau of Fire Prevention with the New York State Office of Fire Prevention and Control, provided an overview of campus safety requirements in the Higher Education Opportunity Act.
Missed it? The recorded Webinar can be found online. Just go to http://www1.gotomeeting.com/register/963058249, register and listen in.
ISC Solutions-All New & Revamped!
It's not just a new name-it's a reinvention. Held November 3 to 4 at the Jacob Javits Convention Center in New York, ISC Solutions will present technologies and applications in a new light-emerging markets that are among the verticals that continue to grow and drive solutions from within the security industry: healthcare, retail and education/campus and government.
And with a new focus comes new sessions that provide content for dealers and systems integrators. Make sure to add these sessions to your educational schedule while at the show:
Wednesday, November 3
10 a.m. to 12:00 p.m.
Key Considerations for Healthcare Security and Access Control
This session provides an overview of different types of healthcare environments, the security requirements and the opportunities in this market.
1:30 to 3:30 p.m.
The Essentials of Campus Safety & Security
This course provides attendees with an overview of campus safety and key considerations to marketing, selling and designing solutions for this niche. Additionally, attendees will learn to identify the potential for grant funding and how those funds are allocated.
Thursday, November 4
10 a.m. to 12 p.m.
Securing Critical Infrastructure, Government and Mass Transit Facilities
This presentation provides an overview of enforced regulations, DHS requirements and significant elements of security system design for these markets. Attendees will have a clearer understanding of how to capture this business and what it takes to deploy security solutions in these crucial areas.
1:30 to 3:30 p.m.
Remote Video Monitoring: The Real Solution
Learn how to use remote video monitoring for various markets and applications. Understand how the technological components work together. Prepare to present this solution to your customer. Direct the implementation of this model within your company.
Honeywell, Morristown, N.J., appointed JoAnna Sohovich president of Honeywell Security & Communications for the Americas. Sohovich will report to Ron Rothman, president of Honeywell Security Group.
SimplexGrinnell, Westminster, Mass., a Tyco International company, appointed Robert F. (Bob) Chauvin, president.
IndigoVision, Edison, N.J., appointed Kevin Bradley as president for its North American operations.
Tri-Ed/Northern Video Distribution, Woodbury, N.Y., promoted Pat Comunale to president and chief operating officer.
Global Rainmakers, New York, N.Y. appointed James M. Demitrieus as chief operations officer.