Iomega makes foray into SMB security market at ISC West

Though their network storage solutions have been utilized by hosted surveillance service providers and end users with enterprise video management systems for some time, Iomega, an EMC company, has launched a new all-in-one video management and network storage solution at ISC West for small and medium-sized businesses (SMBs).

The new StorCenter px-4-300d Server Class Series NAS device with MindTree SecureMind Surveillance Manager software features a four-bay network storage unit with two 1TB server class series drives and an eight-camera SecureMind license. The MindTree SecureMind video management software can also be combined with Iomega's line of other StorCenter storage products to create a scalable, stand-alone surveillance solution capable of supporting up to 48 cameras.

Prior to being acquired by EMC in 2008, Iomega Chief Operating Officer Mike Nikzad said that the company was more focused on making products for the consumer market, but over the past few years, they have shifted their efforts to creating robust, affordable storage solutions for small-to-mid-sized businesses and distributed enterprises.

"Our mission over the past four years has been just that, to bring superior, high-performance technology solutions from the commercial space down to SMBs with the considerations of the unique needs of that particular segment," Nikzad explained.

Nikzad said that Iomega incorporates EMC processes and technologies into their network storage products, which he said can meet the needs of users at a much lower cost than a traditional DVR built specifically for video retention.

"In recent times, with the performance qualities and feature sets of network storage, we can offer a great alternative to small and medium businesses," he added. "In terms of feature set and capabilities, they get exactly what they need to support their surveillance needs, however, at a cost that is substantially less than a traditional, commercial DVR-based surveillance system. "

Nikzad said that the typical customer profile of the SMBs they are targeting are those businesses with 150 employees and under or have a variety of branch locations such as car dealerships, fast food chains, bank branches, and insurance company offices. Often times, these users want to be able to use their network storage devices for more than just saving surveillance video, which Iomega's products allow them to do.

"Say you're a small business and you need four cameras. You buy one of these (Iomega) solutions and you have licenses for eight cameras with an opportunity to grow," he said. "Not only do you have your surveillance solution, you still have all of the feature sets of your network storage. So from the processing power and storage capabilities of the same device, you have the ability to manage and use other key services that the network attached storage brings to your business in terms of extra space for data storage, backup and disaster recovery, private cloud and so on. There are a lot of other features that you get in addition to the surveillance, which I think will be useful for a lot of our customers."

While they do sell to some end users, Nikzad said that the company intends to sell its new StorCenter PX Series NAS devices through the reseller channel.

"In our business, we are very much focused on the channel-based model. Historically, we've sold through reseller channels, through VMRs (vertical market resellers), a two-tiered distribution model," he said. "Today, in addition to those, we are focusing on security and surveillance specialized distributors and (systems integrators) and we're getting more and more into that channel. Our go-to-market and our marketing efforts are almost 100 percent on VMRs, distribution, e-tailors and specialized security surveillance channels."

The StorCenter px-4-300d all-in-one, integrated video management system is currently available and priced at $1,199.99.

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