Interrogate The Integration Expert

Oct. 27, 2008
Selling Tips for Integrating Digital

Making “New Video” a Reality
I read your feature article in the June issue of Security Dealer, “New Video: Keeping Up with the Technology to Stay Ahead of the Pack.” Do you have any helpful tips on how to sell the New Video to my commercial clients?

A: During a conversation with a client group recently, I mentioned that when the time came to revaluate the company’s CCTV system they should consider upgrading to digital. The group agreed that they had been talking about adding a camera or two. Naturally, one gentleman spoke out. “So tell me; how much is a digital camera anyway?” he asked.

It occurred to me at that point that it would not be advantageous for me to allow him to try to compare a digital camera with an analog camera by mentally calculating the difference between each one’s price. The value of digital is measured in more ways than simply the price.

As you all know from reading the recent “New Video” feature in the June issue of Security Dealer, digital has truly come to camera technology. Plus many of the new hot digital cameras support both analog as well as digital outputs.

I considered how this company’s guard station was monopolized by all those grungy monitors; the less than spectacular image produced by the older analog cameras they were using; and how inflexible and restricted the system was with the older multiplexers, sequencers; pan/tilt/zooms and video recorders. The most immediate consideration that came to mind was how much could be saved in coax and videocassettes.

Considering they had herds of powerful PCs, realistically, they could turn any PC into a video monitoring point and view cameras from virtually any remote location. The PCs could be enlisted into service for a digitally platformed CCTV system which could be integrated with the access control system and security management policies of the premises. The savings on manpower and space expended on tape review and storage would also be significant.

I could avoid the clients fainting from sticker shock when they saw the quote because the digital system could be introduced incrementally. The enhanced performance, feature set and lower maintenance regimen would prompt the security department, the facilities department and executive management to hope that when they arrived at work each Monday another piece of the old system would have died over the weekend so they could see what marvels of science the replacement digital counterpart would bring into their lives.

I made the clients aware of how, with the better resolution, and a more deployable system, the New Video could enhance the access control system, the life safety system and the security of the premises. Even the well being of the employees as they left the building and entered the parking area was keenly evident.

Then the client awoke me from my transgression by asking me if I wanted some more potato salad or a Coke. We can all dream.

Security Dealer Technical Editor Tim O’Leary is a 30-year veteran of the security industry and a 10-year contributor to the magazine. O’Leary’s background encompasses having been a security consultant since 1986 and an independent security company owner/operator, in addition to his research and evaluation of new technologies and products introduced to the physical and electronic security fields. He is a member of the VBFAA (Virginia Burglar and Fire Alarm Association); certified for Electronic Security Technician and Sales by the VADCJS (Virginia Department of Criminal Justice Services); and, has served as a judge for the SIA New Product Showcase. Send your integration questions to [email protected].