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Milestone and Axis demonstrates latest integrated video technologies

Milestone and Axis demonstrates latest integrated video technologies

Editor / Provider: Milestone Systems | Updated: 12/5/2013 | Article type: Security 50

Milestone Systems, the open platform company in IP video management software (VMS), teams up with Axis Communications to demonstrate the 2 companies' latest integrated solutions. Highlighting the newest trends in IP-based video surveillance, the 2 producers of software and hardware for digital video surveillance invited the Scandinavian security industry to an Open House showcase at Milestone headquarters in Copenhagen.

Over a hundred attendees were able to experience state-of-the-art video surveillance. Different business scenarios were shown, illustrating what value-adding integrations between network hardware and open platform video management software offers. Visitors could see how video connected to cash register systems can track suspicious transactions and help manage loss prevention in retail businesses or how a video solution can detect and trigger an alarm in the event of failure-to-pay at self-service checkouts, which more stores in the retail industry are using these days.

Milestone and Axis showed how customers such as airports and banks - where it is critical that the video surveillance system never goes down - guard against such risks by using edge storage of video on the cameras with a sophisticated security architecture. In case of network hardware failure, for example, a camera can continue recording in the same quality, storing the video locally on the camera until the server is ready to receive the recordings again for the central, longer term archives in the VMS. This ensures a company against losing incident documentation when evidence is required.

Visitors to the Milestone-Axis showcase could also see how perimeter security and recordings with thermal cameras guard against unwanted intrusion, regardless of day or night lighting. Video recording and live alerts can be triggered automatically when a moving object crosses a defined space (cross-line detection). Thermal cameras detect heat and are therefore not dependent on illumination, helping to manage vandalism, break-ins or burglary during the dark hours.

Many residential areas, schools and public institutions are exposed to vandalism, also of their cameras, so Milestone and Axis have developed a solution to address this problem. When a vandalism alarm is triggered in the system, security guards are notified immediately that a camera is covered up or otherwise disrupted. By installing and configuring multiple cameras intelligently, other PTZ cameras can move their view to take over the angle of a camera that is ravaged, so a perpetrator can still be caught on video.

Milestone addresses the value of selling open platform IP VMS

Milestone addresses the value of selling open platform IP VMS

Editor / Provider: Milestone | Updated: 12/4/2013 | Article type: Security 50

In a complex marketplace, to compete on something other than price, the focus should be on HOW to sell product adds value to the buyer. Customer value does not reside in the product or service but rather in the manner in which they are sold and acquired and utilized over time.

To develop this visionary approach in the company's global network of authorized partners, Milestone has been working with Connex International, providers of training and certification services on IP video surveillance, to develop a comprehensive course on Value Selling for its network of global partners. The course includes seven themes that make up the ‘backbone' of knowledge that is imparted when educating Milestone dealers and integrators:

SELLING THE OPEN PLATFORM
Informing prospective customers how an open platform provides value over time is illustrated by the Return on Investment (ROI) being retrieved many times over through a long system lifecycle, increasing its worth. More choices become available when a company is not put in "proprietary jail" - the term to describe choosing a limited solution with the constraints of one hardware-oriented provider.

An open platform Video Management Software (VMS) choice, on the other hand, provides freedom through the ability to continue to expand the system limitlessly, incorporating new innovations as they become available. This eliminates the need to 'forklift': the term to describe changing a video surveillance system from the ground up.

The concepts in focus are: Best-in-Class Solutions: how to match the most effective technology with the most important operations for the customer Extensibility: good architecture provides a road map for the portion of the road yet to be built Lower TCO: single manufacturer offerings result in overall higher prices so teach the customers about Total Cost of Ownership in the long run Interoperability: a true open platform VMS is the core of device and system interoperability that engenders maximum end user choice Scalability: one size does not fit all, so the customer must be able to scale up or down as needs change over time

COMMUNICATING PRODUCT VALUE
A salesperson must cover four main approaches:
1) Product – the features and comparisons to competition,
2) Functionality – relating to the buyers and users of the system,
3) Future – talking about product maintenance and new capabilities,
4) Price – how the costs are segmented, supported and serviced.

The open platform advantage is defined as a bottom-up approach to building a lasting foundation for the future. Long-term Total Cost of Ownership (TCO) is protected through the ability to add new features with software upgrades and standards-based solutions. Hardware from the widest choice of camera manufacturers must be available, with ongoing support for new models and brands.

Open platform IP video is scalable and future-proof as buyers needs expand. Another critical sales point is the Graphical User Interface, which should have the ability to provide documented ease-of-use in multiple languages, customizable operator skill levels and other best-in-class technological advances including support for HD and megapixel cameras. It is a big advantage to present documented third-party integration capabilities with many other systems such as access control, analytics, Point-of-Sale or building automation, as well.

EDUCATING PRODUCT VALUE
Salespeople can educate prospective customers and demonstrate that they are the subject matter experts with the answers they can trust: solve industry "super problems", especially those that currently exist in the transition from analog to IP technology.

“Define challenges that commonly occur, affecting real-world installations,” explains Fullerton. “This can include core infrastructure input and output, pre/during/post-install support issues, user interface friendliness and training requirements, security and other systems interoperability, potential scalability and flexibility scenarios, etc. Salespeople should learn how to ‘do the math' and illustrate examples of how such problems are met and solved by the open platform approach. It is helpful to identify unexpected design issues and build consensus among the decision makers.”

Credibility comes from being respected, likable and competent. Client focus is essential:
Articulation plays a strong role - it is not just what you are saying but how you say it that is equally important.
Leadership qualities influence a sales situation: the only way to command attention is to have a presence and be confident in knowing the subject and addressing it with the customer's perspectives in mind Knowledge is power and educating the customers teaches them to conclude solutions that the open platform provides.
Informed customers make better buying decisions which results in more successful implementations and greater loyalty: word of mouth goes a long way towards building the customer database, and attracting new prospects.

UTILIZING THE ECOSYSTEM Another value selling parameter includes presenting a global ecosystem of hardware and integration partners who encompass a full circle of multiple choices in value-adding video surveillance solutions from access control, building automation and sensor systems to all kinds of analytics, retail transactions, ERP, RFID, PSIM and GIS, among many others. Open platform solutions are infinitely flexible, allowing interoperability with the installed systems – and the ones that can be applicable in the future that are not yet known.

Fullerton lists key ingredients affecting the surveillance technology ecosystem:
The microprocessor is the main agent of change in the market.
Operating systems are very important.
Commercially off-the-shelf hardware equipment is becoming more widely utilized and cost effective
Network camera devices comprise the fastest growing segment of the industry.
Video Management Software (VMS) has become the key middleware of solutions.
Solution partners represent significant growth opportunities through interoperability.

SERVICING DEMANDED VALUE
Knowing and understanding a customer's needs is one of the most important aspects when selling value. What are the specifications, management issues and realistic project timelines? It is important to agree with the prospects on clearly defined expectations, especially since industry hype cultivates unrealistic customer expectations – salespeople must manage this by educating the customer on system capabilities.

SHAPING REQUIREMENTS
Ensuring that customers' perceived challenges are understood is necessary in order to offer their ideal solution – this is what shapes the final steps in selling open platform IP video. Salespeople must analyze the audience, where there can be different people influencing the sale throughout the sales process. Determine their interests and goals, positioning specific features based on what they need.

Knowing the buyers is all-important to closing a sale: a security operator wants optimized live video for fast response, security directors want remote access, a company director watches the bottom line and wants return on the system investment. There may also be a risk prevention executive who is looking to cut shrinkage or improve employee safety, and an IT professional maintaining the network who is concerned about bandwidth or controlling user access with the ease of Active Directory. Stakeholders have their own area of responsibility and focus; if these are not addressed to the appropriate person, the entire deal may be lost. Uncover the customer's pain through interactive listening and empathy.

CLOSING ON VALUE
By showing the absolute value in the open platform, and doing the math for a prospective customer makes a huge difference. At its simplest, it can be defined by the equation: Value = Benefits minus the Costs. The objective is to shape the situations, problems and implications with the pay-off of the solution to the customer's functional requirements.

IN SUMMARY
Milestone Value Selling is designed for sales executives looking to strengthen their ability to sell to IT professionals working with security directors on networked surveillance projects. Within the framework structure, selling strategies address both IT and Security demographics in a consultative-based way. The course targets skill improvements in open platform concepts, positioning tactics, key concepts of network surveillance, sales practices and success factors of sales leadership decisions. The benefits of attending a networked security industry-based sales strategy course are that attendees learn how to excel in the sales field, able to demonstrate situational, interactive and competitive differences that lead to more project and client wins in a shorter amount of time.

HD-SDI(1): Another option for HD video surveillance

HD-SDI(1): Another option for HD video surveillance

Editor / Provider: Alf Chang | Updated: 12/3/2013 | Article type: Hot Topics

Megapixel cameras and IP-based networks were the only means to get HD surveillance footage. However, analog-related innovations continue to take place. With characteristics similar to analog CCTV, HD-SDI/3G-SDI provides an alternative to IP-based video surveillance.

What is HD-SDI?
HD stands for High Definition, and SDI stands for Serial Digital Interface, a family of video interfaces standardized by SMPTE (The Society of Motion Picture and Television Engineers). HD-SDI and 3G-SDI are related interfaces offering nominal data rates of 1.485 Gbit/s (dual link) and 2.970 Gbit/s serial link, respectively. These two are major interfaces applied for security.

The Alliance
Founded in 2009, the HDcctv Alliance is a non-profit industry association that develops, manages, and promulgates the technical interface specification for HD surveillance. A great numbers of its members are manufactures offering solutions including cameras, sensors, chips, DVRs, converters, extenders, distributors, monitors, and more, which indicate the maturity of HD-SDI maturity.

Roughly 20 Korean manufacturers, 10 Taiwanese brands, and over 40 Chinese companies continue R&D efforts in SDI. The number increases while the alliance continues to evolve and releasing subsequent versions.

Inside Look
HD-SDI reference designs are available from Altera, Ambarella, Hisilicon Technologies, Texas Instruments and Xilinx, making overall solutions more price-competitive. Increasing availability of ISPs also means that integrators and installers may need to pay more attention to different combinations and developments of sensors, FPGAs, fps, and reference designs such as ASIC or FPGA.

Mythbusted
HD-SDI takes larger amount of storage capacity than IP
Chipmakers have developed SoCs that help DVRs to compress the video and store it as efficiently as IP-based systems do.

SD Lens on HD camera looks sharp
Neither cameras nor Lenses are created equal, be sure to select the most suitable megapixel lenses for HD-SDI cameras to achieve the required resolution as SD lenses will not work correctly on HD cameras.

Short transmission distance
Improvements in chip technology and the debut of fiber link breaks HD-SDI away from the chains of coax. Besides increasing bit rates, chips also use lossless compression to extend the distance to 300 m. However, the most common practice is to use fiber optic transceivers, which can use WDM/DWDM/CWDM to utilize different wavelengths of light to extend HD-SDI's reach to 30 km to 70 km, up from the paltry 100 m.

Video Management a Problem
HD-SDI lacked a unified platform for video management. However, it is possible to run the video through an SDI server to convert the signals to IP. The data can then be managed by any NVR or VMS. In addition, the DVR can output the video through its network interface into the VMS.

One-direction Control
There were no provisions in the standard for camera control so the user could not change the camera settings or send power over it. A separate connector is no longer needed for camera control. With the latest version, HDcctv 2.0 enables multi-vendor interoperability for up-the-cable remote control, bi-directional metadata, and optional audio. The bi-direction communications protocol is simple, wherein paired ports exchange 255-byte packets patterned on the PSIA and Pelco-D protocols. Also, the power-over-coaxial feature allows power through coaxial cable from DVR to camera while no additional power supply is required.

Specialized Displays
For the most part, current video surveillance displays use CVBS and VGA interface. When it comes to high definition video, two prominent formats are 720p and 1,080p. The HDTV SMPTE-296M/274M requires that the interface were HDMI or DVI and YC.

Most HD display manufacturers directly assume HDMI when it comes to HD-SDI, but in reality BNC is a more apt interface for SDI. Many displays already support HDMI-1080p, and displays with embedded SDI receivers and that support SDI connectors are available as well, albeit choices are currently limited to either small or large displays.

Find Your Pace and Place
IP-based video surveillance systems have improved over the past few years, and there are complete and sophisticated solutions available, along with numerous product lines to choose from. Previously, high prices and few selections were challenging. HD-SDI is still maturing, just as network cameras began to gain recognition in 2002.

Despite the security industry's attention has been on IP, HD-SDI be more acceptable if installers knew that they could keep the coax in place and not have to deal with setting up networks, routers and bandwidth issues. While the uprising of IP offers new contenders and business opportunities, there are still great numbers of installers struggling with the lack of networking and IT knowledge.

Combined with market transition to HD video, HD-SDI's lossless, distortion-free, and low latency technology fulfills some needs for end users. These advantages of HD-SDI made it flourish in its markets.

B'IOTA laboratories improve safety measures and operations with IQinVision

B'IOTA laboratories improve safety measures and operations with IQinVision

Editor / Provider: IQinVision | Updated: 11/27/2013 | Article type: Commercial Markets

IQinVision, a high-performance HD megapixel IP cameras company, announced that B'IOTA Laboratories has completed adding cameras to its manufacturing facility, located in Istanbul, Turkey. B'IOTA Laboratories has been offering effective and long-term solutions to beauty problems since the company was founded in 2002. Bilge Security Systems is the distributor and installer for this project. Bilge has developed an expertise in CCTV and IP-based surveillance over 15 years in the Turkish market.

After the completion of the second phase of the project, a total of 34 IQeye cameras were installed at the Turkish facility. Twenty IQeye Alliance-mini domes are installed inside the plant, and 14 IQeye 7-series cameras, in special protective housings, keep a close eye on activities at entrance gates, parking lots, and grounds.

B'IOTA wanted to ensure that as the company continues to experience strong growth, that they could keep plant efficiency at a high level. To accomplish this, management sought to more effectively protect employees and improve manufacturing operations through the use of high-quality megapixel video surveillance.

The IQeye Alliance-mini domes were selected due to their compact size and the ease with which they blend into the surroundings. B'IOTA chose IQeye 7 Series cameras due to their excellent image quality in different light conditions. Image quality in challenging lighting conditions is especially important in providing actionable video during factory shift changes, which occur during low-light early in the morning and in darkness late in the evening.

The IQeye cameras record to two different servers, both running XProtect Milestone Essential video management (VMS). XProtect Essential is easy and affordable open platform video management software (VMS) for single-location businesses that require basic surveillance. It is ideal for installations that primarily capture video recordings of incidents and reactively conduct investigations. At the B'IOTA plant, Video is recorded at 10 frames per second and most video is used for post-event analysis. Security guards also perform some live monitoring from multiple locations or on mobile devices.

Korea Update: Hitron takes on formidable competition from China

Korea Update: Hitron takes on formidable competition from China

Editor / Provider: a&s Editor | Updated: 11/25/2013 | Article type: Hot Topics

a&s recently talked to Jae-Hee Choo, General Manager of Overseas Business of Hitron Systems, to gauge his view on competition from China and expansion plans into China.

Although there are more than 200 Chinese manufacturers seeking to export, only 30 to 40 manufacturers have what it takes to really compete in the international arena. Hitron will focus more on the reliability and quality of what it provides, such as higher-resolution IP solutions with advanced VMS or even CMS. Hitron is also expecting to launch a cloud-based solution by May 2014.

In terms of business development, Choo is confident in the domestic market, which will continue to thrive throughout 2014, especially in the deployment of IP products; more investments will be directed toward developing the Chinese market as well.

Dahua secures Autodrome di Modena motorsports park

Dahua secures Autodrome di Modena motorsports park

Editor / Provider: Dahua | Updated: 11/26/2013 | Article type: Commercial Markets

Modena, known as "the capital of engines", is an ancient town in Italy. It is the heaven for racing enthusiasts since a lot of factories of the famous Italian sports car makers like Ferrari, De Tomaso, Lamborghini, Pagani and Maserati are now or once located here.

Autodrome di Modena is a Motorsports Park and located in a famous area called “Motor Valley”. The circuit length of the park reaches 2.7Km and the pit lane is with 21 boxes, new telemetric system and a well-equipped paddock.

Both of the well-knowing high risks of racing and its open outdoor environment pile up the difficulty and complexity for Autodrome di Modena in terms of security. During the design phase, two requirements were on the table, one was for the sake of security control, the other one was to offer checking on the racing of cars & motorbikes.

The structure of the circuit was taken into account; the decision then was to install 24 network megapixel cameras in the most important position of the track and also some speed domes in the open areas. The finally applied camera models include Dahua 2-megapixel full HD network cameras (IPC-HF3200) & speed dome cameras (SD6982A-HN), the storage device is Dahua 128 Channel Super NVR.

With Dahua VMS, this set safeguards the venue with superb image quality with every detail captured, along with flexible and convenient management; most of all, the open architecture of super NVR makes it possible for a further implementation in the long run.

2013 Security50 video trend(9-9): High picture quality, extreme-light and low-light performance

2013 Security50 video trend(9-9): High picture quality, extreme-light and low-light performance

Editor / Provider: Jill Lai, a&s International | Updated: 11/20/2013 | Article type: Hot Topics

The security industry is still developing different technologies to provide better picture quality: HD, full HD and even Ultra HD. Image sensor breakthroughs and software have improved camera performance in extreme-light or low-light environments. Along with technological advancements, work on boosting user friendliness is underway. Greater interoperability, ease of installation and efficient network transmission for seamless streaming will also be improved.

“Chinese and other Asian brands do cause fierce competition in price, especially in APAC region, but Sony's core strength is always ‘picture quality,' which mainly differentiates us from many other companies. We just launched the G6 platform for higher standard cameras with high sensitivities and WDR this year. The cameras should be used in any critical situations,” said Riki Nishimura, GM of Visual Security Solutions Division, Professional Solutions Company, APAC, Sony Electronics.

“In 2014 we will introduce Ultra-HD to the security surveillance market. These cameras will provide the latest technology currently available for people tracking, capturing facial characteristics and numbers. Bosch Security Systems is continuously investing in imaging quality to ensure best usable image for video surveillance purposes anywhere and everywhere. In 2013 we therefore introduced our groundbreaking starlight technology, offering the security surveillance market products that can deliver an image even under the harshest lighting circumstances,” said Pieter van den Looveren, Manager for Marketing Communications, Video Systems, Bosch Security Systems.

“Until recently, the industry was lacking products that provided clear detail in complete darkness and low-light situations. Recently, we introduced our adaptive IR illumination technology in our HD bullet and HD dome cameras. The adaptive IR technology provides incredible image detail in complete darkness so security professionals can see image detail regardless of scene conditions. In addition, in September 2013 we launched a new technology in our 1.3 HD and HD Dome cameras, providing the most effective way to capture evidentiary color detail in extreme low-light environments,” said Ian Povey, Director of Product Marketing and Management, Avigilon.

Other related articles:
2013 Security50 video trend(9-8): VMS and Intelligent video become business-enabling technology
2013 Security50 video trend(9-7): Edge and cloud storage increased in residential and SMB
2013 Security50 video trend(9-6): Mobility becomes a basic feature
2013 Security50 video trend(9-5): VMS preloaded appliances are on the rise
2013 Security50 video trend(9-4): Total IP solutions are preferred
2013 Security50 video trend(9-3): Integration of video and access control
2013 Security50 video trend(9-2): IP continues to penetrate SMB sectors
2013 Security50 video trend(9-1): IP to overtake analog in 2014

2013 Top Security50

2013 Security50 video trend(9-8): VMS and Intelligent video become business-enabling technology

2013 Security50 video trend(9-8): VMS and Intelligent video become business-enabling technology

Editor / Provider: Jill Lai, a&s International | Updated: 11/19/2013 | Article type: Hot Topics

VMS and intelligent video has emerged from video stream monitoring or analytics to become a business-enabling technology. In different verticals, VMS and intelligent video should enable end users to accomplish their business-related tasks more smoothly.

“Intelligent video analytics is an important headline grabber when marketing products. Its effectiveness and actual adoption in the market is growing, but for specialists, it is still a niche market. Samsung Techwin's adoption of the open platform in the cameras ensures that both the general and niche markets are supported. This is achieved by engaging with specialist video analytics companies that integrate their features into a Samsung camera when the requirement arises. These are not ‘special' cameras but the everyday Samsung camera that customers buy on a daily basis,” said Jonas Andersson, Senior Vice President for Product Planning and Strategic Marketing, Samsung Techwin.

Other related articles:
2013 Security50 video trend(9-7): Edge and cloud storage increased in residential and SMB
2013 Security50 video trend(9-6): Mobility becomes a basic feature
2013 Security50 video trend(9-5): VMS preloaded appliances are on the rise
2013 Security50 video trend(9-4): Total IP solutions are preferred
2013 Security50 video trend(9-3): Integration of video and access control
2013 Security50 video trend(9-2): IP continues to penetrate SMB sectors
2013 Security50 video trend(9-1): IP to overtake analog in 2014

2013 Top Security50

2013 Security50 video trend(9-7): Edge and cloud storage increased in residential and SMB

2013 Security50 video trend(9-7): Edge and cloud storage increased in residential and SMB

Editor / Provider: Jill Lai, a&s International | Updated: 11/19/2013 | Article type: Hot Topics

Edge and cloud storage offer an easy and scalable solution for small businesses and residential customers. These solutions will continue to gain traction, along with the VSaaS business model, and the high capacity and falling prices for SD cards. Panasonic's acquisition of Cameramanger.com positions it to become a service provider. From other deals this year, we see more partnerships between video equipment companies and service providers as well.

Axis also offers edge storage. All video is recorded on SD memory cards in the cameras. No central DVR, NVR, PC or server is necessary. For viewing live or recorded video, or exporting video after an incident, either the client or a smartphone app can be used,” said Johan Paulsson, CTO, Axis Communications.

Other related articles:
2013 Security50 video trend(9-6): Mobility becomes a basic feature
2013 Security50 video trend(9-5): VMS preloaded appliances are on the rise
2013 Security50 video trend(9-4): Total IP solutions are preferred
2013 Security50 video trend(9-3): Integration of video and access control
2013 Security50 video trend(9-2): IP continues to penetrate SMB sectors
2013 Security50 video trend(9-1): IP to overtake analog in 2014

2013 Top Security50

2013 Security50 video trend(9-6): Mobility becomes a basic feature

2013 Security50 video trend(9-6): Mobility becomes a basic feature

Editor / Provider: Jill Lai, a&s International | Updated: 11/18/2013 | Article type: Hot Topics

Tablet shipments will surpass total PC shipments annually by the end of 2015, according to IDC reports. Smartphones will continue to ship in high volumes, surpassing 1.4 billion units in 2015 and accounting for 69 percent of all smart connected device shipments worldwide. To follow the trend of mobility, security devices further enhance their connectivity by integrating with smart mobile devices.

“Honeywell also developed an easy-to-use mobile application that connects end users to the entire family of one series of Honeywell's IP-based video surveillance solutions while on the go. The application is designed for iOS and Android devices and can be used anywhere a customer has Internet access. It allows customers to view live video, access full-screen monitoring, playback and search videos by date and time, take a snapshot of a video frame, and drag and drop cameras for custom viewing,”said David Gottlieb, Director of Marketing Communications, Honeywell Security.

“Earlier this year, Panasonic announced its first mobile security control room solution designed to enable remote access to our advanced IP-based surveillance cameras and recorders using Panasonic tablets. This solution combines the mobility of Panasonic's rugged, enterprise-grade tablets with the power of our cutting-edge surveillance technologies to provide additional flexibility and put security operations right into the palm of our customers' hands,” said Greg Peratt, Senior Director of the Video Solutions Integration Team, North America, Panasonic System Communications.

Other related articles:
2013 Security50 video trend(9-5): VMS preloaded appliances are on the rise
2013 Security50 video trend(9-4): Total IP solutions are preferred
2013 Security50 video trend(9-3): Integration of video and access control
2013 Security50 video trend(9-2): IP continues to penetrate SMB sectors
2013 Security50 video trend(9-1): IP to overtake analog in 2014

2013 Top Security50

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