INSIGHTS
The security industry should not be polarized — acquiring both analog and IP installation and integration skills might prove even more beneficial for system integrators and installers who are caught between the technological changes.
As the migration from analog to IP continues, physical security faces tremendous changes. Channel players are witnessing the change firsthand, as distributors and system integrators (SIs) understand that keeping up is the only way to ride the IP wave into a better tomorrow. For traditional SIs and installers versed in analog, possessing both analog and IP know-how offers a promising opportunity for attractive profit margin and greater business prospects in the face of fierce competition.
Bridging Channel Gap Between IP and Analog
Date: 2011/04/06
Source: a&s International
Learning the IP ABCs
For traditional SIs and installers, getting started with new technology is the hardest part. A common problem is solution design and sizing, since traditional SIs and installers do not fully understand the limits of IP technology, Ng said.
Other common problems are leveraging legacy equipment and addressing proprietary issues, such as telemetry or integrating hybrid systems, Harraway said. “The compromise is usually to either have a managed migration plan that may involve additional hardware on a temporary basis or to accept reduced functionality for a period.”
To overcome these issues, education and training are required to get traditional SIs and installers up to speed as fast as possible, Wong said. “Furthermore, several manufacturers are redesigning keyboards and joysticks to mimic analog systems.” Providing sufficient education and information to both sales and technical peoples will give traditional installers a good start, Ng said.
Having pre- and postsales support from IT/IP vendors is vital for traditional SIs and installers upgrading to IP systems. “We work hand-in-hand with our partners from the proposal stage to designing and commissioning of the project, and sometimes turnkey professional services are required to assist them as well,” Ng said.