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
Ongoing IP Issues
IP-based technology continues to evolve and some issues need to be addressed for IP solutions to gain traction. “It is still early for networked security products to take off in the mainstream market, and much effort is involved in building awareness of the potential solution that IP technology can provide,” Ng said. “Resellers and SIs need to be educated not only for technicality, but also on how they can better position IP surveillance/security solution to the end users. These groups lack confidence in positioning IP solutions and end up competing on price alone most of the time. We have seen many IP solution resellers enjoy lucrative margins, because they don't take it as just another transactional sale. It is still a high-tech sale after all, and no one should expect it to be a short cycle.”
Ensuring interoperability between different products is an ongoing effort. “Open standards allow for best-in-class product selection across a number of manufacturers to be deployed into a single system,” Harmer said. “ONVIF is a positive step forward, but more work still needs to be done to enhance user experience.”
“The knowledge base is a key point both in the installer base and system administrators, as is the entry price point of IP in certain areas,” Harraway said. “Recording platforms or hardware also need to be reviewed to make IP technology easier to adopt for both end users and the installers.”
Keeping Up?
With the current world economy still recovering, traditional SIs and installers should consider the reality of maintaining and gaining sufficient profit margin amid vicious competition. Adopting new IP skills might be an added asset. “As the security market migrates to the IP platform it will be essential for SIs to be able to discuss the merits of both analog- and IP-based systems, like deployment costs, future running costs, maintenance requirements and more,” Harmer said. “An integrator who is able to manage both types of system deployed across an end user's large estate for example will be better placed than a SI who is only skilled in one of the areas.”
“Traditional SIs and installers need to prime their skills for projects and be able to provide more value-added services, where services command a high percentage of the total project management,” Wong said. “Selling a fully integrated solution will help to control the project and margin better.”