Commercial Integrator + Security Sales March 2024 - 52

SSI
VIDEO SURVEILLANCE
" If you back up 20 years ago, we
couldn't even have audio and video put
together because of wiretapping in many
aspects, " he says. " There's been lots of
changes as well as cloud storage used to
be so incredibly expensive and it's now
far more affordable today. And I would
still project that five and 10 years from
now, it's probably gonna become more so
affordable along the way. "
" I think you're on the cusp of a time
that, as you've heard the murmur about
the video solutions and programs that have
been available the last few years, now the
dependability, the reliability, the accuracy
because of the AI investments has been so
tremendously different that you're seeing
many more folks getting into the space
from the back-office side of it, " says Loud.
" When I started LOUD back in 1995,
I used to put in my letters, 'Take action
30 days too soon instead of one day too
late,' " he says. " My encouragement to the
integrator market is start to take that time
to invest. This is not where we have to
reinvent the wheel. "
He adds, " You'll save yourself a lot of
headaches and a lot of money if you do the
research, reach out and work with some
of the other integrators from other parts
of the country. That will probably give you
some roadmaps of dos and don'ts. "
2024: An Explosive Year?
While video surveillance is certainly
more commonplace and in more vertical
markets than ever before, that doesn't
necessarily mean that 2024 will be the
year it becomes ubiquitous.
" I wish the floodgates were gonna open
tomorrow...but getting our sales team to
get the success residentially and commercially,
that's where the cog is kind of
stuck right now, " says Loud. " So while the
cameras are ready, the AI is ready, the
monitoring is ready, I think you're still
another year or two years away from even
having really a massive scale of integrators
jumping on board. "
He adds, " Some are just so afraid of
those price points, and some of the sales
reps that are used to selling security systems
for $50 or $60 couldn't fathom thinking
to sell a camera for $8,000 or $300 a
month. I think we're still a few years away
where you're gonna be able to get the consumer
and the sales representatives. "
Niles sees " ...opportunities around
every corner, and it seems like they just
keep popping up everywhere we look. "
" So, if I was going to look on that curve,
I would say we're definitely a good ways
in, " he continues. " A lot of clients are getting
a lot more sophisticated with this and
are aware of it, but there's still probably
66%, 70% of the market out there that we
can start reaching out to there. "
He adds, " The market on what that
camera system can do and how we can
bring those new solutions, we're just
really just scratching the surface. I really
think, in the next year, we're gonna start
to see a lot of companies pushing for video
surveillance-only type of solutions. "
Yunag expects to see the video surveillance
market to continue to grow at
historical rates, if not exceed them.
" I think that that continues to be a very
robust area of growth and opportunity for
the market, " he says. " The move to cloud
analytics, edge analytics, all that kind of
thing is really driving a large technology
Do you view the end user's IT
department as an impediment
in deploying cloud-based/
networked video surveillance
systems?
Most of the
time
7.5%
Sometimes
42.5%
Never
15%
Infrequently
30%
Respondents offered a diversity of
views about end user IT departments.
However, a strong majority agreed that,
at least sometimes, they impede cloudbased/networked
video surveillance
deployments.
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In a dynamic and expanding industry, we persistently break barriers, ensuring
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52 Commercial Integrator+Security Sales & Integration | March 2024
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Commercial Integrator + Security Sales March 2024

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