Commercial Integrator + Security Sales March 2024 - 56

SSI
VIDEO SURVEILLANCE
customers navigate what that looks like [is
important]. There's a wide variety of ways
to deploy and enable a lot of these new
technologies and, with that, there's a lot of
different cost models to do it. "
Customers Getting Savvier
About Video Surveillance
While the stereotype is that most customers
in the market for video surveillance
and other physical security systems is that
they are looking to protect themselves
after they've been victimized, that pendulum
may be swinging a bit.
" The last couple of years, we've seen
a lot more people being proactive, " says
Niles. " Crime's on the rise in a lot of key
markets for us, and that's really driving a
lot of that - where they wanna get ahead
some of the things they're reading on the
news and seeing elsewhere. "
He continues, " I do think there's not a
lot of conversation around operational analytics,
but it's definitely something that's
picking up speed: POS (point-of-sale) integrations,
heat mapping, all the things that
go along with that and so we're starting to
see a lot of people that like the operational
abilities that gives them during the day,
Video analytics have developed to the point where they can help to identify or look
for threats in the past five to 10 years.
and then gives them that security comfort
at night. "
Video analytics have developed to the
point where they can help to identify or
look for threats in the past five to 10 years,
says Yunag.
" Customers are navigating that
capability at a time of rapid technology
change, and then the legal and compliance
implications that come along with
technologies that are theoretically or
marketed to detect specific technologies,
If your company currently offers cloud-based video surveillance as a
service (VSaaS), approximately how much growth has been realized in
the past year?
31% to 50%
3%
26% to 30%
3%
21% to 25%
3%
11% to 20%
6.1%
7% to 10%
6.1%
0%
36.4%
1% to 3%
27.3%
4% to 6%
6.1%
According to our
survey respondents,
most integrators
realized little growth
in the VSaaS category
in the past year. More
than 35% realized
none at all.
51% to 75%
6.1%
More than 75%
3%
and that and that's we have a lot of conversations
about that with customers, "
he says.
" It's part of what we consider our role
to be: to help inform and advise on the
landscape of those technologies so that
they can make good decisions on those investments
that fit the risk profiles of their
respective environments, " says Yunag.
Obstacles to Installing
Video Surveillance
As concerns about the supply chain
begin to wane, Niles points to customers'
IT departments as the top obstacle in
completing their work of installing video
surveillance systems.
" It's really the cyber component working
with IT departments, the different risk
management teams, making sure if we're
putting it on their network, it's not gonna
create any vulnerabilities for them or
pushing them towards the hosting route, "
he says.
Acadian also often runs into issues of
finding enough people who are able to
install the systems they sell, says Niles,
but it's primarily clients' IT staffers that
create the bottleneck.
" I think, though, as the IT industry
starts to collide with the security industry,
especially in the surveillance market,
we are starting to find other avenues to
find the talent to get it installed, " he says.
" Yeah, there's somewhat of a threat there
and that it can take over some of that
business, but if you could find a way to
56 Commercial Integrator+Security Sales & Integration | March 2024
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Commercial Integrator + Security Sales March 2024

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