Commercial Integrator + Security Sales March 2024 - 58

SSI
VIDEO SURVEILLANCE
work with them, it's just as much of an
opportunity as it is a threat. "
Niles continues, " We've had times
where we felt like we were on the same
page with them. We got them to sign off
on it, and then we get midway through
the process and somebody else in it gets
brought in, they look and say, 'Well, that's
not gonna work.' You have to be flexible
enough to pivot they bring in an alternate
solution. It's never fun but, when you're
dealing with larger clients, it happens
from time to time. "
For Convergint, the most prevalent
obstacle or point of friction is centered on
the legal and compliance aspect of a lot of
the emerging technologies, says Yunag.
That includes AI, data privacy, facial
recognition and more, none of which
come with any sort of federal regulations
dictating how the information can and
can't be used.
" I'm not a huge fan, personally, of more
regulation, but, when you have lack of
Arguably, the
most prevalent
obstacle or point of
friction is centered
on the legal and
compliance aspect of
a lot of the emerging
technologies.
Increasing RMR in
Video Surveillance
Savvy integrators know that security integration
is about a lot more than installing
a suite of video cameras. Acadian has
been " ...pushing heavily into video hosting,
doing the cloud hosting route, " says
Niles, and they're seeing great success.
" It seems like bandwidth is getting
cheaper than it's ever been. It seems like
these hosting solutions are getting more
sophisticated than they've ever been as
well and it's just it's opening up a lot of
opportunities and it's a really great RMR
stream, " he says.
" We look at physical security as a
clarity at a federal level on regulation in a
lot of these areas, you have state-by-state
guidance in some of these places and we
find ourselves helping our customers navigate
that a lot and that that involves lots
of other uncommon stakeholders in our
customer organizations: the legal department
and compliance, " says Yunag.
service, " says Niles. " That's a great way to
take an equipment sale and bolt on some
monitoring and turn that into an RMR as
well. That model seems to be very successful,
especially with clients needing
some more flexible payment methods. "
Convergint thinks about " ...everything
we do from a service perspective and
Stronger Together
Innovating video technology for the future
Visit the IDIS and Costar family
at ISC West in booth
#18071
IDIS America
801 Hammond Street Suite 200 Coppell, TX 75019 U.S.A.
+1 469 444 6538
T
F +1 469 464 4449
E sales_americas@idisglobal.com
www.idisglobal.com
58 Commercial Integrator+Security Sales & Integration | March 2024
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Commercial Integrator + Security Sales March 2024

Table of Contents for the Digital Edition of Commercial Integrator + Security Sales March 2024

Commercial Integrator + Security Sales March 2024 - Cover1
Commercial Integrator + Security Sales March 2024 - Cover2
Commercial Integrator + Security Sales March 2024 - 1
Commercial Integrator + Security Sales March 2024 - 2
Commercial Integrator + Security Sales March 2024 - 3
Commercial Integrator + Security Sales March 2024 - 4
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Commercial Integrator + Security Sales March 2024 - Cover3
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