Commercial Integrator + Security Sales Sept/Oct 2023 - 82

SSI
EXCLUSIVE! EXECUTIVE INTERVIEW: HOW i-PRO IS UPPING ITS GAME
new software releases for our VMS and our
access control platforms. There are a couple
of those products I want to mention.
Our dual-sensor camera we brought to
market for ISC West as well as our multidirectional-plus
PTZ, sometimes called
a combo camera with a multisensor and
PTZ all in one. Those filled gaps in our
lineup. Under Panasonic, it was difficult
to get the commitment for the R&D to
build those products because of how
unique they are. Internally, we call them
compound, meaning they're difficult
products. They take more time, they take
more molding and they take a higher level
of investment. Under i-PRO, we quickly
moved forward with those products
because we knew they were becoming a
growth opportunity in the Americas.
Interestingly enough, our counterparts
in EMEA and APAC, while they were interested
in those products, weren't expecting
the sales volume. They're now seeing
them grow quite rapidly in their regions.
We are looking to continue the momentum
and theme of what we rolled out for
ISC West, our All Eyes on i-PRO campaign.
We can now offer an end customer
between one and five lenses, depending
on which product set they go with. That's
important for ease of installation and providing
the best situational awareness at the
end customer's monitoring facility. i-PRO
has also introduced the industry's first 4K
AI dual-sensor camera. You're going to
continue seeing those kinds of firsts when
it comes to our new product roadmap.
Sekiguchi: With competitors having
similar products, we had to bring out
something new and different. Combining
AI with forensic search is an example. We
study the market and know we can't just
copy and paste things others are doing
already. Edge analytics that runs on Genetec
and Milestone and other major VMSs
is really helping us grow the business. We
realize it's about more than video management,
it's data management.
At some point, VMS is going to fade out
because you don't need to manage video,
you need to manage data. Why do you
need to manage data? Because ultimately,
we want to keep this world safe by sensing
things before they happen. Data has to be
analyzed to drive alerts, in which case operators
don't even need video. Of course,
human beings still have to verify with
their ears and eyes. At the last minute,
we'll pull the video from the camera, not
the Cloud or on-prem recorder, for a short
video clip that verifies it's a real incident.
Managing video doesn't make sense in
the future. It's more about managing data
to prevent things before they happen.
That's what we at i-PRO want to drive; not
being just a camera manufacturer but
being ahead of the new IoT world with
devices that gather data at the endpoint.
What is the mindset regarding AI?
Sekiguchi: The term AI can be very
confusing or even deceptive. For us, it's
more about analyzing data using video on
the edge. We just call it edge AI, which is
a strategy we're taking forward. We don't
need any more cameras. That's just taking
video feeds and then having human interaction.
Or maybe you may have analytics
at the backend, but you have to pull all
the streams through the network, through
the Cloud. It's not very scalable.
Security cameras are not appreciated
by end customers. It's just additional
costs. It's a cost against business risks.
To be honest, nobody wants a camera. At
some point, nobody's going to drill a hole
in the wall and have cabling and an ugly
thing in your room, which designers hate.
It will be swallowed up. It may be a door,
lighting, windows, at some point you
don't need a camera.
It's just a matter of time before many
things designated for just one mission
fade out. We at i-PRO are looking forward
to that, not that we want to disrupt the
security camera industry but if we don't
someone else will. Things are going to
come very quickly because AI is becoming
very smart. We don't want to just focus
on the traditional, " What's the next camera
model? " We listen to the market, but
at the same time we are collaborating and
looking at changes that may come very
fast to transform the security industry.
What are examples of how i-PRO is
helping integrators succeed?
Brennan: We learn a lot from integrators
and are here to support them. We love
these types of conversations because they
give you greater insight into the future.
We work with end users, but everything
goes back to the channel. The message to
the channel is, " Please re-engage with us.
Come learn about our organization. " We
understand the industry. You need to get
things done on time and on budget.
We've implemented a lot of tools, like
our EZ-2 Portal, that'll really assist and
help the integrators with system-built
designs. We've invested a great deal of
resources into becoming a company
that's easy to do business with. We are a
closed product, meaning you have to be
authorized to represent i-PRO because
we want to protect our integrators. We
are very sensitive in terms of our pricing
integrity and helping them and supporting
them grow.
We love our integrators, and I've been
blessed to get to know many of them. We
want to create a community of people who
embrace and enjoy working with i-PRO.
Their priorities are our priorities. SSI
Read more of this story and others at securitysales.com
82 Commercial Integrator+Security Sales & Integration | Sept/Oct 2023
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Commercial Integrator + Security Sales Sept/Oct 2023

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Commercial Integrator + Security Sales Sept/Oct 2023 - Cover3
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