Security Sales & Integration June 2021 - 54

Original Research
2021 SSI Video
Surveillance Deep Dive
Top 8 Reasons for Not Offering or
Struggling Selling Cloud-Based
VSaaS
1. Costs (869 points)
2. Developing pricing or business model
(833)
Top 11 Features That
Help Integrators Sell
Video Surveillance
Products
1. Ease or speed of
installation
(1,215 points)
2. Your cost of hardware
(1,190)
3. Brand recognition to
your end customer
(1,107)
4. End customer ease
of use (app or portal)
(1,105)
5. More integration
partners / platform (security
panels, VMS, etc.)
(997 points)
6. NDAA Compliance (939)
7. Edge-based analytics
(no NVR or Cloud fees)
(871)
8. Protected " pro only "
lines (no online sales)
(840)
9. Creation, enforcement
or application of security
licensure laws (832)
10. Industrial design/color
options (831)
11. More DIY type features
(725)
Dealers and integrators most
want to get their installations
done easily and quickly. Cost,
brand recognition and ease of
use for the customer also drew
a lot of support. While grabbing
headlines, NDAA compliance
failed to crack the top 5.
54
Security Sales & Integration JUNE 2021
3. Demand and marketplace
acceptance (826)
4. Staffing (744)
5. Training (712)
6. Marketing (635)
7. Determining sales incentives (624)
8. Codes, regulations or standards (597)
The leading three hurdles here - costs,
pricing and business model, and marketplace
demand and acceptance - were substantially
ahead of the rest of the impediments.
Top 12 End-User Challenges
Running Surveillance System on
Corporate Network
1. Cybersecurity risks (1,401 points)
2. Quality of service concerns (1,256)
3. More complex networks (1,248)
4. Higher network costs (1,242)
5. Network reliability (1,222)
6. Disruption to business (1,161)
7. Conflicts with IT staff (1,159)
8. Demands on staff and skillset (1,083)
9. ROI being questioned (1,052)
10. Privacy issues (1,014)
11. Longer deployment cycles (1,014)
12. System access privileges (988)
Integrators say their end-user clients most
often cite cybersecurity as the top networked
video surveillance risk factor. The balance of
the top 5 concerns were more tightly bunched
- QoS, complexity, costs and reliability.
Extent End-User IT Departments
Hinder Deploying Cloud-Based/
Networked Video Solutions
Never
7%
Infrequently
16%
Most of
the time
27%
Sometimes
38%
Nearly eight in 10 respondents (77%) report
that dealing with end customers' IT departments
impacts networked video system
progress at least some of the time. Fewer
than one in 10 indicated it is never an issue.
Percentage Video Revenues
by Vertical Market
Residential - Single Family
Commercial Offices
Small-to-Midsize Businesses (SMB)
Critical Infrastructure
Retail
Government
Higher Education
Industrial Manufacturing
Financial Institutions
Healthcare
Residential - Multidwelling
Schools, K-12
Hospitality
Houses of Worship
Quick-Serve Restaurants
Retirement Homes
Cannabis Facilities
Sports/Events/Entertainment
20%
16%
15%
14%
14%
13%
13%
13%
12%
12%
12%
12%
11%
11%
10%
10%
8%
8%
Overall, all vertical markets shown here came in
lower than the previous study. For three years
running now, residential tops this list, while
offices moved from the third position in 2020.
Always
12%
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Security Sales & Integration June 2021

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