Mr. Richardson,
In my own experience, one will NEVER be able to justify to the guys in the mid-levels in charge of finance to pay more for newest Megapixel IP Cameras if they have been able to "live with" the old analog cameras for several years. Comparing IP Megapixel -vs- Analog is comparing apples -vs- oranges, but the accounting guys don't care.
Having said that, I think there are some strategies to get the customer to switch to the newest technology:
1. Ask for permission to set up a FREE DEMO without charge: A basic PC with the VMS software installed, connect one or two Megapixel Cameras to a PoE switch and leave the system recording the potential customers premises and daily activities for 1 or 2 weeks. Save the video and send a complete report with screenshots directly to the General Manager or any of the members of the Board of Directors if it is a big enterprise.
2. The General Manager (or Company Owner if it is a family business) may find ways to approve and justify himself the purchase of Megapixel cameras after they see the quality and sharpness of the videos (the pressure will come from the top down to the mid-level finance people, rather than from the bottom up, as a manager I know use to say):
- The General Mger. can boast about his company having the latest in security to his weekend golf-playing friends and more importantly he may instruct his own marketing department to spread the news to the customers to gain even more customers using the "our-company-is-constantly-investing-for-your-own-benefit-and-security".
- Examples I've met:
1. A storage & logistics company may issue a press release informing that all their customers from now on will receive an extra value that their in transit goods are ultra-safe at the warehouse which is now protected with HD Megapixel cameras that are able to see clearly all the handling process. And this will lead to more customers wanting to use this warehouse's services.
2. The General Manager of a cash transporting company can boast that they have a competing edge in HIGH PERCENTAGE of missing or mis-reported currency amounts complaints solved SUCCESFULLY: because they are able to see clearly each of the stamps that identify the banking institution the stacks of money came from. And of course, also they can see clearly the faces of the employees handling the cash in pretty high resolution, not UGLY pixelated images like the analog cameras.
Hope this helps you with your case !!....