Subscriber Discussion

Competing Integrators Do Own Network / Server Design At Lower Cost - What Can We Do?

UI
Undisclosed Integrator #1
•Sep 07, 2017

When bidding on VMS projects, we often run into a requirement where the integrator is required to design the required server and core/edge network infrastructure for camera systems.    

While we can usually rely on BCD to specify the requirements,  other competing integrators do their own design and have purpose built servers at much lower cost, which is typically the most significant bulk of the equipment budget overall.

Can anyone offer suggestions as to resources / partnerships with other vendors who specialize in this approach? 

 

JH
John Honovich
•Sep 07, 2017
IPVM

#1, I changed the title. I hope this accurately describes it as I want a title that clearly conveys what you are going for.

My general suggestion is that this is the type of expertise you want to develop in house, either through one of your stronger IT techs or by hiring a specialist who can fill this role. That could be done with a combination of IT certifications and building one's own internal lab.

One important question - what are these competing integrators specifying in their designs? You may learn something from them. They may be doing something smarter but they also may be taking shortcuts or assuming more risk.

UI
Undisclosed Integrator #1
•Sep 07, 2017

I'd like to say we have the in-house expertise, but it is limited in terms of what system houses can do in terms of design.  

 

VM applications, thin clients and hyperconverged server pooling are some of the things that we've seen firms present and win.   

 

I see the value , but can't afford to hire in house resources who are expert at this.   Our Genetec/Milestone engineers typically leave the hardware design to us.

 

Dealing with the distributors  or vendors such as Dell or Ingram Micro is not ideal as they are not prepared to deep dive on these opportunities.   The onus is usually on the integrator to come up with the most cost effective solution and get a quote from the Server vendors based on a bill of materials.

 

 

UI
Undisclosed Integrator #2
•Sep 07, 2017
In reply to Undisclosed Integrator #1

Are you/BCD over specifying hardware or is it possible your competitor is underspecifying?  It may be worth a look into what they are providing versus what you are providing.  There is usually a "tax" that is added to the processor load just by being virtualized.  I would think dedicated hardware would win out in terms of price.  If your competitor is winning a feature-based comparison between their virtualizing and your dedicated hardware it is possible that the only viable course is to adapt.

Rolling up your own server is not too difficult though I would advise investigating the real long term cost.  I used to build servers using iStar chassis and the higher end Intel motherboards.  The biggest challenge is there are few resources available for support under this model.  My lesson learned is that if I built my own I have to support my own.  This can be a drain on resources particularly if there is a bad batch of components.

White label servers from companies such as SuperMicro are one option that is available to all, just get an Ingram Micro account.  If you have the volume perhaps you could buy custom servers from ODMs like Foxconn, Pegatron, or Quanta.

I was always pretty pleased with BCDVideo.  If you do not/will not acquire the necessary personnel to support any of the above options then I strongly recommend sticking with BCD.  

Seneca Data is another option/competitor to BCD.  I have found their equipment options rely too heavily on consumer motherboards/processors for my taste.  The units that make use of consumer chipsets are likely to be more cost competitive though.  

YMMV

(1)
U
Undisclosed #3
•Sep 08, 2017

Outsource the design to an "Independent" consultancy with expertise in design of such elements. You don't want to hire someone at a competitive wage and benefits (in his/her field), make sure certifications and training are always up to date.  I would also NOT assign such a person to something else just to keep him/her making billable hours. That being said, if you have the business, by all means hire.   

Our Genetec/Milestone engineers typically leave the hardware design to us.

The two you mentioned have told me strait up that engineering services are available (at some cost of course); as a matter of fact, when I design a large system, it is part of my specification (Perhaps you can do the same with your customer's RFP). I require  it to make sure my client has the solution appropriate to the  manufacturer proposed by the integrator. That being said, in most of my projects, the Owner's IT department is usually responsible from the RJ45 back (including OS, AV, etc). 

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