How Do You Present/Sell A VMS Against An NVR?

From the other post Software Only VMS vs NVR Appliances it was mentioned how a software-only VMS is much easier to use than an NVR based VMS. To be technical Smart PSS is still a VMS right?

I do not disagree.

But how do you present that to a client? Do you do a demo of the software? How do you know if the client is looking at a HIK vision quote, a Dahua quote, and your Milestone quote with Dahua/Hik cameras? No doubt about it, the Milestone quote is going to be higher.

Is this just part of us having to rework our sales process, and develop a better relationship with our clients?

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