There are many dynamics to this situation, depending upon the types of applications and the business situation of the end user/purchaser.
Some things that are new become old. I'm involved in several projects where we're upgrading client video systems from analog cameras to network cameras, and the facilities have company stores with one-cashier purchasing points.
About 6 to 10 years ago (varies per client), having video on your desktop was "new" and the DVR was located in the manager's office, where the stores camreas could be viewed live, and retrieval of recorded video was easy and fast. The DVR rplaced the VHS tape systems, and of course the recorded quality and search capabilities were a leap ahead of VHR recorders.
Fast forward to now, and those same managers were told that they no longer needed a DVR type device in their office, that their existing company desktop computer or networked laptop could provide access to video and export of clips or images, and they could also view it on their phone or tablet. Surprise -- they didn't want access to the video at all! They wanted security to handle it for them.
What was once a "new and exciting" technology had become boring and ordinary, and they now have more important things to be concerned with.
Consumer technology trends, TV commercials (like ADT Pulse and COX Home Security) are becoming a pervasive influence on business stakeholder expectations and have made many aspects of high-tech seem ordinary.
At one time, it was a big "employee perk" to have a microwave in the coffe room. Now it's way beyond that, with refrigerators, Keurig machines, racks of gourmet coffees and herbal teas, a set of insulated coffee/decaf/hot water dispensers, and healthy-food vending machines as routine perks.
Along the lines of the opportunities described above, I have encountered areas where one member of a small self-funded business improvement groups was made very happy with a video security solution, and endorsed the the integrator to the group. Excellent follow up and negotiation brought made 6 or 12 other businesses happy customers, a similar kind of story to the ones told above.
There are all kinds of prospective opportunities out there, but many of them have no knowledgeable insiders, and it takes initiative, networking and reach-out on the part of the service provider to come in conatact with them and develop them.
When it turns into a chain-of-referals situation, that can be very exciting.