Alarm Dealer's Expansion to Surveillance

Author: John Honovich, Published on Jan 22, 2011

We examine the challenges faced by a medium sized alarm company that exapnded their core alarm business by offering video surveillance.  This can be a difficult situation as it involves new technology, new skills and potentially new suppliers. While this company has found a solution working with an online value added reseller, important tradeoffs and downsides exist.

The company has been a Honeywell alarm dealer for more than 20 years. They offer their customers an in-house monitoring solution and do not sell their accounts.  Security expertise and support are the core value propositions they seek to offer to their customers - some of whom they have serviced for more than decades.

***** *** ******* *** ********* ************ ******* ************ (****** ****** at *** ******* ** ** ******** ***** ********) *** ***** had ***** ******* ** ******* **** ******* ** *** ******** in *** **** ****** ** ********* ** **** *** **** alarm *********.   ************ *** ** '***-**'.  ** ****** ** ****** that ***** ** ********* *** ************ ********* ** **** **** segments ***** **** *** ** **** *****.

** *** **** *** ******** ********, ** **** ** *** techs *** ******* ********* **** *** '******' ********** ***** **** alarms **** **** ***** **** **********.  *******, *** ***** **** to ******* **** *** ****** **** *** *** **** **** same ********** ***** **** ** **** ** *** ********** ****** of ************ *******.  ** ** *** ***** ** ** ***** with *** **** ** ***** (*** ******) ************ ********, ** would ***** **** ** **** * *** ** ******** *** employees **** ** ********** *********.

***** ** *** ******* * ********* ***** ******, *** ******* choice *** ** *** ***** ************ ********.  ** *** *** equipment ** *** **** ****** ***** ** ******* **** *** his ******, *** **** ***** **** ******** *** ********* ** networking ****** *** *** ******* *********.   *** ***** *** ****** difficulty ** ******** *** *********** ******* ** *** ************ ********* (including *********** ******), *** ** ****** *** **** *** **** hurdle *** *** *** ********* ******* ************** **** ** *** customers (**/** ***********, ***** **********) *** *** **** **** *** equipment ******** *** *** ***** ********** *******.

***** **** **** *******, ***** ********* ********** ******** *** ************, he *** ** **** ********.  *** ***** **** *** **** at **** **** ****, *** *** ****** ***** **** *** networking **** ****** ******* *** ***** ** ***** ********.  ******* a ******* ******* *****, *** ***** ***** ***** **** **** 'confidence' ** **** **** *** ********* ********.  *******, ** **** that ******** ** * *** ******** **** ********** ****** ** complement *** **** ***** ** **** ********** **** ********.  *** average ****** ** ********** *** *** ***** *** **** **** 5 *****, **** *** ****** **** ********, *** *** ***** was ******** ** ********* ** '********' **** **** ****-******* *******.

** **********, ** ***** * ***** **-**** ************ ********* ******** who ******* ********** *******. *** ******** ***** **** *******-******* (** could ******* *** *** ******* ******** ****** ******), *** **** supplier **** ******* ********** ******* *** *** ********* **** ****. The **** **** **** ******** **-**** * ****** ***** ** had ***** ***** ** *** * ***** *** *******; ***** decades **** *** *****, ** ***** *** **** ** ***** something ***. ** *** ** **** **** **** ********* ********* would **** ** ** *** ***** *** **** ******* *** available **** ** *** *** ***** ****** **. *** ****** brand *** ************* **** *********, *** **** *** ** *** service ***** *** ******* ***** ****** **** *** **** ** the **** ***.

********** **** **-**** ******** ****** ***** ** ********* ********** *** offering ** **** **** *** ***** ** ***** **** ** basic ********** ** *** ***. ***** ******** ********* ****** ****** tools (*******.***,**********.***,**********.***), *** ******** *** ******* ** *** ***** ****** ** the *** **** *** **** **** ******* *** ******* ************* required. **** ******** (*** **********) *** ***** **** *** **** should ** **** ** ***** ***** ******** ****** ** ****** cost ** *** *******. ** *** **** ****, *** ***** would ******* *** ******** **** ****** *** *** ******** ***** would ** ** ***** **-**% ***** **** ***** *********, ******** the ***** *******'* ******* ** *******.

*** ***** ******* ** ** *** *********. *******, **** *********** does **** *****.

******* ** *** *** ** ***** *** ************ ********* ******* of ***** **** ** *** **** ** ***** *** **** day **** *** ****** *****, *** ********* **** ************** ********* will **** ** **** ************* ***** **** *** ************ ****** he ****** ** ***** * ******* ****** ** ********* ******* for **** *******.  ** ********, ** ** ****** *** *** brand ******* ** *** ***** ********* ********. ** * ****-**** dealer ***** *** ******* *****, **** ***** **** * ******** effect ** ******** ********** *** ******** **** *** ************ **** his ******* ***** *****.

*** ******* *********, *******, ** *** ****** *** ****** ******** support ****** **-*****.  ** *********** * ******* ** *** *******, he ***** ***** **** ******** ** *** ******** ****** ** do ********.  ** * ************ *******, **** ***** ***** ** wise ** ******* **** *** *** ******** ***** *** **-***** techs ** ********** ** ** **** **** *****, *** **** will ** ****** ******** ** **** **** ****.

******* / ******

**** **** ********** *** ******* ****** ** *** ********:

  • *********/************ ********** ******** ** ******* *** ***** ** ***** ********* beyond *** *****
  • ****** ******* ***** ****** ** ****** *** ******* ** ** provided **** ******** (******* ****** *****)
Login to read this IPVM report.
Why do I need to log in?
IPVM conducts unique testing and research funded by member's payments enabling us to offer the most independent, accurate and in-depth information.

Related Reports on Networking

Multicasting Surveillance Tutorial on Jan 04, 2018
Network bandwidth can be a concern for some surveillance systems. While improvements in video codecs, such as smart codecs for H.264 and H.265,...
2018 IP Networking Book Released on Jan 03, 2018
The new IP Networking Book 2018 is a 228-page in-depth guide that teaches you how IT and telecom technologies impact modern security...
QoS for Video Surveillance on Dec 29, 2017
Along with VLANs, QoS is one of the most misunderstood topics in IP surveillance networks. Many purported "experts" claim it is required in any...
NVRs - Embedded vs Separate PoE Switch (Statistics) on Dec 21, 2017
Many NVRs now offer PoE switches embedded, allowing IP cameras to be connected directly to the recorder. On the plus side, these units can...
STP vs UTP for Video Surveillance Tutorial on Dec 20, 2017
For many video system designers, deciding which ethernet cabling to use is a quick decision: go with the cheapest.  However, this overlooks the...
Security Integrator IT Expertise Statistics on Dec 07, 2017
20 years ago, putting physical security systems on IP networks was just emerging. Today, almost every system is networked in some way, IP cameras...
Cisco Falling - Favorite Network Switches 2017 on Oct 20, 2017
1 major manufacturer fell and 1 outsider manufacturer gained as integrator favorites for network switches from more than 140 votes / explanations...
September IP Networking Course on Sep 14, 2017
LAST Chance - Registration is ending. Register now. This is the only networking course designed specifically for video surveillance professionals...
VLAN For Video Surveillance Usage Statistics on Aug 21, 2017
VLANs (see our tutorial) are an option for networks using video surveillance, but how often are they actually used? 125+ integrators told us how...
IPVM First Dean's List W2017 - Thomas Atkinson, Matt Hurly and Fredrik Lundqvist on Apr 24, 2017
IPVM is happy to congratulate and celebrate our first "Dean's List", the top students in our courses. For the Winter 2017 IP Networking course...

Most Recent Industry Reports

Visio For Video Surveillance Design on Feb 20, 2018
Many integrators have standardized on AutoCAD for camera layouts but new users may be overwhelmed by its learning curve. Microsoft's Visio...
Health Care Insurance Integrator Benefits Statistics on Feb 20, 2018
How common and how much healthcare coverage is typically provided by security companies? 150+ integrators explained how their companies provide the...
Hikvision Deletes Genetec Support on Feb 20, 2018
There will be no peace between Hikvision and Genetec. A year after Genetec expelled Hikvision (and Huawei, citing Chinese government control...
Change Orders - Sometimes Necessary, Sometimes Unethical on Feb 19, 2018
Change orders are a common element in project sales. Sometimes they are a necessity and appropriate ways to deal with arising issues, but sometimes...
Bosch Merges Video, Intrusion and Access Businesses on Feb 19, 2018
Bosch is merging their "video systems, intrusion detection, as well as its access control and management software business units to form a single...
Why 3VR Failed on Feb 16, 2018
3VR destroyed transformed ~$65 million in VC funding into a $6.9 million exit. The reason they failed is simple. They bet on analytics. They...
"Fear Mongering": Hikvision USA Cybersecurity Director Dismisses Chinese Government Ownership Concerns on Feb 16, 2018
The facts are: The Chinese government created Hikvision and is Hikvision's controlling shareholder. Hikvision's Chairman, a Communist Party...
16:9 vs 4:3 Video Aspect Ratio Statistics on Feb 16, 2018
What aspect ratio do security integrators prefer? The 'standard' 4:3 or the 'wide' 16:9 one? 100+ integrators told us what they preferred, with...
Mercury Releases New Series 3 Redboard Access Panels on Feb 15, 2018
Mercury Security has their first major product release post-HID buyout, and things literally look different. The Series 3 SIO boards now are red...
Last Chance February 2018 Camera Course on Feb 15, 2018
This is the last chance to get into the Winter camera course, starts next Tuesday. Register now. IPVM provides the best education, live online...

The world's leading video surveillance information source, IPVM provides the best reporting, testing and training for 10,000+ members globally. Dedicated to independent and objective information, we uniquely refuse any and all advertisements, sponsorship and consulting from manufacturers.

About | FAQ | Contact