Video Surveillance Business 101

By: IPVM Team, Published on Mar 30, 2020

This report explains the fundamental elements of the video surveillance business for those new to the industry.

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This is part of our Video Surveillance 101 course.

In this report, we cover the roles of:

  • Brands
  • Manufacturers
  • OEMs
  • 'The Channel'
  • Distributors
  • Manufacturer Reps
  • Integrators / Installers / Dealers / Trunkslammers
  • Consultants
  • Online Stores
  • End Users

****, *** ***** ******* entities ******?

**** ********** **** ******, you **** ** **** to ********** *** ******* to ****** *** ********* key ********* / ******** issues:

  • *** ****** '***' *** end-user?
  • **** ** ****** ******* a ******* ** * manufacturer ** ***? ***?
  • **** ****** *** **** of ****** ***** **?
  • **** ** *** **** way *** ***-***** ** make *********?

*************

************* *** *** ********* that ******** **** *********. What ** ***** ** 'make' ********* ** ***** surveillance *** ** *******. Some ****** *** * 'manufacturer' *** ** **** both *** ******** *** software. ******, **** **** restrictively *** **** * manufacturer *** ** **** the ********** ** *** hardware.

****'* ********** ** **** a ************ ***** (********) their *** ******** *** (at *****) ********* *** components *** ****** ** their ********, ** ** owning *** ********* ***** own *********.

***** *** * ********** of * ***** ***** surveillance *************:

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******

****** *** *** ***** behind ********* **** **** video ************ ********. *** example, ********* ** * manufacturer *** *** ** an *** ** ********* but **** *** ******* separate ******.

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***-***** ***** ** *** know *** ************ * product *** ********* *** see **** ***** **** have, **** ** ** simply ******* ** *** label ** ***** *********.

OEMs / '***********'

**** *** ********* **** take ********* **** ********** (software *** ********) **** others (*.*., *************) *** have **** ************ ***** minimal, ****** ******** *******.

*** ****** *** '******** equipment ************', *.*., ***** and *** ******* *** the ******** ********* ************* for ********* ** *******.

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** ******** ****** ***** say "********* ** ****** from ***** *** *******." The ***** ***** ***** some ** *** ********* and ***** **** ******:

***** *** ** *** most ******** **** ****, a ******* **** ** actually ********** ***** **** better ********* **** ** (or ** ***, ** this ****, ***** ****).

**** ********* ***** ******** any ***** *** ***** on *** ******** ** the ************* ***** *****:

Mix ** ************ / ***

**** ********* *** ************** manufacturers *** ****. *** example, **** ************* **% of **** ** ***** but ** **** * handful ** *********** **** others, *.*., ** ***** from *******, ******* ***** from ********, ***. **** complicated, ********* **** ******* IP ******* *** ** has *** *** **-***** VMS *** ****** *******.

***** ***** ********* (***** local ** *********** ********) may *** **********, ****** companies ****** **** *** vary.

Selling ** *** *****

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************* **** ******** *** they ***** ************* **** them ******** *** ***** website ** ** ***** own ****** (***** *****) but, ** ********** ***** surveillance, **** ** ****** never ****.

*******, *** ****** ******** (think ***** ** ******* 500 ** ********** *****), some ************* ** **** to ***-*****. ********* **** is ***** ********* *** often ************* **** **** sales ** ******** ********* the *******.

The *******

'*** *******' ************ ****** to ***** ******** **** support ************* ** ******* and ********* ********. ***** include ************, *******, *********** and ************ ****.

************

************ *** ********* **** buy **** ************* ***, at ***** ** *********** definition, ** *** **** to ***-*****. ************ ******** sell ** ********* **** ultimately **** ** ***-*****.

***** **** ***** **** an ***** ****, ************ play * **** *****:

  • **** *** **** * 'bank' ********* ***** ** dealers (*.*., *** ****** to *** *** ** or ** **** ***** purchase), ***** ***** *** manufacturer **** ***** ******** in ****.
  • **** ******** *****, ** least *********, ***** ***** customers *** ******** **** quickly.
  • **** ****** ***** ********** so **** *** ************ does *** **** ** deal **** ********* *** hundreds ** ********* ** dealers.

**** ************, ****** ** differentiate **********, **** ***** more ****** **********, ********* support, *** ******* ** equipment.

****, **** ************, **** a ******* ** ***** branch ********* **** *** make ******* ** ***** quicker, ******** ***** *******, on-site ********, ***.

**** ************ **** ******, at ***** *********, ********** to ****** ********* ****** this ** *********** ** it ****** ******* *** integrators.

*** *** ************* *** distributors, ** **** ****** to **** ****** ** dealers, ****** *** *********** markup.

Manufacturer ****

**** ***** ************ ************* employ ***** *** ******** sales *****, *******, **** smaller ************* ******** ***** companies ** **** **** the *******. **** ***** cost ******* *** ********** manufacturer *** **** ********* represent ******** ******* *************' products.

*******, ******* **** *** representing ******** *************, **** reps ** *** **** expertise ****** *** ** their ********.

****** ************ ***** **** are **** ** ***** on *** *** ** products. *** ******* ************* may **** **** ********-******* sales **** (*********, **********, transportation, ***).

*******

******* ********* ***** ** any ******* **** ** authorized ** **** ******** of * ***** ************ and *** ** ***********, installers,*************, ***.

*********, ******* *** ******* varying ******** ****** **** increase ********* ***** ** volume ****. ***** ****** dealers *** **** **** and *********** **** ** focus ** * ******* number ** *****.

******* ** *** ******* size *** ***** ** dealers, *** ********* ** many ** ****** ***** technical ************, ******* ** continue *********, *** ******* testing ** *** ********, many ******* ** *** adapt **** ** ***** shifts ** ************ (*.*. analog ******* ** **).

**** ************* **** **** to ********** ******* (*.*., Avigilon, *******) ***** *** be * ******* ** those ******* (*.*., ******* competition) *** *** ** a ******* *** ***-***** if **** **** ******* else ** ******* ***** systems ** ** ** it **********.

***********

*********** ***** ********* ****** design *** ************** *** do *** **** ************ equipment. **** *** ***** called ** *** **** of ********* *** *********** (A&E) *****. *********** *********** are ******** ** ********* the ********* ** *** end-user *** *** ** improperly ********** ** *************.

**** **** **** ***** who ***** ** *** have *** ********* ********* or ***** ** ****** their *** ******* *** often *** ******** ** facilitate *********** *** **********.

*******, **** ********** ***** are **** ***********, **** knowledge ** **********, **********, civil ***********, ***. *** are *** ***** ************ specialists. ********, ***** **** do *** **** ************ equipment, **** ************ ************* market ***** ********* ** consultants, ******* *****-***-****** ************ *******, ***** *** **** those ************* ** ****** advantage.

Online ******

****** ****** ********* **** low-cost **** *** *******, that ** *** **** tightly ********** ** ****** sales ********. **** ********* support ******* *********** *** DIY *****.

***** ****** ***** ** online ****** ***** ************ products:

******* ****** *****

****** *** ******* ***** many ***-**** ************ ********, primarily ****** ** ***/***********, and **** ******* ******* for ***-**** ** ****-*** enterprise *******.

******* **** *********** - Not ************ *******

****** ****** **** **** computer **********, */*, ****** equipment *** **** ***** IP ******* *** *** equipment **** *&*, ***, and ******. ***** *** technical ******* ********** *** vary **** *********** ** none.

****** *** ***** ********* do *** **** ***** sellers **** **** *** looking ** *** ******* using ** ********** **** an **********.

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

************* ******* **** ******* online ******, ***** *******,** ********, ********'****** ** ************ ********, and ********* ***** ***- and ****-***** *******, *** technical ************** *** ********. Typically ******* *** ***** and ******* ******* *** from ***** *********.

End *****

*** ***** ******** ************ systems ** **** ******* and ****** ***** *** life ****** *** ******** operations.

***** **** ***** ** end ***** ***** (**** physical ******** ** ******** maintenance ** **** **********), the ******* ****** *********** is ********* *** **-******* or *** **** ***.

**-******* ****** (**** ** manager) **** ** ***** more ** **** ** setup, ***********, *** ****** access ********** ** ********-******** features (**** ***** *******, VMS ************, ***.). **** are **** **** ****** to ****-******* *** ** not *** **** ***********.

** ********, ********-******* ****** (like ******** ******** ** loss **********) **** ** focus **** ** ********-******** features. ***** **** ********* get *** ** **********'* input, **** **** *** final ****** ******** *** generally *** **** *** use *********** *** ******* and ***********.

Comments (5)

* ** **** **** of **** ******* **** lots ** ******** **** this *****. ** ***** to ******* ******** **** brevity. *******, **** **** to **** **** ******** - *********, ***********, *****, objections, ***. ******!

***** *** , **** the *********** *** ********** of *** ******** , side ** ****

* **** **** **** example **** ***** ***** working ** ****** ******** and ******** *** * different *******'*, ********* *****, different ******

*** **** ******** , look * *****, *** operationally *** **** , little *********** ** ** to ***** *** ********

**** * *** *** patent ************ ******** ** this **** *** ****** how , ***, ** over **** ** **** owner ** *** ***** of *********

**** **** ***** *******.

**** ******* ****.

********* ******* **** ******** the ********* ****-********** *** products *** ************ *** move ** ***** *********.

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