SMB Market Video Surveillance Guide

Author: Brian Rhodes, Published on Aug 20, 2015

This 13-page guide explains the key uses, design factors, and players in the small-medium business surveillance market.

A global group of 90 integrators responded, each offering insights in selling, implementing, and maintaining video surveillance systems in one of the most common, yet diverse market segments.

Note: this report is a companion to our Favorite SMB Video Surveillance Manufacturers report that details which camera types and recorders are commonly proposed to these customers. For more survey results, see our School Video Surveillance Guide, Hospital Video Surveillance Guide, and City Video Surveillance Guides for similar vertical reports.

Questions Answered

We share these core insights on SMB surveillance systems:

(1) What Is The Typical Customer Profile?

(2) What Percentage of All Projects are SMB?

(3) Who are Your Primary Competitors?

(4) What types of Niche Security Technologies are popular with SMB customers?

(5) How Crucial is Remote Viewing?

(6) How Often are Sales Closed on the Quotes You Give?

(7) How big is the Internet Price-Checking Threat?

Inside we examine each question in depth and provide the key findings their answers revealed about how the SMB market buys and operates video.

**** **-**** ***** ******** *** *** ****, ****** *******, *** players ** *** *****-****** ******** ************ ******.

* ****** ***** ** ** *********** *********, **** ******** ******** ** *******, implementing, *** *********** ***** ************ ******* ** *** ** *** most ******, *** ******* ****** ********.

****: **** ****** ** * ********* ** *********** *** ***** ************ ************* ****** **** ******* ***** ****** ***** *** ********* *** ******** proposed ** ***** *********. *** **** ****** *******, *** *** ****** ***** ************ *****, ******** ***** ************ *****, *** **** ***** ************ ****** *** ******* ******** *******.

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

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

(*) **** ** *** ******* ******** *******?

(*) **** ********** ** *** ******** *** ***?

(*) *** *** **** ******* ***********?

(*) **** ***** ** ***** ******** ************ *** ******* **** SMB *********?

(*) *** ******* ** ****** *******?

(*) *** ***** *** ***** ****** ** *** ****** *** Give?

(*) *** *** ** *** ******** *****-******** ******?

****** ** ******* **** ******** ** ***** *** ******* *** key ******** ***** ******* ******** ***** *** *** *** ****** buys *** ******** *****.

[***************]

*** ********

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

  • ******** ***** *******: *** *** ****** ** *******, *** ***** is ** '******* ********'. *********** *** ********** ****** * ***** mix ** **********, **** **** ** *** ******* ****** ** similarity ****** ***** ****** ***** **** ******.
  • **** ****** ********: *** ******** *** *** **** ****** ******** by ********** *** **** ********** *** *********** ********** ** *********.
  • ******* ***********: ***** ************ ********* *** ***** ** *** **** common ********** **** ********** ** ******, ******* ***** ****** ********* include ************, ** *****, *** ***** *********.
  • ******** ********* ********: *** ******** ** *********** **** ****** *****, *********, *** integration **** ****** *******, ******** ********* ******* *** * ******* ********.
  • ****** ******* **** ****: *** ******** ** ********* *** **** is * '****-****' ******* *** ******* *** *********.
  • ***** ******* ********** ****: ***** ******* ***** ***** *** ****, responses ********* **** ** ****** ****-**-***** ****** **** *********** *** business, *** **** **** **** *** ***** ** ********* *** in *******.
  • ******** *****-******** ***: *******, ********* ******** ****** ** *** ******** seldom *******, **** **** **** ********* ******* *** ****** ***** skill * *** ******.

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

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

********: **** *** *** **** ****** ***** ** ********** ** ************* that *** ******* ** ******* ** **** ** * ****** site?

*******: ******* ********, *** *** ******* ** ***** ****** ******** ******** and ********** *********: ****** *********, *********, ****** *******, *************, ********, Restaurants, ********* *********, *** ***** ************** ************. 

** *** *** ******* *****, ******* ****** *** ********* ** the ******* *****:

  • "** ** **** ** ***** ** *** *****.  ****** **********, ***** ********** ******* (** *** * ******** *******), day/child ****. ****, *** *** ****, ***********. *** ***** ** a ********** ******* *** *-* ****** ******** *** *** * - ** ****** ********. ***** * ** ** ****** ****** about *** *****. **** * ** **** ***** *** ******* system ****** *** *******. ******* **** **** ** **** *** large **+ ****** ********."
  • "********** ********* **** * ****** ***** ** ********, ** ***** is ** **** ** ******* ******** ********* **** * ****** camera ******. ****, **** ****** ********* **** ***** **** * smaller ****** ****** *** ** ***** ** ********* ***** ***** system ** *****. **** *********, ** ******* ***** ******* **** or ** ****** **** **** **** ***** *** ********** *******. Most ** ***** ************ *** *** ******** ******* *** ******** perimeter ************. *** ***** *** **** ****** *** ******** ** the ****** ****** ***** ***** *** **."
  • "***** ** *** ****(***** **,*** ****** **** ****) ** *** customer ******* ***** ***** ** * ******, *************, **********, ********** units ***** ******** ************ *** **** ****** & ******* *****."
  • "******* ********* ********* *** ****** *** ***** ******** **** ** a ***** ** ****** ***** ********."
  • "***** *****, ***** ********* *********, ******, ***********"
  • "*********** ****** *** ***** ***** ****** ** ***"
  • "********, ********, *** ***** '**** ******' ********** **** ********* **********."
  • "*****-****** ****** ********, ****** ******, ****** ****** ****** *********, ******, Banks"
  • "** ******* * ** ** ****** ******* **** ******** ** community (**********) *******, ***** ************/********* **********, ******* **** & **** facilities, ***** **********, *** ***** ******* *** ********/**-*** *****."
  • "** ******* * ** ** ****** ******* **** ******** ** community (**********) *******, ***** ************/********* **********, ******* **** & **** facilities, ***** **********, *** ***** ******* *** ********/**-*** *****."
  • "******* ******, *** ********, ***** *********/****, **********, ******, **********"
  • "********** ******** (******* ********* ****** *****), **** *******, ****** *******, Elementary *******, *** & *** *****, ******, *** ******* *********** (not ** *** ******** *********** ******)."
  • "***** *******, **** **********, ******* ***** ******** ********** *********"

*** ****** *** ***** ********?

********: ** *** **** ******** **** ********** *** ***** ** *******, single **** ****? *** *** ***** ****, **** ** *** same ** ***** ***** ** ******** **** * ***** ***?

*******:  ** *******, *** ***** ****** ** ***** ************ ******* **** increased ***** *** ** *** *** ******* ** ******* *** more ********** ** **** *********** ***** ******** ** * ***** ago.  ***** **** ********* ********* * ******* ********, **** ********** noted **** *** ***** **** *** **** ** * ****** of ***** *** ******** ******* ******** ** ****** ******* ** increased ********** ** *** ***-*** ******** ****.

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

  • "**** **** **% ** *** ******** ** ***** ** ****** projects. ** *** ***** ****."
  • "** *** **** *** ***** ** **** **** ********** ******* each *****, ****** *** ***** *** ** **** ********** * each ****. **% ** ******** *** **-** *******. ** **** done *** ** ***** **** **** **** ** *******, **** few **** ** ***** ** **** **** ** ********."
  • "**% ** *** ******* *** ***** ** *******. ** ** more ** **** ******** **** * ***** ***. * ******* Project ** *********** ** ***** ** *******.."
  • "***** **% *** ***** ** *******. * ** ***** **** today **** ** *** **** * ***** ******* **** ****** are ********* ** ********** *** ********** ** ************ ******."
  • "**% *** ** *** *****, *** ** *** ***** **** than * ***** *** *** ****. * ***** ***** **** grew ** ****** ***%"

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

**** ****** *** ******* *** *****, *** ******* ** *** continued ******:

  • "**%. ** *** ***** * *** **** ** *****, ******** because *** ***-**** ****** **** ******** ** **** ** ****** years."
  • "** *** ***** **** ******* ********. ** ***** **** ***** surveillance ** ** ****** * **** ****, *** ****** * requirement."
  • "* ***** *** ~**%. ** *** ***** **** **** ** these **** * ***** ***."
  • "***** **% *** **** **** **. ** ** **** *** but ** **** ********* *** ******* ** **** **** *** install **** ***."
  • "* ***** *** **% ** *** ******** *** ** ******* or ****. ** **** ** ** ***** **** ** ***** each ****"

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

*******, ******* ********** ***** **** **** **** ******* **** * decline ** *** ******** ***** ** ******* ****** ******* *** increased ***********.

  • "** *** ***** **** **** * ***** ***. ** *** focused ** ****** ********."
  • "******* ****, ******* ** **** *** *** *** **** ** it **** **, ** ** ***** ** *** ********."
  • "****. **** ****** ******* *******, *** *** ** ******* **** it **** ** **."
  • "**** ** ***** ******** ***** ** ***** **** *-** ******** which **** **~** ******* ** * ****. ** **** ***** a *** ** ***** **** ****** *** ***** ********* *** it ***** **** ****** ******** *** *** **** *** ***** now."
  • "**'* * ********** **********, *** ** *** ****** **** **** than **% ** *** ***** ********. *** ******** ** ************ to *** **** **** ***** *** ** **** ******* *** off *** ***** **** *** **** ***** ** *** ******."

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

********: *** *** *** **** ****** ***** ** *********** *** ***** 20 ******, ****** **** ********? **** ** **** ***** / lead ****?

*******:  ***** ******* ****** ** ******, *** **** ****** *********** for *** ******** *** *****, *** ********, ****-******* ********** ******** (irreverantly) ****** '*************'. ***** ***** *** ***** *** ********* *** newer ** *** ******* ****** *** *** ***** ******* ** take **** ******* ** **** * ******** ** ********:

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

  • "***** ***** ********* (***** ** *********). ******* **** ***** *********** prices (*** ** ***** *** ******** ****), *** **** *********** with *** ******."
  • "**** ** *** *********** *** ***** ********. ** ******* *** the ******** ******* **** ** *** ****** *** **** ** us *** ********* **** ******** * *** ** *** *** operation."
  • "****** *********** *** ***** ******** **********. **** *** ******** ***** Chinese *******."
  • "****** *** *** ****, ******* ******** *** **** *** ****** costs ** ***** ******."
  • "********* ****** ***** ******* *** *** **** ***** ** *********** that **** ** ***** **** * ********* ***** (*.*. ***** system ****). ***** ******** **** ** **** ***** ******** *** are *** ******* ** ***/*** ***. ***** *****, **** ****** resolution. ***** ****** **** ********* **** ** *** *** ** bundle ** ***** *** ***** ****** ** ******* ****. * lot ** ***** ***** *** ****."

*******, ***** ****** *********** ******* ********** *****, ** *********, *** intrusion ***** ********* ********* ***** ********* *****:

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

  • "***** ***********, **** ***** **** ******. **** ****** *********** ******** install ** *******. *** ******* **** *** ** *** *******."
  • "** ******* **** ******* ********** *********** ** *** ** ******* projects."
  • "********** ***********. ********* **** ***** ******* *** **** ** *** box ******."
  • "**** ** ***** ******** **** **** *********** *** **** ** whatever ***** ******** ****** **** ****."

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

  • "******** ***** ** ******* ** ********* *** ***** *********** ** this *******."
  • "*** ***** ** *** **** **** ****** *** ******, *** makes ** ***** **** * ***/***."
  • "** ********* ******** ******** ** *** **** *** *** ********** Costco/Sam's **** **** ** *** *** ***."
  • "***** ******* ********** ****** ** *** ** **** ****, *** we *** **** ** *** **** **** ***."
  • "******** ********* *** ***** ******** *** ** **** **** *** work **********."

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

  • "** *** ***** ******* **** **** **** ****** ******** *******."
  • "*********, ****** ***** ***** ******* *** *'* ***** ** ******* the ***'***."
  • "***** *********, *** **** **** **** ***** ****** ***/***. **** usually *** ** *** *** ********* ******* ***** ****** * live **** ******* ** ***/*** ****."
  • "***** ***** ******* **** ********* ***** * *********, ******, ******** also ** **** **** ****** * *** **** **** *** Flir *******."
  • "****** - ********* **** **** **** **** ***** ***** ************."

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

********: ** *** ************ ***** *** ******* ************ ** ********, **** as ****** *****, ***** *********, ********* *******, ****** ******* ***********, etc. ** ***** ** ******, ****** **** ********? *** ** why ***?

*******: *** **** ****** ****** ** '****', **** ********* ********* ****** lack ** ******** ** ** ******* ** *** ******. **** answered *** ******** ******* ** **** ***:

"* **** ******* *** *** ************ **** *** ******* ********. Our ******** ** *** **** *** **** *** ****** *****. I **** **** * ******* ******** ** ********* ******* *** access *******. ***** **** *** **** ** ** * ****** for **."

** ******* ***** *********, ********** *** ********* ***** ****** *****, video *********, *** ****** ******* *********** ** ****.

****** '***** *******' ************ ****

  • "** ** ***** ******* ******* **** **** ** **** *** it's ********* **** *** ****** ****** **/* **** * ******* IR *******"
  • "**. ***** ** *** **** ******** ** **** ******* *****."
  • "***** ********* **** ** ******** *** **** ***** ** ***** as ********."
  • "* **** ******* *** *** ************ **** *** ******* ********. Our ******** ** *** **** *** **** *** ****** *****. I **** **** * ******* ******** ** ********* ******* *** access *******. ***** **** *** **** ** ** * ****** for **."
  • "**** ** *** ********* ***'* ******* ** **** *** **** for * *** ** ******* ******** ******. * *** ** our ******* ******** *** * ******** ** * ***** ** or ********* *** ********* **** ********* *** **** *** * surveillance ******, ** * *** ** ***** ********* **** **** a ****** ****** ****'* *********."
  • "**. **** **** ******* ** *** ***** ** * *** component ** **** *****"
  • "*** *********. **** ** ***** ***-***** ** *** **** **** level ** **************. ****, * ******* ** ***** ******** **** through *** *** ****** ***** *** ***** ** ***** *** most ********* *******."
  • "*********, **. ***** **** **** ** ** ******* ** ****** so *********** ****** ******** ***'* **** **** **."

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

  • "** **** ***** *** ******* *** ****'* ***** **. "
  • "** **** *** ********* ********* ** * ******* *** **** love **. ** ** ****** ** ******** ** *** ****** sales *****. ** ************ **** ****** **** ***** ******."
  • "** ** ***** ********* *** ****** **** *****. ** **** cases ** *** *** ********* ********** ** ****** *** ****** of ******* ********."
  • "*** ********* ******* *** **********."
  • "**** ********* **** *** **** ***** *** ***** ****** ****** that ********** *****."

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

  • "*** ** **** ****** ***** *** **** ********(******* ***** * cameras)"
  • "** ***** ****** ***** *** *** ***** *****, **** ********** there ***** ** * ******* *** **** *** **** **."
  • "***. ****** ***** ** ***** *** ** ******** ** ** will **."
  • "** ** ***** ****** *** ****** **** **. "
  • "** ****** **** ***** *** *** *** ******** ** *** bandwidth ********* ******* ** * *** ** *********."
  • "** *** ** ****** *****, ***** ****** ***** ** ** some ******** ***** **** **** ***** *** ******* *** ********* requirements."
  • "** ***** ****** *** **** * **** **** ******* **. Every ** *****, * ******** ***** **, *** *** ****."

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

  • "** ****** ******* ** ******* ** *** **** ** ***** to ** ******** ** ***** **** * **** ** ********* the *** ************"
  • "**, ****** ** ***** **** **** ****** *** ***** *** gas ******** ***** ** **** *********** ****** **** ********* *** access ******* *******."
  • " * **** **** * ******* ******** ** ********* ******* *** access *******. ***** **** *** **** ** ** * ****** for **."
  • "****** **** * ***** ******* ******* *** ** *** ***********."

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

********: *** ********* ** ********* ********** ** ****** ****** ****** for ***** ** ******, ****** **** ***** ************ *******? ***?

*******:  ** *******, ****** ********** ** ******* ******* ***********, *******, or *** ******** ** * ******** ******* *** *** *********.  Several ********** ******** **** ********** *** ** **** *********** ********* and ********** ******* ** **** ******** *****:

***** / ****-****

  • "**.**% ** ********* ******* ****** ****** *** ********** ** ******. Everyone ***** *** ******* *** ***** ******** ***** ***** ** be *** *******. * ***** *** **% ** *** ******** say **** **** ***** *** **, **** * ******** **** them * *** ***** ***** **** **** ** ****'** ** their ****** ****** ******** *** **** **** **. **** ****** in **** ** *********."
  • "** ** ******* *** ****** ****** *** ***** ***** **** is *********. ******** ****** ***** ** *** ***** **** **** they *** *** *****. ** ***** * ***** *** **** novelty ** **** *** **** **** **** ** ** **** see **** ****** *** ****** ***** (** *** *****) **** the **** ** ****."
  • "**** ********* ** ******** ***** ****** **** ** ***** *****"
  • "**** ******* ****** **."
  • "*******, *** ********** *********"
  • "** ***** ** ** *** ** *** **** ********* ******** for *********. ****** **** ** ** **** ** *** **** is ***** ** ** ***** ******** (**** ** ********). **** also *** **** ******* ** * ***** ** ****** ***** verification. ** **** *** ******* ******** ** ** ***** ** true ** *****."
  • "**** ** ****** ****** *********, ********** *** ******** ************* *** also *** ********** **** ******** ******** ***** *** ***** *** want ** '***** **' ** ******** **** ******** **** ****** to ** ** *** ****."
  • "****** ************ *** *** * **** **** *** **** *** security, *** *** ********** ** *** ** * ******** ********** tool. ********** ***** ** *** ***** *** **** *** *********** of * ****** ******, ***** *** ** ******** **** ********* any ******** ** *** ****."
  • "*******! ****** ****** ******* ********** *** **** **/* **** ****** from ********."
  • "**** *********. **** ** *** ******* *** ****** ** ****** that **** "**** ** *** ****". *** ******* ** **** what's ***** ** ** ***** ******** ** *** **** ***** them * ***** ** *******."

* **** ******, *** *** ********

** ********, *** ******* ******* ****** ******* ** ************* *** SMB *********, ****** ********** **** *** ******* ********* *** ********* value *** ****:

  • "*** **** *********, *** ***** ** **** *** **** ** product."
  • "** ** * **** ** **** *** * **** ****. Most ********* **** ***** *** ********** ** ****** ***** ** us ****** ** ***** ** ** ********* ** ** *** a ***********."
  • "**** ******** ***** ** ** **** ** *** ***** ******* remotely. *** *** ***** *** ******, ** *****..."
  • "********* ** **** ********* **** **** ****** *******. ******* ******* don't **** * ***** ****** ** *** ******* ****** *** day *** ***** *** *** *** ****** ******* **. *** business ***** ** *** ** ****** ****** ** ****** *********."
  • "********* *********. ** *** ********** **** ******* ** ********* *** the ******* ***** *** ****** * ****. ** ************ ***** the ******* ** *** *** ** ******* ** **** *** mobile ******. ****** ** ** *** ****** **** ****** ****** in."
  • "** ***** **** ********* ** *** ********* *******, * ***** it ** **** *** "**** ******" **** ***** *** *** an ****** ****."

Sales ******* **********

********: **** ********** ** ********* **** ***** ** ****** ** * ****** site do *** *** / *****? ***?

*******: ******* ***** ***** *** ****, **** ***** *** ***** of ********** ********* * ******* **** ** **% ** ******. Many ***** ****** ******* ******** ** *** *** ******* ** this *******. ****** ********* **** ********** *********** ******* ***** ********* are ********* **** *********, ******* ********* ******** ** *** ***-*** gear **** ** ********** ******.

**% - **%+ ****** 

  • "**** **% ******* ** **** *** ***** *********** ** ***** and *********** *** ****. ** ******* ***** ** **** ***********' pricing **** ***% ****** *********."
  • "** *** ** ***** **%, ****** ******* ** *** ****** to ** **** ****** ** **** ** ***. **** ** lose ****'* ****** ** * **********, ******. **** ***** *** customer **** ***** ******** *** *** ****** ** *******."
  • "***** **%. *** **** **** ** ******* ** *** ** the **** **** *** ******** ** ****** ********* ******* **** of *****. ****, ** ****** **** ****** ***********. "
  • "**** **%. **** ** ******* * **** ** **** ** mouth ********* ** **** ****."
  • "**% ** *** **** **** ****. :) * ***** *** our * ****** *** ***** **** **** ******* **** **** due *** *** ******/******. *** * *** ***** **** ******. There's **** * ******* ****** ***** *** *** **** ***** us ** **** **** ***."
  • "**%. ******* *** **** **** **** ***** ****** *** *** basic *************** *** ********."
  • "**% *** **** **** *** ** *% ** ***********. ** really ** ******* * **** ****** ***** **** *** ***** local *****."

***

  • "**%. ** ***'* ************ ***** **** **** ** *** *******. If ** *** ***** ** *** **, ** **** ** sure ** **** ****** ***** ** **."
  • "** *** ********** ***** **% ** *** ****."
  • "**-**%. **** *********** ** **** *****."
  • "** ** **%. *** *********** ** **** ****** ** **** high, *** ******* *** ***** ****** *********** ****** *** ** compete **** *** ******* ******* ******."
  • "** *** **** **** **% ****** ******* ** ** **** price *** *** *******."
  • "**%. ** ***'* ***** **** ***** *********."

*** ***** ** ***

  • "** *** **** **** **% ****** ******* ** ** **** price *** *** *******."
  • "****** **%. ******* ******* *** ********."
  • "**%. ** ***** *** ******** **********, ** *** **%. ** through * **, * ** ** *** ** **** *** if **** **** ** **** **** * ******. *********, ** company ** *** ********* ** *** **** ***-*** *************."

******** *****-********

********: *** ***** ** ********* **** ***** ** ******* *** * single **** ***** ***** **** ***** ** *** ******** ** compare **** ******** ** *** *** / ****** *********?

*******: ** ******** ** ***** ****** ********* (*-**, ****, *********), ******** price ******** ** *** *** ****** ** ******** ** **********, with **** ********* ****** * ***** ** ******* ** **** of ************* ******* ** ******* ** ******* ****** ** ******* the ********:

*** *****

  • "*** *****. *** ******* ********** **** *** ******* ** *** the ******** *** ** ** *** *** **** *********. **** need ** ***** ** *** ********* ******* ******* *** ******** costs ** "********" *******. ***** *** ******* *** ********** **** a **** ** *** ** ***** ****. ** **** *** themselves **** **** **** ************** *** ******** ******* & ******* etc. *** **** ******** *** **** **** *** ******* ***** investing ***** **** ** ******** ******** ***** ******** ****** **** trying ** *** ****** **** ** **** **."
  • "** ** ****!"
  • "*** *********** ** *****, *** **** ** *** **** **** or ********** ****** **** ****** ** **** ******."
  • "**% ** ****** * **** *** *** ***** *******. **% won't *** ******* **** ***** **** *** ** ** **********, the ***** **% *** **** ** *** ************ ************ *** post ***** *******."
  • "* ** **** ** ******* *** ** **** ***** *** feedback **** *** ******** ********* ***** ********."
  • "******. **'* *** ***** ***** ** **** *******. ***** *** do, **'** ** ***** ** *** **** ** * ******** because ****'** **** ******* ********* *******."
  • "**'** **** **** **** ***** ** ** ****, **** *** customer ***** *** *** **** ******* ****** *** *** **** more **** ** **** ********** **** ******* ************."
  • "*** *** ********** **%, *** ***** ** ** **********."
  • "*** *****, ** * **** **** ** ***** * **** be **** **** **** *** **** ************ ********* *** **** on-line. ** **** ** ***** ******, * **** ***** **** them *********** ** *** ***** ***** *'* ***** *** * don't ***** * ****** ** **** ** ** ***********."

**** ********** 

*******, **** ********* ******* ********* ** ********* ***** ********* ****** always ***** ****** ****** ****** ******:

  • "*'* ***** ****** ******. ******* *** **** ** **** ***** is ***** ** ******."
  • "****** **% ** *** ****."
  • "**% ** *** ****. *******, ** **** ** ********* ******* that *** ****** ***** ********* **** *** ***** ******** ** this ** ********* *** * **** *** *** **."
  • "***** ***** ** ***** ****. *'* *** ***% *** * cameras ** ****."
  • "**** ***** ****** ***** ** ***** **% ** *****."

Comments (4)

Thumbnail zayon 1673

Ari Erenthal

Chesapeake & Midlantic | 08/20/15 06:35pm

"However, we work to eliminate clients that are highly price sensitive from our sales pipeline as this is generally not a good fit for us."

How?

Undisclosed Integrator #1

In reply to Ari Erenthal | 08/22/15 02:21pm

IMHO: By quoting an "artificial" higher price to the customer, you "naturally" eliminate said customer. If said customer still purchases from you, it will be your gain (a higher margin on this particular sale); as simple as that ; )

Thumbnail last saturday

Mark Jones

08/23/15 01:12pm

Thanks to IPVM. It is an interesting read. I do wonder one thing I did not see covered. Do most installers have one preferred system for all of these markets? I realize you can't have a one size fits all for every job, but do most of you have one "go to" product that can allow you to be competitive in 70 - 80 percent of the circumstances, regardless of size or market, albeit different models?

Maybe this version of the question is better: Can you satisfy the majority of your customers with Milestone, ONSSI, Avigilon, etc? Some customes will have to purchase software to meet their expectation, some will be fine with a free version.

John Honovich

IPVM | In reply to Mark Jones | 08/23/15 01:43pm

Mark, this is covered in our companion guide: Favorite SMB Video Surveillance Manufacturers

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IP Camera Cable Termination Guide on Sep 06, 2018
Terminating cables properly is critical to network performance, but it can be a tricky task with multiple steps. Fortunately, this task is easy to...

Most Recent Industry Reports

BluePoint Aims To Bring Life-Safety Mind-Set To Police Pull Stations on Sep 20, 2018
Fire alarm pull stations are commonplace but police ones are not. A self-funded startup, BluePoint Alert Solutions is aiming to make police pull...
SIA Plays Dumb On OEMs And Hikua Ban on Sep 20, 2018
OEMs widely pretend to be 'manufacturers', deceiving their customers and putting them at risk for cybersecurity attacks and, soon, violation of US...
Axis Vs. Hikvision IR PTZ Shootout on Sep 20, 2018
Hikvision has their high-end dual-sensor DarkfighterX. Axis has their high-end concealed IR Q6125-LE. Which is better? We bought both and tested...
Avigilon Announces AI-Powered H5 Camera Development on Sep 19, 2018
Avigilon will be showcasing "next-generation AI" at next week's ASIS GSX. In an atypical move, the company is not actually releasing these...
Favorite Request-to-Exit (RTE) Manufacturers 2018 on Sep 19, 2018
Request To Exit devices like motion sensors and lock releasing push-buttons are a part of almost every access install, but who makes the equipment...
25% China Tariffs Finalized For 2019, 10% Start Now, Includes Select Video Surveillance on Sep 18, 2018
A surprise move: In July, when the most recent tariff round was first announced, the tariffs were only scheduled for 10%. However, now, the US...
Central Stations Face Off Against NFPA On Fire Monitoring on Sep 18, 2018
Central stations are facing off against the NFPA over what they call anti-competitive language in NFPA 72, the standard that covers fire alarms....
Hikvision USA Starts Layoffs on Sep 18, 2018
Hikvision USA has started layoffs, just weeks after the US government ban was passed into law. Inside this note, we examine: The important...
Chinese Government Praises Hikvision For Following Xi Jinping on Sep 17, 2018
The Chinese government council responsible for managing China's state-owned companies praised Hikvision’s obedience to China’s authoritarian leader...

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