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 GuideHospital 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)

"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?

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 ; )

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.

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

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'Sticker' Surveillance Camera Developed (CSEM Witness) on Nov 16, 2018
The Swiss Center for Electronics and Microtechnology (CSEM) has announced what it calls the: world’s first fully autonomous camera that can be...
ISC East 2018 Mini-Show Final Report on Nov 16, 2018
This is our second (updated) and final show report from ISC East. ISC East, by its own admission, is not a national or international show, billed...
Facial Detection Tested on Nov 16, 2018
Facial detection and recognition are increasingly offered by video surveillance manufacturers. Facial detection detects faces in an image/video...
Throughtek P2P/Cloud Solution Profile on Nov 15, 2018
Many IoT manufacturers either do not have the capabilities or the interest to develop their own cloud management software for their devices....
ASIS Offering Custom Research For Manufacturers on Nov 15, 2018
Manufacturers often want to know what industry people think about trends and, in particular, the segments and product they offer.  ASIS and its...
Hikvision Silent on "Bad Architectural Practices" Cybersecurity Report on Nov 14, 2018
A 'significant vulnerability was found in Hikvision cameras' by VDOO, a startup cybersecurity specialist. Hikvision has fixed the specific...
French Government Threatens School with $1.7M Fine For “Excessive Video Surveillance” on Nov 14, 2018
The French government has notified a high-profile Paris coding academy that it risks a fine of up to 1.5 million euros (about $1.7m) if it...
Integrator Credit Card Alternative Divvy on Nov 13, 2018
Most security integrators are small businesses but large enough that they have various employees that need to be able to expense various charges as...
Directory of Video Intercoms on Nov 13, 2018
Video Intercoms, also known as Video Door-Phones or Video Entry Systems, have been growing in the past decade as more and more IP camera...
Beware Amazon Go Store Hype (Tested) on Nov 13, 2018
IPVM's trip to and testing of Amazon Go's San Francisco store shows a number of significant operational and economic issues that undermine the...

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