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

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

Intersec 2019 Live From Dubai Day 2 on Jan 22, 2019
There’s a massive presence from Chinese or China-focused video surveillance firms, chiefly Hikvision, Dahua, Huawei, and Infinova, at...
Milestone Favorability Results 2019 on Jan 21, 2019
Milestone's favorability moderately strengthed, in new IPVM integrator statistics over their results from 2016. While the industry has been...
Mobile Surveillance Trailers Guide on Jan 17, 2019
Putting cameras in a place for temporary surveillance where power and communications are not readily available can be complicated and expensive....
Testing Bandwidth Vs. Low Light on Jan 16, 2019
Nighttime bandwidth spikes are a major concern in video surveillance. Many calculate bandwidth as a single 24/7 number, but bit rates vary...
Access Control Records Maintenance Guide on Jan 16, 2019
Weeding out old entries, turning off unused credentials, and updating who carries which credentials is as important as to maintaining security as...
Access Control Cabling Tutorial on Jan 15, 2019
Access Control is only as reliable as its cables. While this aspect lacks the sexiness of other components, it remains a vital part of every...
Avigilon Favorability Results 2019 on Jan 15, 2019
Since IPVM's 2017 Avigilon favorability results, the company was acquired by Motorola and has shifted from being an aggressive startup to a more...
Gorilla Technology AI Provider, Raises $15 Million, Profiled on Jan 15, 2019
Gorilla Technology is a Taiwanese video analytics manufacturer that recently announced a $15 million investment from SBI Group, saying this...
Arecont Costar Layoffs on Jan 14, 2019
Arecont Vision, a Costar Company, has laid off more than 10% of their workforce in a move the company described to IPVM as a result of "important...
Pelco Favorability Results 2019 on Jan 11, 2019
Pelco had a significant favorability problem amongst integrators in our previous study (see 2016 Pelco results). Now, in the first edition of our...

Most Recent Industry Reports

Cable Trenching for Surveillance on Jan 21, 2019
Trenching cable for surveillance is surprisingly complex. While using shovels, picks, and hoes is not advanced technology, the proper planning,...
Milestone Favorability Results 2019 on Jan 21, 2019
Milestone's favorability moderately strengthed, in new IPVM integrator statistics over their results from 2016. While the industry has been...
Intersec 2019 Live Day 1 - Massive China Presence on Jan 21, 2019
There’s a massive presence from Chinese or China-focused video surveillance firms, chiefly Hikvision, Dahua, Huawei, and Infinova, at...
The IP Camera Lock-In Trend: Meraki and Verkada on Jan 18, 2019
Open systems and interoperability have not only been big buzzwords over the past decade, but they have also become core features of video...
NYPD Refutes False SCMP Hikvision Story on Jan 18, 2019
The NYPD has refuted the SCMP Hikvision story, the Voice of America has reported. On January 11, 2018, the SCMP alleged that the NYPD was using...
Mobile Surveillance Trailers Guide on Jan 17, 2019
Putting cameras in a place for temporary surveillance where power and communications are not readily available can be complicated and expensive....
Exacq Favorability Results 2019 on Jan 17, 2019
Exacq favorability amongst integrators has declined sharply, in new IPVM statistics, compared to 2017 IPVM statistics for Exacq. Now, over 5 since...
Testing Bandwidth Vs. Low Light on Jan 16, 2019
Nighttime bandwidth spikes are a major concern in video surveillance. Many calculate bandwidth as a single 24/7 number, but bit rates vary...
Access Control Records Maintenance Guide on Jan 16, 2019
Weeding out old entries, turning off unused credentials, and updating who carries which credentials is as important as to maintaining security as...
UK Fines Security Firms For Illegal Direct Marketing on Jan 16, 2019
Two UK security firms have paid over $200,000 in fines for illegally making hundreds of thousands of calls to people registered on a government...

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