VSaaS Will Hurt Integrators

By John Honovich, Published on Aug 06, 2020

VSaaS will hurt integrators, there is no question about that. How much integrators will be hurt is an important question.

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In this post, we examine the role of integrators, how that role has changed in the past 20 years, and how VSaaS will impact integrators in the next 5 years.

2000 - **** *********** *****

** ***** ***, *********** were ********** ***** **** to *** ***** *** service ******* ** ***** surveillance. **** ** ***** conferencing, ** *******, ** social *****, ** ****** sales, ** *** **** expensive *** ********* *** manufacturers ** **** **** across *** *******, ********* trips ** **** ******** or ***** ***********.

** **** ***, *********** were ******* ** ***** as *************, **** ** they ****** **, ***** not ******* *** **** and **** ********* ******* to **** *******.

**************, ******* *** **** difficult, *** ******* ******* of *********** ** ********** for ****** *******. ********, IP ***** ******* ******* an ********* ****** ** on-site ***** *** ********** cameras *** ******* ** VMS ********. ******, *** complexity ** *** ******** enabled *********** ** ****** for *** ******* ***** and ******* *******.

******* ** ****, ** this ****** *** *** Integrator *******, *********** **** able ** ****** ******** at **** **** ******* and ***** ****** ******* (e.g., * $*,*** *** sold *** $*,***) ** well ** ********* ******* fees.

Changes **** ********

*********, *** ******** *** made ** **** ****** to *********** *** ***** information **** *** **** 20 ***** *** **** has ****** *** ***** benefit ** ** ********** similar ** **** *** happened **** ******** *** other **************. ******* ** this, ************* **** ***** less ********* ** ***********.

VSaaS *******

** **********, ***** ******* 2 *********** ******** ** the ************ ******* ************* and ***-*****:

(*) ***, *** ************ knows ***** ***-**** ***** their ******* *******, **** VSaaS, *** ***-**** ** directly ********* ** *** VSaaS ******* **** ********* or *****, ********* **** were ************ **** *** manufacturer.

(*) ********* ** ***** and *******. ******* ** setting ** ********* ** VMS ** **** ****, the '*************' / ***** provider *** **** ** up ** *** ***** and ** **** ** connect ** ***** ****, regardless ** ********. **** reduces *** ****** ** time *** ********** ********* required *** ** **-**** integrator ** **** *** system **** *** ** keep ** ******* ****-****.

2020 - ****

*******, ***** ** ** the **** ***, ** we **** ******,***** *** **** ****** a ********** ** ******** ***** benefits ** ***-*****.

*** ********* *** *********** is **** ***** ********** the *********** ********** **** integrators **** ************ ***, both *** *********** *** relationship **** *** *** user *** **** ********** the ***-****. **** ** these ******** *** *** far ****** *** *** VSaaS ******** ** ** themselves.

Verkada ** ******* *******

******* ** * **** example ** *** ******* outcome ** ************* ********** from *****. ******* '**** *** ************ **** the *** ****' *** *** ******* support ******** ** *** end-user **** ******* ********** from ** **********. **** literally ******* ** ********* (since ** ** * closed ***** ******), ***** is *** **** *** an ********** ** **** do, ******** *** ***** offered *** ***** ********.

**** ** * **** of * ******* ***** of ***************** ** *** Internet ******* ****** *** sellers ** ******* ******** together, ******* *** *** cost *** ********** ** those ** *** ******.

Various ***** ********

** ******, **** ***** use **** * ****** approach, *** **** **** them *** ********** *** role ** *** ********** is *******, ** *** gateway ** ********* ** the ***** ******** *** can **** ******* *** maintain *** ****** ********.

Opportunities *** ***********

**** ****, **** *** the ************* *** *********** going *******?

** ******* ******* **** on-site ***** *** *************** will ******** **** *****, which **** ****** **********'* opportunities *** ******* *******. Moreover, **** ***** ********* knowing *** ***** **** to ****** *********** ******** to ***-*****, **** **** reduce *** ***** ** integrators ** *** ***** process.

**** ****** *** ***** for *********** **** **** be ****** ** *********:

(*) **** ********** ******** - ***-***** ***** **** need **** ******** *** what ** *** (******* the ******** *****, *********, and ****** *********). *********** can ** ******* ********** experts ******* **** ******** the ******** ** ******* options.

(*) ***** ******** - No *** ** ********* proposing '************' ******* ** someone **** **** ** go **-**** ** ******* cameras, ****** **** **** they ****, ***. *** problem **** **** ******** is **** ** ******* becomes * ********* ******* the ******** ** ** is *** ********* **** or ****** ** ******.

** (*), ** ** have ****** ** *** past,***** *********** ****** **** With ****** ************ *** ******** ********* complexity ** *********** **** hardware ** **** ****** to ********* ** **********.

*******

** ** *** **** exactly *** **** ***** will **** *********** *** it ********* ******* *** value *********** ** *********** and ** ***** *********** should ** ******** ********* about *** ** **** navigate ***** **********.

****** ***** **** ******** on **** **** ******* or ********** *** ** handling ****.

Poll / ****

Comments (57)

** * ***** *********** we ******** **** *********** a ******** ***** **** includes *** **********...

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

- ***-***** ******** ******** integrators

- ***** ***** ****** means *********** ******** ********* value-add *****/***** ********* *******

******* ***** ** *** extreme *******... **** * hardware-agnostic ***** ***** ** rapidly ********* ***** ***** and **** ******* ***** to ** ****** ** end-users? * ***** *********** shouldn't ** ********* **** VSaaS ****** ***** *****, but ** ******* *** become *** **** *** installs ******* ** ******* them. ********* *** ****** the ****-** **** **** on ***** ******** ****** and ***** * **** competitive, ****-************, ******. ******* your ****!

****** ***** **** ******, especially ** ********** **** continue ** ******* *******, and ******* **** *** be *** ******** *** elaborate ******-**-****** *************. **** me *** ******* ** going ** *** ** hook ** ** ******* system, ** ***** ********, show ** *** * will ** **** ** deliver ********* ****** **** can ** **** *********, show ** * *** enable **+ ***** ** simultaneous **** *** ****, what *** **** ***** to ** **** * need ** ******* ********* compliance *** *********** *********. Start ** ***** *-** years *****.

***********, **** *****' *** your ********* ** *** new *****.

******* ***** ** *** extreme *******... **** * hardware-agnostic ***** ***** ** rapidly ********* ***** ***** and **** ******* ***** to ** ****** ** end-users?

* ***** ********* ** this. *** ******** ** how **** ******* **** do. ** **** **** exponentially *** * *** years, **** **** ***** other ****** ************ ** copy **** *** **** therefore **** * ****** and ******** ****** ** other ************.

* ** *** **** if **** ** ***** to ****** *** * agree ************** ******-**-****** *************.

*** "******" ** *** user ***** **** *** manufacturer *****'* *** *** the **********, ********** ** the ************ ** ***% Channel *****. **** ** experience **-******* **** *********** as * ************ ** end ***** ***** ***** deeper ************* ** *** levels.

**** ***** ****, ** handled *************, ***** ** still ****** ** ****** for *** ********** ** the *******, *** ****** margins ** *** ******* with ****** ********** ********, or ***** *** ******. These ******** ****** **** for *** ********** ** get ******** *** ***** to *** "*****" ****** to *** ********** ***** from *********** ******* ***********.

** * ***** ******** owner, * ******** ******** with **** *******. *** clearly **** ** ********** nor ************* ** *** small **********/*********** *******. *** value ** *** ********* margin ** **** *** almost ******** *** *** businesses.

***** **** *****, ** integrators **** ** **** your ******** (***** ** where *** **** * great **** ** **** money) ***** **** *** lost *** **** ******* and ********* ******** ****** your ******** ***** **** drastically ********* *** **********. Your ** ***/** **** funding ***** *** ** and ********* ********** ******.

***** *** * ***** because ** ******* **** of *** *** *******' buying ******** *** ********** the ********* ********. ** is ******* **** ** our ******* **** **** continue ** ****, *** like ** *** **** their **** ** ********** market **********.

*** ** ** *********** help *** ******* ********* manufacturers *** **** ***** will ** **** ********* in *** ***** *****. Our ******** ** ********* to *** ***** *** manufacturer **** ***** ****** and **** ********* ****** to **** **** **** these ******** ******** *** their ******** ********. ************* are ******** *** **'* clear **** ****** ************* do *** **** ***** us, ***'* ********** *** business, *** **** ** take ****** ****.

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

* ********** *** ***** of ********* ****** ** being ******** ** **** business, *** * ********** the *******, ******* ******** I **** ** ************* of *** *********** ******* if ** ****** **********.

* *** "******" ** quotes ******* ***** *** manufacturers *** **** ******* purchase ****** **** *** users (* ******** **** this ***** ********), *** there *** ************* *** will **** **** ********** to ******** ****** (**** model * *******). ** that ************ ** ******* responsibly (**** ******** ** MSRP, *********** *********** ***** on) ** ******** ******* on ********* *** ********.

*** ******** ** ********* to *** ***** *** manufacturer **** ***** ****** and **** ********* ****** to **** **** **** these ******** ******** *** their ******** ********. ************* are ******** *** **'* clear **** ****** ************* do *** **** ***** us, ***'* ********** *** business, *** **** ** take ****** ****.

* ******* **** *********, and ***** **** **** you *** ****** **** in *** ********. **** I ********** ** ** a ************ ******** *** opportunity, ** ***** ** appropriate ** ***** *** integrator ** ** **** introductions ** ***** ** in *** ******* ** possibly. **** ******* ******** to ****** * ************ based ** *****.

****** *** ** **** your ********.

*** ** *** ***** are *** **** ******* for '**** *****' *********? I *** ******* **** software-service ********* ** *********** are ********* ** *****-***** guest *********** *******, ****/********** controls, *** ***** **** controls (***** **** ******** locksets) *** **** *** now ******** ***** ******** in ****** ***** *** things **** ******** ******* areas, **** *****, ***. In ******* **** *** cloud/hosted **********, *** ********** would ** ** ******* cameras **** *** **** "good ******" *** ****** be * ***** ******** who ****** ** **** API *** ********* ** the *********** ****** *** the ******** ********** *******.

**, **** ***** ********* might *** **** **** hansomely?

***** ** *** ******** sizes, *** ***** ****** the ****** ** ******* to ** ********, ** using * **** ***** connection *** **** *** of **** ** ****** feasible ** ***** ** bandwidth, ** *** **** recording *** ** **** on-premise.

** * *****?

** ********* ***** *******, is *** *** **** to **** * '********' VMS ********, **** ******* cameras *** ******** ***** to *********** *******?

**** ***** ******** ******** will ****** *** *** to ******* * ******** using *** ***** ********* and ******* ******** *** larger ***********.

*** **** ** ******, and ***’* ******** **** ADT.

*** ** ******* * solution ***** *** ***** computing *** ******* ******** for ****** ***********.

**** **** *** ******** works? :) *******:********* *****: **** *** HDcctv****** ***** **** *****.

***** ******* ********* **** work *** ****** *********** but *** **** *** much ***** **** ***** to **** ***** ******* few. * ** ******* to *** *** **** plays ***.

** **********, ******, ** that *** ****** ******* tend ** *** **** private *********, ********** ** get *** *** ******* themselves.

**** ** * **** of * ******* ***** of ***************** ** *** Internet ******* ****** *** sellers ** ******* ******** together, ******* *** *** cost *** ********** ** those ** *** ******.

***** **** **** ** the ****** ** ***** with ***********, **** ******* is **** ******* *** value ** ************ - across *** ******* *****.

**'* **** * ****** of **** ***** *** largest ******** ***** ************ and *********** **** **** professional *****. ******.

*******, ** **** *** depend ** *** *** harden **** ********* **** the *****, ******* **** will ***** **** *** to ******* ***** *********; but ** ******* *** you **** ***. ** the *** * *** burned ** **** *** manufacturers **** **** ****** my ******* **** * open ** ** ****. This ** *** * advice *** ** *** a **** ***** **** on **** ****. *** other ***** ** *** your **. ** ***** those ********, ***** *** way *** **** **** offering *** ****, ** will ** * ****** in ********* ** * good ** ****** ** sub-it ***.

"** *** **** * got ****** ** **** bad ************* **** **** stolen ** ******* **** I **** ** ** them"

* ***** *****. *** I **** **** ***** argument ** ******* ****** related ** *********** ******** - ** *** ***** speaking ******** ** - the ************* (******** ******) - *** * ******* went ** ** *** by ***** ** ****** a **** *** ********** process ** ***** *** integrators ********** *** ********* by **** **** **** - *** * *** 3 *********. (******** **** by ***) *** ******* comments ** *** ********. I *** ***** ********* by **** ******** *** I *** ***** ********* by *** ******** ******** nature ** **** ******** people *** *****.

**, **** ** **? Ya **** **** ****. As ** **********, **** allowing, ***********, ************, ** participating ** * ******** between *** *** ***** (your *******) *** *** manufacturers *** *********, **** or **** **** ******** in *** **** ****? (not *** ******* *** not *** *************) ** there ** ** ***** not ** ******** **** term ****** ** **** BUSINESS ** ***** ****? Do **, ** ***********, trust *** *** ************* not ** *** *** data ** *** ************ itself ** ***** ******* directly ***** ** **** the ****? *** ********** of ******* **** ** business **** * ****** default ******** ** "***** everyone" ** ***, **** protections, ** ***, *** in ***** ** ***** relationships *** *** ********** or, **** *********** ****** be ** *****? ****** all ** *** *********** ask *** ***-******* ******* from *** ************* ****** they ****** ***** **** earned ***** ** ********* and ******* ***** ******* in *** *****? * truly ******* **** **** a ***. ****** ** deal ****** **** *** of **** *******, ** represents *****. ** ****** sure **** *** **** way ** **** ** the ******* ************ **** you've **** ******* **** for, *** **** * "GREAT" ************ ****, *** eventual ***** ** ** this, ** ** ****** ask **** *** * non-compete. ** ********* ***** answer **** ****** ***** true **** **** *******. Perhaps *** ** *** integrators ************ ****** ***** the ***** **** *** favorites ***, **? *** proof **** ** ** the ****** ***** **** ensues.

*** **** ** *** have ***-******** ******** ******* MFGR *** **********? *'* like ** *** *** if *** ***'* **** sharing.

*****, ** *** ******** already **********, *** *** sign **** ** *** key.

*'** ****** **** ** spoken **** ******* ***** vendors (*** ********* *******) and *** ** **** wanted ** **** ******* integrators ** ***** ******* customer *******. ** ***** in *** **** ** the ******* ***** ***** is ***** ******* ******** (i.e., *** *** ******** of *** *****), **** tend ** **** *****, focused *****. ***** ******* concern ** **** ******** their *********** *** ***** cloud **************. **** ****'* set ** ** ****** the ****** ** ******** requests *** ****** ******* to ************* *******, ******** outages *** *********, ***. That's ***** **** **** integrator ******** ** **** ownership.

** ** *******, *** integrator ***** **** ********* be ***********, *** *** necessarily ********. **** ** the ******* *******/********** **** be **** ******* (*** critical) ***** **** ******* management, ***** **** ** the ***** ******* ****** different ******* ******. ****, they ****** ** ***** architectures - **** ****** completely ** *** *****, some ****** ******* *** manage ** **** *** cloud, **** ** * little ** ****.

*****, ****, *** *********** that *** ***** ** these *** ****** ****** do **** ****.

*.*. ** **** ** work **** ****** *********. My ******** *** *** apply ** *** **** market *****.

*'** ****** **** ** spoken **** ******* ***** vendors (*** ********* *******) and *** ** **** wanted ** **** ******* integrators ** ***** ******* customer *******.

* *** ******* **** but * *** **** believe *** **** **** the **** ******* (**** Verakada) **** *** *** benefits ** ***************** ***********. I ** *** ****** for ** *** * think ****'* * **** risk.

***. * ***’* ***** it’ll **** *********** ****’* much. *** ****** ** so *********** *** ***** realistically ********. *****’* * lot ** *********** *** everyone. **** ** ** clients *** ******* ****** conglomerates ************* ***** ** our ******. **** ****** to ** ******** **** small ***** ********* **** when ****’** ** *** as **** ***. ** biggest ****** *** ****** millions ***** **** **** us *** ********* ** us **** ***** **** like **** **** *****. They ***’* **** ** do ******** **** ***** VC ****** *********. **** want ** ********** ******** for * *** ** reasons. * *** **** doors **** **** ** time ******* ******* **** on *** ***** **** of *** ******* ******* them * **** **** and **** ****** ** test. **** *** ** opinion, *** * **** them *** *****. **** we *** *** ******* with ******* ****’* *********.

* ***** *** **** VSaaS ***** *********** ** mostly ** ** *** manufacturers **** ***********. ** a ************ ******* **** they **** ******* *** channel *** ****** **** their ******** *** ********* then ***** ***** ****** a ********** ****** ******* and **** ****** *** relationship **** *** ***-**** and **********; ** **** decide **** **** ** maximize ******* *** ******* with **** ***-**** ************ then *********** **** ** in * ***** **** and ** ******* **** in *** *** ** leverage.

**** ** ***** *********** of ************ ******** **** be * *** ********* to ********.

*********** *** ***** ** such ******** ******** **** mainly ** ********. * don't ***** ***** ***** will ** *** ****** for *** *** ****. For ******* ******* ** less ********* *** ***** it ***** ****** *** for *** ***** **** it *****'*. ***'* **** a ****** ** *** reflect ** ** **** of ******. **** ******** to *** **** ***** there *** ********** **** and *********** ** ******** called ** *** ** your **** ** ** small ****** ** ** now ****** ** **** buy *** ****** ** tablet **** *** ****** room ** ** *-******** platform ** ***** ****** has ** ** **** who *** **** *** up *** ****** *** IT. **** *** **** also **** ****. ******** certain ****** ******** **** be **** ** ******* but **** ***** ** the ****** *** *** entire ****** * ***** .. **** **** ** lead **** ****** ******* ! *** **** *** door ******** *** *** there

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

*** ********* ** ***** symmetrically ****** ********* **** business ********** ******* ****** that *** ***** *** contractually ******** ****. ***** architecture ** ** *** adoption ***** ***** ***** deployments *** ***** **** a ****** ****** ********. Sales *** ********* ********* tactfully ***** ** *** cyber ******** ********* ** the **** **** ***** of ******** * ***** survival. * ***** ***** scales ****'******* ***********'*** ********** ******** **** the ***********'* ****** **** whom **** ** ***** the *** ** ***** in *** ***. ** another *****, ***** ** done ***** *** *** potential *** ***** ************ with * ******** ** systems *** ************. ******* of ******** **** **** or ***** **************, ***** indicates ********** ****** ********** IP ***** ******, *** golden ***** *** ** offer * ***** ** turn *** ***-** ******** unity, *********** *** *****, that ***** *** *** man ****** ***** ******* substantial ******* ******* *** button ** ***** *****. Unfortunately ***** **** **** the **** ****** *** hold *** ********** **** of ****** **** *** turf **** *** **** theirs. * ******* *** first ***** *** ******, we **** ** *** coming *** ** *** prepared *** **.* **** *** ****** Control:** *** ***** **** technology ****** ****** ****** control, ******* **** ******* will **** **** ** stronger *** ******** ****** does *** **** **** the ******* **** *** exist ** ***.

* ***** ** ***** down ** * **** analysis. **** *** **** faster *** ****** **** if **** **** *** their *** ***** *** support ***** *** ** direct ** ***-****?

** **** *** **** faster *** ****** **** if *** **** **** staff ***** *** ********* a ***** **** ** sales *** ******* ** manufacturer ****, ************, *** integrators?

* ***** ******* ***** us ***** *** ***** that *** ****** **** not **** ****** *******. No ****** ******* *** provide *** *** **** benefits ** * ******. Being ********* ** ** internet ********** *** **** critical ******* ** **** will ****** ** * risk **** **** *** take.

#*, * ***** **** your ********* / ********. I ** ***** **** can ** ***** **** 2 ******** ****:

(*) **** ********* * higher ****** - ****** or **** *******?

(*) **** ********* * higher ****** - ******** sales ******* ** ******* focused?

*** *** **** **** 4 ************ - ****** / ******** ******* (*******), closed / ******* *******, open / ******** *******, open / ******* ******* (most *********** *******).

***** * ***** ******** sales *********** * ****** system ****** (***** ** you *** ******* ****** it's ****** ** **** it *** ********), ******* aside ********** *********** ** the *******, ***** ** a ****** ******** **** for **** *** ***** team ** **** ****** to *** ***** **** VSaaS.

* ***** **** *** dependence ** ******** *** the ****** **** **** only *********. **** ****** a *** **** ** the ******* ********.

****, **** ** ** large ********* *** *** issues **** ********** ** a ***** ***********, ********** a *******, ** **** have **** *** ***** end ** ******* ****** up ** *** *** internationals *** ******* *** service ******** (** ******* out ********** ******) **** was ********** ********.

* **** ** ***** these ********* *** ********** design *** ******* **** need **** ******** *** systems **** **** ** honest *** **** *** customer *** ******* ** go ********* **** ** i ***'* *******.

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

***** **** **** *** some ********* ******* ** has ******* ***** ******* which **** ***** ** to *** **** *** others ************ ***** **** are ******** ******* *** have ******* ************ *** requirments.

******* ******** *** *****: Storage ***’* **** *** if *** **** * customer **** ******** **** retention ******* *** **** of ***** ********* *************. (Marijuana *****, *******, ********* orginizations... **** ** ***** require ** ** * years ** *********.)

**** ** ******: *** are ******** ** *** speed ** **** ******** connection *** ** *** are ******* ** ****** large ****** ** ******* you *** ***** ** be ********* **** ****** for * *****.

******** ********: ********* ** customer ************ *** ******** of ***** ****/******* **** may ******* * *** 2 ** ****** (******** report **** ******** *** a ******* ********** ******** data *** *** **** those ******** *** *********.)

**** ** *** **** where **** ** ***** VSaaS ********* **** **** as **** *** *********** the ****** *** ******* environments **** ***** ********* vs. ******** ** ***** own **************. ***** ***** the ******** ** *** customers **** ***** ** multiple ******* ** * single *** ***** ******* troublesome ** ***** *** issues **** * ******* incident. (** *** **** is ****** *** **** required ** ****** **** customer ** *** ****, are **** ******** ** notify *** ***** ******, ect…) **** *** *******/********* of **** **** ****** to *** **** ***** as ****. (********* **** may ** ****** ****** multiple ******* *** **** centers(Some *** ** ******* the *******.)

**** **********: *** **** of **** ********* *** going ** ** ******* to ****** ******** ** thousands ** ******* ** capital ** * *** solution **** *** * short ***** ******. ** they ***** ****** ***** or ******* ** ****** gears *** ********* *** screwed *** *** *** left ******* **** * slightly ***** ********...

*** **** ** **** customers *** ***** ** be ******* ** ****** hundreds ** ********* ** dollars ** ******* ** a *** ******** **** has * ***** ***** record.

*** ****** *** ***’* want ** ****, * LOT! ******* ** *** age ** “***** *******” as * *********** *** “Fancy ********” ** ******* legitimacy.

***** **** ** * good *****.

* **** **** **** of ********* *** **** employers ****** **** ***** head ***** *** **** since ******* ****** **** went **** ** ** prem *********. *** * painful *** ****** ********** for *** ** **** and **** ****** **.

**** ***** **** ** live *** *****...

***** *** ******** **** your ********* *** ** infused **** **** *********?

*** **** ********* *** past ********* ********* **** to **** ****** **** leap, ******* ** **** end ******* ** *** need ** **** *** learn. *** **** *** regrets **** *********** *** stem **** *** *************** of **** ***** *** on **** ******** *** the *** ******* **** made ******** ******* *** get **** ** *** boat? *** ****** ** argue ** *****, *** I **** **** ***** that *** *** **** the **** ** ******** all *** ***** ******** is ***** ** *** having ******* ******* *******.

** ******* *** *** asking * ***** ********.

*** ** *** ********* did ********* ******** **** moving ** *** *****. (One * *** ******** in *** ******* ** a ***********.) **** * year *** ***** ** the ******** ***** **** an ******** **** ** 15 *********** *** ******** interactions **** *** ******. At *** *** ** the *** ** *** believed ** **** **** it *** ***** ** be ** *** **** interest ** *** ******* to **** *** ******. (I ***** *** **** some ** *** ******** makers **** ****** **** many ***** ********** ** it *** *** *** “Cool” ***** ** ** and ******** **** *** doing ** ** ***’* jump ** *** ********* and **** “****” **** everyone ****.) * *** not ** ***** ** it ** ** **** giving ** ** **** control ** *** *********** and ******* ** *** vendor ** ****** * large ******* ** *** infrastructure *******.

***** **** ********* *** could ******** **** ** 1-2 ******* ******** **** extended ** *-** ***** based **** *** ***. You **** ****** ******** to ***** *******. ** there ** * ******* (and ***** **** ****** be * *******) *** are ****** ** **** on * ******** ** ********** ********* it *** ***** ***** of ******* ** ***** the **** ** *****. I ***** **** **** explaining **** *** ***** was ** ******* (***** was ********* ** *** business *** *** ******** to **** ******** ********* of *** ********* *** configurations) **** ** ***** have ***** ** ** resolve *** ***** ** my *** ** **** one ** ** ***** take **** ** **.

*********** ** ***** *** data *** ****** *** who ******* ** *** also * *******. *** primary ****** ****** ********* from ******* ****, ** we **** ******* ***** removed *** ** ***** was ** ***** ** that ***** ******* ***** was ******** ** ********* the *****. (** *** no ******* ** *********** with **** ******** ***** caused ** **** ******* delay ** **********.)

********* **** **** *** environment ***** *** * smooth *******. ***** ****** seemed ** ** * problem. *** **** ****** backup *** *******, ** we **** ** *** an ***** ******. (**** of ** ***** **** worth ** ************.) ***** were ******* ****** ******* the ****** ******** *** our *********** ***** ***** additional **** *** *** backup ** ********.

******** ******* *** * joke… *** ******* ******* promised *** *****… *** never *** **** ** deliver ***** ** ****** only **** ****** ***** at *** *** ** the ***.

***** *** ******* *****. Based ** *** **** we **** ******** ** see * **% ******* in *** ***** ****. Turns *** ** ***** up ******** **% **** than ********.

*** **** *** **** was * **** *********** and *** ************* **** complex ** * ********** compared ** * ***** integration. ****** **** **** being **** *** *** entering **** * **** field **** *** ***** to *** **** ** outsourced ********.

*** *** ******* **** research ** *** ** navigating *** **** ***** that ***** **** **** with * *********** **** investment **** ******** *** are ***** ****** ****** to **** *** ** there **** ****** ** a ******** **** *** not ******* **. ** the ***** ** ******* that *** ******** ** never *********.

****** *** *** *****. It's ********* ***** *** interesting *** ******** *******!

** *** ***’* **** me ******, **** **** the **** ********? ***** a ****** ***** ***** financially.

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

****** **** **** **** handled ********** **** ******** over ** *** ******. Which *** ** * loss ** ********** ** the ****** *** ** day **** *** ***** of **********.

******* ******** *** *** X ****** ** *******. Once *** ****** **** level ***** **** ********** costs.

*** **** ******* **** they ****** ** **** 45 **** ** ****** retention ** *** ****** 30. ***** *** *** perception ** ********* ******* and ** *** **** into ************* **** ***** were ***** ********** **** it.

***** **** ******** ** be ***** ********** ***** in ***** ** ****** usage. **** ******* **** not ********** ******** ** the ******. ****** ** little *** **** ******* to ***** *** ** one ** ******* ******** the *********** ** *** bill ****’* ******** ************ from ***** ** *****.

*** ******* ******* ****** wasn’t ********** ***** * DBA *** **** ******** large ******* ** * QA ******** ** *** working *** ********* ** clean **** ** *** the **** **** ***** was ****.

******* ****** ** ****** crap ** * ******* process ** ******** ***** to ***** **********, **** have ***** ** ********. It **** *** ** many ***** ** *** it ******* ** *** we ***** ***** ** being **** ****** *** original ******* ******** *** it *** ******* ** eat *** **** ** wasting ******* ********* ****** to *** ** ***** control.

*** ****** ***** *** the **** ** ******* to **** ** ********** resources **** *******. ********** loved **** **** ***** setup *** ************ *** testing. *** ***** **** was ***** **** ***** cleaned ** *** ******** we **** **** ****** 150 ****** ************ ** 2000 **** *** ****** of * ****. *****, there **** ***** *********** increases **** ***** ** month *** *** ******* were ***** *******.

** *** *** ** the *** *** ***** was *** ***** ** no *** *** ********** closely ** ** *** believed **** ***** **** mechanisms ** ***** ** stop **** **** ********* or ** ***** ** warn ** **** ****** were ******** **.

******* **** **** ** our *** ** ******* things **** ******* ******* this **** ********** **** and ********* ** ********** and ***** ** *** overhead ** *** ******* as ****.

* ***** **** *** smaller *** **********, *** higher ********** ** ***** 'hurt' ** *****.

*** ****** *** **********, the **** ********* ** complex ************ **** ***** enterprise ******* ** ******** - ***** ******* *** VSaaS ****** ** ******** sales ***** (**** *******) simply ***'* ****.

**** ** *** ****** age/industry ********** ** *** average ******* ***** ****** vs *** ****** ***/******** experience ** *** ******* large ********** ****/******* *******?

#**, ** *** **** is *** ********, ****** certainly * ***** ** wrong *** * **** you ** ***********.

** ********** ** **** - *****, ****** ********* certainly **** * *** more ********* ***** *** things **** ****** **** the **** ** *****. For *******, ***** *** guys *** **** *** about ********* ***** ** maintaining ** ******** ****** but *** **** *** of **** **** ** in *** ***** *** those **** **** **** nothing ** ** ***** the ******* ******** **** take **** ** *** that.

*** ******* *******. ***** partners *** ************** ***** and **** ****** ***** video ************.

** * **** ******** note, * ** ***** that ******* *********** *** do ****** ** *** consultive ******* ** *** users **** *** ****** who **** **** *** the ******* ****** ****** to ****.

*** **** *** ** this **** ** ** the ***** *** ***** guys **** **** ******* to ** ***** *** hosting ******** **** **** care ** *** ****.

*** ******* *******. ***** partners *** ************** ***** and **** ****** ***** video ************.

* ***'* ******** **** either ***** - *** when **** *** ********** from ***** * *****?

**** ****? * - 10 - ** *****?

** *** *********** ******, I ** *** ***** that *****, ******** ************** focused *********** **** **** to ***** ***** **** it ***** ** *** encroaching ***** *****.

*.*. * ** *** doubt **** *** ***** in *********** ****** ** happening (****** ******* ***-***** posters ***** **** ** think *** ****** ***'* see *** **** ****** that **** *** ***)... but *** ***** **** consume ****** ***** **** the ****** **.

* ***'* ******** **** either ***** - *** when **** *** ********** from ***** * *****?

**** ****? * - 10 - ** *****?

**** ******** *** **** for ****** ** *** with ********* ******* *** number ** ***** ** takes ** ** ******* on *** ******* ** various *******. **** **** I ***** **'* **** incremental. *** ****** ******** is ******* **'* * or ** ***** *** a ******* ****** ** occur.

** *** *********** ******, I ** *** ***** that *****, ******** ************** focused *********** **** **** to ***** *****

***** * ***** **** 'critical **************' ** **** likely / ******* ********, how **** *********** *** truly '******** ************** *******'? They *****, *** ****, but ** ******* ** most *********** **** **** of ***** ***** **** non ******** **************.

******** *** ****, **** VSaaS ****** *** **** for ********* (**************) ****** of *********** ** **** technical ****** *** ********** by ***** *********?

**** ** *** ********** of ******* ** **** the ***-**** *** **** anyone *** ***** *** to *** *** ********* cable *** ****** ** IoT ****** ** * wall ** *******; *** techs **** *********** **** to *** **** ****** work *** *** ****** a **% ****-** ** the *****.

"*** ***-**** *** **** anyone *** ***** *** to *** *** ********* cable *** ****** ** IoT ****** ** * wall ** *******"

*** ******* **** ******** in *** **** ********** form ** ** **** is *** **** **** into ********** * ****** - ********* ** ***** to ******** *** ***** sets ** *** ******* integrator *********... *** *** know **'* *** ** simple ** ****.

***, ***, *** *** many, **** ***** ****** are ********** *** ********** for ******* *********** **** someone ** '******** * device ** * **** or *******'.

****** ** ******* **** Verkada *** ** ******** over *** *********** ******* market. *** ********* *** new ******** ** ***** disingenuous ***** *** ********** of *** *********** ******** is *** * *** positive **** ***.

* ****** ** *** future ** **** ******** Integrators *** ***'* (******* Service *********) **** ** becoming ***? * *** of ***'* *** ******* into *** ***** ************ and ****** ******* ******, maybe ******** *********** ****** go *** ***** ***.

* **** ******** ****** wireless ** *** ******, but * ***'* *** Structured ******* ***** ****. The ******** ************** ***** needs *****. *** ******** still ***** *****.

***** ** * ****** Video ************ ***** ****** the *** ***** **********, but * ***** ** missed **** ****. *** enough *********** ***** *** the ************** ** **** VMS' ** *******, ** manufactures *** **. ** others **** ****, *****-******** could ** * ***** I *****, ** *** Alarm.com *** * *******.

**** ** *** **** the ****** **. ************ for ****. *** ***** a *** ** ****** out ***** *** **** rely ** ************ ****** installations *** ***** ********?

***** ***** ** ********** start **** ********** *** some **** *******, ** they ******, **** **** better ***** ******** *** built ** ******* ** properly *** ***** ********.

***** ********** ********** ***** security ********* **** ***** go ****. ***** *********** will ******** ** ****** because *** ******** ***** will ****** **** ** objective ******* ** **** them ******** **** *** next ****** ** *** horizon. * ****** **** VSaas **** **** ******* good *********** ** **** them ** **** ** the ***** ********. ** they *** ****** *** go ******....**** **** ****, but *** ******.

*** **** ******** **** comes ** **** *** VSaas ********* *** ***-**** projects ** *** ** integrate **** **** ***** systems **** **** **** (think ****** *******, ****, alarm **********, ***.)? **** on-premise *** ******* *********** often **** ********** *** know-how ***** ********* ********* systems ** ******* **** customer ************, ***** *** control **** ******** **** a **** ****, ***. But **** ******* *** other ***** ********* ****** customers ** ****** ********* their ***-******** ***** *******?

**** ** ** ******* of *** **** ** problem **** **** **** with *****:

IPVM Image

** ** *****, **** is *** * ********* of *** ****** ****** it. ***** *** ********** involved, ***** ***** ** issues *** ******** *** that's ***** * *** of ********** *** ****.

**** ** ** ******* of *** **** ** problem **** **** **** with *****

***** **** ** ****, it ** **** *** side ** *** '******** equation' *** - ** a ********** ******** - doesn't **** **** ******* the '**** ******' ******* that ***/**** ***** ** changing *********. *** ******* goes ****, * *** problems ***** ** **********.

*.*. ***** ***** ****** this ********** ********** *******, what ***** ***** ** problems *** *** ********** by ******** *** ***** model?

**** ******* ***** **** mentioned ** ***** * few.

**'* **** ** ******* of * ******* **** goes **** **** ***-**-*** and ********* ** **** company's ************** *** ****** model, ****** *** ***** be *** ***** ***. What ** ***** ** a ****** ******* ******** who ** *** ***** to **** ***** *** decision ****** *******.

* *** *** *** any ********** ** ***...*** holy ***** ** *** integrators ***** ***** ********. VSaaS ****** *** *** thus ****** *********** *****. If *** **** * manufacturer *** **** **** do ******** **** ***** integrator ******** **** *** will *****. ** ******* would ** *** ************ which ***** *** *** role ** ******. *** need ** ***** ***** goes **** **** ************ start ********** ***** ** month ******** **** ***********.

**** ** ******** ***** information. *&* ** *** industry ** ********* ** ebitda ******** ****** **** RMR ********.

* *** *** *** any ********** ** ***

****** *** ******** ** up. **'* ********** ***** discussing.

**** ***** ** *** integrators ***** ***** ********

**** *** ********** *********** are *** ******* *** not ****** ******* **** are ******* *** *** generating *** *** ********** integrators ** **** **** beyond **** ********** ********* have ************ **** ********* to ****** ******* ****.

**** ***********, *** ******** dealer / ********** **** their $** ** $** a ***** *** **** a ***** *** ** that **** ** *** central *******.

*** ** ********** *****, the ******** ********** **** gets * ***** *** of *** ***** ******* license, **** *** ************ majority ***** ** *** VSaaS ******** - ***** for *** ***** ********, but *** ** **** for *** ******** **********.

**** ****, ***** **** increase *** *** * don't ***** ****'* ****** to ****** *** **** service *** ***** ******* of *** *********** *****.

* ** *****, ** your *****, **** *********** will ********** *********** ********** to ****** ************* **** relatively ***** ****** *** those ********** **** ******* from ***, ******, * am ********* ** *** much *** ** ******* integrator **** *** **** VSaaS. ** *** *** an ********** *** **** 10,000 ******* ** *** $2 * ***** *** for ***, ****'* $**,*** a ***** ** *******, which ** **** *** a ***** ******** *** I ***'* *** ** being **** *** ******** to ********** *******. * could ** ***** ****, curious ** **** ******** on ****.

* ******* ***** **** chip **** **** *** bottom ** *** **** end ** ********** *** segments. ***** *** *** parallels **** *** ********* story, *** ** *** know *********** ********** *****, conservative ********* **** *****, cyber ******** *** ******* 500 ********* **** *** migrated ** ********* *****. You ***** ***** *** information ***** ******* ***** corporate ***** ** *** more ******** **** *** physical ******** *********** **** people *** **** *** be *** **** *** ether.

* ***** **** **** you *** ******* *********** systems ** *** ***** is ***** * **** way *** **** *** be ******** **-**** *** that ** ****** * question ** **** *** effort. ******* **** **** and ****** **** ** put ** ** *** manufacturers ** *** ********.

***** ********* **** ********** disrupt ***********, **** ** only **** *** ****** of ** ********* ** will ***** **** *** market ** ******* ******* segments. * ******* ** will **** ** ****** margins ******* ******* ** the ***************** *********, ** we *** **** ** sit ** *** ****** out *** ** *** new ***** ** *** XaaS *****

* ********** **** **** article *** ********** **** bring **** ** *****. It ***** **** ***********, especially ***** *********** ******* todays ****** *** ** denial ** *** ****** VSaaS ** ***** ******* platforms. ** ***** **** much **** *** ********** from ****** ***** ** IP, ***** ****** *** doors *** ********* **** Axis *** ******* ** dominate *** ** ***** market ** ** ******* companies **** ** *** Pelco **** ***** ********* over *** ****** ** about *-* *****.

**** ****** ** ********** on *****, **** ********* isn't ***** ** ******, its ********* *** ** larger *********** ** *** catch ** *** ***** on ***, ** **** be *** **** **** soon. *** **** ** the ***** ** ********** are ******* ********* ** this ***** *** ** are ******** ** *** tremendous ************* ** ********** with *** *********** ** these *********.

* ** ******* ** see *** *********** ******* ADT *** ******, ** is *** ***** ** its ****, *** ** ADT *** ***** ** the ***** ******** ** Google, * ******* ** see *** **-********* ** ADT ****** **** *** commercial ****** ** *** very **** ******.

*********** **** ** ****** their ********* **** ******* Topology, ******* ******** *** Device **********, ************ ********, and **** ******* ********** in ***** ** ****** relevant ** *** ******. Otherwise **** **** ** great ** ********** *** devices **** ********* ** from ******.

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

** * ******* **********, we **** ** ***** adopter *** ******* ** hosted ****** ******* (*********** 5K ****** ******* *** accelerating). *** *** ****** has **** *** ******* vital *** ************ ******** ups *** *****, ******* "close ** *** *******," and ********** *** ***** of *** ********—********** ** valuation ***********.

*******, ******* **** ************* and ******** ** **** not *** ********* ** a ***** *******. *** market ********* ** ***** forward ******* ******* ***** which ***** **** ****** as *** "*****" *** for *** ****** **** and ***** ********* *** likely ** ** *** winners ** **** **** likely *** ** * a ****-**-***-****** ********.

** *** * ******** to ******* **** *********** like ** **** "**** on *** ******" **** remain ******** ** *******, in ** ***** **** because ** *** * highly ****** **-** ****** for **** ****** ******** that ********* **** ****** and ******* ********** *******.

***** **** ****** ** clients **** * *** outlook *** ********, *** they **** ***** **** a **** *** *** us. *** *** ******* who **** *** **** to ***** ** ***** core ********, ** **** remain * ***** *******. The ****** ** **** partnership **** ****** ** new ************ ******, *** I ***'* *** *** role *********** ***********.

***** *******. * ***** this **** ********** ****** our **** ** **** but ** **** ****** is *** ********.

****, *** *** ***** the ******* ***** ** assume ** **** *** VSaaS ***** ********* *** willing ** **** ** staffing ** ******* *** level ** ******* ********* currently *** **** ***** integrators. **** *** ******* exceptions **** *******, **** is *** *** ******** I ** ****** ******* we **** ** *** traditional ***** ********* **** Eagle *** *** **** Eye ** ** **** at *** ***** ******* like *******.

**** ******* ** *** support ****** * *** the ********** ********* *** following ** **** *****:

*. ******/*********** ******* -- Something *** ***** ******* can ****** **.

*. ******* ***** --******/******** cameras, ******** ********* -- While *** ***** ******* could ***** ***** ******** and ** ******* ***** they ***** ***** ****, they *** *** ******* to ***** **** ** the **** ***** ** integrators ********* **. **** importantly *** *** **** VSaaS ******* **** ***** they **** **** ** train ***** ******* ***** on ***** ****** ***** the ******** ********, ***** the ********** ********* *** cameras **** ******* **** the ******* ***** *** can ***** ****** ** support **** ** *** more ******** ******.

*. ****** *************** -- VSaaS *** ** * good *** ** ******* you *** ****** ******* working *** *** ** stop *** ** * power *******, *** ****** got *** ** * network *****. ** ***** today **** ** *** VSaaS ****** ** *** have ** ** ***** way ** ********** ****** failures. ******* **** ********* moving ** * ******* network, **** ** *** national ********* ***** **** us ******* * ******** network *** ******* **** interfaces **** *** ******** network ** * ****** point *** ********, ** might **** **** *** own ******** **********.

******* ** *** *****, without * ***** ********** as **** ** * change ** ***** **** their ******* **** ********, as ** **** ***** most ** *** ***** companies *** **** **** at **** ** *** integrator ******* ******* *** not *** ** **. The **** ***** ** true ** *******/*************. ** the ******** ******* ** the ***** ********* **** to **** *** ***** into ****** ** **** over **** ** **** the ********** **** *** they ***** ****** **** be **** ** ******* their *** **** ** trucks **** **** *** of **.

*** *********** *** ***** to *** **** ******* from ***** ** *** shift ** *** ***** happens *** * ******* it **** *** ** as ***** ** ****** as **** ***** (****** the ***** ********* ****** want ** ****** ** the ******* **** ** their ****) *** * think ***** ** ****** benefit ** *** *********** in ***** **.

******* ** ****** ******* as ** *******, **** I ******* ** ** current *******, * *** very ********* ** *** amount ** ***** ***** access ******* ** **** doing, ******** **% ** our ******** ** ** one **** **** ***** cloud *******. *** **** I ****** ** ** though, *** ******** ********* it ***** * *** of ***** ******* *** wants ** **** **** the ****** ** ******* up ******** ****** ******* servers *** **** *** country *** **** ** with **** ** ******** or **** ***** ********* nor ** *** **** all **** **** ** one ******. * ** starting ** *** *** video ***** *** **** way ** *** ***** providers *** *** ******* all ** *** **** integrations **** * *** get *** ** * traditional *** ********.

****** *** * ***'* have ** **** *** pre-sales *** ***** **** sizing ******* ** * can **** ****** ****** more *******. * ***'* have ** ***** ********** for ****** ******** **** pricing ******* ***** ** pretty **** * ****** on *** *******. * won't **** ** **** staff **** ******** *********, lowering ** ***** *****. So *** ***** * lose **** ** *** revenue, * **** **** some ** *** **** and *****, **** ******* an ********** ***** ***** make *** **.

#**, ********* ********!

* ***'* **** ** many ***** **** ******** knowledge, ******** ** ***** costs.

*****, **** *** ***** about ** **** *** perspective ** **** '*****' :) * ** ***** some ********* **** ** challenged ***** **** ******* those ****** *** **** historically **** *** ****** - *** **-**-****** ** solve **** ******. ** these ********* **** *** them ****? *** **** this **** ***** ********* with **** ** ********* and **** ************? * don't **** *** **** but * ****** ***** such ******.

***** ******* *** ******. Here ** ** ************ ..

****** ***** * ******** camera. **** **** ****** to **** ******** ***** stuff ** ******* ** wrong *****. **** **** people ********, **** *******, to **** **** ***** kids **** **** **** school ****** ..... *** point ** **** * would ** ******* ** even ***** ** * percent ** ******** ***** was **** ****** ... and ****, ** **** 10 ******* ** **** 1 ******* *** ********* in ******* * *******. So **** ******* ******** information ** *** ***** in *** ***** ***** is * *** ** disrupting *** **********.

** **********, ********* ******* will ***** ** ******** suited ** * ********** problem. *** ********** ** the ****** **** ** able ** ****** *** point ** **** **** with ***** *** ****** control ** ****** ********* such ** :

"** ***** ** * sales ****** *** ** item **** $***, *** there ** ***** *** employees ** *** ****. Send ** * ******* report ** ********** ** this ******".

** * ** ******** that ******** *** *** of ********** *** *********** a *********** ******** ****** will ****** **** **-******, the *** ** ******* solving (**** * *** set ** ******) **** still ******.

***

It's "******" ** * *** ***********.

*)Choose ***** *** *** ***** to work with as that is more critical than ever

*)Build **** ******* ****** for the future with the right deal

*) ** **** **** your ******** *****(integrators) *** ********* *** *********

The ***** **** ******* *** ***** ***** ****** *** ***********

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