How to Sell IP Video

Overview Migration of video technology Simplicity of Embedded DVR, DVR, and hybrid DVR Topography of NVRs, Megapixel and IP Cameras Cost comparison How does Video Analytics,POS, Card Access integration work in an IP world How will I monitor and maintain my systems? Who Buys IP Video? What sales tools do I need? Continuing Education What makes a good demo and why? Marketing Material Dos and Don’t

Embedded DVRs Advantages : Disadvantages : Ease of use and installation Cost effective cameras Disadvantages : Frame rate and resolution limitations Lack of modularity No upgrade options No intelligence features

PC-Based Hybrid Systems Advantages: Upgradeability Works on both platforms “ IP and Analog”. Ease of use Storage capabilities Integrations Disadvantages: More parts components mean possibly more failure Price

Why and When We Should Recommend Hybrid Systems : Retro fits Limited budget Environment (a mix of analog and IP cameras) Expansion and upgradeable Centralization of recording and remote viewing

NVR (Network Video Recorder) Advantages of NVR: More frame rate, resolution, and camera inputs Modular systems Megapixel Better compression algorithms Disadvantages of NVR: Very IT oriented Affordability Limitation of PoE Bandwidth issues Cameras protocols

Why and When We Should Recommend an NVR? New builds Applications that require Megapixel cameras High quality of video recording Flexibility in handling cameras Centralized recording Taking over existing PC based DVRs Cost effective for larger installations

Digital Video Basics Types of compression: MJPEG MPEG4 H.264 Resolution versus frame rate

MJPEG MJPEG is a sequence of compressed still JPEG images. Pros Picture quality is generally good This codec is great for compressing high-resolution Cons Bigger file size per frame. Requires higher bandwidth video transmission.

MPEG 4 Moving Picture Experts Group (MPEG) replaces the pixels that are moving in a frame MPEG composed of I-Frames “initial frame” and P-Frame “partial frames”

MPEG 4 Pros Picture quality is generally good Requires stronger processors for coding and decoding Faster on transmission Cons Requires a lot of CPU when decoding Pixilated with fast motion

H.264 H.264 is an advanced MPEG compression Codec “ MPEG 4 V9 / MPEG 4 V10” Pros Picture quality is good Very fast on wan transmission Cons Requires strong processors for coding/ decoding.

Resolution CIF 360 X 240 2 CIF 704 X 240 D1 704 X 480 Mega Pixel or HD video: 1.0 MP 1.3 MP 2.0 MP……X MP

Frame Rate More Frame Rate requires more storage Advanced systems provide capability of recording 1FPS with no Motion and up to 30 FPS on motion

Video Analytics in the IP world Centralizing vs. Edge Computing Area alert Crosswire detection Idle alarm Pass through counter Missing alarm Stop alarm Directional alarm Piggy backing

POS Integration and Meta-data Data and video are save as one single file Generate exception based reporting Search video based on transactions Generate reports based on number of clients VS no. of transactions

CMS (Central Monitoring Software) How will you maintain all your NVR’s? Make sure all systems are working and cameras are operational Backup of user name and setting for all locations from a centralized location Change settings from corporate without having to log in to each location individually Opportunity for Monthly Recurring Revenue (MRR)

Continuing Education Recommendations Local Colleges (i.e. Basic Networking) Online Courses (i.e. Basic Networking or A+ Certification) ADI resources (PTSO Training)

Who Purchase IP Video? Institutions Government Commercial Retail IT department is splitting the invoice Government Commercial Retail Banking

Equipment Required for a Proper Demo Camera, PoE and Laptop

Demo What makes a good Demo? Sites you can connect to (may need wireless connection) Sample Videos of similar installs Videos or pictures that could help an end-user understand complicated technology With the proper demo you become the expert and have a better chance of winning the project

BrandIt Marketing Material to help you polish your Company’s image

Dos and Don’ts of IP Video DON’T Oversell DON’T sell IP video for every application DO know your IP Video Limitations & Capabilities Resolution Data transfer distances DO know IT technical jargon DO understand your new client base (i.e. IT departments) DO continue to learn

Let’s Start Selling Some IP Video!