How to Sell an IP System picking the right solution to get the job done Ryan Champagne © 2010

Agenda Introduction to IP Advantages Finding the Customers HOT button – Quality – Remote viewing – Multiple recording – Ease of playback – OS compatibility WOW! Factor – Showing MP cameras – Installation advantages – Upgradability

Agenda Internal Thoughts Collecting Information for the Project – What to see – What to ask – What to note Products – Cameras – Software – NVRs – Network equipment – Storage System design Scenarios

Where Do I Start? With IP, a number of options are available to suit just about any situation Unfortunately, this also adds to the complexity of trying to build one

Designing a system: Where Do I Start? To figure out what type of IP system will be offered, we need to discuss the advantages of IP

Designing a system: The steps are the same Most of the steps to build a system are the same for both IP and analog – Placement – Budget – Number of cameras – Lens type – Lighting conditions – Recording time

Where IP Beats Analog Cabling Flexibility of upgrades and changes Better wireless Better software – Finer, more detailed options – Mobile support – Multiple OS support – Analytic Support for Pro-active results

Where IP Beats Analog Better recording – Co-location recording – Redundant recording – Network based recording – Less expensive to expand on storage Megapixel video – Wider coverage – Sharper images – More detail where its needed – Multiple Streaming

Video Analytics Analyze video for more robust recording and alerting notification Capabilities – Object left behind – Object removed – Loitering – Trip wires – Directional monitoring – Counting Possible Uses – Airports, Subways, Train stations – Office buildings – Perimeter alerts – Convenience Stores – Retail Stores

IP Advantages: Better use of Cabling Solution: less homeruns. Only a single cable needed for power, video, and data, further reducing labor costs IP System

IP Advantages: Better use of Cabling Also allows for easy upgrades Allows for changes with minimal labor

IP Video System Flexibility: Add cameras one at a time, or in groups. Your Choice.

Solving Cabling Issues Better Wireless: Send multiple video streams over a single wireless connection, unlike analog

Wireless Examples: Wireless Mesh Network Self Discovery / Self Healing mesh nodes

You can use existing coax cabling by utilizing coax to Ethernet converters. IP Connectivity: Media transceivers You can also use Ethernet to fiber converters to send many IP cameras long distances over a single line.

Finding the Customers HOT Button Every customer is different The reason an ender user contacts you is because they need a problem solved. The goal is the propose a quality solution to the problem and find their hot button at the same time.

QUALITY What the Customer Wants

Wider Coverage 640 x x x 2MP Camera6 x VGA Cameras

Megapixel Video One megapixel camera can replace up to 24 analog cameras substantially reduces the total cost of installation Brands: Arecont Vision, Vivotek, Panasonic

Forensic Zooming Digital PTZ Instantaneous electronic pan, tilt & zoom with simultaneous delivery of full field of view and zoomed video Example Using AV8180

Sharper Images Megapixel cameras offer superior image resolutions many times the maximum size of and analog camera CIFMegapixel Analog cameras are stuck at NTSC/PAL specifications o 4CIF is about ¼ the size of a 1MP image

More Detail Where its Needed A gas station is having issues with drive offs and the owner wants to improve his existing three 4 CIF camera system to capture license plates and gather details on the thief so he can prosecute and reduce losses. With an analog/VGA system, he needed one camera per lane to capture license plates/thief detail. With a 2MP camera, he only needed one camera for every three lanes to achieve the same. 22 ANALOG / VGA 2MP Camera COST BENEFIT Analog/VGAMegapixel 6Cameras2 6Lenses2 6Housings2 6NVR Lics2 6Cables2 6Labor2 1.8MPPixels4 MP

REMOTE VIEWING What the Customer Wants

CMS Mobile Support for – iPhone – Android – Blackberry – Windows Mobile (WiMo) – Symbian OS (Nokia)

CMS Mobile Control Inputs and Outputs Mobile Playback Multiple Sites

MULTIPLE RECORDING What the Customer Wants

Storage Solutions: Multiple Recording Nuuos NVR mini can be placed at different locations in the local network and managed through a remote viewer

EASY PLAYBACK What the Customer Wants

SHOWING MP CAMERAS WOW! Factor

Showing MP Cameras You are selling against antiquated analog solutions More often than not, MP cameras need to be shown to see their advantages Make relations between DVD and Blue ray – Or SDTV and 1080 HD – (DVD & SDTV is hi-res, 2MP is 1080 HD)

Showing MP Cameras Another strong selling point, is Megapixel vs. the use of PTZs. – Unless the PTZ is manned 24/7, it is not useful When a PTZ looks one way, it isnt looking another. – MP cameras like AV8185 allow for continuous 180° coverage. Pelco Spectra III Analog PTZ Arecont AV8185

INSTALLATION ADVANTAGES WOW! Factor

Installation Advantages Not all advantages are because of Video Quality! The cabling advantages can be crucial to a customer – Allows for easier and less costly future upgrades – Allows for easier and less costly repositioning of cameras – Possibility of utilizing existing network infrastructure

UPGRADABILITY WOW! Factor

Upgradability Adding cameras to an IP system is as easy as plugging it in to an available Ethernet port – All that is needed is an available camera license Licenses can be upgraded with the click of a mouse Storage costs decrease as time goes Adding more storage is simple and effective in IP

INTERNAL THOUGHTS

Internal Thoughts You need to keep in the back of your head the ways that IP is more beneficial – Cabling & labor savings – Easier troubleshooting – Future proofing the investment You need to sell on quality, not price – If your customer is looking for the right solution, they will be more focused on the quality first

Collecting info for the Project

WHAT TO SEE Collecting info for the Project

What to See Existing network equipment Internet connection at location Lighting conditions Where equipment will be located

WHAT TO ASK Collecting info for the Project

What to Ask Why do you want a CCTV system? – Basic accountability? – Retail type applications Would counting capability be beneficial to your business? Would you like POS support? – Industrial Scenarios Are you in need of Pro-active detection of alarms? – (video analytics, DI/DO)

What to Ask How long do you need video for? What type of night lighting is available? Would license plate logging be beneficial to you? – (housing/apartment/condo communities) Do you plan on viewing this locally only or primarily from off site? – Would you like mobile viewing? What if I could use the same cameras to tie into your automation system? – (high end residential with HAI & ELK for example)

WHAT TO NOTE Collecting info for the Project

What to Note We can help you propose a solid solution for your customer – Wiring – Network infrastructure – Cameras – Servers, storage and software – All of the bits and pieces needed to have the entire solution

What to Note Take photos of – potential camera locations – Questionable wiring locations Especially for wireless considerations – Location to house equipment Get a Google Earth address/snapshot of location – Allows us to aid you with outdoor layouts and camera placement Obtain/ create site layouts At least approximate distances of camera locations, cable runs, etc.

IP Products

Hardware Components Minimum components needed for a basic IP system Computer/server, monitor, keyboard, mouse Cat5e cable Network switch IP camera Optional parts Router & high speed modem (for remote connections) PoE switch instead of regular switch to support cameras w/ Power over Ethernet

Other Components Other components to consider in an IP system Fiber optic cable for long runs UPS battery backup Surge protection for PoE cables Surge protection for non PoE cables

CAMERAS IP Products

Cameras

SOFTWARE IP Products

RECORDING SOLUTIONS IP Products

NETWORK EQUIPMENT IP Products

STORAGE SOLUTIONS IP Products

Conclusion Selling an IP system is not much different than selling analog systems. – Its remembering where IP has its strengths Need to know IPs strong points – Scalability – Expandability – Less labor – Mobile/Remote support – Automation advantages – Future proofing your investment

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