1. How to Sell IP Video

2. 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

3. 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

4. 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

5. 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

6. 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

7. 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

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

9. 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.

10. 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”

11. 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

12. 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.

13. 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

14. 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

15. 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

16. 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

17. 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)

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

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

20. Equipment Required for a Proper Demo
Camera, PoE and Laptop

21. 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

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

23. 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

24. Let’s Start Selling Some IP Video!