It is in the software required for automatic downloading of images from mobile digital video recorders when the vehicle returns to its yard and the back-end system server software, content management and video storage where some think systems integrators have a huge potential for business.

Many mobile video systems have three components — the video surveillance system on the vehicles, the automatic wireless off-loading of data when the vehicle returns to its yard and the back-end system server software, content management and video storage, notes Randy Covey, business development manager for SafetyVision L.P., Houston.

It is the third area — the software, content management and storage — where Covey thinks systems integrators have a huge potential for business.

Covey suggests that integrators could sell mobile video from their network as recurring monthly revenue (RMR) as some sell GPS fleet tracking and alarm monitoring. But Fredrik Nilsson, general manager of Axis Communications in North America, Chelmsford, Mass., does not see monitoring opportunities coming from customers yet.

“My guess from the experience we’ve had is it seems like all of them want to take care of their own monitoring for safety reasons and not have anyone else tap into their monitors,” Nilsson asserts. “Maybe in the future with an open system, there might be opportunities for dealers to do monitoring, but so far, the transportation authorities want to take care of all the video themselves.”

Mobile video is a field that requires specialized video surveillance expertise combined with vehicle customization skills. For example, North American Video, Brick, N.J., has established a subsidiary called Mobile Eyes & Ears that provides the latest video, audio, wireless transmission, networking and satellite tracking technologies for transportation and fleet vehicles.

“When we researched the market, we found few dealers focusing on transportation only,” Nilsson reports. “It seems to be on a deal-per-deal basis.

“Normally, it’s the companies that do integrating for large transportation projects that also get the job to integrate the security systems for the same transportation authority, not one large integrator that only does transportation jobs throughout the U.S.,” he explains.

John White, national sales manager — transit systems, video intelligence solutions group, Verint Video Solutions, Denver, agrees. “We tend to work with people who are putting other systems onboard a bus and are looking for a partner to put video onboard,” White relates. “What you find is a lot of the really good ones understand what it takes to put video equipment on board a bus with vibration issues.”

He estimates approximately 90 percent of video surveillance equipment installed on buses is in new models and only 10 percent is retrofit.

Eric Elsenbroek, systems support manager for ADI, Louisville, Ky., thinks video mostly is being installed during vehicle customization. “The trend I’m seeing is when they’re manufacturing the bus and police car, they’re building camera systems into it,” he notes.

Mark Provinsal, vice president of marketing for Dedicated Micros Inc., Chantilly, Va., thinks security integrators still are needed for effective mobile video installations. “What we have found is a lot of them specialize in other things besides surveillance systems,” he says of companies that customize vehicles.

“They might do a great job on the inside look of it, but they haven’t really gotten sophisticated on the surveillance side, and how to mount cameras and do that part of it,” he reports. “If you really want to put video in your system, they’re not figuring it out internally, they’re relying on a systems integrator to figure it out.

“The most important part for the system integrator is finding that decision-maker who’s operating buses or trains and influencing them,” Provinsal points out.

Deploying a Middleware Solution

Enlarge this picture This graphic represents the security system of a manufacturing company with two assembly plants. The middleware converts badge transactions (badge swipes at readers at facility entry points) to time-and-attendance transactions that are used to determine payroll hours. At the same time, the middleware sends the badge transactions to a plant mainframe, which determines labor and production levels for the day. The company benefited by having more efficient labor tracking and payroll calculation.

With convergence currently at the forefront of the security industry, what are some things to consider when deploying a middleware solution for true systems integration via software?

Today many security directors are demanding a higher level of collaboration between their security system components and their key business systems. To meet this need, savvy integrators have been providing custom middleware interfaces, or software that connects two otherwise separate applications and allows data and event sharing.

Because few integrators maintain software developers on staff, in some cases the security manufacturer may be contracted to develop the middleware. In others, the middleware is produced by a third-party software development firm.

When using a third-party software development firm to create your middleware solution, ensure that they have experience with physical security applications. You don’t want them learning “Security 101” with your project.

Be sure your middleware provider has a proper software development process and views documentation as essential. In addition, be certain that they use a software version control system to document software revisions. Plan for ongoing support. Make sure your middleware developer provides documentation, such as a user manual and/or troubleshooting guide.

Make sure the integrator or developer you choose fully documents the technical requirements of the interface and obtains agreement with your IT professionals before you evaluate their proposal. Often, defining the business rules that will govern the interface is the trickiest part of the entire project.

Don’t assume any novice programmer can just “figure it out.” Remember, particularly in software, too low of a price often signals a developer who doesn’t understand the true requirements.

To ensure the middleware will be given the go-ahead of your IT department, your developers should design the software according to accepted IT practices, and demonstrate that the middleware will not disrupt any functions currently being performed on your network.

Finally, never contract the development of middleware on anything other than a fixed-price basis. Vendors that want to quote an hourly rate may do so because they don’t understand what needs to be done. — Contributed by Geri B. Castaldo, CEO, Codebench Inc., Coconut Creek, Fla.

Sidebar: ADI Teams with Vontronix to Offer VoIP Alarm Solution

The Vontronix VoIP alarm panel communication module will be distributed by ADI, Melville, N.Y., according to an agreement between the two companies. This VoIP module allows alarm systems to communicate over a broadband Internet connection while enabling dealers to increase recurring monthly revenue by selling the VoIP phone service from Vontronix.

Manufactured by Linksys specifically for Vontronix, the module is a two-line analog telephone adapter designed to support VoIP alarm and telephone services. It is compatible with any Contact ID panel or central station receiver.

The VoIP module converts analog signals into TCP/IP format to communicate over broadband Internet connections. The Vontronix service sends e-mail alerts upon alarm activity and allows latchkey notifications if alarms become disabled. The system is also fully supervised and will report upon failure.

Vontronix phone service offers E911, directory assistance, Follow Me, Find Me, voice mail messages sent to e-mail, and more. For information, visit www.adi-dist.com or www.vontronix.com.