LEVINE: They are in the area of integrated networked video. Years ago everything used to be relay-based. An alarm condition would occur because someone held the door open and the PTZ camera would automatically move to, and the lens would zoom to that location. Now we’re doing it in software. And with analytics, search-and-discover tools, and the ability to digitally link alarm indexes, it’s much easier to look up and then evaluate incidents.
The video side of things has really been a boost, but it’s a double-edged sword. Because it is software and resides on the network, the products are drawing the attention of network services people like Cisco. They understand network topologies and system usage, but they don’t understand interfaces to the security industry. Software services people can easily throw an IP camera on the network, yet they look at you blankly when you say, “What will you do with the video?†We’re increasing business by supporting IT services companies as their partners, leveraging their acceptance and validation of our skill sets.