Here SDM examines the demand for these services, and how integrators should go about marketing and selling the services. Additionally, we look at the features of remote video monitoring services that are most appealing to integrators’ clients and how integrators should price those services. Finally, we focus on whether remote video monitoring is a profitable business for integrators.
According to Norm Charney, president of Dallas-based video monitoring firm Stealth Monitoring Inc., monitoring demand began with burglar alarm monitoring, which then gave way to CCTV monitoring. “Then people said, ‘That’s not very good, because when someone breaks in, all we get is a grainy analog image of the break-in, and no one can ever be arrested,’” he says. “The bad guys are often wearing a cap or hood, and there’s no way to arrest or prosecute them because they can’t be identified.”
As a result, Stealth Monitoring forged the concept of actually watching the video image in real time, and notifying police as the burglary was in progress, Charney says. Stealth Monitoring employees are able to describe to the police what they are seeing, and possibly even send the police a live video of the break-in. That makes the event a high-priority police call, one in which perpetrators are still on the property, he says.
Demand for the Service
Appearing to agree with this assessment is Aria Kozak, CEO of Elite Interactive Solutions, an interactive video-monitoring provider in Los Angeles. “Level of demand is growing at a rapid pace,” Kozak says, noting that as end users better understand the limitations of classic alarm monitoring and the subsequent problems with false alarm response, they are seeking new solutions for these problems. “It becomes a no-brainer to add video monitoring to their portfolios of protection,” Kozak says.
Features & Benefits
Iveda Solutions’ daily surveillance report (DSR), consisting of detailed descriptions and time-stamped snapshots of events and activities defined by clients, is another important benefit, Ly adds. “Over time, such data become useful statistics not only to our customers, but also for us to continually learn more about strategies and techniques to improve our service,” he says. In addition, the service by default provides 24/7 simple browser-based remote camera access and archived video playback, providing redundancy to local storage and letting customers see what Iveda sees.
How Integrators Profit
Acadian’s Savoie says pricing is often “all across the board.” His own company offers specific solutions to an array of problems and offers ala carte pricing. “Dealers and integrators are still having difficulty on what margins the market can bear,” he reveals.
The Perspective of an Integrator
“For clients utilizing both physical security services and remote video monitoring (RVM), the most appealing aspect of RVM is that it serves as a force multiplier. Communication between the security officer on-site and the monitoring center’s video analyst basically gives the security officer a set of eyes on the entire facility.”