This is not a surprise coming from Gren, who has consistently mapped the correct future of network video and then steered his company, Axis Communications, to develop the products, partnerships and services enabling significant advances in video surveillance performance. But with the network coming strongly into play for channel companies like yours to continue to grow and serve customer needs, what exactly does his statement mean to your business?
Among the important changes in the channel that are finally driving the adoption of IP technology are the skill sets and knowledge of those that design, engineer and install security systems. For years, analog was king because that was what companies knew how to install and service. IP and Cisco-certified installers were few and far between in our market just a few years ago. That is changing now. The system integration companies that will lead in the future are those that have invested in their people as security products have become “IT-ized.”