How to Get Your Share of Video Sales Opportunities
With this issue, SDM kicks off its annual exclusive State of the Market Reports, a series of four in-depth feature articles that delve into the market viability of video surveillance, access control, intrusion alarms, and fire protection — beginning with video on page 44. These articles are a valuable read, as they are chock-full of not only testimony from industry professionals about the challenges and opportunities they see in each market, but also exclusive data from SDM and IHS Research about selected vertical segments and technologies poised for growth.
As security integrator Rob Hessel of Source 1 Solutions, featured on this month’s cover, describes, “Our video business grew just short of 300 percent. Those are staggering numbers, and we don’t see business slowing down. With IP, there’s tremendous opportunity in video surveillance — bigger than ever.”
More than 9 in 10 of SDM’s subscribers seem to agree with Hessel, as evidenced by our 2015 Industry Forecast Study. We asked integrators, “Considering the economic health of your business, how would you rate the potential for sales in 2015 in the video surveillance market?” Thirty-four percent rated the state of the market good, and another 59 percent rated it very good or excellent. By most standards, those are remarkable ratings.
Research by IHS, Englewood, Colo., points to an explosion of growth in the video industry. The company forecasts the market for video surveillance hardware to surge from just under $13 billion in 2013 to an expected $25.6 billion by 2018. The research firm predicts network-based equipment will account for approximately 75 percent of that figure.
As the pie expands, how can you ensure you are getting your share of the sales opportunities in video?
- Use SDM’s research beginning on page 44 of this issue to benchmark things such as your spending on surveillance products, and growth rates. According to our Industry Forecast Study, an average of 23 percent of total revenue among dealers and integrators stems from video surveillance sales.
- Check out the answers on page 47 to SDM’s question, “Which vertical markets will offer the best opportunities for systems integrators in 2015?” From the typical segments of education, retail, healthcare and commercial office space — to the atypical segments of city surveillance, medical marijuana, and transportation.
- Learn about legislation that directly affects opportunities for security integrators in surveillance, in the related story on page 52, “Legislative Impact on Video Surveillance,” written by ESA’s director of government relations, John Chwat. He reports that at the start of the 114th Congress, ESA is monitoring any federal bills that relate to video surveillance such as anti-terrorist, Homeland Security system purchases; federal agency mandates for public safety purposes; new efforts that might be included in legislation relating to police body cameras; and school security technologies, mostly for state grant opportunities.
These key helps for assessing opportunities in video surveillance are just three of many that the industry offers. There is a great deal of “low-hanging fruit” right now across all segments, in the ever-expanding pie that is video surveillance.
Chris Ward Is Named Publisher of SDM
We are delighted to share the news that Chris Ward was promoted to the position of publisher of SDM& Security. Ward has served as associate publisher ofSDM’s sister publication, Securityfor the past six years and he managed a sales territory for both brands in the Southeast and Mid-Atlantic during that time. He has 16 years of experience in B2B publishing, 12 of which have been in the security industry.
“It is an honor and a privilege to work with the best B2B media team covering the security industry,” Ward said. “As a sales manager in the field for the past six years, I have witnessed the power of the Security& SDMbrands. As publisher I am committed to continuing to help our clients succeed in business by providing superior information through our industry expertise.”
In a move that further strengthens the publishing team, Doug O’Gorden was promoted to Associate Publisher of Security& SDM. A 20-year veteran of B2B media publishing, including nine years at BNP Media, O’Gorden has successfully managed the Midwest and Eastern Canada territories for both SDM& Securitysince 2006.
Ward and O’Gorden, together with the entire SDM& Securityteam, look forward to working with each brand’s readers and advertisers in 2015, and meeting with many of you at upcoming tradeshows and conferences this year.