Under surveillance

Infrastructure development is rife across the Middle East and with it comes a demand for security. IP surveillance is emerging as one of the most compelling investment areas, creating a whole new market for networking resellers and integrators.

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By  Julian Pletts Published  May 21, 2008

So if you are a comms guy, you say it's just an IP camera, but you have all the nuances of positioning and learning the core skill sets of risk assessment.

If you are focused on security the biggest challenge is to really understand how to put in a backbone or a mesh network system on wireless and get it right at the beginning without any long-term problems with the system.

So investment in training is always going to be a big issue.

What skills and expertise do resellers need to possess in order to make the most of selling IP camera systems?

GO: They must be very good in terms of networking. In terms of security it is knowing which cameras to pick up and where to install them. Networking and storage skills are just as important as video surveillance.

Systems integrators are now trying to integrate video surveillance systems to other systems like access control and building management.

GH: Let's start from the top. They need to know about the product, you don't just pick a camera and hope for the best.

There's camera and lens selection. Is it indoor or outdoor? Is it infrared? That comes down to the end-user and what they are trying to monitor.

They need to understand the software integration side, with event triggering. It is all about software integration, physical installation and configuration. They need to know these skills.

Most of them have got the IP skills so it is not so much that, there is a lot more software and IP integration needed for this type of sale.

MS: The most important thing is to really understand the technology provided by the brand.

And then it is important to understand what is needed for deployment at the application level, which means having the key skills to integrate.

Depending on the size and scale of the project the channel partner really needs to develop a solution rather than just a project.

The margins at the product level are really slim owing to various reasons such at the depreciation of the euro against the dollar, overall reduction in the pricing of cameras and other market dynamics. So it is more important to deliver a solution.

GR: We assess what the customer requires and then plug-in the most appropriate person or team of people suitable for that need.

If you are doing a mesh wireless system for a transportation system, for example, we may look to bring in an integrator that has a great deal of knowledge about wireless systems.

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