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Business & Marketing
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To win a security sale just two or three years ago, all you needed to do was convince the top security guy or gal at a company – the Security Manager, Loss Prevention Manager, Facilities Manager, etc. – to choose your solution. But with the sharp rise of IP surveillance and its reliance on using corporate networks, a new breed of surveillance influencer has been introduced into the deal: the IT department. This critical person can be the IT Manager, Network Manager, or Chief Information Officer (CIO).
Written by Rob Colman
Features related to the everyday operation of a video surveillance or an access control system are an integral part to getting your end user to sign off on a new system.
Written by Victor Harding
Several years ago, I was part of an acquisition of 1,400 monitored accounts that included a large number of Chinese-speaking accounts. The buyer knew that the base was heavily Chinese but had difficulties establishing Chinese monitoring or service for the account base. Attrition on that acquisition turned out to be larger than normal, although the buyer took care with the integration process. My guess is that the customers left because they wanted to be serviced by an alarm dealer who could speak their language.
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There are plenty of great training programs throughout our industry on how to install IP surveillance systems. But there seems to be one training aspect that’s harder to find: how to sell IP surveillance.
Written by Rob Colman
Sometimes the notion of being an expert is ridiculed.  One scribe put it this way: “An expert is simply someone far away from home and giving advice…”  Perhaps that is not an unfair comment for those who are truly misrepresenting themselves. But alternatively, what if the person is authentic and can add much to the discussion or the recommendation? If we said that person was a trusted advisor rather than an expert, wouldn’t that change our opinion and our expectations? Somehow I think so.
Written by Rob Colman
There has been a lot written about education lately so I will continue to fuel the conversation. It is no surprise to see such enthusiasm for more learning opportunities and better education programs in a world dominated by information overload and constant technology changes. We all know that there is much to learn but do not know quite how to go about it. Bob Moore in his column "There is always time for education" did a very good job to provide an overview of some of the new channels now available for learning.
Written by Rob Colman
A few years back, web-based security solutions were all the rage, especially in the access control arena. Several manufacturers offered solutions that were touted as not utilizing any installable client applications (thick clients) and relied solely on a web browser for configuring and monitoring a security system, monitoring. This month, we’ll look at scenarios where web interfaces offer advantages over thick clients, as well as their pros and cons. I’ll also outline what to look for and the questions to ask your solutions providers to truly understand what your customers are buying from you.
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One of the perks that I have continued to enjoy as a business owner is that I still visit with and see clients on a regular basis.
Written by Rob Colman
Compared to other end-user vertical markets, such as transportation, government and education, retail has been a cautious adopter, moving away from DVRs to IP-based video management systems.
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Regular readers of SP&T News have been treated to a hearty debate in recent issues about whether the industry offers enough educational opportunities and resources for its integrators. It’s an age-old debate in all critical and fast-paced industries like our own. In reality, there are hoards of educational opportunities available for those who crave information about physical security — you just need to know where to look.
Written by Mark S. Wilson
Imagine this scenario. An organization that is undergoing the process of installing their new video system finds out that the electrical contractors have installed smaller wall boxes at their facilities than needed for the surveillance system’s fiber optic transmitters. There are thousands of these boxes and it will cost several hundred thousand dollars to replace them. And the transmitter (TX) and receiver (RX) modules only came in one standard size. They have two choices: they can replace the wall boxes with the correct size for standard fibre optic transmitters or go to litigation.
Written by Jennifer Brown
Doyle Serink has been quietly building his business one blog entry at a time.
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At one time not so long ago the alarm/security industry was a relatively simple business. An installed detector detected something and a critical condition was reacted to. Some of those conditions were life safety (fire and smoke and CO), others environmental (low temperature and the presence of water) others personal (panic and request for assistance buttons and of course the burglary signal).
Written by Rob Colman
Ideally every camera on every system would be monitored live to catch bad guys in the act. The reality is that a lot of systems are used in a more passive manner — the system is only being used after an incident takes place and an investigation is required. For this reason it is important for an integrator to help end-users select a video management system (VMS) that is easy to operate, but also offers the most advanced feature set for their after-the-fact investigations.
Written by Jimmy Palatsoukas
Over the last several months, acquisitions of PSIM (Physical Security Information Management) manufacturers by various industry players have brought PSIMs heightened attention.
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If you’re an analogue surveillance system installer, you’re still part of the vast majority as IP systems in North American’s security market have yet to hit 30 per cent. But given the trend in formerly analogue industries such as music, movies and still photography, it won’t be long before the only alternative in the CCTV market will be to go all digital (i.e. IP).
Written by Rob Colman
In the second half of the 20th century, W. Edwards Deming popularized the notion that quality was a virtue in the manufacturing world. His works are credited with the establishment of the Total Quality Management movement. These efforts validate this quote “…quality is not an act, it is a habit…”
Written by Rob Colman
It seems there are always new things to talk about in the security industry, especially in the video surveillance segment. With all the different established and emerging manufacturers, there is always developing technology being released. But sometimes a new feature or product that generates a lot of buzz, still requires additional development from the system architecture side for the solution to be optimal in real-world situations.
Written by Rob Colman
The battle lines were drawn long ago. The sales department thinks it should be done in a day. The installation department says it should take a week. Who’s right? Likely it is somewhere in between. But as the business owner, the important thing is not so much which one is right, but which one gets you the sale and MAKES YOU MONEY. In this article I want to focus on some of the key elements that you should take into consideration when determining the cost of labour in an installation.
Written by Bob Moore
"What are the legal requirements for video to be admitted in court?" This is a question I hear all the time.Some people are convinced that one compression method is preferred over the other. Some are confused on pixel requirements for facial recognition. And others have heard conflicting stories on what is required for chain of custody. It’s no surprise that this topic is unclear for security and law enforcement professionals, because there are no easy rules.


ISC West
April 10-12, 2019
Security Canada East
April 24, 2019
ADI Expo
May 7, 2019

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