How to Sell an IP System picking the right solution to get the job done Ryan Champagne © 2010.
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Transcript of How to Sell an IP System picking the right solution to get the job done Ryan Champagne © 2010.
![Page 1: How to Sell an IP System picking the right solution to get the job done Ryan Champagne © 2010.](https://reader037.fdocuments.us/reader037/viewer/2022110303/5514206e550346dd488b57c9/html5/thumbnails/1.jpg)
How to Sell an IP Systempicking the right solution to get the job done
Ryan Champagne© 2010
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Agenda
• Introduction to IP Advantages• Finding the Customer’s “HOT”
button– Quality– Remote viewing– Multiple recording– Ease of playback– OS compatibility
• WOW! Factor– Showing MP cameras– Installation advantages– Upgradability
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Agenda
• Internal Thoughts• Collecting Information for the
Project– What to see– What to ask– What to note
• Products– Cameras– Software– NVRs– Network equipment– Storage
• System design Scenarios
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Where Do I Start?
• With IP, a number of options are available to suit just about any situation
• Unfortunately, this also adds to the complexity of trying to build one
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Designing a system:
Where Do I Start?• To figure out what type of IP system will be
offered, we need to discuss the advantages of IP
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Designing a system:
The steps are the same• Most of the steps to build a system are the
same for both IP and analog– Placement– Budget– Number of cameras– Lens type– Lighting conditions– Recording time
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Where IP Beats Analog
• Cabling• Flexibility of upgrades and changes• Better wireless• Better software
– Finer, more detailed options – Mobile support– Multiple OS support– Analytic Support for Pro-active results
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Where IP Beats Analog
• Better recording– Co-location recording– Redundant recording– Network based recording– Less expensive to expand on storage
• Megapixel video– Wider coverage– Sharper images– More detail where it’s needed– Multiple Streaming
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Video Analytics
• Analyze video for more robust recording and alerting notification
• Capabilities– Object left behind– Object removed– Loitering– Trip wires– Directional monitoring– Counting
• Possible Uses– Airports, Subways, Train
stations– Office buildings– Perimeter alerts– Convenience Stores– Retail Stores
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IP Advantages:
Better use of Cabling
• Solution: less homeruns. Only a single cable needed for power, video, and data, further reducing labor costs
• IP System
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IP Advantages:
Better use of Cabling• Also allows for easy upgrades • Allows for changes with minimal labor
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IP Video System
Flexibility:Add cameras one at a time, or in groups. Your Choice.
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Solving Cabling Issues
Better Wireless:Send multiple video streams over a single wireless connection, unlike analog
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Wireless Examples:
Wireless Mesh Network
Self Discovery / Self Healing mesh nodes
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You can use existing coax cabling by utilizing coax to Ethernet converters.
IP Connectivity:
Media transceivers
You can also use Ethernet to fiber converters to send many IP cameras long distances over a single line.
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Finding the Customer’s “HOT” Button• Every customer is different• The reason an ender user contacts you is
because they need a problem solved. • The goal is the propose a quality solution to
the problem and find their ‘hot’ button at the same time.
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QUALITYWhat the Customer Wants
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Wider Coverage
640 x 480
1
3
2
4
1
2
3
41600 x 1200
1 x 2MP Camera6 x VGA Cameras
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Megapixel Video
• One megapixel camera can replace up to 24 analog cameras
• substantially reduces the total cost of installation• Brands: Arecont Vision, Vivotek, Panasonic
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Forensic Zooming
DigitalPTZ
Instantaneous electronic pan, tilt & zoom with simultaneous delivery of full field of view and zoomed video
Example Using AV8180
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Sharper Images
• Megapixel cameras offer superior image resolutions many times the maximum size of and analog camera
CIF CIF MegapixelMegapixel
• Analog cameras are stuck at NTSC/PAL specificationso 4CIF is about ¼ the size
of a 1MP image
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More Detail Where it’s Needed• A gas station is having issues with drive offs and
the owner wants to improve his existing three 4 CIF camera system to capture license plates and gather details on the thief so he can prosecute and reduce losses.
• With an analog/VGA system, he needed onecamera per lane to capture license plates/thiefdetail. With a 2MP camera, he only needed onecamera for every three lanes to achieve the same.
22
ANALOG / VGA
2MP Camera
COST BENEFIT
Analog/VGA Megapixel
6 Cameras 2
6 Lenses 2
6 Housings 2
6 NVR Lics 2
6 Cables 2
6 Labor 2
1.8MP Pixels 4 MP
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REMOTE VIEWINGWhat the Customer Wants
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CMS Mobile
• Support for– iPhone – Android– Blackberry– Windows Mobile
(WiMo)– Symbian OS (Nokia)
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CMS Mobile
• Control Inputs and Outputs
• Mobile Playback• Multiple Sites
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MULTIPLE RECORDINGWhat the Customer Wants
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Storage Solutions:
Multiple Recording
• Nuuo’s NVR mini can be placed at different locations in the local network and managed through a remote viewer
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EASY PLAYBACKWhat the Customer Wants
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SHOWING MP CAMERASWOW! Factor
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Showing MP Cameras
• You are selling against antiquated analog solutions
• More often than not, MP cameras need to be shown to see their advantages
• Make relations between DVD and Blue ray– Or SDTV and 1080 HD– (DVD & SDTV is hi-res, 2MP is 1080 HD)
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Showing MP Cameras
• Another strong selling point, is Megapixel vs. the use of PTZs.– Unless the PTZ is manned 24/7, it is not useful
• When a PTZ looks one way, it isn’t looking another.
– MP cameras like AV8185 allow for continuous 180° coverage.
Pelco Spectra III Analog PTZ
Arecont AV8185
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INSTALLATION ADVANTAGES
WOW! Factor
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Installation Advantages
• Not all advantages are because of Video Quality!• The cabling advantages can be crucial to a
customer– Allows for easier and less costly future upgrades– Allows for easier and less costly repositioning of
cameras– Possibility of utilizing existing network infrastructure
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UPGRADABILITYWOW! Factor
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Upgradability
• Adding cameras to an IP system is as easy as plugging it in to an available Ethernet port– All that is needed is an available camera license
• Licenses can be upgraded with the click of a mouse
• Storage costs decrease as time goes• Adding more storage is simple and effective in
IP
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INTERNAL THOUGHTS
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Internal Thoughts
• You need to keep in the back of your head the ways that IP is more beneficial– Cabling & labor savings– Easier troubleshooting – Future proofing the investment
• You need to sell on quality, not price– If your customer is looking for the right solution, they
will be more focused on the quality first
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Collecting info for the Project
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WHAT TO SEECollecting info for the Project
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What to See
• Existing network equipment• Internet connection at location• Lighting conditions• Where equipment will be located
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WHAT TO ASKCollecting info for the Project
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What to Ask
• Why do you want a CCTV system?– Basic accountability?– Retail type applications
• Would counting capability be beneficial to your business?
• Would you like POS support?
– Industrial Scenarios• Are you in need of Pro-active detection of alarms?
– (video analytics, DI/DO)
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What to Ask
• How long do you need video for?• What type of night lighting is available?• Would license plate logging be beneficial to you?
– (housing/apartment/condo communities)
• Do you plan on viewing this locally only or primarily from off site?– Would you like mobile viewing?
• What if I could use the same cameras to tie into your automation system? – (high end residential with HAI & ELK for example)
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WHAT TO NOTECollecting info for the Project
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What to Note
• We can help you propose a solid solution for your customer – Wiring– Network infrastructure– Cameras– Servers, storage and software– All of the bits and pieces needed to have the
entire solution
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What to Note
• Take photos of – potential camera locations
– Questionable wiring locations • Especially for wireless considerations
– Location to house equipment
• Get a Google Earth address/snapshot of location– Allows us to aid you with outdoor layouts and camera placement
• Obtain/ create site layouts • At least approximate distances of camera locations, cable
runs, etc.
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IP Products
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Hardware Components
• Minimum components needed for a basic IP system
Computer/server, monitor, keyboard, mouse
Cat5e cable
Network switch
IP camera
Optional parts
Router & high speed modem (for
remote connections)
PoE switch instead of regular switch to support cameras w/
Power over Ethernet
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Other Components
• Other components to consider in an IP systemFiber optic cable for long runs
UPS battery backup
Surge protection for PoE cables
Surge protection for non PoE cables
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CAMERASIP Products
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Cameras
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SOFTWAREIP Products
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RECORDING SOLUTIONSIP Products
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NETWORK EQUIPMENTIP Products
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STORAGE SOLUTIONSIP Products
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Conclusion
• Selling an IP system is not much different than selling analog systems.– It’s remembering where IP has it’s strengths
• Need to know IP’s strong points– Scalability– Expandability– Less labor– Mobile/Remote support– Automation advantages– Future proofing your investment
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Exam
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