Security Dealer & Integrator

SEP 2013

Find news and information for the executive corporate security director, CSO, facility manager and assets protection manager on issues of policy, products, incidents, risk management, threat assessments and preparedness.

Issue link: http://sdi.epubxp.com/i/172392

Contents of this Issue

Navigation

Page 80 of 119

had gained strong experience in POS as the IT director," he says. It clicked. In fact, the original franchise restaurant company remains one of DBB's video security customers to this day. "After starting the business, I quickly learned that not all potential clients were ready for the IP video security world," Poulin says. "So, unlike many or most other integrators, I went from offering only IP systems to offering both IP and analog systems," he says. "Generally speaking, integrators offering analog systems have to learn and migrate to IP, sometimes kicking and screaming!" Other times, as an integrator, Poulin finds himself as the go-between and peacemaker between security managers and IT managers who do not always share the same visions. Other organizations outsource their IT opera- tions. "A good relationship with an independent IT consultant can often lead to video referrals for you," he says. There is much more to DBB than just IP video security, of course. "Ever since starting the business, I con- Make the Move to IP IP systems are here to stay, and analog systems are becoming less relevant, Poulin notes. "The price gap between value IP systems and analog systems has closed dramatically, even within the last few months," he explains. "Some of the newer IP systems are more plug-and-play and much easier to get online and commission than they once were. "Make the move to IP," Poulin says. "There is not that much to learn and you will have happier customers." He notes the difference in resolution is astounding, and customers will appreciate usable archived video when they need it. "Choose a system where you will transport video on your own, separate network and only use the customer network for remote viewing," he adds. "Also, become friends with your customer's IT manager — you need buyin from the IT department. Help them understand that you will not clog their network with video traffic. Once you have their confidence and they understand what you are doing, things will go much smoother. You need the IT manager to become your friend." Request information: www.securityinfowatch.com/10722906 www.SecurityInfoWatch.com | SD&I; | September 2013 77

Articles in this issue

Links on this page

Archives of this issue

view archives of Security Dealer & Integrator - SEP 2013