How to sell a video management system?

Video Surveillance adoption is growing, both in terms of camera counts and the number of geographically dispersed sites, introducing potential challenges of system complexity and management. Thus, it can force organizations to make significant investment in the training and staffing required ensuring that security teams have the competency to work with these more complex systems.

Under these circumstances, a right Video Management System can reduce or eliminate the need to make investments of both time and money, while significantly improving the overall effectiveness and efficiency of security operations. For this reason, the scalability offered by VMS has taken on much greater significance and importance when choosing the right solution.

While system scalability is crucial to determining the number of cameras a VMS solution can accommodate, there are other related factors that are equally important in determining whether a particular solution is the right choice for addressing a specific customer’s needs.

Like any other technology, VMS available in the market today are wide in range and configuration, which offer an even larger number of possible features and functions. In some cases, the most powerful, feature-rich solution may prove as an ideal fit for one customer but wrong for another.

Therefore in the end, it comes down to what solution will best suit a customer’s needs.

Accordingly, selling a VMS starts from here and that’s where the importance of listening to the customer and asking questions are the most basic rules of sales. And it is the only way to ensure that what you sell them is not only suitable for their application, but is the most suitable solution in keeping the future of that business.

Below are some best practices to use when helping a customer choose a scalable VMS solution-

Camera Count- As soon as the customer’s need, objectives and challenges are classified, the sales guys selling the VMS should start determining which solution might prove as best. At this juncture, integrator’s responsibility grows, as they need to educate customers about additional features and functions that enable a VMS to address tasks or challenges that may not have been considered- but from which they could benefit.

Even though there may be no plans to expand the video system today, this could easily change once the customers actually experience the functionality of their VMS; thus, it may be desirable to take a “just in case” approach to the system design and deployment that leaves open the possibility of future expansion.

Multiple functionalities- Selling a video management system with multiple functionalities such as business intelligence, mobile capability, data security and cloud based storage also makes complete sense to users who are on hunt for a video solution.

Camera flexibility- Another important aspect of scalability is that the camera brands and types that a VMS solution can accommodate. The more number of cameras the VMS can support, the greatest ROI can be gained by the customer. Some VMS are built on an open architecture that allows them to work with nearly every manufacturer’s products, while others are either proprietary or work with a limited number of manufacturers and models.

Storage- Storage costs are a big concern for those asking for a VMS solution, particularly to those who lack dedicated IT resources to support in-house servers. But as camera resolutions continue to climb; these concerns can become more pressing. Hosted video solutions can be a more affordable and easier-to-manage alternative to manage physical assets, and this is a capability that is more or less standard for VMS offerings.

In most cases, users have the option of maintaining a certain amount of storage on-site and storing additional video off-site using a cloud-based service provider. This provides customers with the flexibility of paying only for the storage they need and enables them to instantly increase that storage as the capacity of their video systems increases without investing in additional servers or recorders.

Analog vs. IP conversions- Selling systems to those migrating from analog to IP environments will be an important issue while selling a VMS. The system should be hybrid if the user feels the need to retain some analog cameras and introduce IP systems into enterprise environments.

DNF Security offers all the above said features in its video management systems. All its falcon series of video management engines and recording systems are high redundant, scalable and are apt to be used in small or large mission critical surveillance environments.

And the highlight of these appliances is that DNF Security video management systems have cloud integration where the hot data can be stored on premises and the cold data can be transferred to cloud in an automated way.

To know more call 510.265.1122 or click on DNF Security Video Management Systems web page.


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