It’s not just about selling lots of surveillance cameras, says Axis Communications’ Chris Wildfoerster in a P2P Series interview. Integrators should learn to leverage surveillance camera analytics and be better partners to their customers.
Surveillance cameras are everywhere. And integrators are selling plenty of them as part of their customers’ security solutions.
In many cases, however, integrators can do a better job of incorporating analytics and Internet of Things (IoT) as part of an overall security solution, says Chris Wildfoerster, business development manager, audio solutions, at Axis Communications.
“We all sell what we know,” he says, referring to the physical camera and access control components of a security system. “But we’re seeing from the channel that there is much more interest in adding more analytics, making the systems more functional and intelligent.”
Analytics and IoT as part of a security solution can address occupancy sensing, perimeter protection, people counting, aggression protection, and more. Leveraging analytics and providing a more well-rounded security solution not only increases revenue opportunities for integrators, Wildfoerster points out, “but also puts the integrator in a position where they become more of a partner with their client vs. just a vendor.”
Watch the entire P2P Series interview above.
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