During the recently held RSPA RetailNOW, a conference dedicated to retail IT resellers and software developers, I heard numerous times about how physical security technology — specifically IP video surveillance — is something that retail-focused solutions providers should be adding to their line cards. These statements came from attendees (retail VARs already having success selling IP video), as well as speakers and panelists participating in the education sessions at the event.
Hearing such advice makes me smile because it perfectly aligns with what we, as a magazine, have been seeing with our readers. The bottom line is that retail VARs have a very unique IT skill set which dovetails perfectly with the latest IP camera solutions. Traditional security dealers don’t have that retail/POS (point of sale) skill set.
Surveys we’ve run indicate that more than 7,000 of our readers plan on adding IP video to their line cards within the next 12 months. Additionally, a retailer-focused study showed that 1 in 5 retailers plans on buying a new camera system within 12 months — with more than 80% saying those solutions will be IP.
What all this means is that smart camera manufacturers, who realize that future IP camera sales will be going through IT integrators more than traditional security installers, are now looking to recruit and educate integrators and VARs.
If you’re currently on the fence about adding security solutions to your line card, the time to make a move is NOW. Prices continue to drop, the technology gets easier to use, the technology can do more, manufacturers have great training available, your customers are ready to upgrade, margins are higher, and the old school installers can be outclassed by your networking background and niche retail knowledge.
What are you waiting for?