Own The Network, Own The IP Video Business

By Mike Monocello, Business Solutions magazine.

As more and more video surveillance solutions shift from analog to IP (Internet Protocol), the solutions provider who controls the customer's network (installed it, administers or helps administer it) gains a significant competitive advantage in winning such business. Most likely, this solutions provider is an integrator like ESCO Communications. ESCO is a great example of a modern-day integrator, selling a variety of wired and wireless networked voice and data solutions to a variety of verticals. Among all the verticals in which ESCO operates, education is one that heavily relies on trusted advisor status and "owning" the customer's network for optimal success. Here's why that is and a few tips for your own success.