Q&A | May 22, 2014

Peer-To-Peer: IP Video Sales Complement Other Lines Of Business

By Bernadette Wilson, associate editor, Business Solutions magazine
Follow Me On Twitter @bernadeditor

Selling IP Video

The Business Solutions article “IP Video And Access Surveillance Control: A Profitable Combination,” highlights the success Global Data Systems (GDS) has experienced providing facilities-based telecommunications, datacenter, cloud computing, and systems integration solutions and services. GDS, which deployed the first Cisco VoIP phone system in the U.S. and is currently the only Louisiana-headquartered Cisco Gold Partner with 24/7/365 NOC (network operation center) operations support, recognized physical security as a complement to its offerings.

The article provides information on how the company expanded its business to include the technology, training and acquiring certifications for its employees, identifying key vendors, studying the market’s pain points and considering solutions that address them, and marketing the new part of its business.

In addition to the information in the article, Ned Fasullo, chief marketing officer at GDS, comments that the sale of IP video surveillance helps sales in multiple lines of business for GDS.  These include:

  • structured cabling
  • wireless access points, and sometimes
  • additional PoE (power over Ethernet) switching to accommodate projects that are expanding as opposed to new construction 

“Even if we do not secure additional business right away, the sale of the IP surveillance almost always leads to conversations that result in additional business down the road,” Fasullo says. If you’re a VAR who’s looking to increase the sale of networking infrastructure, consider adding IP video. Not only will you start earning sales of those solutions, but you’ll most likely see your networking sales increase as well.

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