Guest Column | September 18, 2013

10 Pitfalls To Avoid When Selling Surveillance

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By James Marcella, Axis Communications

For many of you, the prospect of adding surveillance solutions as a service offering is a compelling business proposition based on the transition of analog cameras to networked, IP addressable devices. Some installers had the networking expertise to facilitate the adoption of VoIP phones, resulting in entirely new revenue streams for IT integrators. That same skill set establishes a solid foundation for entering into an entirely new market: physical security. Knowledge of computer networking is only half of the equation. So what should you consider when addressing the needs of physical security concerns?

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