By Jackie Andersen, business development manager, Retail, Axis Communications
Selling video surveillance to retailers is no longer just about the camera or the recording solution. There are a lot of moving parts beyond physical security functionality. Nowadays, it's about turning a watchful eye to a broader spectrum of retail activity beyond loss prevention — we call this a video context.
To close the deal, you need to shift the discussion from pure technology to the infinite ways you can apply technology to other store functions. Image quality, color fidelity, frames per second, and other aspects of camera operation will still come into play. But your sales pitch is also an opportunity to teach retailers how to harness the technology to create cross-department value.