Why IP Surveillance Could Be The Channel's Next Big Thing

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Jason Schmitt, CEO of Technology Resource Advisors, a Milwaukee-based solution provider and Axis partner, said his company formed a dedicated physical security practice in 2010, after realizing the significant opportunities stemming from the IP surveillance market.

Today, Schmitt said, Technology Resource Advisors sees major demand for IP-based cameras, particularly among local government, higher education and K-12 organizations. He said he expects to see "triple-digit percentage growth" in sales, year-over-year, in 2013.

In addition to helping customers migrate from analog- to IP-based video systems, Schmitt said a lot of the growth Technology Resource Advisors sees in this space stems from its ability to wrap managed services around these IP systems.

"We've taken the blueprints that we're using to deliver managed services to small business, and we've replicated that for physical security," Schmitt told CRN. "Last year, we didn't really have any recurring revenue when it comes to physical security clients, but now, in 2013, we have generated, I would say, probably close to $100,000 in annual recurring revenue around supporting these security systems."

Despite the growing number of IT solution providers entering the surveillance market, Axis emphasized that traditional security integrators are still seeing opportunities from the emergence of IP, as well. The ones who do, though, seem to boast a level of networking know-how similar to that of an IT solution provider.

"When we talk about deploying surveillance or access control, we are always talking about leveraging the infrastructure they already have in place. It always came back to their network," said Andrew Bowman, president of SiteSecure, a Sanford, Fla.-based security integrator. "We are always selling, to some degree, to the IT directors, not the security directors."

Craig Bowman, vice president at SiteSecure, said SiteSecure, which specializes in the design, construction and maintenance of IP-based security solutions, often partners with IT solution providers to help manage larger networking projects, as customers demand them.

"We have to be familiar with lots of different networks -- HP, Cisco, Brocade," Bowman said. "And we actually partner with a couple of Cisco VARs in the Tampa area to support large network deployments because we don't want to be the experts there."



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