"When
we asked our integrators what we could do to help them at IFSEC, they asked
us to go over two things with them, new products and how to land more sales,"
emphasizes Mark S. Wilson, Infinova vice president, marketing. "The biggest
problem they reported having is getting their customers to take the first step
in migrating to IP. Customers didn't want to have to scrap their analog equipment
and are not sure that it is worth the added investments to get the increased
benefits of digital. They want to know how to make analog and IP co-exist. That's
when we decided to hold IFSEC seminars at our booth instead of product pitches."
According to
Wilson, sales feedback has been that security managers know they will migrate
to IP but do not know how. They need to preserve their present analog investment.
They know they will be sharing their company's data network but do not know
how to talk to IT. How do they present an analog to IP migration in a way that
IT will accept?
Seminars will
cover the three system areas that integrators need to cover with their customers
-
• Cameras
• Transmission and cabling, including power supplies and
• Control room
"For instance,"
Wilson asks, "How can an integrator help its customer bridge the gap between
IP and analog with IP/megapixel cameras? Can they get these digital cameras
to co-exist with their present analog cameras and, if so, how do they do it
easily and economically?
"How do
they work with IT when sharing the company's data network?" Wilson inquires.
"Can they show the IT department how their migration plan will not adversely
impact it?
"Lastly,
not all customers want to scrap their analog control room equipment, add encoders
to their analog cameras, and retrain their people," Wilson adds. "How
can integrators help that customer?"
For a list of seminars and their times, IFSEC show attendees should check the signs at the Infinova Booth # 5F10.
More information
about Infinova is available at www.infinova.com.