Coming of Age
Integrators should investigate interactive video monitoring
- By Fredrik Wallberg
- Apr 01, 2019
Securing outdoor assets can
be a tricky proposition. For
starters, traditional outdoor
security systems are expensive.
Motion sensors, fence
sensors and visible-light cameras offer limited
capabilities that make them prone to false
alarms. In fact, many of these technologies
cause so many false alarms that some operators
tend to assume all alarms are false.
Customers may even choose to cancel
their service for outdated, passive and inferior
theft-prevention equipment that has
proved time and again to be inadequate for
providing the outdoor security they require
to protect their assets. This does not bode
well for integrators who offer these solutions
and services. It’s no longer enough for integrators
to rely on doing more installations
to grow their companies, which is, at best, a
break-even proposition.
The key to securing commercial properties
is to implement a system that allows for proactive
prevention rather than simply reactive
cleanup and investigation. Security guards are
one approach to outdoor security, but they
may not be cost-effective or practical in all
locations.
Today, more and more end users understand
the benefits of live video monitoring—
thanks in part to the growth of residential
“smart doorbell” products and their positive
impact. The good news is that there are costeffective,
high-performing solutions in the
security sector that enable improved video
monitoring, and smart business owners are
seeking out and working with integrators who
can deliver them.
Technologies Accelerating
the Growth of Video
Monitoring
Where outdoor video monitoring has traditionally
been plagued by nuisance alerts, that
is changing drastically with today’s more stable,
higher-quality cameras. These new video
solutions feature refined detection, more efficient
video compression, and proven software.
Many of them include improved image
sensors, embedded processors, video analytics,
deep learning, and two-way audio functionality
for real-time response. The result is
a new generation of multi-spectral solutions
optimized for wide area monitoring and perimeter
protection.
The most effective of these solutions typically
consists of a variety of advanced technologies,
with thermal imaging and classification
analytics serving as the cornerstone.
Multiple thermal sensors can be deployed to
deliver 24/7 monitoring regardless of lighting
or weather conditions. Thermal cameras
naturally produce the type of sharp, highcontrast
images that enable higher-performing
analytics. In thermal images, people and
vehicles clearly stand out, eliminating dependence
on exterior lighting to create good
contrast. Because the analytics don’t struggle
to “see” objects of interest, the result is a
powerful, reliable intrusion detection solution
that produces fewer false positives.
A properly designed and installed system
leveraging these technologies can detect intruders
and be used for video verification of
events by a live person. In addition to remote
response, event video can also show remote
operators exactly where an intrusion occurred,
as well as how many people or vehicles
were involved. With access to both video of
the event and live video, operators can confirm
with absolute certainty that the alarm is
valid and that immediate response will likely
result in an arrest. In many cases, police departments
prioritize response to these calls.
These verified alerts assure law enforcement
that the notifications were not another
false alarm or an employee who returned to
retrieve their phone, keys or other item that
was left behind. Thus, real-time alerting enables
maximum response time, which can save
end users from loss of merchandise or equipment,
business interruptions or vandalism.
Realizing Increased
Security and Reduced
Costs for End Users
For business customers, interactive video
monitoring offers numerous benefits to a
well-designed and effective outdoor security
system, most notably increased security and
reduced costs. In addition to remote guarding
and patrol as well as alarm verification,
there are many applications of interactive
video monitoring.
Common examples include remote escorting,
supervision, managed gate or door services, system health checks, operations and procedures auditing, and
even cloud-hosted video solutions. To be effective, however, requires
professional video monitoring by trained central station operators who
know how to interpret video and determine the right response.
From a cost perspective, for example, an onsite security guard employed
to cover premises only during non-business hours could cost
between $10,000 and $12,000 per month. Using interactive video, the
same site can be remotely monitored using with equal or better effectiveness
for under $1,000 per month. In some circumstances and
locations, customers can realize ROI on their solution investment in
as little as three months.
Seizing the RMR Opportunity
for Integrators
Customers demand and even expect the ability to do more with video
and additional monitoring services, so integrators must be ready and
willing to meet these needs. Combined with the broad base of monitoring
customers, this offers tremendous potential for increasing recurring
monthly revenue (RMR) with video monitoring services. In
fact, video RMR margins are typically 30 to 100 percent per device
or service. The key is for integrators to shift their mindsets from to
selling solutions that solve customers’ problems rather than selling
equipment, systems and services.
Integrators know that generating predictable, dependable RMR
requires creating more value from each sale by offering extended services
that increase customers’ overall level of security and reduce operational
cost. However, the onus to provide interactive video monitoring
does not have to fall on integrators themselves, as most central
stations commonly offer some form of video monitoring services.
The recommended path forward for integrators is to find a partner,
one who has experience with video monitoring and working
with events initiated by video analytics. Once a partnership has been
formed, the next step is to create a menu of services, which will largely
depend on the monitoring center’s capabilities, and create packages
of bundled services that are easy to sell and understand. At the same
time, it is important that these services are priced to be profitable.
Finally, offerings should be scalable, giving customers the ability to
easily add services in the future.
The best advice, however, is that integrators and monitoring centers
must be able to deliver services as promised. Failure to do so will
result in customers canceling their services, which once again creates
an RMR gap.
The Payoff
The reality is customers no longer have to accept outdated, inferior
security solutions that are incapable of protecting their outdoor assets
and perimeters. With advanced and emerging solutions, including
thermal imaging and video analytics, integrators are able to offer
surveillance systems that not only effectively deter crime but also generate
cost-savings for end users.
These interactive video monitoring solutions
and systems create a win-win situation, providing
a new level of security while simultaneously
opening the door to new revenue opportunities
for integrators.
This article originally appeared in the April 2019 issue of Security Today.