Page 18 - Security Today, April 2019

vices, 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 em- ployed 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 ef- fectiveness 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 moni- toring customers, this offers tremendous potential for increasing re- curring 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 ser- vices that increase customers’ overall level of security and reduce op- erational cost. However, the onus to provide interactive video moni- toring 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 part- ner, 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 cen- ters 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 as- sets and perimeters. With advanced and emerging solutions, includ- ing thermal imaging and video analytics, integrators are able to offer surveillance systems that not only effectively deter crime but also gen- erate cost-savings for end users.
These interactive video monitoring solutions and systems create a win-win situation, provid- ing a new level of security while simultaneously opening the door to new revenue opportunities for integrators.
Fredrik Wallberg is the director marketing, Security at FLIR Systems.
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