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On-Demand Surveillance Ready But Faces Slow Demand Video surveillance as a service (VSaaS) is certainly doable, from a technology standpoint. However, uptake has been limited. a&s looks into different business models for hosted video services, technical issues and challenges for adoption.
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Security Simplified By now, there is no doubt that IP and HD are trending, with SD representing less than 30 percent of global market share.
34 Trying Times, Prettier Prices 40 Channel Restructuring
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AnSweRS To TRAnSMISSIon AnD SToRAGe In SDI
54
Naysayers have been criticizing HD-SDI since its inception in 2009, but that has not stopped manufacturers in China, Korea and Taiwan from developing and improving their products at a rapid pace.
62 HD-SDI: Back to the
Roots 66 The True Value of Going Digital: HD Video 68 Product Showcase
new Technology Tightens Mining Security 74
Ensuring the safety and security of a mining site can be a complex, multi-layered process that begins with a thorough risk assessment as the safety and security needs of each mine is distinct.
14 18 20 20
82 Keeping Mines Safe and Secure
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Contents Editor’s Note Corporate News Market Observer
118 Show Calendar 120 New Products 126 Companies in This Issue
a&s International, published by Messe Frankfurt New Era Business Media Ltd., is a monthly professional publication for channel players in the worldwide electronic security industry since 1997. It updates importers, distributors, OEM/ODM searchers, system integrators and other product purchasers on product sources and identifies
A Nice comebAck!
developments in CCTV, Digital Surveillance, Access Control, Biometrics, Intrusion Alarm, Intercom/Video Doorphone, Home Automation and other fields relevant to electronic security.
ISSN 1997-6267
Over the past few years, I used to say I was a journalist. That is because I was navigating the marketing, sales and training field for a couple of years. Now, I am back with the editorial team at a&s International to work for the security industry again. Bringing my strengths from other periods, I hope for a&s International to create a more different content that connects more people, and provide new business visions and genuine market observations. It is always great to meet old friends again and share your thoughts with them. A couple of years ago, people often talked about “globalization,” and discussed how India, China and other developing countries became part of the global supply chain for services and manufacturing due to the convergence of technology and events. Later, in the aftermath of the global recession, the fragile European market and slowly recovering US market caused fluctuations in the world economy. Under the gloomy world economic climate, multi-national corporations now focus on the “regionalization” of their operations, and how localized solutions and services help them react flexibly and agilely to market demands in order to maintain their substantial growth. In this issue, Business Talk-- Helping Manufacturing Head Home—may give you more insights on this topic. Another hot topic in the security industry is “video surveillance on the cloud” or you could refer to it as Video surveillance as a service (VSaaS). a&s Editor explored the solutions offered by dealers, telcos, alarm-monitoring and manufacturers, and tried to picture a future business model for cloud surveillance in Special Feature-- On-Demand Surveillance Ready But Faces Slow Demand. Although the technology is not new and the big uptake has yet to come due to privacy and price issues, the business model of VSaaS service has been initiated in North America and European countries, thereby attracting more new players to the channel. Finally, we talked to some of our readers in different corners of the world to find out what they have to say to some hot topics. A brand new column—Readers’ Column in this issue discusses what challenges distributors and system integrators face in the current market dynamics, and how they are dealing with them. If you are also interested in contributing your ideas with regards to our magazine or topics in the future, please email us via ap-pr@newera.messefrankfurt.com!
Jill Lai
jill.lai@newera.messefrankfurt.com
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Messe Frankfurt New Era Business Media Ltd., a company formed by Messe Frankfurt (HK) Ltd. and former A&S Group in 2009, is an integrated media service provider in the security industry. Our service covers magazines, Web sites, events and trade shows. The portfolio of a&s magazines includes a&s International, a&s International China Best Buys, a&s Asia (above published in English), a&s China, a&s Installer, a&s Taiwan, a&s Solution, Fire & Safety and Info Security (above published in Chinese). a&s Turkiye, a&s Adria, a&s Italy, a&s India, a&s Japan and a&s Vietnam are licensed editions. For changes of address or subscription problems, contact us at mfne-circulation@newera.messefrankfurt.com Copyright© 2012 Messe Frankfurt New Era Business Media Ltd. All rights reserved. No part of this magazine may be republished, reprinted or redistributed in any forms, including electronic, without written consent from the publisher.
Advertisers are responsible for their own advertisement content. The publisher is not liable for any legal, image, patent or trademark disputes from advertisements or among advertisers. Legal consultant: Julia S.H. Yu, Attorney at Law, First Law & IP Offices
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Corporate News Bosch Ensures German Castle Security and Safety Situated on a rocky plateau about 70 meters above the Elbe, Germany, Sonnenstein Castle has had a colorful history over the centuries and since December 2011, has housed the administrative headquarters' district administration office of the region. Bosch Security Systems was tasked with providing security measures at the fortress. The complexity of the site and the specific regulations relating to listed buildings meant that Bosch had to overcome a range of challenges both in terms of planning and construction. In order to protect the historic site, the fire detection system was installed along with 540 fire detectors. Smoke extraction
systems are used in areas that require higher levels of security, such as the server and IT rooms to ensure that fire is detected at an early stage. All emergency exit doors are also controlled via the fire panel. More than 150 motion detectors and 400-plus window and door contact points guarantee security and provide continuous monitoring via two networked intrusion control panels. Entry to the different areas of the building can be controlled separately. While some areas can be freely accessed by the public, other areas, such as the IT rooms, are permanently alarmed, and must only be entered by those with special admission rights.
IMS Research: For IP-Based Video Surveillance, Future is Actually Now The trend to IP-based video surveillance is, by now, firmly established. The question is no longer “will IP-based equipment sales overtake analogue equipment sales?” In fact, IMS Research forecasts that 2013 will be the tipping point when world network video surveillance equipment sales overtake analog video surveillance equipment sales. The arrival of IP-technology has instead bought its own questions, and simultaneously changed the shape of the market place. With the emergence of IP-based technology, IT distributors and integrators are now, increasingly, competing with traditional security distributors and integrators. IMS Research recently published a report, IP Trends in Security — A Survey of Systems Integrators and Installers, which found that currently 80 percent of US systems integrators and installers purchase some IP-based video surveillance equipment from IT distributors, and that this was expected to increase to 90 percent of systems integrators and installers in three years' time. This finding compliments the fact that increasingly IT distributors are looking to add video surveillance products to their product range in the next 18 months. This could be good news for the traditional IT integrators who are also looking to enter the video surveillance industry, as they will already have the established relationships with their IT distributors. However, many IT integrators are not looking to their distributors for the security knowledge they lack but are instead going direc tly to the manufacturers of the cameras they are using. ▲ IP Equipment Sales Overtake Analog in 2013
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Axis Safeguards UNESCO Heritage Site in Italy Faenza's International Ceramics Museum was founded in 1908 at the conclusion of the great International Exposition dedicated to Evangelista Torricelli, who carried the products of many Italian and European manufacturers. In order to protect its rich one-of-a-kind collections, the museum needed a video surveillance system equipped with state-of-the-art technology. In order to design and build the video surveillance system, MIC contacted Lucchi engineering studio and R.C.M., a corporation that created an IP infrastructure that was easy to install and scalable, equipped with 85 cameras supporting standard and HDTV resolution and a new video encoder managed with image analysis software developed by Axis' Application Development Par tner ARTECO. Sur veillance and control are therefore performed through a dedicated supervision system capable of focusing on specific control stations through intelligent video surveillance to follow events taking place in specific areas as defined by users. R.C.M. was able to completely integrate the 13 pre-existing analog cameras with 85 new generation Axis network cameras. The museum's entire 9,000-square meters area is effectively monitored while containing costs, ensuring safety and preventing acts of vandalism and theft of the valuable ceramics collection and works that make Faenza's MIC unique in the world.
Corporate News UK Diamond Courier Secured by Avigilon Avigilon announced that Malca-Amit UK, a provider of secure logistical solutions, has deployed the Avigilon high-definition surveillance system at its new UK warehouse and corporate office to protect and safeguard its clients' precious cargo from origin to destination. “Because we ship the majority of the world's diamond and jewellery, the very nature of our business makes security absolutely critical to our success,” said Stephan Kazes, MD of Malca-Amit UK. “Chosen for its image quality, advanced management features, and ease-of-use, the Avigilon high definition surveillance system enables us to capture indisputable video evidence of vehicles, individuals, and packages entering
and exiting our premises to deliver the level of security our clients expect.” Malca-Amit confidently ensures the safe transit of its clients' valuable assets. Furthermore, the company can achieve known shipper status to help grow its business. Security personnel can find event details in minutes instead of hours, and can quickly and effortless share video with key stakeholders. Delivering greater coverage with fewer cameras, the Avigilon high-definition surveillance system resulted in 40 percent savings in infrastructure, installation, training, and maintenance costs. Leveraging the Avigilon high-definition surveillance system, Malca-Amit has also improved employee productivity, safety, and customer service.
MarketsandMarkets: Global Next Generation Biometric Technologies Market Worth $13.89 Billion by 2017
BRIC
MarketsandMarkets publishes the report “Next Generation Biometric Technologies Market – Global Forecast & Analysis (2012 to 2017).” This report covers various biometric authentications such as face, fingerprint, iris, palm, vein, signature and DNA recognition. Out of all the biometric authentications, face, fingerprint and iris recognition are commonly used in most of the applications. Iris has a significant scope in near future due to its high accuracy rate and low false acceptance rate. This report segregates the overall biometric technology market into various application areas such as government, defense, banking and finance, travel and immigration, healthcare, consumer electronics, commercial security, and home security. Increasing security threats, unauthorized immigration and infiltration across the borders, illegal transaction at the ATMs and so on, give rise to biometric technology market. One of the major drivers for this market is government funding for deploying biometric technology across the globe. Biometric technology is mostly used in applications like government, travel, immigration, banking and finance, and defense. This report deals with all the Global Next-Gen driving factors, restraints, and opportunities for the biometric Biometric Market technology market, which are helpful in identifying trends and key success factors for the industry. The report also formulates the entire value chain of the biometric $13.89 Billion by 2017 technology market, right from manufacturer to customer. The global biometric technology, types, and applications market is expected to reach US$13.89 billion by 2017 at an estimated CAGR of 18.7 percent, with the U.S. being a market Source: MarketsandMarkets leader in biometric technology.
Others
More than 40% of Global Spend in 2016
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Arecont Vision Cameras Supply 24/7 Surveillance $14.7 forBillion New York Police Arecont Vision megapixel cameras ensure $4.5 peace of mind forBillion the Police Department in Monroe, New York. The surveillance solution provides proactive security, protects the department from liability claims and monitors prisoners 24/7 from the time they enter the police department building until they leave. Located on the main street in the village of Monroe, the Police Department is housed in a freestanding building with open spaces on both sides; a front entrance with limited access that abuts the sidewalk and a back parking lot with an entrance. Arecont's panoramic cameras were installed at the front and back entrances. The cameras provide wide panoramic views, taking the place of multiple SD cameras that would be needed to cover the same area. Indoors, 2-megapixel cameras were installed in the hallways and in the cell areas to provide high-detail imaging. The cameras deliver six times the resolution of standard IP cameras 2012 to 2017 feature ensures at 24From fps, and the day/night superior images when overhead lights are turned down at night. “Installation of Arecont Vision cameras at the Monroe Police Department provides high quality video to enable us to analyze and verify any suspicious activity as well as to support improved situational awareness,” said Detective Jim Frankild.
2010
60% CAGR
2019
2
2
Corporate News Finland Selects Morpho for Driver's Licenses and Digital Tachograph Cards Morpho (Safran group) announced that it has signed a 4 year contract with the Transport Safety Agency (Trafi) for the supply of driver's licenses and digital tachograph cards. Morpho will partner with subcontractors CardPlus, specialized in the personalization of plastic cards, and certSign, a provider of electronic signature certification services, to carry out the contract. The company will produce more than 400,000 cards in its high security production sites in the Netherlands and Germany, while the personalization will be carried out by CardPlus.
Yellowstone Turns to exacq for Total Security and Management Established in 1941, the Bozeman Yellowstone International Airport provides, operates and safely maintains an aviation facility to service the needs of the flying public in Montana, U.S. The 2,481 acre airport enplanes nearly 400,000 passengers per year and more than 73,000 aircraft operations. Bozeman's outdated analog system did not provide the coverage needed or high enough resolution images to clearly identify incidents. To create a new surveillance solution, Bozeman worked with Video & Sound Service to replace all of their analog cameras with new IP cameras, review various access control systems and video management systems (VMS) and select a reliable solution that would be easy to operate. Video & Sound Service installed the exacqVision Enterprise VMS, integrated with a RS2 Technologies access control system. The exacq solution combined with 135 Axis 3.1-megapixel cameras proved to be the most efficient surveillance solution. exacqVision was chosen for its ease of use, flexibility and its ability to integrate with third-party systems. The new surveillance system exceeds Bozeman Yellowstone's growing travel demands as well as the local Administration requirements.
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“After a competitive tender process we selected Morpho to deliver our new driver's licenses and digital tachograph cards based on its expertise in secure identification documents”, said Pekka Hiltunen, Development Manager at Trafi. “We are delighted to have been awarded this contract which strengthens our position in Finland as the key provider of highly secure identification solutions. In addition, it further demonstrates our global leadership in the driver's license market”, said Jean-Paul Jainsky, Chairman and CEO of Morpho.
Standard Chartered Bank in Kenya Deploys Dallmeier Video Technology Standard Chartered Bank has been active in the world's most dynamic markets for more than 150 years. The group has more than 1,700 branches and outlets in more than 70 countries. The first branches in Kenya were founded in 1911 in Mombasa and Nairobi. In 2011 Standard Chartered Bank Kenya thus celebrated its centennial. As the oldest foreign bank, Standard Chartered Bank today has numerous branches and ATMs dispersed throughout the entire country. And these needed to be outfitted with a reliable video surveillance system. After extensive research, the bank chose Dallmeier products, which are then installed by the local partner, AUA Industria. In addition to the branches, the Kenyan headquarters in Nairobi, for which an entirely new building was recently constructed, was equipped with Dallmeier video technology. At the new headquarters alone, more than 140 cameras provide for the necessary surveillance. The German manufacturer's vast product range proved to be an advantage, as Amar Taylor, Director of AUA Industria, said: “We were able to select the appropriate model for every area. We primarily use fixed dome cameras, as well as box and moving PTZ cameras. In addition, box cameras with integrated infrared lighting are used for the outside areas.”
Polish Airport Chooses Nedap for Security Management Polish Poznan Lawica Airport is currently being extended with an additional terminal. The Airport chose Nedap for access control and intrusion detection for both the new and existing terminal, the fire department and the cargo terminal. The airport is provided with 120 card readers to provide controlled access for all airport staff, contractors and visitors. Nedap card technology was selected because of the convenient reading distance between card and card reader. The installation and implementation is carried out by Nedap’s Polish partner Atrem. Atrem offers comprehensive engineering services for large infrastructure and construction projects. “We found it [to be] the most flexible and easy to configure and commission integrated security management system we have ever installed” said Miroslaw Stolarek, Project Director for Poznan Lawica Airport. Poznan is the hosting city of the European Championship 2012. Poznan Lawica Airport is able to service around 880 passengers per hour and 1.5 million passengers every year.
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Corporate News Panasonic Partners with Broadsoft to Offer Hosted Services Panasonic announced that it has entered into an agreement with BroadSoft, a provider of software and services that enable mobile, fixed-line and cable service providers to offer unified communications over IP networks. Under the agreement, Panasonic and BroadSoft will work closely together on the interoperability of their products to allow pre-integrated SIP telephony solutions for hosted VoIP applications. BroadSoft's Premier Access Solutions program aims to simplify and streamline the service planning and delivery process for carriers offering hosted services by creating integrated access solutions. BroadSoft has brought together industry-leading access equipment
Swiss Shopping Center Installs AxxonSoft VMS to Reduce Vandalism The Zanti shopping center is located in Volketswil in Zurich of Switzerland. It is the community’s favorite place for family shopping. The parking lot, however, is the place where local teenagers often hang out, leaving graffiti and trash behind. A surveillance system is essentially required to not only to identify the authors of graffiti but to also help investigate crimes like shop windows that are broken overnight. The previous system had been highly unstable; computers kept freezing, monitor images were often missing or failed to get recorded into the archive. Altogether, it made the system unfit for a reliable security provision. Top requirements to the new system included reliability and ease of operation. Another request was to use the existing cameras as well as ensure a possibility to add new cameras from different manufacturers. AxxonSoft's regional partner Univerisal Security presented a compelling solution plan to tackle the pending problems. The computer park of the shopping center was upgraded, and AxxonSoft VMS was installed. The client was satisfied with the new functions and features. Thus, one can easily activate and deactivate detectors; the interface makes it possible to use sensor monitor screens; flexible camera layout allows operators to have a complete picture of everything happening on the monitored territory. In addition, operators' job is now largely automized thanks to automatic alarm triggering and pre-set response action scenarios.
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vendors to collaborate and build best-of-breed access solutions that shorten time to market for new service offerings; bring network features to the customer as quickly as possible; simplify the design and integration of a service provider's hosted VoIP applications network; reduce support costs with pre-integrated solutions; and increase customer satisfaction by offering the latest productivityenhancing features. Panasonic's entire range of SIP-based telephones will become an essential communication tool in pre-integrated solutions from BroadSoft.
IndigoVision Keeps Traffic Flowing on Athens' Attika Tollway A key communications route, the 65 km Attika Tollway is a ring road around metropolitan Athens that can face acute traffic congestion. The age of the previous system meant that image quality was poor, the system was not expandable and there was no unified recording system for all the different types of cameras, reviewing of recordings was also slow. Working with its partners, IndigoVision implemented a project to replace the old system with a new generation digital one. The new system based on IndigoVision's management software forms one unified system open to unlimited multiusers. There are 355 traffic monitoring and toll security cameras along the tollway, including 261 PTZ and 94 fixed cameras, with provisions for further cameras to be added. System operators can now watch multiple cameras per monitor. Alerts from emergency phones are quickly fed into the system, automatically moving PTZ cameras to preset positions and displaying alarms on PCs and alarm video on the video wall.
Basler Cameras Help Secure Fan Zones in European Football Championship Games Poland and the Ukraine are currently hosting the final round of this year's European Football Championship. Fans from all over Europe will be watching the event in stadiums and fan zones. Kiev offers the largest fan zone of the Euro 2012, with live broadcasting in 3-D. In a crowded fan zone, pickpocketing and conflicts between fans can become a threat. Ukrainian security systems supplier and integrator Data Link has installed Basler IP cameras to help secure the fan zones in Kiev and Kharkov. In case of an incident, the recorded video will be critical to supplying clear evidence for law enforcement. The image quality of the 5-megapixel camera allows for clear identification of faces and other details in the image material. Even during evening football matches, Basler cameras score the goal; with their day/night functionality via an automatically-retracting IR-cut filter, the cameras deliver crisp black-and-white images even in low light.
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VIEWPOINT
Security Simplified By now, there is no doubt that IP and HD are trending, with SD representing less than 30 percent of global market share. As systems grow larger and more interconnected, individual sensors, products and user interfaces need to “grow” as well, to be more intelligent, easier to install and operate, and less taxing on network and storage resources.
By Hayden Hsu (asmag.com)
W
ith IP-based security systems, contractors, integrators and installers often struggle with network and storage issues the most. “Signal latency is somewhat acceptable in the data world, but not in the I/O-intensive surveillance world,” said Jeffrey Burgess, President of BCDVideo. “Many people would just drop the megapixel resolution to get the data moving, avoiding bottlenecking but losing what they originally paid for.” The pains have not gone unnoticed; a number of security solution providers have actually risen to the challenge. From the ground up, the integrator community and
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end users need to understand that IP-based systems are not simply about connections of sensors, but information and situation management. “You have to take noise out of data, and only send alarm-triggered video, events and logs to the relevant party through a Web-based, vendoragnostic, policy-driven platform,” said Darren ChalmersStevens, EMEA Director for Vidsys. This controlled manner of information collection and distribution helps cut down system cost and boost system availability and value. Within any security environment or installation, security or IT managers usually look to video surveil-
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lance when the system or network goes down. The easiest to blame are typically the multimegapixels and HD video quality that modern network cameras promise to deliver. “Are higher pixel counts always required? Not necessarily,” said Steve Ma, VP of Engineering and Operations, Vivotek. “The trick is in application-specific triggers. With IP, there are cleverer and better ways of getting things done. For example, we can use H.264 SVC profile to make sure bandwidth use is flexible and can be minimized when necessary. With more powerful CPUs and mature algorithms, solution providers like us can help customers accomplish their missions more efficiently with better customizations and services.” For enterprise and government applications, seamless integration, simplicity and intelligence are what Ma thinks critical considerations in design, planning and implementation. “Just to name a few, 360-degree fisheye coupled with PTZ cameras, software-adjustable lens
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angles and smart streaming capabilities can all save operators, business owners and system integrators a great deal of headaches in installation, operation and maintenance.” Some solution providers go to great lengths in bringing the same analog video user experience to the IP world. “Four to five years of hard R&D work in perfecting our IP product lines are finally paying off,” said Jason Hill, Group VP of Merit Lilin. “The first quarter for us showed 800-percent revenue growth in IP, compared to the same period last year. We are bringing a unified, intuitive interface, low-light performance and unparalleled user experience to our new channel partners in IT/ infrastructure distribution, audio/visual and telecommunications.” Software innovation and flexibility are key to continued success, echoed Jurgen Klijn, Senior VP of EMEA, IndigoVision. “At the moment, our easy-to-use interface integrates 26 subsystems off the shelf. We remain open, and we don’t charge for extra workstations, alarms, added features or third-party integration. The landscape today is different; product rollouts are much easier. We will continue to update our software offerings twice a year, focusing on large-area resilience and hardware compatibility.” While access control and intrusion detection systems are less demanding of network and storage resources, making it easy for the installer and end user is a common goal shared by solution providers. “We are simplifying the world, with one single credential that reads and accesses all,” said Johan Molin, Head of Global Technologies and President and CEO, Assa Abloy. In driving sales growth in difficult times, cost savings are a “feel-good” enabler for all parties involved. Assa Abloy
▲ Jeffrey Burgess, President of BCDVideo
JUL 2012
▲ Steve Ma, VP of Engineering and
Operations, Vivotek
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VIEWPOINT also works with a new wireless locking mechanism that is powered by electromagnetic energy generated by the key’s friction, saving batteries and resources in both installation and maintenance. In access control, another key development is wireless technology for keyless buildings, as installation and expansion costs are significantly reduced. “Data is actually stored on the card and transmitted through our own secured, virtual network,” said Keith Carey, UK Marketing Manager at Salto Systems. “This kind of technology is easier for our partners to service and works well in student accommodations, hospitals, hotels and corporate buildings.” Unified control calls for a unified interface. Tyco has a preconfigured, pre-enabled server box that oversees combined intrusion, access and video functions. “Simplicity is a great value proposition,” said Tony Mann, Sales Director of Intrusion Products for the U.K. and Ireland, Tyco Security Products. “Look at Apple in the consumer market; security is going exactly the same way. We make sure our installers don’t need to worry about boxes and configurations.” Battery life of wireless products is also extended to five to eight years with corporate-grade reliability, eliminating unnecessary installer dispatch and user headaches.
Product design musts for today: more intelligent, easier to install and operate, and less taxing on network and storage resources. about: speed of installation, reliability and third-party integration, so that they can continue to grow with us even in difficult times.” For example, the fact that no wireless repeaters are needed (thanks to the Visonic acquisition) and installation time is cut from two weeks to two days makes it rather easy to sell, even to the cost-conscious bunch. To see all the security components work well together also requires good software interfaces and hardware displays. Examples include Milestone Systems, Honeywell Security and eyevis, which offer scalable solutions fit for mid-sized commercial applications but can “grow” with organizational needs. Milestone’s new software version is an adaptable, easy-to-use client application for daily operations; the streamlined interface helps improve usability, making it easy to monitor installations of all sizes, access live video, investigate security incidents and export recordings. Through solutions like this, a uniquely efficient working environment can be provided and optimized for different tasks and operator requirements; Milestone, for instance, provides the option to choose dark or light themes for different working environment needs to further improve work flow. Honeywell has a similar goal in mind, to provide sophisticated security systems that are scalable, easy to manage and easy to customize, with hybrid technology to minimize disruption to the client’s business during the
Size DoeSn’t Matter
Simplicity is not just needed in large-scale projects or installations. “Our server solution was designed specifically for the small- to medium-size market, with 20 to 100 readers and 8 to 32 IP cameras,” said Leon Langlais, Product Management Director for Residential and Small Business, Tyco Security Products. “At aggressive price points, we address all the issues that installers care
▲ Jason Hill, Group VP of Merit Lilin
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▲ Jurgen Klijn, Senior VP of EMEA,
IndigoVision
▲ Johan Molin, Head of Global
Technologies and President and CEO, Assa Abloy
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▲ Keith Carey, UK Marketing Manager at
Salto Systems
VIEWPOINT transition from analog to IP. Solutions for the residential and SMB market segments are also available and can work with other enterprise or government solutions. And at the end of the day, it all comes down to what the operator’s eyes can see. HD backlight displays from eyevis are preconfigured to work with a number of video ▲ Tony Mann, Sales Director of Intrusion Products for the U.K. and Ireland, Tyco and building management Security Products software packages that are easy to navigate, customizable and flexible. “Our complete, attractive package is easy on the eye and caters to exactly what operators need,” said Eric Hénique, Director of Marketing and International Sales for eyevis. “Our solution can be preset, for example, to reflect day/ night shift formats. So, demand from international markets like Asia and the Middle East is really growing, and we are expanding our production facilities to meet that demand.”
GettinG HiGH
Another way of making things easy for all involved — and an industry buzzword — is the cloud. Manufacturers, distributors, system integrators, central stations, and even telcos and cable companies the world over are offering a myriad of possibilities, targeted at residential, SMB and remote applica -
▲ Video surveillance is usually the alleged culprit when
the system or network goes down.
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▲ Eric Hénique, Director of Marketing
and International Sales for eyevis
▲ Andrew Pigram, Technical Director of
Norbain
tions. Take UK distributor Norbain. It works with Axis, Panasonic, Vista and Vivotek to provide installers and service providers with plug-and-play cameras and maintains its own cloud VMS and a data center, bypassing all the headaches associated with IP equipment configuration and maintenance. “The service represents a great opportunity for our installers to offer new services to new or existing markets,” said Andrew Pigram, Technical Director. “The joy of the service is also that because it utilizes mobile technology that end users already own and are comfortable operating, it breaks down the traditional cost and technical barriers to entry.” With everything processed and stored on a virtual network, other hardware and energy cost savings can be easily demonstrated to the end user. “We have one application with more than 400,000 users and 64,000 doors running on and managed by one single PC,” Carey said. According to Jonas Andersson, Chairman of the Steering Committee of ONVIF, industry standards are also becoming easier to understand, follow, and pick and choose. Profiles, much like those in Wi-Fi technology, are being developed for backward and forward compatibility in network cameras, recorders and other security products. It is a clear sign of an increasingly mature industry and technology, and exciting times for interesting applications and collaboration opportunities.
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VIEWPOINT
Trying Times,
Prettier Prices Cost-effectiveness sells, especially during financially trying times. With government spending cuts slowing down infrastructural development and the private sector strapped for cash, security solution providers of all sizes are busy seeking and identifying the next “blue sea.� In the meantime, small- and medium-size end users are in for a treat, as more affordable and efficient solution offerings are made available. By Hayden Hsu (asmag.com)
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VIEWPOINT Axis CommuniCAtions
With our cloud, more cost-effective and low-light offerings, we are better enabled to reach partners and installers with smaller business operations. We’ve been “cloudfriendly” for more than nine years, so it just shows we were right all ▲ Phil Doyle, Regional Director of Northern along. Globally, we will continue Europe to invest in technology and innovation; as proof, 13.6 percent of our revenue last year was earmarked for such efforts.
CAnon
General economy is quite hard, and people are taking the time to evaluate new brands and alternatives. We’re a relatively new kid on the block, so that helps. Compared to last year, we’re enjoying an upward ▲ Julian Rutland, Director trajectory of 800 percent. With the of Visual Communication Products and Solutions for shift to IP, the channel is learning, Europe and we’re also learning, to work hand in hand and move in the right direction. System integrators usually don’t have the time to test everything, so we test and integrate for them to make sure everything is compatible. Thanks to our strength in consumer electronics, we have the upper hand in image processors (with analytics) and lens specs in terms of overall technology development and pricing. We are a full member of ONVIF, working with more and more VMS brands, and incredibly committed to delivering the kind of promise, quality and training that our channel partners and end clients expect of us.
Honeywell seCurity
We’re seeing growth in residential b u rg l a r a l a r m p ro d u c t s , d u e to higher crime rates. The fact that Honeywell has a myriad of solutions across the board does help. Mirroring what has spiked demand ▲ Tony Makosinski, Head in the IT market, we now provide of Marketing for the U.K. DVR-like cloud storage with and Ireland user-friendly interfaces, making it easy for our partners to sell monthly plans rather than big, initial investments. Storing and managing on the
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cloud has also helped shorten time to market and further green initiatives. System checks and maintenance are done automatically. If there’s something wrong, an email will be generated and sent to the responsible technician automatically, minimizing unnecessary truck rolls. For certain legally mandated system checks and tests, the cloud saves the trouble of emptying out the entire building during such procedures.
nAvteCH rAdAr
Single-unit prices of radar systems cannot be compared to regular surveillance cameras. But, think holistically. Radar provides 360-degree coverage and significantly cuts down numbers and costs ▲ Philip Avery, MD of guards, tours/patrols, trip wires, intrusion detectors and cameras. There’s no trenching required, further reducing installation time, service disruptions and related expenses. We own all the key technologies (hardware, software algorithms, signal processing) and can tailor to specific system integrator requirements. For example, we managed to cover an airfield in Romania with just two radars. This is the kind of message that needs to be heard when people are scrambling to find the next best, more affordable alternative.
opgAl
Thermal cameras are not security cameras. Helping our partners understand the technology — t h e b re a d t h o f o u r o ff e r i n g s , picture quality, innovation — and transforming them into our ▲ Yair Sakov, VP of Security extensions in the field do take a Business lot of resources. A lot of security solution providers sell on fear, uncertainty and doubt; we sell on the value of being able to see clearly and cost-effectively what’s going on at critical locations like airports, seaports, railways and energy plants in challenging environmental and lighting conditions. Five years of market education and evangelization are really paying off: the company was ranked No. 2 in market share by the latest IMS Research report on thermal cameras. Although there’s a lot of cautiousness in the market at the moment, the private sector and emerging markets in Asia and Latin America are luckily still
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VIEWPOINT buying. Examples include interesting flame detection applications from garbage disposal sites and commercial buildings. We will continue to preach about security being like insurance and make sure our partners will never lose any project to the No. 1 in this market on price.
TiMe and daTa sysTeMs inTernaTional
This business unit was founded by the founder of Grandeye and is a sister company of AMG Systems (fiber transmission). Our new product is nicknamed the “time machine.” With just one unit, there are 14 streaming possibilities, and ▲ David Myers, MD you can go back to any recorded, HD, 360-degree footage to zoom in and dewarp, easily replacing four to eight traditional cameras. The management software was developed in-house, and we are integrating with Wavestore, Axxonsoft, Xtralis and more to target verticals like retail, transportation, education and health care. Our new firmware that’s coming up will also be ONVIF-compliant, opening up even more possibilities and cost savings.
The UK and European access control market is growing at about 4 percent; we are growing at about 15 percent in this market as well as overseas in the Middle East and Asia. We compete with different Tier-1 brands in different regions, ▲ John Davies, MD but all at a lower, mid-point price, in verticals like education, finance/banking, health care, telecommunications and commercial buildings. Our cost-effective solutions provide reliable features, tailored functions with adjustable Web interfaces and add-on software and database tools; the flexible look and feel enhance user experience considerably. It’s critical for access control solution providers like us to be able to work with specialists in architectural design, audio/ visual, structural cabling and IT/IP infrastructure early on in any given project; it’s our reputation on the line, so we need to make sure there are no surprises down the line. We already have video integration capabilities and are looking to biometrics, NFC and the cloud for new possibilities and opportunities.
TexecoM (HalMa grouP)
Tyco securiTy ProducTs
Panogenics (aMg grouP)
Our business is about solving problems. Right now, it’s about getting more than 1,000 installers across Europe up to speed on the new confirmed alarm standard, via road shows and workshops. We have new, conformant equipment ▲ Clym Brown, Marketing Director for different market sectors: small to medium residential units, medium commercial establishments, and high-end infrastructure projects. One common characteristic of our new solutions is getting more done with less devices (and money). The home automation media server, for example, controls lighting, entertainment units and the alarm system all on one panel. Our top-end, self-healing, auto-rerouting mesh system gets signals across industrial or commercial sites with changing and challenging environments, which reduces false alarms and related penalties. And yet we keep everything simple, to minimize installation time/cost and maximize user enjoyment and energy savings. For instance, our dual-detection system of 32 devices can be set up and activated with just one touch and within two seconds.
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E v e r y o n e i s a ff e c t e d b y t h e e c o n o m y, b u t o u r i n t r u s i o n detection business has had three straight years of double-digit growth. Our unified, all-in-one-box server solution was designed specifically for the small- to medium-size ▲ Leon Langlais, Product Management Director market, with an average application for Residential and Small Business requiring 20 to 100 readers and 8 to 32 IP cameras. At aggressive price points, we address all the issues that installers care about: speed of installation, quality, reliability and third-party integration, so that they can continue to grow with us even in difficult times. For example, the fact that no wireless repeaters are needed (thanks to the Visonic acquisition and complementary market synergy) and installation time is cut from two weeks to two days makes it rather easy to sell, even to the cost-conscious bunch. Battery life of wireless products is also extended to five to eight years with corporate-grade reliability, eliminating unnecessary installer dispatch and user headaches.
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VIEWPOINT
Channel Restructuring With more standardized products and thinning profits, solution providers are hard pressed to either offer something unique or make themselves unique. Desperate times also call for desperate measures, on channel partners’ part, in training and collaboration. By Hayden Hsu (asmag.com)
T
he world is flat, and so is growth in recent times. No stranger to slight slumps in economy, security solution providers seem to be better prepared this time around. With more comprehensive and mature IP and HD solutions, solution providers in the supply chain and channel have been focusing on bringing distinct solution and service offerings to fruition to stay in the game. “Take the U.K. for example; the overall market is going to be flat, at best, for the following year,” said Barry Shakespeare, MD for Norbain. “Last year, there was a one-time sales boost because of the Olympics. We already saw some challenges, and we’re trying to turn them into opportunities.” For the company and its integrator/installer partners, training, service and cloud initiatives ensued. Via a flexible, modular approach, Norbain offers a range of training programs that would enhance installers’ knowledge of IP-based technology for video surveillance, access control and intrusion detection.
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“What struck me the most when I first entered physical security from IT was the lack of both technical and commercial training,” Shakespeare said. “This academy is our internal center of IP excellence where we professionalize and deliver the type of training required out in the field.” For immediate project needs, the distributor also offers a pay-per-use consultation service that encompasses site survey, system design/configuration, commissioning and troubleshooting; reduces the risk of installations; minimizes time spent on site by engineers; and makes new products more accessible and deployable. “We believe that this new service offering will help our customers tackle new technologies and break into profitable emerging markets,” said Keith Purvis, Operations Director. This new approach significantly trims down finger pointing when an installer uses IP cameras from A, switches from B, routers from C and software from D for a project and something does not work or breaks
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down. “Essentially, it’s a high-level, tailored service that makes Norbain our customers’ employee and ensures maximum system uptime,” Shakespeare added. Still too complicated? Norbain’s answer to that would be the cloud. “With plug-and-play cameras, cloud storage and management software, and different service packages, we give our customers more options to provide to their customers, without them having to worry about maintenance and service,” Shakespeare said. And Norbain is definitely not alone. “We had a patchy start this year, but now we have some really good leads,” said Gary Harmer, Sales Director for Electronic Security, Mayflex. “Full IP is where our skill set is, and we will leverage our expertise to support the estimated CAGR of 35 percent in the next four years.” In selling true benefits of IP to key verticals like retail, education, transportation, financial and data centers, Mayflex focuses on ease of use and scalability. “We also offer our partners one-day, free-of-charge training courses covering engineering and sales techniques,” Harmer said. “We want them to be able to future-proof their
clients’ investments and provide the best value for money, especially in a financially difficult time like this.”
Spread the Word
But, is IP really required and ready for prime time? If one of the world’s largest surveillance markets with a humongous analog install base is seeing tremendous demand, the answer should be clear. “We Brits are conservative,” said Phil Doyle, Regional Director of Northern Europe, Axis Communications. “We’ve been quite slow in switching over to IP, but 2011 was really a ‘lightbulb’ moment as people started to see the benefits that IP has brought to other parts of the world. Last year, we trained more than 500 partners in the U.K. alone. Across the globe, we have eight regional divisions that know the local people, cultures and business practices really well and deliver the kinds of solutions, education and support that are truly needed.” Another example would be Avigilon; the company is ONVIF-compliant, offering complete solutions from 1 to 29 megapixels, hardware to software, and front
3-5 July 2012 Booth No. 41
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▲ Barry Shakespeare, MD for Norbain
▲ Gary Harmer, Sales Director for Electronic
Security, Mayflex
▲ Keith Marett, VP of Marketing and
to back. “We are not just a surveillance company; we are an innovation company,” said Keith Marett, VP of Marketing and Communications. This spirit of innovation helped the company secure a 77-percent revenue jump in Q1 of 2012, compared to the same period last year. The biggest challenges for Avigilon right now are getting the required talent to meet the exponential growth in sales and clientele and fortifying partner networks across the globe. “Building relationships does take some time.” Keeping momentum up, while making everything easy to salespeople and partners, is also one of IndigoVision’s challenges. “Our promotional activities will be more targeted, and the foot work in finding more partners and end users will accelerate,” said Jurgen Klijn, Senior VP of EMEA. “At the end of the today, it’s about the will to succeed and trust in everyone to do their part.” For specialty equipment like thermal imaging, the road is even bumpier. “Thermal cameras are not security cameras,” said Yair Sakov, VP of Security Business, Opgal. “Helping our partners understand the technology — the breadth of our offerings, picture quality, innovation — and transforming them into our extensions in the field do take a lot of resources. A lot of security solution providers sell on fear, uncertainty and doubt; we sell on the value of being able to see clearly what’s going on at critical locations like airports, seaports, railways and energy plants in challenging environmental and lighting conditions.” Five years of market education and evangelization are paying off: the company was ranked No. 2 in market share by the latest IMS Research report on thermal cameras. “Although there’s a lot of cautiousness in the market at
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Communications, Avigilon
▲ Daniel Wan, UK Channel Marketing Leader,
Honeywell Security
the moment, the private sector and emerging markets in Asia and Latin America are luckily still buying,” Sakov said. Examples include interesting flame detection applications from garbage disposal sites and commercial buildings.
Closer Collaboration
Recent press releases indicate that more investments — including human capital — are being poured into training and education programs, such as US system integrator collective PSA Security Network working with hardware manufacturers and software developers to deliver technology and business seminars virtually and physically, and network infrastructure distributor Anixter working with vendors to bring IT and IP fundamentals to “traditional” security dealers and installers. Knowledge is paramount, especially in increasingly connected, integrated building and security environments. “For the last 2.5 years, we’ve been trying to get closer to consultants and specifiers, to help them gain the necessary knowledge in a structured way,” said Daniel Wan, UK Channel Marketing Leader, Honeywell Security. “IP is great and is the future, but we are not abandoning our analog install base and installers. They are nervous, but we help them avoid pitfalls and give them the foundation to speak to IT managers confidently.” There will never be enough time and money, so focus is pivotal. “Take the necessary steps to vet and find the right partners, and provide them training on an ongoing basis so things don’t get out of control when economic conditions or technologies shift,” advised John Davies, MD for Time and Data Systems International.
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