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| Sales feedback has been that security managers know they will migrate to IP but do not know how |
"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," emphasises 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 did not want to have to scrap their analogue 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 analogue and IP co-exist. That is 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 analogue 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 analogue to IP migration in a way that IT will accept.
Each hour Infinova will hold a special seminar on how to make the leap from analogue to digital surveillance easier and less costly |
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 analogue with IP/megapixel cameras? Can they get these digital cameras to co-exist with their present analogue 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 plans will not adversely impact it?
"Lastly, not all customers want to scrap their analogue control room equipment, add encoders to their analogue 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 here.
