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Getting better results from SMB Installations

Small and medium businesses (SMBs) are an area of opportunity for security resellers, especially in video surveillance.

Surveillance systems for SMBs are more straightforward than for larger companies, however no matter how many employees or buildings there is, each successful installation would start with designing a system which is appropriate for the business.

Keep an eye on SMB requirements and budgets

SMB owners and corporate customers often think and react differently to similar situations especially where the system price or value is concerned. SMBs are mostly interested in what you do for them.

It is critical to clearly identify the specific pain points which the SMB prospect wants to resolve, in order to build a relationship with the SMB prospect and to formulate a plan.

Once key goals and challenges of SMBs have been identified, site surveying can begin. Surveying should be repeated at night in order to account for different lighting conditions. It is also important to consider whether electrical outlets are available, costs of cabling versus a Wi-Fi solution or if a camera is required at an out of way location. It is important to ensure that you know where exactly each camera will be installed, for example by standing in each location, as it will give a better idea of what the installed camera would see and what lenses may be required. It would also give an idea if the multi sensor cameras can fit into the design scheme to reduce camera counts and increase the coverage area.

You must also ensure to consider if you would require any outdoor cameras and plan accordingly if you are interested in having them installed. These cameras, even though they are designed for outdoor use, would usually still require weather resistant housings and a heater if required, in order to ensure that it would continue functioning in extremely cold weather conditions. A junction box along with the proper wall mount brackets would prevent water from running down the wall and into the camera housing.


Right Cameras at the Right Number

When it comes to the SMB systems’ total cost of ownership (TCO), it is important to select appropriate cameras and the correct amount of them. As an example, in a small retail environment with controlled lighting, advanced technology such as Wide Dynamic Range (WDR) may not be necessarily required. Simpler solutions such as effective placement and use of 2MP cameras and a fixed lens might work best. Whereas a warehouse would require cameras with WDR and low-light sensitivity to adapt to highly contrasted lighting and changing lighting conditions. The application may also require a more complete range of on-board features such as motion detection, digital zoom, region of interest, area alerts and auto tracking. It is best to look for surveillance manufacturers which offer multiple cameras in a variety of form factors so that you can select the performance and features that you require for each specific location.

Capturing images which are at a full 30 frames per second (fps) adds to the recording quality. Options should be made for motion/alarm detection recording modes to conserve bandwidth and storage space when possible. These and other best practices would affect the image and recording performances and ultimately help ensure the customer is satisfied.

Quality support from a reputable video surveillance manufacturer is an important part of the product selection process, no matter what the installation is.

Every application is different, therefore the formula for success varies as well, however by getting fundamentals correct the resellers can help ensure that each installation goes smoothly both for themselves and for their end users.

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