How Security Companies Can Differentiate Themselves

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There used to be a time when video surveillance companies could differentiate themselves based on video quality. Those of us who understood the technology and learned how it could be leveraged to solve our clients’ problems did well. But these days, video quality isn’t enough.

Today, even cheap consumer-grade surveillance equipment provides acceptable video quality, so security integrators must provide additional value. Here are some of the ways they can do that—and these are factors that also drive our process at Hoosier Security.

Design
When we think of system design, the most obvious result is camera placement. But there’s more to it than that. The proper application of video quality can make or break a system design. While any security camera can look at a largely static scene and provide an acceptable image, not all cameras can do it in a dark warehouse, or looking through a glass wall, or when objects of varying sizes and speeds are being watched at the same time. And not all
recorders can make use of that data in a way that makes sense to a client’s needs.

Another aspect of this is the understanding that more is not always better. The application of pixel density metrics to determine what resolution is needed is a key factor in the proper design of a camera system. Few things are more frustrating than having excellent video quality, only to find out that you don’t have the video you need because your data usage is too high. We often think this is a problem with installation or equipment—it’s actually a problem with the original design of the system.

Proper system design also takes into consideration the pixel density needed to accurately capture the detail desired at the target distance. This is the simple calculation—there are more considerations, including the effect of lighting, and the detail required during various times of day.

Balancing these factors and paying attention to the aesthetic requirements of the end-user, along with their cybersecurity requirements, usability
needs, and network impact is what leads to an excellent experience. It’s the planning beforehand that makes the installation look easy.

Creating Solutions
Most companies have a problem to solve or a risk to address when buying a security system. As a security company, our primary job is to identify that problem and provide the best path for our client to resolve it.

To do this, we must understand that technology is the medicine and the client is the patient. Much like a good doctor focuses on the patient, a good integrator should focus on the client, and the technology solution will become apparent only after diagnosing what the problem is. If you
go to the doctor’s office and he says the answer is a decongestant before he has even heard your symptoms, you should run away as fast as you can. Much the same way, if your security company knows what your equipment is going to be before they have even heard your story, you should find a different security company.

Longevity
Much like a company’s fleet requires maintenance to provide the longest service life and the most value, their security systems also require care and attention to maximize their ROI. Not only are the details of the warranty of great importance, but also the approach to maintenance.

This portion of the solution, the O&M so to speak, should be crafted to align the client’s interests with those of the integrator. This is critical to ensuring that the relationship continues to be mutually beneficial. In most situations, the integrator is looking for reasons something is not covered under warranty, or looking to make up for an improper estimate with change orders. This kills the trust level between the end-user and integrator.

To tackle this, we designed our service agreement: Just Fix It. It’s a plan designed to remove budgetary, reliability, and coverage concerns, and provide a seamless experience with quick resolutions to issues. It defines our guaranteed performance level and gives the end-user a predictable, fixed expense to maximize the life of their surveillance system.

Want to learn more about how Hoosier Security can help with all of your security needs? We’d love to talk—contact us today.

About the Author:

Armando Perez
(President and General Manager) After spending 10 years in the industry, Armando founded Hoosier Security based on the principles of taking care of people, solving their problems and being fanatical about service, because real security is important. Read more