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Integrators’ Limited Knowledge of Wireless Video Surveillance Limits Market Growth

The training situation has created a stalemate within the wireless video surveillance market.

The levels of knowledge and skill security systems integrators have of wireless video systems is limiting the growth of the wireless video surveillance market, says a new report from IMS Research, a supplier of market research on a range of global electronics markets.

Most integrators and installers of video surveillance equipment use wireless technology as a last resort and are much more comfortable with wired networking, the report says. Yet, despite the issue of integrators having limited knowledge and skill sets about wireless technology, the American market for those products is expected to grow 20 percent, and has the potential to grow even faster, the report says.

However, the cost of training systems integrators on wireless infrastructure equipment is an area of contention between integrators and the manufacturers of wireless infrastructure equipment, according to the report. The majority of systems integrators interviewed for the research said vendors should not charge for a basic level of product training, sales support or technical support, and the integrators said on-site system design could legitimately be billed for separately. However, wireless equipment manufacturers remain reluctant to provide free training when there is no guarantee that providing such instruction will translate into sales.

The training situation has created a stalemate within the wireless video surveillance market, said Niall Jenkins, senior research analyst at IMS Research. “Integrators need training in the equipment before they can win wireless video surveillance projects, but are unwilling to pay for the training because there is no guarantee they will win these project. Wireless equipment manufacturers need integrators to be trained to win wireless projects, but are unwilling to provide the training for free because there is no guarantee this will translate into sales revenue.”

“Both parties will need to make compromises,” said Jenkins, who added that manufacturers can provide training in phases starting with less expensive on-line training to integrators free of charge. The manufacturers can later supplement the training with advanced instruction that integrators pay for. “This should meet both parties’ needs to protect their initial expense before winning new business,” he said.