The Changing Face of the Commercial Customer

UserGroupInternational Security Technology Forum

The Changing Face of the Commercial Customer

Paul Hennings

Editor - IPfocus Magazine

Principal - IP UserGroup

UserGroup International

IP UserGroup International

• The IP UserGroup is an International Security and Safety technology forum with hubs servicing the UK and Europe, USA and Canada and Latin America.

• Our role is to Facilitate, Communicate, Educate and Influence, presenting the very latest in network centric security and safety technology to an eager International Audience.


A Global Phenomenon

• Representing over 200 Affiliate companies

• Approaching 30,000 members Worldwide

• In more than 85 Countries

• Activities in the UK, EU, USA and Latin America

• International Media Partnership Network


Members include:

• Manufacturers

• Distributors

• Installers

• Integrators

• End Users

• Consultants

• IT Professionals

• Media


Four Important Issues

• Exploiting Technology Change

• The New type of Customer

• Changing attitudes to client relationships

• Addressing New Market Entrants


Exploiting Technology

• End to end IP solutions

• Hybrid Analogue / Networked Solutions

• Analogue Devices with Network connections

• Megapixel & HD solutions

• Integrated Security & Life Safety system


Embrace the inevitable

0

1000

2000

3000

4000

5000

6000

2005 2006 2007 2008 2009 2010

• Increase demand

• Technical Innovation

• Move to Digital

• Integrated Systems

• Network Access

• Applications:> Transportation> Retails> Home networking> Health/Education

Worldwide Surveillance Camera Revenue: IP Camera vs. Analogue CCTV

(Revenue in million U.S Dollars) source iSuppli

2012

Economicpressure


Adopt Best of Breed Solutions

0

100

200

300

400

500

2005 2006 2007 2008 2009 2010

• Total Sales $480M by 2010 (revised $600M)

• Growth 37.6% p/a

• Education Key to Growth

• Slowdown in UK, USA, Japan since 2009

• Acceleration China, India, Eastern Europe & Latin America

World market for IP Video Surveillance Software

(Revenue in million U.S Dollars) source IMS


Year 1 Year 2 Year 3 Year4

Analogue

IP (SD)

IP (HD)

Technology Growth Comparison


New type of Customer

• IT Managers the primary point of Contact at Enterprise levelSecurity is Important IT is Critical

• New Breed of IntegratorLearning a new languageSecurity - Just another ApplicationCamera - Just another Device


Changing client relations

• Traditional Approach - Limited MarginsTraditional solutions, labour intensive,

limited life, small growth path, little scope for adding value

• Client Driven - Adding ValueCustomer centric solutions, technology

based, scalable, large growth opportunity, huge scope to add value, lifetime clients


Customers for LIFE!• Traditional Model

Sales Installation Maintenance

• New Creative Customer Centric Model Consultation Design Planning Implementation Service Expansion

£ $ €


Customer Centric Relations

• Listen to your Customer

• Understand their needs

• Offer a viable solution

• Establish Technology Partners

• Keep the Client in the Loop

• Provide 1st Class Service

• Make the client feel special


New Market Entrants

• IT Resellers and Distribution

• ICT Systems Integrators

• Managed Service Providers

• ISP’s & Communications

• Data Centres - Storage

• Cloud Computing and SaaS


IT Market Survey UK

Statement: In-building systems and physical security (such as CCTV and Building Access) are increasingly touching on the IT Department

Source Imago CommunicationsAverage > 80%


Market Penetration

• IP Camera Penetration 20%UK

• Scandinavia early adopters 50%

• Hybrid DVR 70% UK

• Improved Infrastructure - Reduced Costs

• 80% IT & Network adoption

• ENGAGE WITH IT & NETWORKS


Good Luck for

the future

Thankyou• www.ipusergroup.com

• www.ipusergroupusa.com

• www.ipiusergruplatino.com