Round table contributions
Statistically speaking, incidents of terrorism are unlikely to impact most businesses and institutions. However, the mere possibility of worst-case-scenario attacks is enough to keep security professionals awake at night. Compounding the collective anxiety is the minute-by-minute media coverage when an attack does occur. The immediacy of the shared experience of global tragedy impacts us all – including security system decision-makers. We asked this week’s Expert Panel Roundtable: How is the rise in terrorism impacting the physical security market?
The year ahead holds endless promise for the physical security industry, and much of that future will be determined by which technologies the industry embraces. The menu of possibilities is long – from artificial intelligence to the Internet of Things to the cloud and much more – and each technology trend has the potential to transform the market in its own way. We tapped into the collective expertise of our Expert Panel Roundtable to answer this question: What technology trend will have the biggest impact on the security market in 2019?
Cybersecurity continues to be a major theme in the physical security industry, but effective cybersecurity comes at a cost. Higher cost is contrary to another major trend in the market: lower product pricing, which some have characterised as a ‘race to the bottom’. Chinese manufacturers, whose products tend to have lower prices, have been the target of cybersecurity concerns and even a government ban. So what is the overall impact of cybersecurity on pricing trends in video products? We asked this week’s Expert Panel Roundtable: Are cybersecurity concerns slowing down the ‘race to the bottom’ (i.e., the dominance of lower-cost cameras)?
The concept of how security systems can contribute to the broader business goals of a company is not new. It seems we have been talking about benefits of security systems beyond “just” security for more than a decade. Given the expanding role of technologies in the market, including video and access control, at what point is the term “security” too restrictive to accurately describe what our industry does? We asked the Expert Panel Roundtable for their responses to this premise: Is the description “security technology” too narrow given the broader application possibilities of today’s systems? Why?
Korea’s video surveillance provider, IDIS, will be connecting with installers and integrators at The Security Event (Birmingham NEC, 9-11 April, Stand SE68) to explore new opportunities for project partnerships. The company’s focus on working closely with installers delivering more profitable, advanced video surveillance projects has seen its UK sales grow by 78% over the last year. Easy-to-source video solutions IDIS is focusing on helping accredited, specialist video surveillance integrators to fight back" With major contract wins helping to build its reputation and market share, IDIS is concentrating on reducing TCS (Total Cost to Serve) for installers and giving them easy-to-source video solutions that offer more profitable implementations and predictable revenue streams. As security installers face fierce competition and too often cut profit margins to win projects, IDIS is focusing on helping accredited, specialist video surveillance integrators to fight back. Our approach is to partner with the professional installers, giving them superior technology so they can compete on quality and value and win both installs and maintenance contracts,” says James Min, Managing Director, IDIS Europe. Latest generation technology At The Security Event IDIS will focus on its latest generation tech – including its best-selling 12MP Super Fisheye camera, the new budget-beating range of cameras and NVRs, the company’s powerful camera technology comprising 5MP/12MP domes and bullets, the award-winning 8MP IR PTZ 31x zoom and DR-6300 and 8300 series of NVRs, the totally license free yet comprehensive IDIS Center VMS and IDIS Dynamic Privacy Masking and new IDIS Deep Learning Analytics. These innovations give customers impressive results and offers installers a real point of difference above cheap, low-spec systems. IDIS technology is forward and backward compatible, is faster to install and easier to maintain – but at the same time is more powerful and robust. Minimising risks With installers competing for the most profitable contracts, a major benefit of IDIS tech is that it minimises the risk of project over-runs adding to costs. For example, IDIS’s true plug-and-play cameras don’t require engineers to manually programme each unit with a password – that essential task happens automatically – resulting in a faster finish, no mistakes and no loopholes in network security. Protection against data loss IDIS cameras now protect against loss of video data due to network instabilityAnother great example is that all IDIS cameras now protect against loss of video data due to network instability, with IDIS’s Smart Failover technology now built-in as standard. This ensures that gaps in recording are automatically restored as soon as the connection is re-established, protecting customers in a way that low-quality kit doesn’t, and making maintenance contracts easier and more predictable for installers. IDIS’s industry-best 7-year Ultimate Warranty further cuts the risk of cost over-runs on maintenance contracts. “We are totally focused on helping our installer partners reduce operational costs while supporting them to compete and win new projects,” explains Jamie Barnfield, Sales Director, IDIS Europe. “We are giving them an advantage at every stage, from providing them with better tech to delivering more convenient training, from helping with lead generation to ensuring smooth project delivery and efficient technical support immediately when it is needed.”
The latest HD video technology from IDIS has been chosen by Southern Health NHS Foundation Trust for a comprehensive upgrade across their facilities in Hampshire. In one of the largest projects of its kind, the new system will improve safeguarding at a number of sites for patients requiring specialised mental health care in a secure setting. IDIS’s Korean technology is fully network-tested and approved, which means it is secure enough to be linked to the wider NHS network, at any point in the future, giving further options for centralised monitoring and control. Selecting IP CCTV solution Southern Health wanted a fully managed system, linking all their sites onto their local LAN without the risk of system hacking Because of the sensitive nature of the care being provided, the vulnerability of patients and the risks to staff, it was essential that the video solution was not only network-secure but could be relied on to capture scenes in close detail in all lighting conditions. Southern Health wanted a fully managed system, linking all their sites onto their local LAN without the risk of system hacking, which is a key NHS consideration in selecting any IP CCTV solution. The IDIS equipment was identified as the best for the project following a full proof-of-concept comparison, with equipment set up on site to demonstrate both picture quality and ease of use. Installation of cameras and recorders It replaces a previously installed IP video system, comprising a mix of equipment from different manufacturers, and in comparison, it offers the benefits of lower cost of ownership due to ease of use, simple installation and maintenance combined with the warranty. The first phase of the upgrade has just been completed by fire and security integrator ISD Tech, with an installation at Ravenswood House, Fareham. This phase comprises almost one hundred 12MP vandal-resistant IR Fisheye cameras as well as full HD IR domes, DirectIP H.265 4K recorders, PoE switches and full-HD monitors. The older system at Ravenswood House had been proving to be difficult to use. Recordings could not be easily archived, and image quality was inconsistent, explains Tracey Edwards, Security Manager of Southern Health NHS Foundation Trust. Identifying and retrieving recordings Delays in investigations can result in interrupted care delivery and costly disruption, so need to be minimised as much as possible “We had identified gaps in coverage and our efforts to provide a safe environment were being hampered by footage that was often unclear,” Tracey Edwards says. “The old system was proving too complex to use and it was taking too long for operators to identify and retrieve recordings.” This was a major issue because staff at the site are caring for vulnerable people and, if an incident occurs, it’s vital that they can quickly access recordings that show exactly what happened. Delays in investigations can result in interrupted care delivery and costly disruption, so it needed to be minimised as much as possible. Motion-sensor activated lighting The advantage of the IDIS 12MP fisheye cameras is that they allow all events to be captured automatically without the need for operators to focus in on an incident. Recordings from the new cameras always provide a complete 360 view of any given area without any blind spots. Just as importantly, the system is easy to use, and the footage can be accessed quickly. The fisheye units offer a choice of 6 de-warping view modes and ensure night-time IR viewing at up to 15 metres. The new system has also overcome a particular loophole at Ravenswood House: in some areas motion-sensor activated lighting was not sensitive to very slow movement, meaning the previous system could not capture images because it had no IR capability. This increased the vulnerability of both patients and staff. IDIS's Smart Failover technology IDIS and ISD Tech worked particularly closely to ensure the phase one installation went smoothlyOvercoming this, the built-in IR capability in the IDIS fisheyes enables the capture of crisp, clear images even in darkness. Crucially, the new solution also features IDIS’s Smart Failover technology which protects against loss of footage due to a wide range of potential fault conditions, including network instability, network failure, storage failure, recorder hardware failure and power supply failure. IDIS and ISD Tech worked particularly closely to ensure the phase one installation went smoothly, says Nicky Stokes, ISD Tech’s Managing Director. “Our engineers had to be very sensitive and careful working on this project because of the nature of the site and the needs of the patients. Everything went smoothly – IDIS equipment really is ‘plug and play’, which makes our job much faster, and we appreciate the high-level support that IDIS always gives.” Seven-year warranty With phase one completed, full roll-out of the IDIS technology through Southern Health NHS Foundation Trust sites will continue through 2019. “We are delighted that IDIS technology has been chosen for this important NHS project,” says Jamie Barnfield, Sales Director, IDIS Europe. “We know that our technology will provide outstanding service for years to come. Not only is it backed by our IDIS Ultimate seven-year warranty, our commitment to leading the way in new product development means that it will be forward-flexible and meet all the customer’s future needs.”
Rukey Solutions, which designs and installs integrated security and fire systems for commercial, retail and a range of SME customers, says the focus on video technology from IDIS offers significant benefits in terms of performance, cost and technical support. “We first connected with IDIS at IFSEC four years ago and since then we’ve been consistently impressed with how well their technology performs and how straightforward it is to work with,” explains Rukey’s Managing Director, Darren Morrison. “Becoming an IDIS technology partner gives us a lot of confidence as we compete to deliver even more advanced video solutions for our customers.” Developing new business An advantage of the specialist partner status, he says, is that IDIS is particularly focused on support when it comes to developing new business with its partners – their measure of success is not when a system is sold, but when a solution is completed, when it is designed and installed efficiently and lives up to the end-user’s expectations. IDIS video technology is also easy to work with to create fully integrated solutions, without the cost or complexity IDIS video technology is also easy to work with to create fully integrated solutions, without the cost or complexity. For example, IDIS’s flagship IDIS Center video management system. This advanced, self-configuring IDIS technology is straightforward to work with and is well proven in demanding sectors such as retail, leisure and commercial settings. Forward flexible technology With the IDIS seven-year warranty and the assurance that the technology will be forward-flexible to meet future needs, the cost of ownership is also very attractive for users. Welcoming the partnership agreement, which was signed on IDIS stand C140 at IFSEC 2018, Jamie Barnfield, Sales Director of IDIS Europe, says Rukey Solutions’ customers will benefit from access to both current up-coming innovations. “We are delighted that Rukey Solutions has had such positive customer feedback about our technology,” Barnfield says. “IDIS is continually improving on the performance of our products and our forward path of innovation will help Darren and his team to further succeed in this exciting market.”
IDIS, a global surveillance manufacturer, has launched its IDIS VA in the Box analytics on its stand G700 at this year’s IFSEC International. A powerful tool available for making businesses more competitive, IDIS VA in the Box gives customers access to information needed to make the best business decisions possible. The data generated gives retailers and other end users the opportunity to learn more about their customers, their behaviours, and their needs and demands. Its simple plug-and-play installation makes IDIS VA in the Box perfect for integrators and installers unfamiliar with complicated software-based analytics, requiring little to no maintenance and ensuring a low cost of ownership for end users. IDIS VA in the Box features People counting allowing customers to count, track, and analyse shoppers. This provides insight into exactly how many people come and go, and the difference between the estimated and actual floating population. The management and administration through people counting is essential for places requiring high-level security, such as airports and other transportation hubs. Expected number of visitors can be predicted by accumulated data and appropriate action can be made in advance. Heatmaps allow retailers to visualise visitor footfall and behaviour and highlight where people spend time and what they interact with. This can be utilised to determine the best location where exposure needs to be maximised, such as new product zones or areas with sluggish sales. It can also be used to select the best locations for advertisements and promotional materials. Queue Management that reduces customer waiting times and allows retailers to more effectively manage queues. This feature enhances customer satisfaction by enabling the opening and closing of the appropriate number of counters based on how many customers are in line. Operated by an alarm, this function allows employees to provide quick and accurate service to their waiting customers as well as an efficient internal shift-change system. Analytical Reporting gives customers graphs and thumbnails by setting a time period, while periodical analysis is available through the IDS Center video management software “VA Report" tab. Customers can check hourly/daily/weekly/monthly data in detail by simply entering a date and time. The data from the people counting, queue management and heatmap functions can be reviewed individually or collectively. Fast, simple installation and maintenance Commenting, Jamie Barnfield, Senior Sales Manager, IDIS Europe said, “IDIS VA in the Box has now been installed at various sites throughout Europe, and both installers and end users are reaping the benefits. Since VA in the Box is plug-and-play with our flagship DirectIP platform, it is fast and simple to both install and maintain, protecting installer’s margins. When combined with IDIS Center’s intuitive user interface, it’s extremely easy for operators to utilise, and delivers IDIS’s signature low cost of ownership for end users. Further, the addition of analytics into the IDIS surveillance offering is also making security buying less of a grudge purchase, as not only do customers benefit from security operations, they also enhance marketing, sales, and other departments by delivering a raft of business insights.”
Reece Ellis will develop new partnerships while support existing integrators in his new role at IDIS IDIS, Korea’s largest surveillance manufacturer, has announced the appointment of Reece Ellis to the position of Regional Sales Manager covering the South of England. Reporting to Jamie Barnfield, Senior Sales Manager of IDIS Europe and based out the European headquarters in Brentford, Ellis is the latest addition of many in 2016 to support the continuing maturity of IDIS sales capability in the UK and the company’s sustained growth since the launch of its own brand business in 2013. New role and responsibilities Ellis will support existing national and regional integrators as well as developing new partnerships and end user accounts. He will also engage with strategic distributors within his region and support IDIS partners with joint IDIS Total Solution marketing initiatives and events. Consistently over achieving targets, Ellis brings with him over five years’ sales experience as well an in-depth knowledge of analogue and IP surveillance. In his most recent roles at Norbain SD, he was instrumental in developing key accounts and growing IP surveillance sales as well as providing product training and technical demonstrations for both installers and end users. Continued sales growth Jamie Barnfield, Senior Sales Manager, IDIS Europe, noted, “Reece will be instrumental in supporting our continued growth in the South where we are seeing exceptional demand particularly in the retail, local government, education and commercial sectors. 2016 has been a busy year for IDIS and that’s reflected by the continued growth of both the sales and technical teams throughout the year. I’m particularly delighted to welcome Reece on board just ahead of UK Security Expo, where we will showcase the IDIS Total Solution with our Building Information Management (BIM) capability along with new products including IDIS ANPR.” “Being BIM ready means we can now support the construction industry buying chain, which is particularly important for the many new infrastructure projects we’re seeing in London and the South East.” Visitors to UK Security Expo will find IDIS on stand F36 from 30th November to 1st December at London’s Olympia.
The continued expansion signals growing demand for IDIS total surveillance solutions IDIS has today announced the appointment of Steve Klapiscak to the position of Regional Sales Manager with John Reid taking on the role of Business Development Manager. Both reporting to Jamie Barnfield, Senior Sales Manager of IDIS Europe, the new hires underpin the company’s continued infrastructure investment and builds upon the IDIS commitment to provide local sales support to systems integrators, distributors and end users across the UK. Klapiscak will cover the East Midlands and the North East supporting existing national and regional integrators as well as developing end user accounts, while also engaging with strategic distributors within his region. Reid’s primary focus will be to nurture new relationships with installers across the north of England including Scotland. Both Klapiscak and Reid will also be instrumental in supporting IDIS partners through joint IDIS Total Solution marketing initiatives, events and other collaborative promotions. Instrumental experience in security industry With a proven track record of exceeding revenue goals, Klapiscak brings with him over ten years’ security industry experience encompassing sales, customer service and channel development with specialist expertise in networked video surveillance. He has held various sales positions at Sony Europe with his most recent tenure at Canon where he was responsible for external sales and channel development. Consistently over achieving targets, Reid has held sales positions at ADT Fire and Security, Norbain SD, Siemens and most recently Mayflex, building up close to twenty years’ security industry experience. Reid has a wealth of knowledge across a multi-faceted range of security disciplines including IP surveillance, access control as well as IT infrastructure. Support growth for IDIS total surveillance solutions Commenting, Jamie Barnfield, Senior Sales Manager, IDIS Europe, said, “These new appointments are indicative of IDIS’ sustained growth since our European launch in 2013. Steve and John have in-depth industry, technical and sales capabilities that ensure we continue to deliver world class, local support for our partners. We are excited to welcome them both on board and with their skills to develop and maintain relationships with integrators, distributors and end users, we will continue to deliver tailored IDIS solutions that meet the surveillance needs of our growing customer base.” Save
Swift team validated IDIS and DirectIP on the IDIS stand at IFSEC IDIS and Swift Fire & Security, one of the UK’s leading independent fire safety and security service providers, recently announced and signed a strategic partnership agreement during IFSEC International, at London’s ExCel. Swift to increase profit margins by streamlining the networked surveillance systems Established in 1982, Swift are highly experienced systems integrators providing installation and maintenance of both fire and security systems across the UK’s largest public and private sector organisations. Swift maintains a large national network of multi-disciplined engineers, proficient in fire life safety systems and in electrical, mechanical and networked security systems that encompass surveillance, intruder, access control, lighting and building management systems. Installing over £1.4M of security systems a month, Swift Fire & Security wanted to increase profit margins by streamlining the networked surveillance systems they offered to just three manufacturers. Swift recognised that some IP manufacturers were delivering poor technical support and regularly had diluted product availability, while some systems were proving difficult and complex to implement and commission. In early 2014, Swift began evaluating a number of network surveillance solutions and one that impressed was DirectIP™ from IDIS. Packaged as an end-to-end solution, comprising a range of cameras, monitors, network video recorders (NVR), network accessories and comprehensive VMS, DirectIP delivered the plug-and-play simplicity of installation and high performance that Swift were looking for. Evaluated IDIS DirectIP The reliability and video data integrity DirectIP offered, together with an intuitive user interface, simple maintenance requirements, low power consumption and a bundled VMS with no annual licence fees, also met with the security and low cost of ownership requirements demanded by Swift’s end user customers. Tony Bates, Security Director at Swift Fire & Security, commented, “We carefully evaluated IDIS DirectIP™ against a number of other IP systems and quickly realised that it offered us what we were looking for in terms of functionality, performance and simple plug-and-play installation as well as providing every element required to implement a complete network surveillance solution. “In addition, we were equally impressed with the excellent local technical support, locally warehoused stock, and customer service that the IDIS team could provide. Having made our final decision to make DirectIP one of our network surveillance offerings, it made perfect sense to sign the official partnership agreement here at IFSEC, the home of security solutions.” Jamie Barnfield, Senior Sales Manager at IDIS Europe, added, “We’re thrilled to sign and announce this agreement at IFSEC with the atmosphere and excitement of the show. This year IDIS is presenting its most comprehensive total surveillance solution to date--with DirectIP at the heart of that offering. One of the top security systems integrators in the UK, Swift Fire & Security are also one of the most established and well-respected in the industry. To have the Swift team validate IDIS and DirectIP here on the IDIS stand at IFSEC, is truly a great honour. We’re very much looking forward to supporting and working with the Swift team moving forward.”
Lukasz joins IDIS to lead the internal sales team and focus on the development of new and existing customers across the UK IDIS has announced the appointment of Lukasz Pitera to the role of Head of UK Internal Sales based out of the IDIS European headquarters in Brentford, London. Lukasz joins IDIS to lead the internal sales team and focus on the development of new and existing customers across the UK. Working closely with systems integrators and distributors, he is responsible for matching the DirectIP™ line up directly with project and customer requirements. Lukasz will also be instrumental in implementing robust internal sales procedures to ensure exceptional customer service following a significant growth period. “I’m thrilled to welcome Lukasz on board. He’s already a great asset to the sales team and will play an integral role in developing and supporting our expanding customer base. We are committed to continuing to invest in our infrastructure to ensure we maintain outstanding levels of technical and sales service during a period of significant growth,” noted Jamie Barnfield, Senior Sales Manager, IDIS Europe. Lukasz Pitera, IDIS commented, “A leader in surveillance technology, IDIS design, develop and manufacture the complete DirectIP line up with a commitment to continuous to innovation. That makes is a great fit to meet the demand for simple to install, full-HD and network surveillance that combines high performance with a low cost of ownership. That’s exactly what IDIS is offering through DirectIP and one of the many reasons I’m thrilled to have joined the business.”
Billy brings over ten years' experience from across the security buying chain IDIS has announced the appointment of Billy Hopkins to the role of Regional Sales Manager based out of the IDIS European headquarters in Brentford, London. Billy will manage distribution sales in South East England to meet increased demand for next generation DirectIP™ high-definition (HD) surveillance solutions. Taking responsibility for leveraging and nurturing new and existing distribution partnerships, Billy will also take an active role in developing bespoke marketing and sales initiatives to drive value for IDIS partners including iCenterHD, Security Supplies and ProVision. Billy brings with him over ten years’ experience from across the security buying chain including installation engineer through to manufacturer and distributor sales roles. His expertise encompasses a deep understanding of analogue and IP surveillance and access control systems from some of the best known brands in the security industry. Billy’s previous roles have included engineering at Chubb Security, business development at Norbain SD, technical support at Samsung Techwin and he most recently held the position of technical sales manager for Focus Security Distribution. Commenting on his appointment, Jamie Barnfield, Senior Sales Manager at IDIS Europe, said, “I’m thrilled to welcome Billy on board. He is already bringing unique insight to the requirements of our distribution and systems integration partners, from both a surveillance technology perspective as well as sales and account management. Billy’s a very welcome addition to the UK sales team and will play an instrumental part in growing sales for both IDIS and its partners.” Billy Hopkins, Regional Sales Manager, said of his appointment, “I’m delighted to be joining IDIS at a time of huge growth and continued investment in the business. I’m looking forward to working with our channel partners to develop the successful and long term business relationships that IDIS is well-known for in the security market.”
The partnership allows SilverNet’s products to deliver wirelessly networked IDIS’ DirectIP surveillance solutions IDIS, the dedicated surveillance powerhouse, has formed a technology partnership with SilverNet, the wireless networking solutions specialists. The partnership has seen customers utilising SilverNet’s products to deliver wirelessly networked DirectIP™ surveillance solutions to deliver tangible cost savings. “We are delighted to have the opportunity to work closely with SilverNet who share our view that a seamless integrated solution is a key factor in ensuring that our mutual clients can achieve the maximum return on their investment in a video surveillance system,” said Jamie Barnfield, Senior Sales Manager at IDIS Europe. “IDIS and SilverNet’s technical teams have successfully cooperated to ensure compatibility between our two company’s respective products. This has resulted in an immediate benefit to our clients who are specifying SilverNet systems because they wish to take advantage of the costs savings that can be achieved by a wireless networking solution.” Utilising a wireless network as a method of transmitting video and data can result in massive savings compared to the cost of traditional cabling methods or leased lines, and as such offers a highly cost-effective option for businesses and organisations that are looking at ways to reduce their ongoing infrastructure costs. Packaged as an end-to-end solution, DirectIP™ comprises a range of cameras, monitors, network video recorders (NVR) and comprehensive video management software to deliver unrivalled plug-and-play simplicity, combined with highest-quality performance and reliability.