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It had been a particularly slow night. The plant security guard had just made his rounds on this Sunday evening shift. As soon as he passed the weighing scales, he could enter the guard shack and get off his feet. Challenging A Curious Incident However, on this night, he noticed the waste vendor’s truck sitting half on and half off the scale. He stopped dead in his tracks to see if the truck would back up and completely sit on the scale. It never did. The observant guard walked up to the truck and challenged the driver who seemed surprised. “Hey, you’re not weighing your truck properly.” The driver fumbled for a response before replying, “Sorry, I was on the phone with a friend. I didn’t notice it.” But this security guard had the presence of mind to demand the driver’s phone. The driver was caught off guard and surrendered the phone. The guard then pulled up the most recent incoming/outgoing calls and saw no calls during the last 30 minutes. “I don’t think so.” “You don’t think so what?” The security guard was frank, “You haven’t used this phone in over half an hour.” The truck driver sheepishly acknowledged the fact. It was decided to install video surveillance covering the weighing area and scales – no easy feat due to poor lighting Preventing Crime As It Happens Knowing the driver was lying, the security guard ordered the truck back on the scale for a correct weighing and advised the driver that he would report the incident. The security guard wrote up his report and handed it off to his supervisor who, in turn, contacted the local corporate investigator. This investigator was soon on the phone with his boss at corporate headquarters on the other side of the world. Together with Security, they decided to install video surveillance covering the weighing area and scales – no easy feat due to poor lighting. However, once completed, they waited. They would not have to wait long. For the next two months, the waste vendor trucks, filled to the brim with production waste, black-and-white paper and other waste products from the plant, would stop on the scale only for a moment and then drive the front half of the truck off the scale for weighing. It was obvious that the vendor was cheating the company by only paying for half the waste. After two months, it was decided to catch the next cheating driver “en flagrante.” Sure enough, the next truck went half on and half off the scale and was weighed. Security then asked the unsuspecting driver to park his truck and invited him inside the building to talk to a supervisor. The driver signed an incriminating statement about the scheme and his role therein. They sent him on his way asking him to keep it quiet Waiting for the driver in a large office was the local investigator and his close friend, the Head of Security. After a difficult interview, the driver admitted to cheating on the scales over a two-year period—he claimed that some of the scale cheating was done at the direction of the vendor’s management, while some of it he did himself by “ripping off” the vendor—which he acknowledged was dangerous. Working With Authorities The driver signed an incriminating statement about the scheme and his role therein. They sent him on his way asking him to keep it quiet—they would see what they could do for him later on. In the meantime, Corporate Investigations had received a due diligence report on the vendor company which contained disturbing news—the company and its managers were associated with a countrywide waste management mafia. The report suggested that the vendor had a reputation for thefts and involvement in numerous lawsuits regarding thefts and embezzlement. Shockingly, no prior due diligence had ever been conducted on the vendor. Fortunately, the plant’s finance and audit team had maintained good records over the past 5 years and were able to re-construct the amount of waste going out the plant door and the amounts being claimed and paid for by the vendor. The discrepancy and loss stood at a multi-million dollar figure. After consulting with the local police authorities and company lawyers, it was decided to pursue a civil case against the vendor. Pursuing Legal Action The regional lawyer, the Head of Investigations, the Head of Security and the CFO invited the vendor to discuss the problem. Some of the evidence was shown to the vendor’s CEO who became indignant and, in order to save face, promised to fire the truck drivers and to repay any losses for the last two months. Inter-dependent entities - security, investigations, finance/audit and legal - combined their resources and agendas to form a unified front That was not enough for the company and a protracted legal battle ensued which lasted several years and resulted in the vendor’s paying almost the entire amount in instalments. The vendor was dropped from the contract and internal controls strengthened—the only plant employee dealing with the waste issue left the company and was replaced by two individuals. The plant also began paying more attention to the waste process and less to the production side. Several “lessons learned” come to mind. First, the tripwire came in the person of an astute and well-trained security guard who exhibited some of the best characteristics you want to see from men and women in that profession. The Security Department was also adept at installing the surveillance system and capturing the fraud live on videotape. But a far greater lesson was learned—of what can happen when inter-dependent entities (security, investigations, finance/audit and legal) within a company combine their resources and agendas to form a unified front. The results speak for themselves.
Despite the huge amount of video data collected, statistics show that only 10 percent of data is ever used and most loses its value within seconds of being generated. Why use such a limited amount of data? Many security organizations are focused on delivering the right information in case of an emergency or providing the correct evidence after a criminal act. Yet the fact is, a new video security system can be a large investment. Together with the service, maintenance and management costs associated with it, most video systems are currently considered overhead. So how can you maximize the value of your video system? Video analytics ensure surveillance images are continuously analyzed in real-time to alert users to things that need attention. This helps organizations make sense of video data and adds an extra layer of protection by providing alerts to potential security risks before or as they occur, such as detecting loitering in a parking lot or a perimeter breach after hours.Integrating analytic alerts with other security systems enables organizations to use the data to trigger responses from other components of the security solution Video analytics can be programmed to alert on things such as line/perimeter crossing, illegal parking, loitering: people counting, speeding in areas like parking lots, color matching alerts. These are just some of the ways video analytics can assist to enhance security and safety. Video Analytics Trigger System Events Integrating analytic alerts with other security systems enables organizations to use the data to trigger responses from other components of the security solution. This can increase overall security, better mitigate risk, and reduce complexity for users to improve efficiency. For example, intelligent cameras equipped with video analytics can initiate intrusion detection system events when alarms are triggered. The analytic alert can immediately fault a corresponding point on the panel. This can prompt the panel to communicate the alarm to the central station or to send video snapshots to security personnel. In a retail store or warehouse environment, video analytics can also alert to an emergency exit that has been blocked by a pallet of boxes or by another object. Using an idle object rule, the IP camera with analytics can alert when an object remains in the area for longer than a pre-defined amount of time. People counting and crowd detection can also help organizations improve customer satisfaction by monitoring for long lines or people gathered in an area When this occurs, the alert can fault a point on the intrusion control panel, which can then send an email or text message with a video snapshot to the store or warehouse manager. This can help to prevent code violations and unsafe conditions. Extending Beyond Security Not only can video analytics detect threats, alert to security breaches, and help enforce health and safety regulations, it can also do much more. It can enable organizations to re-purpose the data for new uses for the business—offering valuable insights to other departments within an organization, such as providing the ability to analyze behavior in retail stores to help merchandizers create more effective display placements. How is this possible? Analytics can provide organizations with the additional information about video data that they need to re-purpose it for a business advantage. The cameras can interpret data directly at the source and re-assign it to help organizations make smarter decisions.By providing business information that goes beyond conventional security applications, new functionality can easily be added to a video security system This includes monitoring presence to reduce utility bills, identifying patterns in customer activity to improve sales, and distinguishing road blocks to optimize retail shop layout and increase customer satisfaction. Improving Customer Satisfaction People counting and crowd detection can also help organizations improve customer satisfaction by monitoring for long lines or people gathered in an area, indicating additional assistance may be needed. By providing business information that goes beyond conventional security applications, new functionality can easily be added to a video security system. In this way, video analytics can help organizations reduce costs, increase efficiency, and improve sales. The organization gains greater value from the system and a return on investment that can be measured in tangible business results. Then, the video system is no longer considered overhead. Overall, using video analytics as part of an integrated security system and fully using the data gained from the analytics can help you better meet your organization’s needs for security and extend surveillance data to deliver additional business benefits. I believe that every business should be able to take advantages of these advances in technology - without the need for additional investment or a license fee. Every business is different, and new analytics solutions should be adaptable to meet your exact needs. Thinking beyond security opens up video analytics to revolutionize how video data will be used in the future and can take data usage to a whole new level.
End users can add security, safety and business intelligence – while achieving a higher return on investment at their protected facilities – with live streaming video. It can be deployed effectively for IP video, network video recorders (NVRs) and body-worn cameras. The growing use of streaming video is resulting in vast technological developments and high-end software that promotes reduced bandwidth, high scalability and lower total cost of ownership (TCO). Here’s how users can add value to security with live streaming video and what they should look for in the procurement of technology solutions. Questions are answered by Bryan Meissner, Chief Technology Officer and Co-Founder of EvoStream. Q: What is live streaming video and how does it apply to physical security? BM: In its simplest and most popular form, video streaming allows users to watch video on PCs, laptops, tablets and smartphones. According to GO-Globe, every 60 seconds more than 400 hours of video are uploaded and around 700,000 hours watched. The key to effective video streaming is for the platform to be able to adapt to the limits of the internet or network connection so the viewer gets an unbridled experience without buffering or signal loss. Live video streaming in security applications leverages a variety of connected devices, appliances and services including the cloud, mobile platforms, IP cameras and NVRs, becoming an enabling technology for more effective, real-time data capture at the protected premises. It reduces bandwidth costs and infrastructure operating requirements by streaming directly from cameras, mobile devices, drones, body worn units and loT devices to browsers, phones and tablets. The best solutions optimize the experience for the user and permit image capture and retrieval from Android, iOS, browser platforms or directly from cameras or NVRs—streaming to wherever the user desires. Quality live streaming applications provide clear, real-time images and retrieve high-resolution video that can be used for evidence, identification, operations management or compliance regulation and control. The most cost-effective solutions offer minimal hardware requirements, lower overall operating expenses and promote high scalability – even integration with many legacy security management platforms. Q: What are some challenges of live streaming video and how are those being addressed by new technology? BM: Live streaming video can present challenges when a solution isn’t designed specifically for the security infrastructure. End users need to look for forward-thinking software and firmware solutions which offer reduced bandwidth requirements, high scalability and a lower total cost of ownership (TCO) or they will be disappointed with the results and costs of maintaining services for end users. The most competent live video streaming lets users integrate with and run on any platform, appliance or device The technology is changing rapidly, so only providers who focus on innovation can keep pace and future-proof the user and their facility. To be most effective, video needs to be able to stream consistently and reliably to and from a host of different devices, platforms, browsers and mediums, on-premises servers or the cloud. Video footage needs to be obtained quickly and deliver critical metadata, with built-in cyber safeguards and hardening such as automatic encryption and authentication. Q: What do end users need to look for in solutions for effective video streaming? BM: Implementing a live streaming video platform should result in greater efficiency and reduced operational costs. Live video streaming to and from a variety of connected devices, appliances and services requires sub-second latency from image capture to delivery. It also needs to be as open and agnostic as possible – spanning multiple technologies, standards and protocols and giving the user enhanced flexibility for their specification. The most competent live video streaming lets users integrate with and run on any platform, appliance or device including standalone servers, server racks, public, private and hybrid clouds and other distribution channels using the same application programming interface or API. Streaming should also support the latest codecs, such as H.264 and H.265 along with widely specified protocols for the distribution of that video. Q: What are some of the trending technological developments in live streaming video applications? BM: Traditional video streaming consumes exorbitant amounts of bandwidth and users pay for video routed through their servers. Some of the latest capabilities, such as peer-to-peer streaming, HTML5 media players, metadata integration and cost-effective transcoding via RaspberryPi enhance overall processing and ultimately strengthen the user experience. Peer-to-peer is a critical, emerging component in effective video streaming. With peer to peer, video does not go through servers but instead streams directly between the camera and the end-user’s phone, for example, eliminating that cost of bandwidth from the platform while still permitting exact control of content. Users stream live from cameras to any device, with the ability to authenticate and approve peering from the back-end infrastructure while enabling low-latency HTML5 without incurring excessive platform bandwidth costs. The explosion of live streaming video in IP video cameras, NVRs and body-worn cameras is driving a new category of high-end software offering reduced bandwidth, high scalability and lower TCO. It prepares users for new technology and the loT, eliminating the largest cost driver of hosted live streaming platforms – bandwidth. Applications that offer peer-to-peer streaming and other feature sets can help future proof the end-user’s investment and strengthen the value proposition for viewing or retrieving live or archived video effectively.
Vicon Industries Inc. (VCON: OTCQB Venture Market) ("Vicon"), designer and manufacturer of video surveillance and access control software, hardware and components, announced today that Louisa County Public Schools, in Northern Virginia, has completed installation of a district-wide Vicon Valerus video management solution that encompasses its six school buildings and connects nearly 400 cameras. The system includes multiple application servers and NVRs running Valerus VMS software, as well as a wide range of Vicon IP megapixel camera models. The district has opted to share camera access with the Louisa County Sheriff’s Department, whose officers can use iPads and smartphones to immediately call up video through the Valerus VMS interface in case of an emergency. This allows them to visually assess any situation and locate the perpetrator before sending in officers. Vicon Sponsored Training Class The Valerus solution was chosen by Louisa County Public Schools because of Vicon’s willingness to provide the district’s in-house electricians and technical team with as much autonomy as possible in setting up and managing the system. After participating in a Vicon sponsored training class, the district has been self-sufficient in its ability to install, program and troubleshoot Valerus. David Szalankiewicz, LCPS Facilities Director, says "Vicon’s technical team has supported our in-house guys directly with training and certification so that we feel completely in control." Ron Lapsley, Vicon’s Regional Sales Manager who worked on the project, explains, "Vicon understands that the technical capabilities and service needs are different for each customer, and we’re glad to provide the right level of support that makes sense. In many cases, the manufacturer relationship is as important as the product itself in making sure a customer is satisfied."
With increased security a priority for school districts across the country, administrators are taking a close look at their technology to ensure it can deliver in an emergency. Concerns over active shooters and other violent scenarios have districts paying attention and putting heightened security measures in place. Christopher Lordi, Director of Administrative Services at Delaware Valley School District in rural, northeast Pennsylvania, knew it was time to upgrade his district’s surveillance technology, so he turned to the integration expertise of Guyette Communications to get the job done. Analog DVR System The outdoor PTZ cameras that panned back and forth were causing them to miss a lot of activity The DVR system that covered Delaware Valley’s seven schools and nine buildings was state-of-the-art when it was installed a decade ago, but it was no longer meeting the district’s needs. Administrators complained that is was difficult to view and manage video from all of the cameras as a unified system. The analog video made it hard to identify faces and see other important details. And the outdoor PTZ cameras that panned back and forth were causing them to miss a lot of activity. “We had a lot of blind spots,” says Chris. Guyette Communications, of Plymouth, PA, has worked with the district for over a decade supporting its technology needs, so Chris looked to them for guidance. Scott Surochak and Rick Scalzo, both of Guyette, recommended a new-to-market VMS, Vicon’s Valerus, that they felt would provide all the features and performance the district sought in a very cost-effective manner. They also recommended that the district abandon their analog cameras and standardize district-wide on higher performance, megapixel IP models. Valerus VMS The significant expense of replacing not just the VMS system, but hundreds of cameras district-wide, required buy-in from the school board. Rick and Scott, along with Vicon’s regional sales manager, Doug Stadler, provided an in-depth demonstration of the capabilities of Vicon’s new Valerus VMS, along with its line of IQeye Alliance cameras, to the school board. The new system would allow them to clearly identify the faces of visitors, read license plates within the school parking lots, eliminate current blind spots throughout the campuses, and easily search video to quickly find evidence of crime or vandalism. Convinced of the long-term value of the investment, the school board gave a green light to proceed. Vicon Fixed And Cruiser Cameras Approximately 400 cameras were installed throughout the district’s nine buildings, almost all of which are Vicon 3MP IQeye Alliance fixed domes Installation began in March 2017 and continued throughout the summer. Approximately 400 cameras were installed throughout the district’s nine buildings, almost all of which are Vicon 3MP IQeye Alliance fixed domes. These provide coverage of all entrances to buildings, busy hallways, and spaces like lunchrooms, auditoriums, playgrounds, parking lots and athletic fields. In addition, Vicon Cruiser domes with 30X optical zoom were installed in each parking lot to capture license plates. To support so many high-resolution cameras transmitting at full frame rates, Guyette installed a dedicated security network capable of handling the bandwidth. All cameras are hard wired with new CAT-6 cabling, which feeds back to CISCO switches and a fiber backbone that runs through each building. Installing Security Network To minimize bandwidth transmission between buildings, Guyette recommended that each school locally record video from its respective cameras. The five lower schools have each been equipped with a single Valerus server that both runs VMS application software and performs as an NVR. The middle school and high school, which share a building, have an application server plus four NVRs to support the higher number of cameras. Because the Valerus VMS software makes exclusive use of a thin-client, there was no need to install software on any workstations. Complete user and administrative functionality is available through a standard web browser interface. Rick says that “Installation went very smoothly. The system works well and it’s easy to navigate and program. I’m used to systems where we have to do everything manually, but with Valerus, it does a lot of things for you. For example, you can copy programming to multiple cameras. Setting up one camera and then copying it to 50 others is a huge time saver.” “The system is also really easy to update,” he says. “Two new Valerus versions were released during the months we were doing the installation, and we just had to download it once each time to an application server, and then it was automatically pushed out to all the other servers on the network.” Efficient Crime DetectionTwo new Valerus versions were released during the months we were doing the installation, and we just had to download it once each time to an application server" There isn’t a lot of criminal activity in the Delaware Valley School District, thanks to outreach programs that create a collaborative relationship between the school police force, administrators, students and parents. However, sometimes issues do occur, and Valerus has already helped the district solve a theft. Chris describes an incident that occurred while the system was still being installed in the spring of 2017. “There was a theft from one of the administrative offices. The employee thought the office had been locked, but our surveillance video was able to show that it was not and displayed the comings and goings of everyone who entered the office during the time in question. The video quality was so clear that the thief’s face could be identified. The footage was turned over to the local police who were able to apprehend the thief and recover the stolen property. With our old VMS system, the video wouldn’t have provided enough detail for us to identify the culprit.” High-End Video Surveillance Chris says he’d love to say that Valerus’ “museum search” made it possible to find the incriminating video in minutes. However, because the system was just getting installed, not all features were operational yet and his police force had to manually look through hours of video. “The officers are really looking forward to being able to use the search function in the future, now that we’re all up and running. They love how you can draw a box over an area of the video where you know something has happened, and Valerus will do all the work for you,” he says. In speaking about response to crimes and emergencies, Rick adds that because Valerus uses a thin client, the school district has the luxury of easily providing outside law enforcement with access to their system. If they ever needed help from local or state police, like in an active shooter situation, administrators can provide them with a link to the district’s network so that they can better coordinate a response. This would have been impossible with their old system. Ensuring Valerus System’s Functionality The VMS thin-client interface allows the officers to view video from anywhere, including on their phones or tablets Unusual for a district of its size, Delaware Valley has its own, full-time, six-person police force. Among other responsibilities, this force is tasked with monitoring the new Valerus system. Each officer has been equipped with his or her own workstation from which they can monitor the cameras physically located at their assigned schools. Administrators at each building also have access to view local cameras. In addition, a centrally located, district-wide monitoring station has been set up to make it easy for officers and school officials to keep an eye on the district as a whole. Rick Scalzo explains that while the VMS thin-client interface allows the officers to view video from anywhere, including on their phones or tablets, his team recommended the purchase of high-performance, manufacturer-certified PC workstations for each officer’s monitoring station. This was to ensure that these computers would have the necessary processing power to display large numbers of high-resolution camera feeds simultaneously. These workstations are hard wired to the network to provide the fastest and most reliable connectivity to the application server. Chris Lordi says that the district has also provided all officers with iPhone 6s, which they use regularly to monitor what’s happening at their buildings. License Plate Recognition And PTZ Cameras One of the capabilities that the district required of the new system is the ability to read license plates of vehicles entering or exiting school grounds. Officers are able to take control of the PTZ cameras in each parking lot and zoom in on the plates of any vehicles of interest. This can even be done via the iPhone interface. Chris explains that it has not been necessary to integrate Valerus with any special license plate recognition (LPR) software because his team of police officers has immediate access to databases where they can look up plates as needed. However, this integration is currently available for Valerus customers and can help automate the process for those who need it. Intruder Detection They want top-notch safety, and Valerus delivers that" Chris says that “Our school board takes safety and security very seriously, so for them, this significant investment was justified as soon as we showed them what it can do. They want top-notch safety, and Valerus delivers that. Buy-in from teachers, and the union, who have expressed reservations over the placement of many new cameras that didn’t previously exist, has required additional communication and education. Both Chris and Rick have made it very clear that the upgraded system is not for the purpose of intimidating or keeping closer watch on employees as they perform their daily jobs. Our main concern is thwarting security threats and keeping everybody safe. The additional cameras and new software might help us break up a fight or address bullying issues, but it’s also important for much more serious situations, like dealing with an active shooter or act of terrorism. Now we can use cameras to follow an intruder throughout our buildings, and that can help us keep everyone safe while we apprehend him.” Chris says that “When we put it like that, everyone gets on board.” Counter Terror Chris is extremely appreciative of the support Guyette Communications has provided throughout this project, including individually training each school principal as their building was completed. “I can’t stress how well Guyette has delivered for us. They’re flexible, reliable and compassionate, and they’ve been a true partner at every step of the way. I’d recommend Guyette to anybody.” With school back in session, and the district’s police force busy implementing its many safety programs, Chris looks forward to another school year without any major security incidents. However, with a new Valerus system and high-resolution cameras in place, he knows he now has not only the right people but the right technology to handle any crisis.
Technology is front and center at a beautiful new City Hall in the Northwest U.S., where community members will find local government offices, city council chambers and the department of economic development. The building’s tightly integrated electrical, lighting, fire protection, telecommunications and security solutions is the work of Coffman Engineers. Ben Helms was project manager responsible for specifying Vicon’s Valerus VMS and VAX Access Control security solutions into the facility and credits Vicon’s A&E tools and support services with helping him to get the job done right. Access control And VMS Solutions Ben says that his firm has a long history with Vicon through Vicon’s dedicated A&E outreach programs Ben says that his firm has a long history with Vicon through Vicon’s dedicated A&E outreach programs. In the past, he has attended Vicon’s annual A&E Summit, a 2 ½ day educational event filled with seminars and interactive learning for the specifying community on topics related to surveillance technologies and solutions. It was at one of these seminars that he was first shown a beta version of Valerus, Vicon’s new VMS that was still under development. “I thought it was really cool,” he says. “It’s a big jump to go to an all browser-based system and adds a lot of advantages over a hard system.” As for the VAX Access Control solution, Ben appreciated the over-the-door controllers, which he says, from his standpoint, “made the system a lot less work to design.” He says that “Normally, controllers are all lined up in an IT room and you have masses of wiring going out to the doors, so you have to worry about voltage drop and a lot of other factors. With the VAX controller, you just put it out there, connect it to a PoE drop, and you’re done.” VAX-Valerus Integration With the built-in integration between Valerus and VAX, it just made sense to go that way" When Ben began work on the brand-new City Hall, which required a unified access control and VMS solution, he saw a perfect match. “With the built-in integration between Valerus and VAX, it just made sense to go that way.” Steve Helms, Ben’s father and the Principal in Charge of the project, had also attended Vicon’s A&E Summits in the past and had seen what Valerus and VAX could do. He agreed with Ben’s recommendation. For putting together specifications for the security portion of the City Hall project, Ben relied on ARCAT SpecWizard, a free online tool that automates the spec building process. Vicon is one of only a few VMS manufacturers who have invested in providing this resource to the A&E community. SpecWizard is particularly helpful for solutions that include a wide range of components and require a degree of customization for each project. Ben says that he found SpecWizard really easy to use. “I just went in and checked the boxes for the cameras, servers and software that I wanted, and downloaded the completed spec in Word format. All I had to do was edit it a bit to cut out a few things I didn’t need. It made it really simple to grab all the parts and pieces and make sure that everything was covered.” High Megapixel Cameras The entire City Hall project was built in AutoDesk REVIT software for BIM (building information modeling) The entire City Hall project was built in AutoDesk REVIT software for BIM (building information modeling), allowing the architecture and engineering teams to collaboratively model the building’s components and simulate its systems and structures. Ben was able to access REVIT models of all of Vicon’s camera models, available through the AutoCAD360 library, drag them into the project and pop them right into place. “This part of the project was really fun,” say Ben. The models clearly showed the mechanicals for the cameras as well as their field of view. When presenting the drawings to the clients, it was easy to explain what could be seen from each camera and how they would all work together as a system to provide coverage of all critical areas. The City Hall project used several different camera models, with resolutions ranging from 2MP to 12MP. High megapixel cameras generate a tremendous amount of data and calculating bandwidth and storage requirements are complicated by factors such as frame rates, video quality, lighting, the types of images being recorded, and use of settings like motion activated recording. To guide him through this evaluation process, Ben says he relied on Vicon’s free calculator tools, which simplified the challenge of determining the system’s server and storage needs. Video-Access Control Integration The City Hall project used several different camera models, with resolutions ranging from 2MP to 12MP While Ben greatly appreciated the many tools that Vicon offers to make his job easier, he says that the biggest reason he would absolutely use VAX and Valerus again is the support he received from the Vicon team. “I have a local Vicon rep here I can call, and I know their entire technical team is always available to help me if I have any sort of issue.” Ben says that it’s also very important to specify solutions that deliver value to his clients. It’s nice to be able to say to them, “Here’s a system that is not going to cost you a ton to install, you can have unlimited user groups, unlimited users, the video and access control will completely integrate with each other, it has all these features included that a lot of systems charge extra for, and the licensing cost is pretty low. From a consulting and specifying standpoint, it checks a lot of the boxes that we really like.”
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