There’s no denying that video surveillance as a service (VSaaS) is exploding in popularity. Growing at a rate of more than 30 percent a year, the global market for VSaaS is expected to reach nearly $2.4 billion by 2017, according to industry research.
Related: Getting Started with VSaaS
For value-added resellers that opt to add VSaaS to their product offering, now is an exciting time to begin selling the service. However, it’s important to approach VSaaS differently from how other physical security solutions are approached, because it has its own key features and benefits. Here, we count down three of the top tips for selling VSaaS:
1. Emphasize the benefits
VSaaS offers customers several significant benefits, so be sure to really highlight the perks to potential clients. Most customers see at least some cost savings through reduced hardware needs, and monthly service fees are only about $20 a camera. Plus, VSaaS allows customers to easily dial up or down their service as needed, without additional expense.
Another key benefit of managed video is simplified use. Because most surveillance functions are handled off premises, the end customer no longer has to worry about actually managing the system, housing network video recorders or servers, or minding its storage capacity. This is especially beneficial for small customers that don’t have the space or funding for on-site storage.
Finally, off-site storage provides an added layer of security and peace of mind. VSaaS data centers provide full redundancy, so the customer no longer has to worry about important surveillance footage being damaged or destroyed in a fire, flood, or other event. For customers with high-security needs, such as those in the public sector, VSaaS also does away with the possibility of hardware theft or vandalism.
Related: 5 Things VARs Need to Know About VSAAS and the Cloud
2. Offer flexible options
When incorporating VSaaS into your product offering, consider selling both hosted video and managed video to appeal to a broader selection of potential customers. Let’s take a quick look at the difference between the two:
- Hosted video: Video from a customer’s facility is transferred to the VSaaS provider’s off-site data center, where it is recorded, managed, and stored.
- Managed video: Video is recorded and stored on site at the customer’s facility and then managed remotely by the VSaaS provider.
A third option involves a combination of hosted and managed video, an approach that is growing in popularity. In this set-up, the video is both streamed to the VSaaS provider’s data center and stored on site at the customer’s facility, either on a network-attached storage device or on the cameras themselves.
3. Target the ideal verticals
One of the perks of selling VSaaS is that it appeals to a wide variety of customers. It is certainly well-suited for small businesses and start-ups that don’t yet have the capital or the staff to handle their own surveillance requirements.
However, as the benefits of VSaaS become more well-known, other customers are seeking it out—especially those with multiple facilities in different locations. This includes banks, healthcare organizations, manufacturing firms, and even public-sector agencies.
So when selling VSaaS, think about those customers and verticals that would benefit the most from a more hands-off approach to video surveillance. You’re likely to find quite a few customers that are more than ready to benefit from a hosted or managed video system.
Do you plan to add VSaaS to your product offering in the next few years? If not, what are your reasons for putting it off?