Today, more customers are beginning to take advantage of cloud technologies, leading more and more integrators to offer cloud services in one form or another. As a result of increasing demand, systems integrators are starting to realize the benefits this digital transformation can have on the end-user experience. They are now focused on crafting service offerings that include everything from device components to analytics and professional services that create an as a Service business model.
According to Andreas Pettersson, CEO of Arcules, a video cloud surveillance IoT solution provider, video-based services are an important part of this ecosystem. ABI Research reports that video surveillance professional services will generate worldwide revenues of $12 billion in 2023. This growth sets the stage for integrators and managed service providers (MSPs) to expand their businesses.
Must-Have Video Surveillance as a Service Features
To successfully make Video Surveillance as a Service (VSaaS) a part of your business, however, you need to offer a solution that benefits both your customers and your business.
Pettersson says that VSaaS offerings that are designed to deliver ease of management and streamlined end-user experiences are the most beneficial. “These services should be as easy to use as an app on your smartphone, which is why they are ideal for a small to medium-sized (SMB) enterprise environment. Because these customers most likely do not have an IT or security staff to lean on for support, ease of use and an intuitive user interface are critical,” he says.
“Additionally, integrators need to look for solutions that have the ability to easily scale, and I don’t just mean having the ability to add additional cameras. Users should be able to seamlessly integrate other connected devices and systems, such as access control, and add analytics to cameras as needed without the burden of additional maintenance, licenses or hardware,” says Pettersson. “From rapid deployment to AI-powered decision-making, cloud-based services can revolutionize video service offerings for the businesses of tomorrow and transform video and IoT data into intelligence.”
Pettersson adds that integrators and MSPs will find that intuitive VSaaS platforms also take less time for their teams to learn compared with traditional surveillance systems: “The simplicity of the cloud means reduced complexity and minimal training to fully realize the service’s potential.” He comments that VSaaS shouldn’t require additional certifications, but you should take advantage of training that helps with aspects of the service such as setup and remote updates. It can also help you prepare to answer questions that customers and prospects may have about the service.
Selling as a Service Solutions Requires Changes in Your Business
Pettersson points out that although Video Surveillance as a Service offers significant benefits for you and your customers, it takes the right business model to support it. “One of the biggest mistakes you can make when you add service-based offerings is to not have a plan in place for billing, training, support, and implementation,” he says. “This seems like a logical step, but it’s important to go back to basics in an effort to avoid issues down the road.” Pettersson adds that it’s vital to ensure open lines of communication between the customer and service provider for troubleshooting, technology updates and more.
“There’s also a significant shift in mindset that needs to happen from selling an asset to selling a service,” says Pettersson. He says integrators and MSPs selling VSaaS should educate their teams about the benefits of providing a service-based product, including recurring monthly revenue (RMR). “One of the biggest business benefits to offering cloud services is the opportunity to create RMR, which can allow integrator partners to reliably allocate resources and plan budgets versus planning on a project-by-project basis,” Pettersson explains. “Cloud-based video services are setting the standard in the area of RMR. This is because of the exceedingly high, long-term earning potential associated with the technology; integrators and their clients can instantly scale the services they receive to suit current and future needs.”
Integrators and MSPs will also benefit from being able to remotely manage a client’s support requests, troubleshoot as needed and provide seamless service without the added expense of an on-site visit. A cloud-based service enables users to centrally manage their entire surveillance system, aggregate data and transform it into intelligence, which adds significant value for potential customers.
Don’t Miss Out on a Growing Opportunity
Pettersson says security integrators and MSPs are poised to gain significant market share when adding cloud-based services to their overall portfolios. “Opportunity in this area will only continue to grow as developments continue in open-platform, interoperable smart homes, automated buildings and both IoT and connected sensors,” he comments.
“While selling VSaaS can be a big change for many integrators to shift from per project to service-based sales, it can open up a world of possibilities for new markets,” he says.