If you'd like to enhance your solutions portfolio with an emerging technology that promises a growing market, high-margin sales and a chance for post-sales recurring revenue, consider IP video surveillance (IPVS).

The potential can be seen from market research projections: The North American IPVS software market is expected to grow from $139.76 million today to $826.65 million by 2013, according to a May 2007 report by Frost & Sullivan. Promising markets include education, retail, government and healthcare -- wherever people gather and create a security risk.

"The software allows customers to remotely monitor and control real-time video, while enabling centralization of video monitoring staff, equipment and maintenance," says Miguel Lazatin, senior marketing manger for Sony Security Systems, which manufactures a range of IPVS equipment. "Another customer benefit is the lower cost and ease of installation, especially in deployments that leverage existing IP infrastructure."

From a business perspective, solution providers get to leverage their knowledge of IP and systems integration, since IPVS solutions generally require integration of several products from different manufacturers. "The solutions have yet to become commoditized, leading to excellent profit margins for value added integration," says Fredrik Nilsson, general manager at Axis Communications, which sells cameras, video encoders and video management software. "And because surveillance is business-critical, many customers expect solution providers to keep their systems running 24/7, which can generate recurring revenue from managed services."

Elements of an IP surveillance solution include cameras, cabling to hook up to the network, centralized applications that handle reporting, and related infrastructure such as switches, routers, storage systems and servers. If customers want to stay with analog cameras, a video server can perform analog-to-digital conversion.

How difficult is the technology? Not very, according to Chris Squier, technology solutions engineer at Ingram Micro. "All of your expertise in storage, security and network infrastructure comes into play here," Squier says. Of course, there also are skills to master, such as understanding camera technology and placement and how to perform site surveys.

The Ingram Micro Advantage
If you'd like to get started with IPVS, Ingram Micro offers a number of sourcing and educational resources:

• A broad range of suggested solutions from leading manufacturers, such as Axis, Sony, Milestone, Toshiba and PowerDsine.
• Pre- and post-sales assistance from technology solutions engineers, who provide advice on solution configurations, site surveys and other nuts-and-bolts topics.
• Solution Centers in Buffalo, N.Y., and Santa Ana, Calif., where solution providers can learn about and test IPVS solutions.
• Webinars led by Chris Squier, where solution providers will learn how to effectively assess clients' IPVS needs, understand what questions to ask and learn how to win trusted-advisor status as a provider of IPVS solutions.
• For additional resources on building an IPVS solution, visit www.ingrammicro.com/ipsurveillance.

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For More Information
The next IPVS webinar will be held Oct. 11 from 2-3 p.m. Eastern time. For details and to register, Ingram Micro customers can call Vanessa Nelson at (800) 456-8000, ext. 23055, or e-mail vanessa.nelson@ingrammicro.com.