If you're a VAR with networking expertise, you should consider adding IP video surveillance to your solutions portfolio.

Why? IP video surveillance (IPVS) is an attractive solution for a range of customer segments, such as education, retailing, government and healthcare. Spurred on by lower IP camera prices and ubiquitous IP networks, the market is surging. Worldwide IPVS equipment revenue is forecast to grow to more than $7.1 billion by 2010, up from $1.5 billion in 2006, according to research firm iSuppli.

"We feel IPVS has unlimited potential for networking solution providers," says Lisa Schauseil, IT channel sales manager for Toshiba America Information Systems, which offers analog and IP surveillance cameras, digital video recorders (DVRs) and recording software.

From a business perspective, IPVS solutions make perfect sense for revenue- and margin-hungry solution providers. Solutions include numerous elements, and as with any emerging technology, margins for integration and ongoing services can be excellent.

The IPVS Solution
Elements of an IPVS solution include cameras, cabling to hook up the network, video servers or DVRs running monitoring and reporting applications, and related infrastructure such as switches, routers, storage systems and servers.

If customers want to stay with their analog cameras, a video server or DVR can provide digital recording from an analog signal.

IPVS solutions should also include Power-over-Ethernet (PoE), a technology that makes IPVS deployments easier, cost-effective and more secure, notes Yuval Barnea, VP of system sales at Microsemi, whose PowerDsine brand leads the PoE market.

How accessible is the technology? "IPVS isn't difficult for network-savvy VARs," says Chris Squier, technology solutions engineer at Ingram Micro. "All of your expertise in storage, security and network infrastructure comes into play here." Additional skills to master include understanding camera technology and placement and performing site surveys. Training on these and other topics is available from a range of manufacturers and from Ingram Micro.

Getting Started with Ingram Micro
To help you get started with IPVS solutions, Ingram Micro offers a number of resources:

• A broad range of suggested solutions from leading manufacturers, such as Axis Communications, Milestone, PowerDsine, Sony Electronics, Toshiba America Information Systems and others.
• Pre- and post-sales assistance from technology solutions engineers, who provide advice on solution configurations, site surveys and other nuts-and-bolts topics.
• The Security Help Desk, which can resolve technical issues in concert with a wide range of manufacturers.
• Solution Centers in Buffalo, N.Y., and Santa Ana, Calif., where VARs can learn about and test IPVS solutions.
• Webinars led by Squier, which cover how to effectively assess clients' IPVS needs, what questions to ask, and how to win trusted-advisor status as a provider of IPVS solutions. All are archived and accessible at www.ingrammicro.com/ipsurveillance.

For More Information
Ingram Micro's customers can access general information on IPVS at www.ingrammicro.com/ipsurveillance, or by calling the Security Help Desk at (800) 445-5066, ext. 76102.