Sony secures surveillance for resellers

In an interview with CRN, Tony Lagan, video security product manager, Sony Australia said the vendor will only go through the channel with its range of security video surveillance products.

"This is another opportunity for the IT guys to offer another service," he said.

"I'm seeing traditional security companies employing IT guys, while traditional IT integrators were skilling themselves up on security surveillance products to diversify and make money."

Lagan said while this was an emerging market for IT resellers, the products aren't out of the box solutions.

"You don't need a licence to install Bravia TVs," he said.

"These types of products require a police check just for an install."

Lagan said physical security was an area organisations were looking at to help combat the negative effect of the global financial crisis.

"I've found the hard times have made companies more aware of the need for security surveillance," he said.

"There are two perspectives on this; with the tough times comes the increase in loss of goods in retail areas.

"Companies employing security guards are looking at the cost of employing around three guards for a 12 hour shift, compared to the cost of installing security network surveillance products."

Lagan said clubs and pubs were other areas that needed security surveillance.

"Recently, through IT integrators, Sony's products were installed into a regional club," he said.

"Clubs and pubs aren't just looking to curb violence with security products but also mitigate the risk from being sued when a patron falls over."

As part of its channel drive, Sony has signed on distributors ADI Global Distribution and Q Video Systems to bring its line of video security products to the local market.

Utilising the strengths and reach of each distributor, Sony Australia has brought out a line of hybrid video network surveillance recording servers including; the NSR-1050H; NSR-1100 and NSR-1200 units; along with the upcoming range of HD 16:9 PTZ IP network security cameras.

Additionally, ADI Global Distribution is rolling out sales and technical training to its distribution team.

Lagan was reluctant to go into the margins that can be made for its range of security video surveillance products.

He said every account would have different margins and what the integrators made depended on the vertical market they were entering into.