Fear is the biggest factor that is holding back installers who would love to compete in the lucrative IP network sector.
“As a consequence of their fear, many are being reduced to sub-contractors who have lost control,” says Anand Subbiah (pictured) Managing Director of Ubiqz, a company that offers an easier way into IP networking for traditional CCTV installers.
Ubiqz’s services are provided as an extension of the installer company, and Ubiqz as a business is “invisible” to the end user. The services provided are specifically designed to ensure that IT managers can have total confidence when an installation of security equipment is taking place onto the company network, that not only will the system not interfere with the current running of the system, but that also those individuals that are installing the system fully understand the network and work with the IT department to ensure a smooth install and handover.
Here Anand Subbiah talks to Security Installer editor, Alan Hyder:
AH: Is fear of IP networking holding back installers?
AS: Very much so. I believe that most CCTV installers are not network qualified and have no formal networking education. The disciplines applied are a totally different set of rules when it comes to installing these products, and most installers are mindful that not only will they have to install such products but they also potentially have to maintain the equipment as well. It is expensive and time consuming to train engineers on all technologies, and not necessarily the best use of time and money.
AH: Are installers losing ground to IT integrators in this sector?
AS: Yes. The main reason for this is that end users do not have the confidence in installers to allow them free range on the company IT network. Most IT managers are fiercely protective of the system, as it can cause immense damage when things go wrong!
AH: Why are installers finding IP networking difficult?
AS: For the same reason I find it hard to speak Japanese: because I have never learnt it properly and it is not something that you can master overnight, even if you have had some basic training. Until fluent in networking as in languages, you will always make mistakes that could have dire consequences!
AH: Is there a danger that small to medium companies could end up just being subcontracted by IT integrators to carry out the traditional end of the install?
AS: This is a very real possibility, but I believe that an even greater danger exists, namely that IT contractors/integrators send their engineers on some of the security training courses on setting up IP cameras, and then cut out the security installers completely.
AH: What types of installation companies are having most difficulty?
AS: Mainly the small to medium sized installers, but not exclusively. This is because the technology is still very much still in its early stages and although growing rapidly, still only accounts for a small proportion of installations. This leaves opportunities few and far between in reality for most installers, and therefore it is hard to justify the business expenditure in training existing and possibly employing dedicated IT engineers in the hope that these jobs will be won.
AH: As far as engineers are concerned, is this difficulty age related?
AS: I do not believe it has anything to do with age – there are just as many young engineers with the same limitations. The problem with IT is that there are so many different skills within the sector such as networking, hardware and software etc… It is important to stress that I believe that all engineers should be trained in the set-up of IP cameras and other network specific hardware, as they would be with any other product. The ability to set up a camera and provide an output from the device is a skill which ultimately the security engineer should be left to do. The difficulty is getting that output onto the network and that signal to the correct place, through firewalls etc.
AH: Who approaches you for your services: the client or installer?
AS: We are approached by installers to support them with the tender process of such projects. We are not an installation company and have no desire to be seen as one. Our aim is to provide a consultancy and support service to installers to allow them to compete with IT integrators, win specific jobs and complete the installation.
We do promote our services to end users at exhibitions and trade shows but stress to them that they would need to contact their current installer to actually have the work done, and that we would support them throughout, but that we do not offer services direct to end users.
AH: Could installers offer an IP maintenance service using you as an “unseen” partner so they keep total control in the eyes of the customer?
AS: We are always an unseen partner. All installation companies who use our services have our consultants acting as their own IT specialists. Any maintenance contracts would be between the end user and the installer. We would then provide a support contact with the installer for as long as they wanted our support.
AH: Isn’t this just an easy alternative for companies not to bother training their engineers?
AS: Not at all. Individual installers still need the same training on individual products, such as IP cameras and other hardware. Our services are really a bridge between the installation engineer and the end user. We do not set up the cameras etc – we would expect engineers to install the cameras and provide the correct output signal. Our role would be to work with the IT team to get that signal onto the network and through the firewalls and other devices to its ultimate destination with the minimum of disruption or interference to the IT infrastructure.
AH: Including the cost of your services, can installers still make a profit on IP contracts?
AS: Of course – if not we would not have been trading successfully for the past two years, growing very rapidly in the process. The key is to ensure that we are involved as early as possible in the tendering process so that a full assessment of the requirements can be made and costs built into the tender document. Companies save by not having to employ IT engineers in-house until they have enough tender opportunities that it becomes cost effective to employ people full time.
AH: Would you say that IP training courses of a few days or even weeks are inadequate?
AS: It depends upon what the course is for. For a trained installation engineer to go on a course relating to specific IP products then no, the course will be perfectly adequate. If the training requirement is networking and firewalls etc, then it is a different matter. There are basic courses that will provide an understanding, but is this enough for the average IT manager to have confidence in an engineer to give them access to the network? I would suggest not, as most IT professionals have a combination of different training and qualifications backed up by years of hands-on experience. The other problem that most installers will face is that it is a continuous investment as technology does not stand still and is an ever changing technology. Our consultants are Cisco and Microsoft certified, and have a minimum of 10 years of hands-on experience.
AH: Is yours a permanent solution for an installation company or an interim solution until engineers are trained up?
AS: That depends upon the individual company requirements. We are more than happy to offer an interim solution whilst either training takes place or until the company wins enough business to employ dedicated IT engineers, or we can offer a permanent solution for those that believe they will not win enough business to make the investment.
AH: Typically, how long would handholding last?
AS: There is no typical timescale, that is up to the installation company, but I would suggest until it was financially viable for the installer to have the support in-house.
AH: In practice, how would a company’s trained engineers finally “take over” responsibility for a system?
AS: They would always have responsibility for the CCTV system, it is only the communication with the IT team and the IT infrastructure that we would handle in reality.
AH: How would an installation firm go about utilising your services if they were, say, tendering for an IP contract?
AS: Ideally we would be contacted from the notification of a tender. The earlier in the process that we are involved, the better for all concerned. If we are involved from the start we can accurately assess the requirements to ensure that the tender is costed correctly.
