As with most sectors of the security industry, the makers and installers of IP technology remain concerned about the economy and how they can convince end users to invest in their products despite budget constraints.

To help address these growing concerns, IP solutions manufacturers and integrators met at the IP UserGroup USA’s IP-in-Action Live meeting in Atlanta this week to discuss emerging technologies and the overall state of the industry.

The event’s keynote speaker, Former IBM Director of Security Timothy D. Giles, CPP, PSP, who currently runs his own private security consulting firm, told attendees that it is more important than ever that they become involved in their client’s security planning process.

One of the keys to having more companies deploy IP security devices, according to Giles, is being able to show security directors the return-on-investment (ROI) of these solutions and how not budgeting for them can increase their risks. In regards to ROI, Giles said that many security directors have traditionally looked at how security systems could either replace or supplement guards, but that’s no longer the case in today’s tough economic times.

“The whole thought process relative to ROI needs to be changed, especially with management,” he said. “If you do the right job with a risk analysis, show (security directors) how they can reduce or mitigate risk with different security programs… and sell management on the fact that we’re going to reduce our risk exposure… now they are making the decision on whether they want to accept increased risk instead of just focusing on reducing budgets.”

Giles said that the introduction of video analytics software and its ability of deter and detect crime has really added an ROI proposition for security departments that IP vendors should take advantage of.

He added that integrators should also aid security directors with preparing for future technology migration paths, helping them budget years in advance for new technology that will replace legacy systems, as well make sure they’re aware of the total cost of ownership of a system (maintenance, updating costs) and the life span expectancy of the system they’re installing.

“I believe this is an area you can provide support to the end user in,” he told attendees.

Giles also advises vendors to sit down with the heads of client’s IT departments as well as their CSO to make sure that they are aware of the security solutions that are going to be provided to the client with and what type of impact that may have with regards to bandwidth and other technical issues.