Video verification in the home on CEDIA agenda

DENVER, Colo.—Just a few years ago, the idea of holding a video verification seminar at a residential technology expo might have seemed farfetched. But that's exactly what's happening at the 2014 Custom Electronic Design and Installation Association (CEDIA) expo, held Sept. 10-13 at the Colorado Convention Center.

Steve Shapiro, vice president of industry relations, ADT, and Larry Folsom, president and founder of cloud-based video verification service I-View Now, will teach a course about video verification technology for residential security providers so they can better educate clients and clinch sales.

The rise of DIY systems and video in the home has bred some confusion about the difference between in-home video systems and actual video verified systems, according to Folsom. In the CEDIA course, Folsom plans to elucidate some of the key distinctions between these technologies within a residential context.

“My goal is to normalize it, compare it and contrast it to DIY systems, and then discuss some practical applications,” Folsom told Security Systems News. Folsom said he's “seeing an absolute upwelling of residential people wanting verification in the home, because that's where their stuff is.”

During the session, Folsom plans to emphasize the added layer of value and protection gained from trained, professional monitoring. The other key distinguishing feature he plans to discuss is his belief that cameras for video verification systems are best deployed outside the home rather than inside.

This setup, Folsom said, is proving to be palatable to more privacy-minded consumers.

“What we really found works great is putting cameras on the outside of the house, looking across the perimeter zones,” he said. “You can have a camera looking at five windows, two doors and a peripheral zone.”

Folsom, who is also president of Las Vegas-based American Video and Security, said that three or four years ago, there was a good deal of industry-wide resistance to video monitoring in a residential setting, due in part to concerns about privacy and the legal burden. Outdoor cameras can allay that initial skepticism, Folsom told SSN.

In the session, Folsom will share his perspective as an alarm company owner to help refine and demystify the sales process for video verified systems.

There are a few “friction points” that can arise at critical stages of a sale, including during the environment sampling phase, when routers and ports are vetted, and even during the point of sale itself. If these friction points aren't properly managed and prepared for ahead of time, “you risk the potentiality of a 'show up and blow up' scenario,” Folsom said. �

“You have to keep in mind that clients want [video verification], that they see it as very valuable,” Folsom said. “But having some foresight into these processes will make it a good experience as opposed to a bumpy one.”

Another successful strategy from the commercial side that Folsom believes will translate well to the residential: demos.

“Show it to them,” Folsom said. “When you demonstrate it they instantly get it. And they not only get it, they want it. But video is something you've got to be able to demonstrate.”