Despite cloud’s rising popularity and its numerous benefits that its features that it provides, many security professionals are unsure of how and who to sell it to. They’re often reactive, and instead of proactively selling cloud they only offer it to customers who ask for it directly. As a result, they’re bypassing the opportunity to upsell their services and earn recurring monthly revenue. When it comes to selling cloud, security professionals should consider the right customers to sell to. The focus should be on recognizing the main benefits and values for the target customers. Finally, there are different ways of selling cloud to different customers, and in this blog we’ll explore these options.
Sell cloud to the right customers
Just as security professionals can be reactive and proactive when it comes to selling cloud, the same applies to their customers. While, in our experience, many customers are proactive and ask for cloud themselves, there are still customers who don’t realize that adding cloud to their CCTV system will be beneficial for them. For the most part, customers either aren’t aware of the cloud benefits, or don’t even know CCTV footage can be backed up in the cloud. That is a potential gold mine for a security professional – a large audience to upsell cloud to.
If your interested in which industries particularly need cloud CCTV we find that those are; construction sites, cannabis facilities, schools, homes, property management, retail and restaurants and remote sites. For more detail on why they need cloud and how Videoloft can provide the perfect solution see our industries page.
However, cloud can’t be sold in the same way to every customer. To sell cloud effectively, security professionals must also understand and address their customers’ unique needs. For example, different cloud benefits and features will appeal to different customers. To successfully showcase cloud value, security professionals need to know the ins and outs of their customers’ specific concerns.
Critical camera back up
Some customers may not need offsite storage for all their cameras, and this may put them off from wanting it. However, you could offer it for only one or two key cameras which are important enough to warrant offsite CCTV backup. They might not even know that’s an option, so make sure you show them the value of doing that. For example, pitch it to customers who have a critical camera pointing at the till, in a server room or at exits. If the site experiences a break in and the onsite recording is vandalised or stolen, then it is these critical cameras that the customer will want to see footage from.
While setting a customer up with a local recorder may be very easy for the security professional, it’s not necessarily the easiest option for them. For example, they might not have easy access to footage. This is particularly applicable for customers who need to view footage from multiple locations. With Videoloft cloud customers can access footage from multiple sites all under one login. This is perfect for industries such as social or community housing, multi dweller units or quick service restaurant chains. The customer doesn’t need to log into each onsite recorder separately to view the footage. Instead, they can see multiple locations in one place from the Videoloft mobile app or website.
Remote locations without wired internet
Some customers may be in a remote or rural location with no connection to grid power or wired internet. Cloud allows easy deployment of CCTV systems in such locations, like construction sites, vacant lots or farms. Using solar powered batteries for power and 4G routers for the internet, these sites can easily record video directly to the cloud. In other words, there is no need for a recorder or wired internet.
Businesses targeted in liability claims
Some businesses that are targeted by liability claims often require longer term backup. However, storing footage locally can be difficult. Firstly, while it may be affordable to save footage for 30 days, if the customer requires long term storage it can become quite costly. Additionally, footage can be mistakenly overwritten if there isn’t enough storage space. It might be surprising that cloud pricing doesn’t rise exponentially. In other words, storing video for 60 days isn’t going to be twice the cost of storing it for 30 days. Videoloft offers offsite video storage plans from just 7 days back up to 1, 2 or 3 years, ensuring video doesn’t get overwritten and is always available for the customer to go back to if challenged with a liability case.
Basic legacy systems
With the Videoloft Cloud Adapter you can add cloud to entry-level DVR systems that have been installed for years. As well as the obvious offsite backup to the local video recording, adding cloud will upgrade your customers’ legacy systems and give them lots of new features including video analytics with object detection, smart search and smart alerts.
Price sensitive customers
Cloud can completely eliminate extensive on-premise equipment (such as recorders or complex VMS systems), making the installation easier and simpler. This means not only reduced upfront hardware and license costs, but also makes the installation cheaper to do. For price sensitive customers, a small monthly cloud fee might actually be easier to swallow than a larger upfront installation cost.
Ways of selling cloud
Ways of pitching cloud to your customer will depend on the customers’ preferences and requirements. Here we outline some of the most common options…
Small monthly subscription
Cloud is most often sold as a monthly subscription. Customers pay a small fee for it, just like they would for their Netflix or Spotify. In this option, you’d still charge the customer for the hardware and installation when they commission the system.
Upfront bundle payment
Sometimes customers don’t want to pay monthly. In this case, security professionals can bundle up the cost of the installation, hardware and a long term Videoloft license into one upfront payment. This is often favourable for commercial customers who have available CAPEX but don’t want to sign up to a monthly payment.
Monthly leasing fee
Another option is to sign customers up to a long term monthly payment plan, covering the cost of the cloud storage as well as the hardware and installation. Fixing them into a 2 or 3 year contract means you can reduce (or completely remove) the install cost and make it back through the recurring monthly revenue.
How Videoloft can help you sell cloud video surveillance?
Videoloft can help you sell cloud in many ways. Firstly, Videoloft’s features are extensive and will provide your customer with a multitude of benefits including being able to record 4K resolution straight to the cloud or alongside a local recorder.
But how about how you actually sell cloud CCTV? Videoloft’s sales team can run webinars for your sales and engineering teams. They can talk you through the benefits of cloud, how best to pitch it to customers, Videoloft compatibility or installation. In addition, as a Videoloft partner you’ll have exclusive access to a collection of Videoloft marketing assets, including a free guide on selling cloud. For example, you can download spec sheets, user guides and marketing leaflets tailored to different customer types.
Finally, Videoloft has a varied resource library full of blogs, case studies, eBooks and infographics covering a variety of topics that will help you learn more about the cloud. Videoloft is always at hand to help you sell cloud: if you’re looking for sales and/or marketing support, just contact us and we’ll do our best to help!