Network-Centric Security

The Convergence Stage

Manufacturers must make the first move with convergence

• By Vince Ricco
• Aug 01, 2010

From a data networking perspective, this has become an all-too-familiar storyline: a non-networked application encounters the traditional data networking world. The migration to VoIP showed us networking equipment manufacturers want to help integrators handle new applications and make transitions easier.

Network equipment vendors are most comfortable with resellers or installers who are trained by the manufacturers.

In the world of physical security integration, the IP delivery model is relatively new for integrators, both small and large. Without question, there will be room for analog and IP-based surveillance systems, as well as digital-over-analog infrastructures. The challenges integrators face can be assuaged with the help of the networking equipment vendor and a hands-on approach to training. In fact, most analog installers already have the skills needed to tackle this trend in converged technologies.

During the move toward VoIP, internal voice support within organizations merged with, or folded into, the IT department.

The traditional voice installer learned networking and either focused on VoIP systems or expanded into other networking products and services. Almost synonymous with the transition to VoIP is the move toward IP-based surveillance technology.

In this case, manufacturers in this market need to take the lead toward convergence.

The major lesson learned from the network engineer’s perspective is to create a staging plan. In a pre-deployment staging session, after equipment delivery, train the integrator and subcontractors in basic network configuration and set-up.

Here are a few helpful tips:

1. Before on-site deployment, unpack and troubleshoot the network equipment in a predetermined staging area.

2. Power-up the switches.

3. Verify firmware updates through a network management system.

4. Pre-load IP addresses.

5. Load fiber modules and verify functionality.

6. Establish and configure customer-generated logins and passwords.

7. Clearly label the switches and shipping boxes by location, rack and rack position.

8. Repack and deliver.

By following these simple steps before deployment, the networking equipment vendor can make the reseller or installer more comfortable, offer additional service and serve as a valued resource. Taking the time to equip the reseller or installer with the training they need to deploy the solution effectively gives confidence to the end user, opening new revenue opportunities.

The bottom line is your network equipment vendor is best served by providing you with the technical support needed to make this transition easier as the markets for IP-based security and converged solutions grow.

This article originally appeared in the August 2010 issue of Network-Centric Security.