Controlware Communications Systems

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Controlware making waves

Rolf Didion Director of Operations for Physical Security at Controlware is interviewed by A&S Magazine

Q: How did Controlware make the transition from IT to physical security?

RD: IT security is still a core part of the products and services Controlware provide, the introduction of physical security was more of an extension to core products and services than a transitional move, since both sit happily side-by-side. Physical security has been part of the Controlware business model since 1997 when Controlware’s owner Helmut Woerner invested in a German company called VCS. VCS was a leader in the development of IP CCTV products, they led the way with development of the well known Videojet encoders, IP cameras and VIDOS management systems so this was a natural progression for us.

 

Q: What is Controlware's business model, network and how was 2010?

RD: Controlware operates as a systems integrator and managed service provider in Germany and a Value-added distributor outside. The Controlware business model is about adding value to both models. Controlware are not a straight forward ‘box shifter’ in the traditional sense, with value added services and support engineers the Controlware ethos is about helping installer and integrator partners to deliver advanced systems that meet customer expectations on all levels. With our specialist IP skills we aim to assist partners as much as possible and make them look good in the eyes of their customers. This not only enables us to deliver great solutions but also strengthens the relationship we have with installer and integrator partners which is key to develop further business opportunities.

In 2010 we have seen a few projects put on hold although we anticipate continued growth in the physical security sector as the market continues to move to IP based systems. As this anticipated market trend continues Controlware are positioned with the right business model, the right skills and experience to help installer and integrators to take advantage of the benefits and advantages converged technologies can deliver.

 

Q: When pitted against IT/IP and security distributors like Anixter, ADI, Videor and Norbain in Germany and Europe, what sets Controlware apart and makes it stand out from the competition?

RD: Dedication to IP based security systems and the specialist IP knowledge and experience we have developed over the course of more than a decade sets Controlware apart from other distributors.   We do not have our own branded product range like some distributors and this allows us to be more agile so that we are able to provide independent, best-fit solutions for installer and integrator partners. Controlware has the in-house skills to not only provide products from leading manufacturers and developers such as Axis, Bosch, Cisco, JVC, Samsung, Sanyo, Optelecom-NKF and Genetec but also to add value with system design and support services. Controlware also has IT specialists for networks, security, IT management, applications, operation and service. Essentially convergence solutions (Network + Application + Storage + Security) are what Controlware is all about. All the IT/IP services are the core and background system for reliable CCTV installations. Adding value with these services especially with IP based products provides a significant advantage not only for Controlware but for the installers and integrators we work with.

 

Q: How have Controlware’s inventory strategies or policies been changed or improved after the 2008-2009 economic recession?

Controlware’s internal strategies and policies are highly flexible and constantly adapted to meet actual business requirements. This has meant inventory levels have not had to be altered as a consequence of the economic recession since agility in the back-end of the business has been a fundamental strategy for Controlware from day one. Continuity and long-term customer loyalty, as well as our varied / extensive know-how in ITC are crucial to ensure that we have the flexibility to meet challenges head on.

 

Q:  How does Controlware select and/or test hardware (and manufacturers) that boasts increasingly more diverse products and features? In a market with diverse needs and channel partners, what is the best or quickest way to find out what is really demanded (products and features)?

Building long-term relationships with customers and understanding the requirements of users allows Controlware to identify the products and solutions that meet that need. This is achieved chiefly through our value-added services that include design and consultancy. By working alongside installers and integrators and adding value and support services for things like system design Controlware are able to gain a better understanding of the solutions users require than if we were a ‘box-shifting’ distributor since our model brings us closer to the end customer and their technical requirements than traditional distributors. Controlware also maintain close relationships with suppliers, by understanding what our partners products can do and how they fit into solutions we are more able to meet the needs of our customers. By developing this knowledge, we deliver the best concepts.

When we look at new suppliers Controlware bench test hardware and software products rigorously in order to understand them thoroughly and identify their strengths and weaknesses. This enables us to identify at what level to position the products and therefore specify the correct product for the clients needs. 

We often arrange hardware “shoot outs” or soak testing in challenging environments to prove or disprove manufacturer’s claims. We actively test and retest equipment in different scenarios to see how equipment performs.  If a new firmware or software claims a new feature or a bug fix / improvement then we will specifically test for that before releasing this to our customer base. We don’t just look at the marketing blurb but what the datasheet says and set out to prove if this correct or what the limitations are.  Often it’s easy to misread the capabilities of a product and not understand that it can only do one of the stated functions and not all simultaneously.

 

Q: The transition to IP is not as smooth and quick as anticipated, largely due to current economic conditions and integrators’/installers’ reluctance to learn the IT/IP language (reference the U.K., some installers are still charging £3,000-5,000  to install an analog camera and will never let their end users find out about, say, PoE-ready megapixel cameras). What can be done to quickly raise the security awareness and professionalism of the traditionally conservative people in this industry?

Obviously adoption differs from region to region, in high density markets such as the UK which features large amounts of legacy analogue equipment adoption is slower due to equipment churn and of course the recent economic conditions which have not helped. In other markets where there is no existing legacy analogue equipment we see IP adoption is much faster. Also we must be realistic; IP systems are not for everyone, for very low camera counts there is still a space for cost-effective DVR’s but for the majority IP based systems and the benefits they bring are the way to go.

Educating the market about IP is important especially for traditional CCTV installers and integrators that have been used to working with analogue equipment. It can be a big step up for them to understand the benefits that IP can bring but you also have to understand what you are doing if systems are to be successful and this is where Controlware’s value-add services are an important support tool for installers and integrators to benefit from IP immediately.

Despite this there are still some analogue manufacturers that try to manipulate the direction the market is going. Last year one manufacturer claimed that IP CCTV systems are expensive and unreliable compared to analogue / hybrid CCTV systems. He claimed an IP based CCTV system for 750 cameras costs £1.8m and his hybrid CCTV system £600k.  This was obviously nonsensical and Controlware put these claims to the test by developing some detailed IP CCTV system costs based on the components in the original article. We also disputed the claims made about IP CCTV and the perceived benefits of hybrid systems bringing an IP CCTV system in much more cost-effectively than the proposed hybrid system with a new control room fit-out on top!

 

Q: What are the key IT/IP-security integration and standardization issues (technical or otherwise) that need to be addressed?

ONVIF is making good headway in this area but there are still issues that need to be resolved.  Too often we have manufacturers blaming the bit of kit that doesn’t have that manufacturers name on it, like the switch for instance, so we would like to see more interaction between the complimentary manufacturers such as switching and servers / storage on one side and CCTV manufacturers on the other for approved / certified compatibility.

Other issues are global deployment standards concerning image display, recording profiles, compression etc.  There seems to be no standard that sets out what a recorded image should be defined as to guarantee its validity in a court of law. This would stop poor quality or badly designed systems giving the whole of IP a bad name. 

Another area to look at is the 16:9 vs 4:3 display ratio and the VGA / 4CIF vs HD image size.  There is a challenge on how the image looks when displayed in a conflicting environment – For example we are now supplying 1080p 16:9 ratio screens as standard but then you have an issue with displaying the video because unless the image is a 16:9 ratio most software systems will insert two bars either side which can sometimes irritates end users and makes systems look unpolished.  It would be better if either everyone agreed to go to 16:9 as a standard on new products or the recorded image retains the correct aspect ratio but it was accepted that live view was either cut back or scaled to fit the screen resolution in the way that television automatically does.

Also IP CCTV must become more “plug and play” as sometimes I think that manufacturers make product too complex or add to many features simply because they can and they think it will make the product stand out from the crowd.

There should be more interaction with other IP devices as too often security systems drop in to silos of their own fields rather than thinking about how better they can work together. 

 

Q: What are Controlware's plans and directions for 2011?

We see 2011 as being a big year for IP security. More and more projects are coming through with IP being specified as the technology of choice rather than traditional analogue. We think that users are seeing the benefits of IP but aren’t being given clear guidance and direction due to a massive knowledge gap in the industry from some consultants, systems integrators and installers.

Through our experienced team of pre and post sales support engineers and designers Controlware are well placed to bridge this knowledge gap in the industry by assisting installer and integrator partners with our range of value added services.

The Controlware IP product set will be expanded through the addition of IP Access Control and other IP enabled technologies such as ANPR, intelligent video analysis, EPOS, Intruder detection and unified management systems so that we continue to ensure that the needs of our customers and our customers’ customers are met.

Controlware’s global team will also grow to meet the demand for our expertise and IP based solutions and we expect to see revenues grow in line with the general growth of the IP market share.

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