One Camera, One Cloud Platform, Multiple Locations

December 3, 2019

How to Unleash Demand Today Selling One Camera at a Time

Winning a project with MOBOTIX is easiest when you focus on the solution, or, in other words, the value you create for the end user. MOBOTIX’s unique modular concept is the key to truly building a customized solution rather than trying to make a limited-in-flexibility, mass-produced camera and its software package that loosely addresses the problem.

The intelligence inside all MOBOTIX cameras turns every camera into your true guardians that protect assets, avoid damage to property – including saving lives. You can reduce false alarms and provide 2-way communication, combined with a full suite of pre-programmed actions when perimeters are breached, all delivered hot and fresh to any device running a modern browser. Playing back pre-recorded messages, switching lights on and off, and alerting authorities to catch perpetrators red-handed are just a few more examples of what your customers can experience from your expertise.

When talking to potential customers, start off by finding out what is really bothering them and the areas of concern. Remember, all customers are driven by self-interest, first. From there, you can create a solution that works for them and explain all the benefits MOBOTIX has to offer. In the end, the client will really see and feel what their future self will be. The technical benefits reinforce the vision you have built with them, and you reap the rewards by delivering what your customer really wants, value. You have it within your ability to banish the price wars once and for all by offering a solution that only you can make happen. All you have to do is help them make the determination that you’re the obvious choice and address their problems directly, quickly, and easily.

One camera to highlight today is the p26. A camera often overlooked when designing indoor solutions. However, the p26 has a couple of compelling advantages which we’d like to remind you, our partner, about:

The p26 supports all available lenses, offering higher flexibility when mounting the camera on the ceiling, wall, or even in the floor, as a fellow advanced ABP partner did for a vehicle inspection facility. This allows for unintrusive installations, removing any potential issues where you can’t make out what you’re looking at since the camera is too far away. Amplifying the exact focal point you need with a zoom lens it brings the video in close – for the pixel-perfect clarity people expect and for identification purposes.
Its unique housing is designed so that the lens can be tilted at an angle, adjustable from 5 to 40 degrees, without having to retool how it’s mounted. Again, this helps you tremendously when placing the camera and making sure you see what you’re supposed to see.
The p26 is available with or without an audio module. Selecting the audio version is a smart bet, since you can also leverage the AlarmReady feature included with every MOBOTIX camera that you add to your MxMSP account.
With its cut-and-go design, you can quickly install it just like the c26 camera by simply cutting the right-size hole out of a ceiling tile, and it snaps right in. You’re good to go.

The p26 is that one model you have available to you that can make quick work of tapping into your unused capacity. Unused capacity is when you can tap into areas of your business without adding extra time to your day. A good example of this is when you add the Rapid Deployment Service (RDS) to every camera you order. You cut installation time down to mere minutes instead of hours. Just pick the camera you need, hang it on the wall, and it’s waiting for you in your cloud account. Pick, Hang, Cloud.

You just can’t do it as quickly, efficiently, and profitably with any other camera, with one catch.

ABP Technology is the only MOBOTIX distributor that offers:

Pre-Assembly & kitting your cameras
Pre-configuration of your cameras
Pre-formatting of the microSD card in your cameras, and
Provision your cameras for the cloud…

…all in one RDS-Rapid Deployment Service.

It’s also helpful to have a done-for-you offer that customers will automatically understand why you are the obvious choice for them, and is dripping with value.

Before we jump into the offer, let’s be honest. You’re not always going to be able to get medium to large camera projects. It’s the 80/20 rule. 80% of your sales will typically come from 20% of your prospects. However, if you target the other 80% of your prospects that generate 20% of your sales with a 1- to 2-camera approach, you gain a paying customer, and you build your base of clients that are hot to upsell on a regular basis.

That’s the power of a single MOBOTIX camera sale with IPTECHVIEW. This means, once you have installed a single camera for a new customer, you can put them on a growth track they need with a Security Investment Schedule they are comfortable with. That can be 1, 2, 3, 5, or 10 cameras a month in upgrades per subscriber, all started with their first MOBOTIX camera.

Until the 30th of this month, all MOBOTIX cameras will be shipped to your door with the following:

A full-year Management License per camera (MxMSP)
EXTRA 3 months of customer access to their cameras (MxLINQ)
PLUS 3 months of Premium Cloud Recording Retention per camera
INCLUDING the Rapid Deployment Service so you can Pick, Hang, Cloud each camera

What do I need to know when I’m working from home?

Employees
Early late
Deliveries
Customers waiting
Number of customers
Who came in contact with someone who’s sick
You can deliver the solution as easily as having a few cameras with you in your car
Videos for how fast you can get it done
Larger, more complicated sales versus selling just one
Technically, you can send your customers the camera for $500, send them this video on how they can install the camera in the ceiling tile and plug it into a PoE switch, and they are done
Selling 10 systems of 2-4 cameras each, since some people will upsell themselves, you end up selling 20-40 cameras over 21 business days if you’re looking to take the weekend off. Simple.