Sales–technical description

SALES–TECHNICAL DESCRIPTION

(client-facing, easy to understand, yet protective)

Video Remote Monitoring – Two Different Worlds, Two Different Services

1. Video Verification Upon Alarm (Residential Service)

               What do we provide?

When the home alarm is triggered, our dispatcher checks the live video feed to verify whether a suspicious event has occurred and, if necessary, dispatches a patrol unit.

How does it work?

• browser-accessible live view
• URL-based video stream
• no continuous monitoring
• no video archive management

What is it suitable for?

• visual verification of burglary alarms
• filtering out false alarms

What is it NOT suitable for?

• retrospective evidence verification
• complex incident management
• SLA-based response commitments

1. Integrated Video-Based Incident Management (Corporate Service)

What do we provide?

The video system is directly integrated with the remote monitoring platform, meaning we do not simply watch images — we manage events.

How does it work?

• API-based integration
• VMS connectivity
• live and archived footage access
• snapshot replay
• documented response actions

What is it suitable for?

• demonstrable security operations
• auditable incident management
• fulfillment of contractual SLAs

What determines the pricing?

• number of events
• response time requirements
• depth of integration
• level of operational responsibility

Important Distinction

Video verification and integrated video-based incident management are not the same service. They are designed for different risk levels and therefore operate with different technologies and pricing structures.

Closing Statement That Finalizes the Deal

“We do not price cameras. We price the responsibility for what happens when there is a real incident.”

“ASK–DECIDE” SALES CONVERSATION GUIDE FOR SALES REPRESENTATIVES

(field-ready, trainable, scalable)

Core Rule for Sales Representatives

We are not selling a service — we are selling risk management.
The purpose of the questions is to determine how much the customer is willing to pay for a given level of risk.

1. Opening Question – Customer Classification

ASK:

“Would you like to use video remote monitoring for private use or in a business environment?”

DECISION:

• Private use → Residential direction
• Business use → Corporate direction

2. Residential Direction – Reality Check

ASK:

“Would it be sufficient for you if, in case of an alarm, the dispatcher checks the camera image and dispatches a patrol if anything suspicious is detected?”

IF YES:

✔️ Video verification
→ proceed to pricing

IF NO:

STATE CLEARLY:

“What you are looking for is already an enterprise-level service, which involves different technology and pricing.”

👉 either redirect or disengage

3. Corporate Direction – Risk Level Assessment

ASK:

“Have you previously experienced incidents, theft, disputes, or insurer compliance requirements?”

IF YES:

→ Integrated video solution direction

IF NO:

→ Limited video verification with risk disclaimer

4. Verifiability Test (Key Question!)

ASK:

“Is it important that incidents can be reviewed retrospectively and properly documented?”

IF YES:

✔️ API + VMS + archive
✔️ Integrated video-based incident management

IF NO:

STATE:

“In this case, we cannot provide a legally defensible service.”

5. SLA – The Pricing Divider

ASK:

“Would you require a contractually guaranteed response time?”

IF YES:

✔️ Premium service
✔️ SLA + higher monthly fee

IF NO:

✔️ Best effort
✔️ lower fee, lower responsibility level

6. Automated Events (artificial intelligence)

ASK:

“Would you like the system to automatically detect and signal suspicious events?”

IF YES:

✔️ event-based pricing
✔️ fine-tuning required

STATE:

“This does not reduce costs — the cost simply appears elsewhere.”

Conversation Closing – Signature Statement

The sales representative may use the following wording verbatim:

“We do not price the service based on the number of cameras,
but on what happens when there is a real incident.”

What Does This Give You as a Manager?

• standardized sales logic
• fewer misunderstandings
• fewer unprofitable customers
• defensible pricing
• clear service boundaries