The healthcare industry can be a challenging market for selling video surveillance technology. Hospitals, health clinics, and doctor’s offices must carefully balance the need for physical and cyber security with concerns over patient privacy, federal and state regulations, and other constraints.
However, research indicates that the frequency of crime and violence at healthcare facilities is growing in many parts of the country. It’s clear that providers of all kinds require some degree of surveillance equipment, as well as a value-added reseller that understands the unique needs of the market.
When marketing to the healthcare industry, keep in mind these three video surveillance software needs:
1. Right-sized video management software (VMS)
Many healthcare customers, such as larger hospitals, research institutions, and healthcare groups, must plan for security of an expansive building, multiple facilities, or an entire campus. To achieve situational awareness of their entire footprint, these customers need a reliable VMS solution to tie together all their surveillance devices, including network cameras and video analytics. However, it’s important to ensure you use software that will work for their needs.
Be sure to configure your IP cameras for the specific needs of your healthcare customers. Larger facilities are going to need the high-resolution capabilities of megapixel cameras, without overwhelming their storage and bandwidth capacity. For this reason, it’s important to select VMS that can optimize video streams from the camera to the client and adjust the quality of the video depending on the intended use (e.g., live viewing versus recording).
2. Easy integration capabilities
Most healthcare facilities will benefit from VMS that is built on an open architecture. This is especially true for your customers that want to integrate multiple systems onto a single interface—an approach that can be especially helpful in the healthcare field. For example, a hospital might integrate its network of surveillance cameras with a monitoring system that tracks prescription medications or patients themselves.
To achieve seamless integration, look for VMS that is known for being open and easy to work with. Proprietary solutions are simply too limiting and may end up being overly expensive, especially if the customer needs to add devices to the network or make changes in the future.
3. The highest level of data security
As mandated by the Health Insurance Portability and Accountability Act, patient healthcare data must be carefully protected. Many cameras and VMS options offer enhanced privacy masking, which distorts any personal data that would otherwise be visible in a scene. However, it is important that you and your customer also work to protect the customer’s network and software from would-be thieves and hackers.
When data security is a concern, best practice involves using a separate network for the customer’s surveillance data and other tasks. This will give cyber thieves fewer opportunities to find a “back way” onto the customer’s security network, which may inadvertently house patient names, contact information, and other important data.
By taking these needs into account, you will be well-equipped to serve your healthcare customers, both now and as the market continues to evolve.