Turning Projects into Partnerships

The move towards subscription-based Cloud services allows you to offer customers more value, providing access to cloud-hosted video and, with some managed providers, ongoing system management.

Phil Davies, Director of managed VSaaS platform SEiNG, explains: “You don’t have to reinvent your business to offer cloud CCTV. You just need the right support structure and reliable partners behind the scenes. The key is to focus on service quality and customer experience rather than hardware sales.”

Richard agrees: “It has shifted our focus from hardware to service. Instead of selling a box, we are selling uptime and reliability. Clients know their systems are being looked after, and that builds trust over time.”

This added value is particularly noticeable for Richard, as the focus of conversations has shifted. “We’re increasingly speaking with IT teams rather than security or facilities,” he says. “With cybersecurity a growing concern, the service element of Cloud CCTV reduces their workload and makes the solution much easier for them to adopt.”

Educating customers and protecting margins

Surveillance systems are still often seen as a one-off investment rather than a service. Yet the subscription model reflects what businesses already expect from their IT and communications providers: predictable costs, built-in updates, and reduced maintenance.

“A big part of the journey is education,” says Davies. “Cloud isn’t about taking control away from the customer or margin from the integrator. It provides opportunities for value-added services and a steady, predictable income.”

Recurring revenue also reduces the race-to-the-bottom pricing that plagues traditional project work. Richard Flenley explains: “With Cloud CCTV, we’re not competing just on price anymore. Clients value uptime, reliability, and service. That predictable income allows us to focus on doing the job properly, build trust, and grow the business without constantly chasing the next project.”

Hardware flexibility without disruption

One concern often raised about moving to the cloud is hardware compatibility. Whilst some platforms do require replacement hardware and lock customers in, many Cloud CCTV platforms like SEiNG are designed to work with a wide range of third-party cameras. This allows you as the integrator to retain flexibility and protect customers’ existing investments. Hybrid setups are also possible for sites that still use legacy recording hardware.

“If a customer already has quality cameras, there’s no reason to replace them,” says Davies. “Cloud platforms that integrate with existing hardware make the transition smoother and far less costly.”

This flexibility not only makes upgrades more achievable for clients but also enables integrators to offer a phased, low-risk path to modernisation.

Simplifying service delivery

Most cloud CCTV providers focus on hosting the software and delivering updates, leaving customers to configure the system and monitor device health themselves.

Some like SEiNG go further, offering a fully managed service that handles onboarding, training, and proactively monitors all devices on the customer’s behalf.

“With most CCTV systems, you only find out something’s wrong when the client calls,” says Davies. “With managed cloud, we know first. We fix issues before they cause downtime, and that kind of service retention is powerful.”

For the customer, the experience feels more reliable. For integrators offering a managed VSaaS, it builds credibility, enhances recurring revenue, and differentiates their offering from competitors focused solely on software.

Building sustainable business growth

Predictable recurring income changes how you plan for the future. Instead of relying on sporadic projects, you can build stable foundations for hiring, investment, and innovation.

“It’s changed the rhythm of our business,” says Flenley. “We still install systems, but Cloud customers now come with ongoing value. The revenue continues, the relationship continues, and so does the trust. Cloud has also opened doors to businesses we wouldn’t have reached before.”

Davies agrees. “Those who move early on managed cloud will be best placed for the next phase of the industry,” he says. “It’s not about replacing what you do now, but building a more resilient, service-focused model alongside it.”

Future-Proofing Through Cloud

Cloud infrastructure is also creating new opportunities for analytics, AI, and automation, turning video from a reactive tool into a proactive business asset. From monitoring operational efficiency to enhancing site safety, these tools add further value to a Cloud CCTV service model.

“It’s great to offer a customer a product that continually improves over time. As technology evolves, new platform and security features are added automatically as part of the subscription. This is a real shift from the old model, where customers had to buy new cameras and hardware just to access the latest capabilities.”

Smart filters on SEiNG video surveillance as a service

Service as the Key to Lasting Value

Cloud CCTV is changing how the industry operates. As an integrator, it’s an opportunity to move from one-off projects to predictable, service-driven growth, without losing the flexibility to work with the hardware you trust.

As Davies concludes: “Success in CCTV won’t be about who installs the most cameras. It’ll be about who delivers the best service and the most lasting value.”