Photo by Exertis Almo.
In this exclusive interview with Security Sales & Integration, Matthew Callari of Exertis Almo discusses using drones for security installs. In his role as director of sales: photo, UAV, retail, Callari has a front-row seat to the increasing prevalence of drones in security-centric applications. Thus, he occupies a perfect position to inform the SSI audience about emerging opportunities.
The following conversation explores exactly what applications channel audiences should be considering. What’s more, Callari discusses drones’ changing feature sets, the opportunity of the “drone in a box” solution and the implications for first responders.
Plus, Callari outlines initial steps for installers/integrators looking to break into the drone space. Finally, he offers a paean to training and education, touching in particular on why accredited education institutions are critical.
Our editors hope you enjoy this conversation with Matthew Callari of Exertis Almo. We hope it spurs further internal conversations about how your business can benefit from drone usage in security installs.
Security Sales & Integration: For many in the physical-security industry, drones might initially seem like just a curiosity or a wow! technology. But there are actually applications — specifically public and government safety — that are ripe for channel partners to explore, aren’t there?
Matthew Callari: Absolutely. Drones have a wide range of applications for the security industry, such as search and rescue, surveillance, monitoring of critical infrastructure, disaster response, and even crowd control. The way I generally explain it to people is that although drones do have that “wow” factor, they are essentially just an eye in the sky. For those in the security industry, this gives them the ability to use the technology they are used to with a fixed camera and enhance it with the mobility a drone provides — so a mobile eye in the sky.
Security Sales & Integration: How are feature sets changing? Beyond what the changes are, how are the changes making drones a riper, more compelling opportunity for physical-security channel members?
Matthew Callari: The features of drones are changing daily. For example, five to 10 years ago, a GoPro was basically strapped to the bottom of a drone, and you had to cross your fingers and hope you would get the footage you needed. Now, drones offer features like thermal, night vision, zoom cameras, spotlights, LiDAR, drop systems, and more. At the same time, drone usage is becoming more automated through app-based interfaces.
Security Sales & Integration: What is the single most powerful or compelling growth opportunity for drones in the physical-security space right now?
Matthew Callari: The “drone in a box” solution offers the greatest growth opportunity. It’s a totally autonomous solution that works when someone hits an alarm. The drone is then released and flies out to record a predetermined path. This live video feed has the capability to go directly to first responders so that they have an idea of what is happening and what they are walking into prior to arriving.
Security Sales & Integration: If a security dealer, installer or integrator wanted to broaden their business to incorporate the power of drones, what are some good first steps for them to pursue? Will this entail a lot of additional expense on the integrator side?
Matthew Callari: The first step is to find a distributor or other provider with drone expertise. Optimally, you’ll want a team that can provide guidance and the proper array of drone products, services and cost-efficient training courses.
Security Sales & Integration: What about training? Is this something that physical-security channel partners should get? Is this something that they should be providing to their own clients?
Matthew Callari: It is always a good idea to get as much training and education on the products you are selling, and drones are no exception. Resellers, integrators and installers should look for drone providers that partner with accredited educational institutions for training to ensure they understand the full capabilities of the products they are selling.
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