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Tech Data’s 2010 Physical Security Playbook Enablement for Networking Resellers

Tech Data’s 2010 Physical Security Playbook Enablement for Networking Resellers. Physical Security powered by: . Fast-Path Playbook for Physical Security. Solutions Central. Vendor Connections. Selling Support. Training Resources. Understanding the Market. Understanding the

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Tech Data’s 2010 Physical Security Playbook Enablement for Networking Resellers

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  1. Tech Data’s2010 Physical Security Playbook Enablement for Networking Resellers

  2. Physical Security powered by: Fast-Path Playbook for Physical Security Solutions Central Vendor Connections Selling Support Training Resources Understanding the Market

  3. Understanding the Physical Security Market

  4. Understanding the Market:Market Overview • The Surveillance Camera Market • Overall U.S. camera market is approximately $7B (grew 2% in 2009) • IP cameras $700M market: showed +18% growth in 2009; expected to grow 25% in 2010 • Analog is still 65-70% of the total market (forecasted to shift to 50% by 2012) Video Surveillance Market 2012/13 Video Surveillance Market 2008

  5. Understanding the Market:Market Overview • Trends for 2010 • Growth in megapixel and HD cameras • 1MB & 2MB megapixel cameras will be 75% of IP market in 2010 • H.264 compression to be widely adopted as a result • Standardization & Interoperability • Incorporating surveillance components into an IT ecosystem • Industry forums are developing global standards for the interface of IP-based physical security products • Open Network Video Interface Forum (ONVIF) • Physical Security Interoperability Alliance (PSIA)

  6. Understanding the Market:Reseller Benefits • Leverage Your Expertise • You already understand Networking solutions (switching, routing, wireless, PoE) • Let our team of experts in the Physical Security SBU help you configure a system, and help with placement and other security considerations • Your Customers • As the market moves from analog to digital cameras, responsibility for surveillance systems is shifting from company’s Security staff to their IT staff • You already have these relationships • Margins • Resellers can enjoy 10-20% margins on hardware alone Sources: IMS Research’s Security & Fire News, various months

  7. Understanding the Market:Reseller Benefits • Surveillance Cameras are Only 20% of the Opportunity! • Other components of a surveillance solution include: • Storage • Servers • Video Management Software • Accessories (lenses) • Power Supplies (including PoE) • Racks • Wiring

  8. Understanding the Market:The IT Reseller Advantage • Your Competitors - Legacy Security Integrators • Only know analog cameras and wired solutions • Do NOT know switching, routing, IP addressing, software and storage, etc. • Most are resistant to the industry change from analog to digital cameras • They only know 20% of the IP solution… • You Already Know 80% of the Solution! • You possess the knowledge to add another device to the network, load the software and provide a storage solution • IT resellers only need to learn the basics of surveillance, i.e., camera placement, lenses, mounting solutions. • IT Resellers Have the Advantage Sources: IMS Research’s Security & Fire News, various months

  9. Understanding the Market:Key Verticals • Education • Federal, State & Local Government • Traffic Monitoring • Transportation • Rail, Airports, Ports • Manufacturing/Industrial • Banking & Finance • Utilities • Healthcare

  10. Understanding the Market:Components of a Physical Security Solution • The Solution • Network video (also called IP-based video surveillance or IP-Surveillance) uses a wired or wireless IP network as the backbone for transporting digital video, audio and other data • Allows video to be monitored and recorded from anywhere on the network • With Power over Ethernet (PoE) technology, the network can also be used to carry power to network video products • Core Components • Network camera • Network • Server and storage • Video management software • Video encoder (only needed if connecting analog cameras to the network) • Other components - accessories, i.e., camera housings, PoE midspans, active splitters

  11. Understanding the Market:Core Components 0 0 Source: Axis Communications’ Technical Guide to Network Video, 2006-2009.

  12. Understanding the Market:Benefits of an IP Solution vs. Analog • Remote Accessibility • Network cameras can be configured and accessed remotely, enabling multiple, authorized users to view live and recorded video at any time and from virtually any networked location in the world • High Image Quality • High image quality is essential to clearly capture an incident in progress and identify persons or objects involved • Progressive scan, megapixel and HD technology • Better image quality and higher resolution than an analog CCTV camera • Image quality can also be more easily retained • Analog systems that use a DVR as the recording medium, requires the conversion of the analog signal to digital, and then back to analog for transportation • Only then are the analog signals digitized for recording • Captured images are degraded with every conversion between analog and digital formats and with the cabling distance • The further the analog video signals travel, the weaker they become. • Fully digital IP-Surveillance system images are digitized only once

  13. Understanding the Market:Benefits of an IP Solution vs. Analog • Event Management and Intelligent Video • There is often too much video recorded and lack of time to properly analyze it; network cameras with built-in intelligence or analytics take care of this problem • Reduce the amount of uninteresting recordings • Enabling programmed responses: • Video motion detection • Audio detection alarm • Active tampering alarm • I/O (input/output) connections • Alarm and event management functionalities • These functionalities are not always available in an analog system • Capability may reside on the DVR • IP cameras have the capability to constantly analyze inputs to detect an event and to automatically respond to an event with actions such as video recording and sending alarm notifications • For example, we have several customers that use event management software to notify business owners of activities in their businesses after hours.

  14. Understanding the Market:Benefits of an IP Solution vs. Analog • Easy, Future-Proof Integration • Based on open standards; IP can be easily integrated with computer and Ethernet-based information systems, audio or security systems and other digital devices • Scalability and Flexibility • Network video system can grow with a user’s needs • Provides a means for many network cameras to share the same wired or wireless network for communicating data • Any number of network video products can be added to the system without significant or costly changes to the network infrastructure • This is not the case with an analog system (where a dedicated coaxial cable must run directly from each camera to a viewing station)

  15. Understanding the Market:Benefits of an IP Solution vs. Analog • Cost-Effectiveness • Lower TCO • IP network infrastructure is often already in place and used for other applications within an organization • Network video applications can piggyback off the existing infrastructure • IP-based networks and wireless options less expensive alternatives than traditional coaxial and fiber cabling • Digital video streams can be routed around the world using a variety of interoperable infrastructure • Management and equipment costs are also lower • Back-end applications and storage run on industry standard, open systems-based servers (not on proprietary hardware such as a DVR in the case of an analog CCTV system) • Power over Ethernet technology enables networked devices to receive power from a PoE-enabled switch or midspan through the same Ethernet cable that transports data (video) • Provides substantial savings in installation costs and can increase the reliability of the system

  16. Understanding the Market:Complementary Technologies • Media Conversion • Copper-to-fiber media conversion products for IP video surveillance available • Enables the conversion between disparate media types possible • Media conversion is a cost-effective way to improve bandwidth • Benefits of fiber • Highly secure; difficult to tamper with • IP video in a copper UTP network is limited to ~100 meters; copper-to-fiber media conversion media converters enable you to extend coverage to up to 10km • Fiber is immune to electrical interference (from fluorescent lighting, card access door strikes, outdoor lighting systems) and RFI interference

  17. Sources for Understanding the Market • IMS Research’s Security & Fire News, various months. • Charts: Lusax Security Informatics, Key Success Factors to Becoming a World-Class Preferred IP Security Integrator presentation, October 14, 2009. • Axis Communications’ Technical Guide to Network Video, 2006-2009. Source: IMS Research’s Security & Fire News, various months

  18. The Difference In Distribution

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