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Maximize Project Opportunities – Expand with Security and Pro A/V

This session will provide insights on developing sales opportunities in visual media Pro A/V (signage, video wall), security (video surveillance), and managed services (monitoring). Learn about the components and sales approach for offering solutions to customers and creating recurring revenue.

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Maximize Project Opportunities – Expand with Security and Pro A/V

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  1. Maximize Project Opportunities – Expand with Security and Pro A/V Ron VanTassel – Market Development Seneca

  2. Description:  This session will provide customers with the insight needed to develop more sales opportunities with visual media Pro A/V (signage, video wall), security (video surveillance) and managed services (monitoring) through current customers. The class will provide an introduction to Visual Media 101 and outline opportunities for PSA members to find more business through Pro A/V and Security projects with current customers.   • Learning Objectives: • Discover the required components to provide a solution to your customers for signage and video wall applications. • Explore how can you provide solutions that create a value proposition to your customers and more recurring revenue. Do you want an inexpensive application that you can provide as a service to your customers? • Examine how the sales approach is different between VM and Security.

  3. Communication Medium Print, Radio, TV, Direct, OOH, ………..Digital Signage 800.227.3432 www.senecadata.com

  4. Where there’s dwell time, there’s sell time • Transportation: Rail, subway, bus, air • Retail: Merchandising, branding, kiosks, analytics • Hospitality: Wayfinding, advertising, promotion • Corporate: Employee communications, training, welcome • Healthcare: Patient safety, wayfinding, education • Education: Room signs, campus alerts • QSR: Menu boards, entertainment, education • Stadiums: Advertising, promotion, education • Security Control Room - VWC • Lobby, Mass Notification - Signage • Board Room, Retail 800.227.3432 www.senecadata.com

  5. SWOT Analysis Weakness Too much choice – confusion Slow adoption from marketing agencies ROI by vertical still proving out Upfront cost to implement Strengths Global reach Supplier partnerships Financial health to support deals Breadth and depth of product line World class engineering and support Opportunities Fast growth segment - $27 Billion by 2022 Decreasing cost of displays, improved resolutions Smaller, faster, cheaper media players Customer affinity for video/interactivity Growing volumes of rich media content Threats Failing pilots due to poor planning/specs Increasing power of “Smart TVs” Land grab – ProAV, IT, Security, etc. 800.227.3432 www.senecadata.com

  6. Technology Ecosystem 800.227.3432 www.senecadata.com

  7. One Size Does Not Fit All

  8. Video Wall Applications • Security Opportunities • Control Room – Command Centers • Mass Notification Systems • Signage Media • Lobby • Corporate Board Room • Retail

  9. Managed Services • Monitoring computing systems • xConnect system monitoring • Cloud based • Multi-tenant for MSP services • Application driven • Multi-system monitoring • Servers, Gateways, IoT Sensors

  10. Sales Approach • Visual Media • Communication Strategy • Marketing Sale • Establish digital signage for media applications, business flexibility, interactive media, process improvements • IT interface only needed for implementation • Collaboration depends on customer • Security • Physical Security • Expanding business case for video • Surveillance, deterrent, analytics, business process, efficiency improvements, systems integration (SMART City, Building automation)

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