increase your it revenue with ip surveillance
DESCRIPTION
Are you new to the physical security market? Did you know that every dollar in security sales will drive $3 more dollars in traditional IT products? A surveillance camera requires networking, storage, computing and software capabilities to build a full solution; all which can push more of your core products.TRANSCRIPT
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Increase Your IT Revenue with IP Surveillance
Shawn Enides
Business Development Manager
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Shawn EnidesSenior Business Development Manager – East
■ Over 10 years working in systems integration.
■ Trained in video, analytics, access control, intrusion and wireless deployments.
Today’s Presenter
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■ State of the Security Market
■ IP Surveillance Solution Overview
■ Actionable Sales Strategies
■ How To Get Started
Today’s Topics
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State of the Market
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North American Surveillance Market
*Market estimates based on IMS Research data and proprietary analysis
Attractive and Fast-Growing
$3.5B2 0 1 1
$6.2B2 0 1 5 30%
Growth
Half of enterprise surveillance solutions are IP based
TCP/IP is the platform for integrating IP Video with other applications
Only 85% to 90% of installations are over 12 cameras
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Physical Security Fun FactsTheft in US retail is > $45 Billion
40 Million cameras deployed in US …and growing!
25 Million cameras shipped worldwide in 2011
Expect 50 Million to ship in 2016
IP Video growth continues despite economy since 2000
Profitability for resellers in Physical Security remains high …20% to 35%+
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IP VideoAnalog Video
IP Video
Source: IMS ResearchIP Video will continue to expand
…a Small Portion of the Market
IP
Analog
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0.00
1.00
2.00
3.00
4.00
5.00
20112012
20132014
2015
2.63 2.812.81
2.672.40
0.881.13 1.44 1.88 2.48
Network
Analog
…But Growing Faster Than Analog
■ In 2011, the North American surveillance market was approximately $3.5B
■ Network surveillance is predicted to grow at a 30% CAGR from 2011 to 2015
■ Network surveillance today represents 50% of enterprise surveillance solutions – but only 10 to 15% of installations under 12 cameras
■ TCP/IP provides network surveillance a common platform for integrating with other applications to create incremental value
$3.5B
$6.2B
9% CAGR
Analog & Network Surveillance Market
*Market estimates based on IMS Research data and proprietary analysis
30% CAGR
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The Rise of IP
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IP Surveillance Solution Overview
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Surveillance Common Infrastructure
Capture
Transmit
Record
Manage
Physical Surveillance Components – it’s simple !
OR
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Wide Range of Camera TypesThe Fixed Interior Dome Style Cameras (high density)
The Interior PTZ Camera
The Fixed Interior / Exterior Dome Style Camera
The Exterior PTZ Camera
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Video Management Software
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■ Cost– IP Infrastructure– PoE
No AC outlet required Allows centralized UPS Remote Power Reset
– Scalability Increments of 1 instead of 16
– Labor– Recording & Storage
Hardware
■ Performance• Video quality
• Resolution: Megapixel/HD vs. NTSC
• Progressive scan
• Distributed intelligence• VMD• Analytics• WDR• Low Light Performance• Edge storage
• Multiple video streams• Audio, alarm integration
Why the Migration to IP Surveillance?
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1:3 Sales Ratio
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A Security Sale: More Than Cameras
The Anatomy of a Security SaleEdge Devices
20%
10%
10%
15%
25%
20%Video Management
Networking
Compute / Storage
Physical Infrastructure
Services
Every $1 spent in security sales
…Drives $3 more dollars in IT products
IP Surveillance Sales Drives
More IT Sales!
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■ Founded 2008 by Axis, Bosch and Sony
■ Open industry forum for the development of a global standard for the interface of physical IP-based security products
■ More than 260 members
■ More than 630 conformant products on the market released by– Axis Communications
– Bosch
– Milestone
– Sony and 65 other companies
■ www.onvif.org
ONVIF – Driving IP-based physical security through global standardization
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Actionable Sales Strategies
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■ Identifying business opportunities
■ Customizing vertical specific solutions
■ Choosing the right manufacturers partners
■ Partnering with other security integrators
Key Steps To Getting Started
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29% margin on complete solutions
Software offers highest component margin at 27%
Video recording & storage hardware averages 20% margin
Margin Analysis
Gross Margin for Security…
“Security is typically packaged in with servers, software, and everything else for the building or data center – and highly profitable.” - Security focused IT VAR
“Video (surveillance) is where our growth is, and is also more profitable than our other segments.” - President, Security Integration Company
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Decision Makers are Changing
Public Works Employee Chief Information Officer
Taken from City of Taylor Falls Website www.dilbert.com – Scott Adams
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PHYSICAL SECURITY VERTICALS
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Next Steps
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Ingram Micro Shows Up Differently
We don’t sell direct to end users
Facilitate reseller-to-reseller partnerships
Robust, scalable fulfillment capabilities
Pre-sales tech support
2 Solution Centers
Flexible financing programs + services
Enable our customers to grow into adjacencies
Everything in 1 Place
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Dedicated Business Unit
INSIDE TEAMVBM’s, Tech Support, Marketing, Inside
Sales, Tech Support, Vendor Market Development Specialists
FIELD/FIELD DEPLOYABLE
Business Development Managers, Technical Solutions Engineer,
Systems Design Team
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Physical Security
An Extension on Your Company
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Ingram Micro Technical Support
230+ certified experts
5,000 calls daily
Specialized by technology
Dedicated Physical Security team
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Unparallele
d Value
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Gartner Study
75% of business clients surveyed stated their Solution Provider could not quantify/qualify the value of the solution to their business
However, 85% stated they were at least 2X more likely to purchase when their Solution Provider could explain the value of the solution to their business
This validates our approach to support: Provide not only full solution, but explanation & education on every call to help you
position the value of the solution to the business problem
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■ Free web-based trainings (live and on-demand)
■ Learn Networking fundamentals
■ Get IP Surveillance basics
■ Identify vertical market specific challenges and solutions
Physical Security University
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Ingram Micro Services
IM Link
John RedmanOperations Manager
Professional Services [email protected]
(800) 456-8000, ext. 67014
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Expand Your BusinessNon-member engagementsPartnering with category expertsRevenue and margin opportunities
Project OpportunityLet us help you growLarge to small jobsCustomizable
Extend Your BenchGeographic reach: Nationwide and International coverageTechnical skill set: Top in class certified engineers
Ingram Micro Services
IM Link
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Key Takeaways on Physical Security
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Most of your customers buy security
You can be well-positioned to sell IP surveillance
1:3 - IP surveillance will drive more networking, storage and power sales to your bottom line
Ingram Micro has all the support you need to enable your success!
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Questions?
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Thank You!
Sponsored by:
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