It starts with audio-only; IPICS allows you to integrate PCs, IP-Phones and cellphones into a radio channel.But video from surveillance, users in the field and tihngs like YouTube are important and captureChild abductionAccident detailsFireCisco Unified Dispatch enable the dispatcher to link important video to a talkgroup, distributing video to rich media devices – radios continue to participate in audio PTT channel only.Additional capabilities:Users can update incident status at any time – status will be distributedUsers can add video/pictures to an incident at any time – it will be distributed to all incident participantsUsers can talk on PTT with integrated audio channel interoperability
Cisco ‘s network-based approach to security takes integration – and hence effectiveness - to a different level:We integrate IP based surveillance, access control and incident collaborationWe integrated installed and new third party devices, systems and solutionsThe network “platform” makes this integration possible.It means our customer security system can grow and adapt to new technologies, to organizational evolution, to economic change, and – of course – to new threatsLet’s walk through a few examples, or “Proof Points” of what Cisco’s network based approach can achieve. You’ll really get the idea of the integration we make possible and the effectiveness your security system can deliver:A gas sensor can trigger automatic incident notification messages to IP phones A gunshot can activate building evacuation plan on Cisco Digital SignsLive or video clips can be sent to PDAs as security staff are en route First responders can collaborate whether they have cellphones, IP phones or hand held radios Video analytics can monitor digital sign usage, and sends text alert to sales staff when a customer is unattendedA badge swipe can not only give access to a building, it can also adjusts the heating and lighting in office
Immediate Payback</li></ul>Video<br />Access Control<br />Video Analytics<br />Perimeter Intrusion<br />An Open Platform Delivers the Right Information to the Right Person at the Right Time<br />Detect<br />Respond<br />Email<br />Analyze<br />PDA<br />Convert Data to Knowledge<br />Right Information, Right Person, Right Time <br />Radio<br />Intercom<br />Knowledge<br />Information<br />Data<br />Phone<br />Sensors<br />Cell Phone<br />Weather<br />
Access Control Architectures today….<br />Up to 64<br />Controllers/ Access Panels<br />Network<br />Serial RS485Cables<br />Badging<br />Server<br />Up to 32<br />Mgmt<br />Server<br /><ul><li>Proprietary Interfaces, Complex installation, test and turn-up, not capable of incremental deployment
Separate power required to power door hardware, $3-4K per door total install</li></li></ul><li>Access Control <br />Connect existing readers, easily add new doors, integrate with IT systems<br />Eliminate expensive, proprietary, hard to diagnosis and configure panels<br />Cisco<br />Access Gateway<br />Layer 2<br />Switch<br />Cisco<br />Physical<br />Access<br />Manager<br />LDAP / Microsoft<br />Active Directory<br />IP<br />Network<br />Cafeteria System<br />HR Database<br />
Benefits of Cisco Physical SecurityUsing the Network as Platform<br />Integrates <br />Surveillance, access control and incident collaboration<br />Installed and new third party devices, systems and solutions<br />Leverages investment in Cisco network infrastructure<br />Grows and adapts to new technologies, organizational evolution, economic change, and new threats<br />Use Cases / Proof Points<br />Gas sensor triggers automatic incident notification to IP phones <br />Gunshot activates building evacuation plan on Digital Signs<br />Live video sent to PDAs as security staff are en route <br />First responders collaborate across cellphones, IP phones and hand held radios <br />Video analytics monitors digital sign usage, and sends text alert to sales staff when customer is unattended<br />Badge swipe adjusts heating and lighting in office <br />
Physical Security US/CAN Coverage<br />S Calif / Nevada<br />North West and, West<br />PSS: Rich Greenberg<br />Email: firstname.lastname@example.org<br />SE: Cyrus Choobineh<br />Email: email@example.com<br />PSS: Jonathan Seigle<br />Email: firstname.lastname@example.org<br />SE: TBD<br />South East<br />PSS: Ken Mills<br />Email: email@example.com<br />SE: Rocky Smith<br />Email: firstname.lastname@example.org<br />Channels Leads:<br />Chris Cressy<br />email@example.com<br />Scott Maxwell<br />firstname.lastname@example.org<br />North East, Atlantic, East Canada<br /> PSS: Phil Hudson<br /> Email: email@example.com<br /> SE: Stephen Squeglia<br />Email: firstname.lastname@example.org<br />US/Canada Leadership<br />Regional Manager: <br />Lisa Hale<br />email@example.com<br />Federal Leadership/Sales Team:<br />Region Manager :<br />Kent Breaux<br />firstname.lastname@example.org<br />PSS: Robert Edmondston<br />Email: email@example.com<br />CSE: Bryan Berezdiven<br />Email: firstname.lastname@example.org<br />Central US & West and Central Canada<br />PSS: Mark Tomallo <br />Email: email@example.com<br />SE: Brannon Hollinger<br />Email: firstname.lastname@example.org<br />Worldwide Leadership Team<br />Director of Sales: <br />JP Kenney<br />Email: email@example.com<br />SE Manager: <br />Matt Graham<br />Email: firstname.lastname@example.org<br />Harrah’s<br />CSA: Carlton Larrieu<br />Email: email@example.com<br />
What Does a Good Physical Security Customer Look Like?<br />Sees value in a Cisco relationship.<br />Is an existing UC customer<br />IT has a relationship with the security team and/or owns the purchase decision for physical security. <br />The decision is not based on a feature checklist.<br />Price is not the only factor. <br />Technology Integration is important. <br />Places value on the roadmap. <br />Wants to purchase from current IT partner. <br />A platform is important. <br />Incident Response is important. <br />
Who to Call On<br />Networking Contacts<br />Ask them to facilitate a meeting with the Physical Security team<br />Physical Security Team<br />Can reside in Loss Prevention, Facilities, Operations. . . Etc.<br />These are the guys who run the systems and make the day-to-day decisions. Usually pretty up-to-date on the technology but don’t have the $ or resources to build the system they want<br />Engineering Firm<br />This team might be involved, especially in new build situations<br />Architect of Record<br />Same as above<br />Executives<br />Focus on Operational Efficiencies and savings<br />
Why We Win?<br />We have the network experience that our competitors do not. Ask the customer what our competitors strategy is for support the network and the application and you will find they do not have an answer.<br />We are the only Physec company leveraging UC and the Router to deliver Physec Value. Do not under play this.<br />Bottom line we may not have all the features today but Cisco is the clear choice over the next 12-18 months. Be clear, choosing Cisco will prove to be a better business investment long term. (use voice as an example)<br />Play up the IP camera API, Access Control architecture and the HD camera as examples of technology leadership.<br />We own the IT buyer, do not be afraid to leverage IT decision makers to be our champions and drive the decision upwards. The higher the conversation goes within the company, the better we look against a start up.<br />Leverage COPSS, if you can get you customer to buy into the vision of COPSS, our competitors can not follow. Use this even if all they want is video or access. Own the vision.<br />Talk about Network Security and how we have a solid strategy to support end to end security. 802.1x in the camera, CPD on the Access Gateway, AES/WEP on the Wireless cameras. None of our competitors can sell security on the network and at the door. <br />
What We Need To Know (Video)<br />How Many Cameras Per Location<br />Analog or IP<br />What Quality<br />2CIF is middle of the road. Most common.<br />What Frame Rate<br />5-10 fps. Anything higher is usually wasted.<br />How Many Days<br />14-30 days is most common. <br />Any other requirements<br />Pan/Tilt/Zoom<br />Specific Features<br />Integration Requirements<br />etc.<br />If it is an ISR Solution<br />Do they have an available NM slot (Analog)<br />Do they have an available EVM slot (IP/Analog)<br />
What We Need To Know (Access)<br />How Many Doors Per Location<br />How Many Readers Per Door<br />Are Biometrics Required<br />We do not support all biometric readers today.<br />Is POE Available?<br />We can power the door hardware over POE if it is an ‘E’ series switch<br />What Type of Reader is Required <br />We support Prox and Pin type readers today. <br />Any other requirements<br />Elevator Control<br />High Availability <br />Integration to Video System (Non-Cisco)<br />Enterprise Integration (HR, AD, etc)<br />Time and Attendance Integration<br />Visitor Management <br />Smart Card Integration<br />
Training Resources<br />http://cisco.partnerelearning.com/Saba/Web/Main<br />Login with your CCO login<br />Click on the “Browse Catalog” Tab on top<br />On the left, click on “ATP”<br />From the “Video Surveillance” line, click on the “Account Manager” link<br />On the next page, click on the “Register” link<br />
Additional resources<br />www.ciscoet.com (Use Scott Maxwell as sponsor)<br />www.cisco.com/go/physec<br />
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