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Increase Your IT Revenue with IP Surveillance
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Increase Your IT Revenue with IP Surveillance

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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, …

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.

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  • Combine with previous
  • Surveillance system is pretty simple – capture object, transmit signal, record it and display – That’s it!Add schematics ?
  • Cost: Early adopters have known for years. Performance: Now obvious to end-users. Hi res, HD now commonplace in consumer world. Distributed intelligence and processing power resident in cameras is widening the gap.
  • A SECURITY SALE IS MORE THAN CAMERASEdge DevicesCameras Enclosures Mounts Lighting Low Voltage Power Video Management Software Software Bundles  Licensing Support / Software Assurance Add-Ons (Analytics)NetworkingSwitches POE injectors Structured CablingCompute / StoragePhysical InfrastructureNote: Physical Infrastructure is concerned with the pathway from edge to networking gear (construction costs). This will often include WIRELESS BRIDGE technology.ServicesIP Video System We should always understand when building a quote for our customers that the largest amount of costs in a physical security project is always the physcial infrastructure. This includes structured cabling, racks, pathway issues such as conduit or emt, and power concerns. This also may include wireless networking to create the transport possible for camera equipment.Physical Infrastructure – 25 – 40% of the projectEdge Devices – 20% of the projectVMS – 10% of the projectNetworking Gear – 10% of the projectCompute / Storage – 15% of the projectPartner Delivered Services – 20%IP Video System We should always understand when building a quote for our customers that the largest amount of costs in a physical security project is always the physcial infrastructure. This includes structured cabling, racks, pathway issues such as conduit or emt, and power concerns. This also may include wireless networking to create the transport possible for camera equipment.Physical Infrastructure – 25 – 40% of the projectEdge Devices – 20% of the projectVMS – 10% of the projectNetworking Gear – 10% of the projectCompute / Storage – 15% of the projectPartner Delivered Services – 20%Combine with previousToday if you sellnw storage or power, what will drive that categorySurveillance is the next killer app
  • I will discuss the partnership programs in detail later in the presentation
  • In a separate study, Intel surveyed 232 IT integrator/dealers. Those we surveyed stated that, on average, delivering complete solutions in this market delivered 29% margins…in most cases well above the margins of their other lines of business.Software offered the highest component margin at 27%. And the video recording & storage hardware came in at an average of 20% margin. Clearly, there is profitability in this market…from equipment, to software, to whole range of services.
  • INGRAM MICRO SHOWS UP DIFFERENTLYWe don’t sell direct to end usersFacilitate reseller-to-reseller partnerships = IMSNRobust, scalable fulfillment capabilitiesPre-sales tech support2 Solution CentersFlexible financing programs + servicesEnable our customers to grow into adjacencies-Technology has changed >> - high resolution, IP video cameras - networked >> multi-site integration, mobile access & control - integration with access control, intrusion, fire, emergency response, automation, etc - efficiencies from IT management - We are at the Tipping Point for IP video >> 2013/2014 cross over-Lots of legacy infrastructure to deal with, preserve, and integrated-IT departments are increasingly taking over management, vs. Security/Facilities
  • Talk to existing adjacencies – AVAD, etc.Success in Digital Signage leading to broader Pro AV focusThe strength of what we’ve builtDedicated BU focused on this marketInside – VBM’s, Tech Support, Marketing, Inside Sales, Tech Support, Vendor Market Development SpecialistsField/Field Deployable – Business Development Managers, Technical Solutions Engineer, Systems Design Team
  • INGRAM MICRO TECHNICAL SUPPORT230 Associates with hundreds of certifications$12M to $15M Networking and storage BOMs 5,000 calls dailyDedicated Physical Security TeamSr. Tech Solutions Engineer: AndreyNeranets2 Tech Specialists: Bryan Shalke + ?8 Additional general support techniciansUnparalleled ValueGeneral technical questions to complex configurationsLeads passed to Ingram Micro’s sales teamEvery call tracked
  • Leverage the IMSNNon-member engagementsPartnering with category expertsrevenue and margin opportunitiesProject OpportunityLet us help you growLarge to small jobsCustomizable opportunitiesExtending your BenchGeographic reach: Nationwide and International coverageTechnical skill set: Top in class certified engineersSKU’d Services OfferingCitrix  Websense  VMware  McAfee  Virtualization  Digital Signage
  • KEY TAKEAWAYS ABOUT PHYSICAL SECURITYYou are well positioned to sell IP surveillanceEvery one of your customers buys securityIP Surveillance will drive more networking, storage and power salesIngram Micro has all the support and training resources you need to enable your success!

Transcript

  • 1. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_1 Increase Your IT Revenue with IP Surveillance Shawn Enides Business Development Manager
  • 2. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_2 Shawn Enides Senior Business Development Manager – East ■ Over 10 years working in systems integration. ■ Trained in video, analytics, access control, intrusion and wireless deployments. Today’s Presenter
  • 3. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_3 ■ State of the Security Market ■ IP Surveillance Solution Overview ■ Actionable Sales Strategies ■ How To Get Started Today’s Topics
  • 4. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_4 State of the Market
  • 5. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_5 North American Surveillance Market *Market estimates based on IMS Research data and proprietary analysis Attractive and Fast-Growing $3.5B 2 0 1 1 $6.2B 2 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
  • 6. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_6 Physical Security Fun Facts Theft 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%+
  • 7. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_7 IP VideoAnalog Video IP Video Source: IMS Research IP Video will continue to expand …a Small Portion of the Market IP Analog
  • 8. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_8 0.00 1.00 2.00 3.00 4.00 5.00 2011 2012 2013 2014 2015 2.63 2.81 2.81 2.67 2.40 0.88 1.13 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 Analog & Network Surveillance Market *Market estimates based on IMS Research data and proprietary analysis 30% CAGR
  • 9. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_9 The Rise of IP
  • 10. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_10 IP Surveillance Solution Overview
  • 11. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_11 Surveillance Common Infrastructure  Capture  Transmit  Record  Manage Physical Surveillance Components – it’s simple ! OR
  • 12. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_12 Wide Range of Camera Types The Fixed Interior Dome Style Cameras (high density) The Interior PTZ Camera The Fixed Interior / Exterior Dome Style Camera The Exterior PTZ Camera
  • 13. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_13 Video Management Software
  • 14. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_14 ■ 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?
  • 15. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_15 1:3 Sales Ratio
  • 16. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_16 A Security Sale: More Than Cameras The Anatomy of a Security Sale Edge 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!
  • 17. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_17 ■ 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
  • 18. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_18 Actionable Sales Strategies
  • 19. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_19 ■ Identifying business opportunities ■ Customizing vertical specific solutions ■ Choosing the right manufacturers partners ■ Partnering with other security integrators Key Steps To Getting Started
  • 20. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_20 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
  • 21. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_21 Decision Makers are Changing Public Works Employee Chief Information Officer Taken from City of Taylor Falls Website www.dilbert.com – Scott Adams
  • 22. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_22 PHYSICAL SECURITY VERTICALS
  • 23. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_23 Next Steps
  • 24. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_24 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 Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
  • 25. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_25 Dedicated Business Unit INSIDE TEAM VBM’s, Tech Support, Marketing, Inside Sales, Tech Support, Vendor Market Development Specialists FIELD/FIELD DEPLOYABLE Business Development Managers, Technical Solutions Engineer, Systems Design Team Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. Physical Security An Extension on Your Company
  • 26. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_26 Ingram Micro Technical Support 230+ certified experts 5,000 calls daily Specialized by technology Dedicated Physical Security team Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. Unparallele d Value
  • 27. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_27 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
  • 28. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_28 ■ 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
  • 29. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_29 29 Ingram Micro Services IM Link John Redman Operations Manager Professional Services john.redman@ingrammicro.com (800) 456-8000, ext. 67014
  • 30. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_30 Expand Your Business Non-member engagements Partnering with category experts Revenue and margin opportunities Project Opportunity Let us help you grow Large to small jobs Customizable Extend Your Bench Geographic reach: Nationwide and International coverage Technical skill set: Top in class certified engineers Ingram Micro Services IM Link
  • 31. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_31Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. Key Takeaways on Physical Security Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 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!
  • 32. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_32 Questions?
  • 33. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_33 Thank You! Sponsored by:
  • 34. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 120309_34