Increase Your IT Revenue with IP Surveillance

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


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


■ State of the Security Market

■ IP Surveillance Solution Overview

■ Actionable Sales Strategies

■ How To Get Started

Today’s Topics


State of the Market


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


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%+


IP VideoAnalog Video

IP Video

Source: IMS ResearchIP Video will continue to expand

…a Small Portion of the Market

IP

Analog


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


The Rise of IP


IP Surveillance Solution Overview


Surveillance Common Infrastructure

Capture

Transmit

Record

Manage

Physical Surveillance Components – it’s simple !

OR


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


Video Management Software


■ 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?


1:3 Sales Ratio


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!


■ 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

http://www.onvif.org/

http://www.cisco.com/en/US/hmpgs/index.html

http://www.samsung.com/se/index.html

http://www.honeywell.com/


Actionable Sales Strategies


■ Identifying business opportunities

■ Customizing vertical specific solutions

■ Choosing the right manufacturers partners

■ Partnering with other security integrators

Key Steps To Getting Started


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


Decision Makers are Changing

Public Works Employee Chief Information Officer

Taken from City of Taylor Falls Website www.dilbert.com – Scott Adams

http://www.dilbert.com/


PHYSICAL SECURITY VERTICALS


Next Steps


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.


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


Physical Security

An Extension on Your Company


Ingram Micro Technical Support

230+ certified experts

5,000 calls daily

Specialized by technology

Dedicated Physical Security team


Unparallele

d Value


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


■ 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


Ingram Micro Services

IM Link

John RedmanOperations Manager

Professional Services [email protected]

(800) 456-8000, ext. 67014


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

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


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!


Questions?


Thank You!

Sponsored by:

Increase Your IT Revenue with IP Surveillance

Technology

Transcript of Increase Your IT Revenue with IP Surveillance