A&E Services Presented by: Mark Leedy and Bill Wilke October 22 – 23, 2015 Annual Sales Meeting, Hauppauge, NY

What We Do Develop & promote design tools A&E Account Management RSM Support Channel Partner Support

Recent Successes Vicon Project Value: $504,000 Project: Multiple- Mountrail, Ward, Ward Juvenile, MacKenzie, Mercer. All in North Dakota (ND) Specified by: Prairie Engineering, Integrator installing: Accurate Controls, Ripon, WI Vicon Project Value: $504,000 A&E firm Attended 2015 Summit Project: TDOC upgrades, TN Specified by: Bufford Goff & Assoc., Columbia, SC Integrator installing: Advent Vicon Project Value: $490,000 A&E firm Attended 2015 Summit

Recent Successes Vicon Project Value: $21,000 Project: Limestone City Expansion, Athens, Alabama Specified by: Tim Redden & Associates Integrator installing: Cornerstone Vicon Project Value: $21,000 A&E firm Attended 2015 Summit Project: CREC School (first of 7 new schools) Enfield, Connecticut Specified by: Gullen Technology Consultants, Enfield, CT Vicon Project Value: $85,00 A&E firm Attended 2015 Summit

Recent Successes Vicon Project Value: $50,000 Project: Quincy Schools (First of four schools) Specified by: Architechnics, Inc. Quincy, Illinois Integrator installing: United Systems Vicon Project Value: $50,000 Lunch and Learn presentation Project: Reno County Correctional, Kansas Specified by: Bufford Goff & Assoc., Columbia, SC Integrator installing: Southern Folger, TX Vicon Project Value: $280,000 A&E firm Attended 2015 Summit

Recent Successes Vicon Project Value: $33,000 Project: St Joseph Co Courts, South Bend, IN Specified by: John W Werntz Architect, Granger, IN Integrator installing: ESCO Vicon Project Value: $33,000 Lunch and Learn presentation Project: Calhoun Bldg. Renovation & Sherman College, SC Specified by: Buford Goff & Associates Integrator installing: A3 Communications Vicon Project Value: $32,000 A&E firm Attended 2015 Summit

A&E Design Tools Web info center CSI formatted Division 28 specs in MS Word Document library Storage and bandwidth calculator Camera power supply Chart Lens Calculator Case studies Links to Videos Links to Autodesk Seek and ARCAT web sites

Autodesk Seek- BIM / Revit

A&E Account Management Multi-layered support to the A&E community Data base maintenance Over 1000 qualified A&E firms Targeting trends seeing more RCDD’s less PE’s Architectural firms subcontracting security to specialized consultants Continue to look for new firms to interact with Continuously expand “face time” opportunities Annual Sales Meeting, Atlanta GA November 13 – 15, 2014

New A&E Opportunities Manufacturers Rep relationships Channel Partner relationships Jan Broeker Lead-gen

Professional Services

CSI Formatted spec dox available Vicon Factory Professional Services Factory Direct System Pre-Configuration Field Services and Project Engineering Vicon Training CSI Formatted spec dox available

Professional Services

Complete Documentation

A&E Quarterly News Letter

A&E Services On-site support- system design and calculations Lunch and Learns Relationship building – A&E / RSM visits Professional services promotion Training Specification and Riser drawing reviews A&E Summit

RSM Support Account contact management Cross-territory communication Integrator/specifier management Lunch & Learns Project registration Identify new vertical markets and A&Es Drive frequency and interaction of visits

RSM Support Pre Bid System design and review Configurations/calculations Equipment selection- capabilities and limitations Existing system expansion/upgrades reviews Post Bid Value engineering support Submittal packages Specification compliance Competitive product evaluations

Project Registration

Project Registration Get Vicon “named in Spec”- 25% Get Vicon “hard Spec’d”- 50% No connection with or correlation to CCP Project registrations.

Vicon TEAM Ecosystem Summit Warm weather location in the first week of March, announcement will be made soon Weather: Average temperatures range from high ~79* to low of ~61* Full 2 ½ Day event – Arrive Sunday for a welcome reception and cocktails and depart Wednesday morning at guests convenience Day 1 – A&E education and product introduction Day 2 – Vicon ecosystem meeting

Some Changes to the Agenda Timeline First week in March Dates Arrival Sunday departing Wednesday morning   Day 1 Traditional Vicon A&E Summit material. Agenda laid out very similar to previous year’s agendas. Welcome to event Introduction to New Vicon Presentation and demonstration of Vicon product Arrival of ecosystem technology partners for setup What is new with the A&E program Dinner cruise with A&E and company Day 2 Ecosystem layout with presentations. Longer breaks for exposure to ecosystem technology partners. Technology showcase up and running (include Vicon booth) Presentations from A&E, end users, Vicon and ecosystem partners All breaks in technology showcase for exposure to ecosystem partners Platinum resellers, distribution partners, end users and consultants to be present on day 2 Dinner in the evening (technology showcase breaks down during break between general sessions ending and dinner beginning)

Agenda – Day 1 Vicon Product Focus Accredited education Networking with A&Es Tools and program updates Dinner cruise and networking

Agenda – Day 2 Ecosystem focus 10-15 ecosystem technology partners End user speakers A&E speaker Platinum reseller accounts present Dinner/event wrap- up

Targets Type Target Stretch Cost Responsible A&E 60 75 FREE Leedy/Wilke Value Added Resellers (VARS) 15 20 Hotel & Travel Leedy/Jennifer Ecosystem Technology Partners 7 (2 per booth) 10 (2 per booth) $2000 ($4000 for speaking engagement) Fredrik Wallberg Distribution Partners 5 10 Jennifer Hones Total 94 125  

Lunch & Learn Best Practices Lunch & Learn is a Great Opportunity Take it seriously! Research your audience Create an agenda – then PRACTICE it! Practice it again Show up early – get dialed in with tech Follow up for next meeting

Lunch & Learn Best Practices Buy this book Read it Practice it

Lunch & Learn topics (reasons to go back) VMDC design and configuration. Network, Bandwidth and Storage. Cameras-Field of View, Pixels per foot, Forensic detail levels. BIM/Revit IP Video Spec’s- CSI

What You Can Do Frequent visits = strong relationships Don’t show up & throw up Always close for the next meeting Always have a reason for your next meeting Engage your team Invest 20% of your time!

Conclusion A&E services is one of our most successful programs Provides ongoing Benefit to our company and it’s sales effort Continuation of established programs i.e. AutoDesk, ARCAT, and Summit is paramount Additional resources guarantee increased future success

Thank You!