Tech Data’s 2010 Physical Security Playbook Enablement for Networking Resellers

Tech Data Confidential 2 Physical Security powered by: Understanding the Market Vendor Connections Training Resources Solutions Central Selling Support Fast-Path Playbook for Physical Security

Tech Data Confidential 3 Vendor Connections: IP Surveillance Cameras

Tech Data Confidential 4 Reseller Enablement for New Pelco Customers Pelco Overview – Leading manufacturer of surveillance solutions Product offerings include:  Network cameras  Megapixel and HDTV  Fixed, Pan Tilt Zoom (PTZ ), thermal  Analog cameras  Viewing solutions  Recording solutions (DVR/NVR)  Video management software  Accessories (cabling, enclosures, lenses, etc.)

Tech Data Confidential 5 Reseller Enablement for New Pelco Customers Step 1: Attend one of Tech Data’s Technology Solutions Tour (TST) events in your area – Pelco will be at the TST’s this year Participating in Business Connection Appointments; resellers have the opportunity to meet with Pelco on-site and discuss opportunities Will be at showcase session with live demo – Dallas, January 20 th and 21 st, 2011

Tech Data Confidential 6 Reseller Enablement for New Pelco Customers Step 2: Connect with Tech Data’s Physical Security team to be introduced to the local Pelco representative in your area – Contact them at x72155 or – Team can connect you to local resources at Pelco, to begin your relationship You will be introduced to your local Pelco manufacturer’s representative  On-site meeting at your facility may be booked  Rep can provide you with details on current product, assistance with system design, and can do joint site visits with you to your end user to close projects – Pelco Mobile Product Showcase truck available to visit your site or your end user’s site Mobile demo unit showcases surveillance applications:  Cameras, matrix systems, DVRs, literature displays, plasma screens, satellite Internet, etc. Ideal for product training sessions, sales presentations, customer appreciation days

Tech Data Confidential 7 Reseller Enablement for New Pelco Customers Step 3: Leverage Pelco website to learn more and find helpful resources – Pelco Bid Ordering Specification Software (BOSS) v5.0 Available at Hosts Pelco’s suite of resources for product information & systems design – Product training podcasts available Convenient e-learning resources available at:  institute/podcasts/iphone.page institute/podcasts/iphone.page – Marketing materials Easy ordering of brochures, sales sheets, etc. for sales collateral available at:  tools/downloads.page tools/downloads.page

Tech Data Confidential 8 Reseller Enablement for New Pelco Customers Step 4: Attend Trainings through the Pelco Global Training Institute – Basic training: Product Overview course – Additional basic trainings available Sarix IP Megapixel Cameras course Video Security Systems Design course Pelco DVR Solutions course – All classes are offered at no charge and are located in Clovis, CA or Orangeburg, NY (resellers to pay own travel expenses) – Numerous additional training courses available National schedule and more information available at: schedule.page schedule.page – Contact your local rep for additional trainings available in your area – Training required for Pelco authorization for the following product lines: Endura (enterprise surveillance solution) Digital Sentry (NVR’s)

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