1. Lawrence S. de Guzman VP APAC Sales Meeting NY October 2015
Vicon APAC 2015 and Beyond
Lawrence S. de Guzman
VP APAC
Sales Meeting NY October 2015

2. Asia Pacific – Vicon Resources 2015/2016 Lawrence de Guzman Bobby Chua
Maria Bustamante – Inside
Marge Mitchell - Inside
Revenue:
1.3M USD 2014/2015
Budget 2015/2016:
5M USD

3. Be Water H20: Formless - Flexible
A catalyst – just add water/just add Vicon
Refreshing
Necessary

4. Vicon APAC Initial Observations
Current Status:
Under-represented in most markets
Current partners too “narrow” or not putting focus
Quality of position in projects not good enough
Facing competition from:
“Performance”: Axis, Milestone
Price: HikVision, Dahua, etc.
We will turn this around and succeed in APAC

5. Vicon APAC 2015 - Strategy Time to Execute:
Build Partner Relationships
Secure achievable revenue in short-term
Launch and use CPP
Collaborate with Ecosystem
Clean up current market issues
Build Vicon organization to support partners
…Act local

6. The Pitch “Under Dragon” The Trilogy
True full solution Open Platform partner
New innovation cycle from legendary brand – get in early
Superior customer service and responsiveness
We will work harder and better for you – sense of urgency

7. Asia Pacific – Vicon PRIORITY
Malaysia - close Tabung Haji and other projects
Australia – Alloys Distribution
South Korea – ITT and banks
Hong Kong – Securex
Singapore – D-Ron Distribution
Thailand – Digitalcom Distribution

8. Asia Pacific – Vicon ALMOST PRIORITY Vietnam – Disties and SIs
Philippines – NetDoc, Anixter and Trilink
Indonesia – PT Printcom and SIs
India - TBD
China - Distie and SIs
Japan - Distie and SIs

9. CPP in APAC DEFINITION IS IMPORTANT
The authorized Vicon distributor, is essentially our wholesaler partner that imports, stocks and finances the Vicon products and solutions being brought into country and supplied to authorized Vicon resellers. The distributor does NOT sell directly to the end-user, and serves as a layer 1 support for the authorized Vicon reseller.
The authorized Vicon reseller is typically a systems integrator (SI), dealer or value added reseller who puts together systems and solutions and sells this directly to the end-user. Under our channel partner program, Vicon provides a recommended discount to the authorized reseller partner, with the actual purchasing being done through an authorized Vicon distributor.

10. APAC Project Opportunities and Pipeline
REALIZE BUSINESS POTENTIAL
The projects exist
Increase our position to influence and win
Budget 5M USD 2015/2016
Min. 7M USD 2016/2017
Grow organization

11. APAC Expansion Plans – 2016+++
Channel Organization
At least 2 active distributors in each major market
5 – 10 producing Platinum and/or Gold resellers in each market
Vicon Organization
Singapore APAC hub
Feet on the street: Australia (ANZ), South East Asia (ASEAN), South Korea, Hong Kong (HK/China)

12. Emotional Content and Absolute Focus

13. APAC is Back!