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

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

3. 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

4. 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

5. 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

6. 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

7. 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

8. Autodesk Seek- BIM / Revit

9. 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

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

11. Professional Services

12. 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

13. Professional Services

14. Complete Documentation

15. A&E Quarterly News Letter

16. 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

17. 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

18. 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

19. Project Registration

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

21. 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

22. 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)

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

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

25. 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

26. 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

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

28. 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

29. 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!

30. 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

31. Thank You!