Tech Data’s2010 Physical Security Playbook

Enablement for Networking Resellers

Tech Data Confidential2

Physical Security powered by:

Understanding the Market

Vendor Connections

Training Resources

Solutions Central

Selling Support

Fast-Path Playbook for Physical Security

Tech Data Confidential3

Vendor Connections:IP Surveillance Cameras

Tech Data Confidential4

Reseller Enablement for New Sony Customers

• Sony Overview– Leading IT manufacturer, offers a complete line of IP

surveillance products• Product offerings include:

Network cameras Megapixel and HD Fixed, Domes, Pan Tilt Zoom (PTZ ), thermal

Video encoders Network servers Viewing solutions Accessories (housings, mounts, controllers, etc.)

Tech Data Confidential5

Reseller Enablement for New Sony Customers

• Step 1: Connect with Tech Data’s Physical Security team to be introduced to the local Sony Security representative in your area– Contact them at 800-237-8931 x72155 or

physicalsecurity@techdata.com– Team can connect you to local resources at Sony, to begin your

relationship • You will be introduced to your local Sony 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

Tech Data Confidential6

Reseller Enablement for New Sony Customers

• Step 2: Leverage the Sony website for additional resources– Visit https://www.sony.com/security– Site includes:

• Product information• Case studies• Glossary of terms• Online demos

• Step 3: Take Online Courses to Learn More through the IPELA University for Video Monitoring– Online training center offers convenient e-Learning classes– Classes available at http://stamhost.com/sony/security/lms/login.asp

The Difference In Distribution