Tech Data’s
2010 Physical Security
Playbook
Enablement for Networking Resellers
Physical Security powered by:
Fast-Path Playbook for Physical Security
Understanding
the Market
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Vendor
Connections
Training
Resources
Solutions
Central
Selling
Support
Vendor Connections:
IP Surveillance Cameras
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Reseller Enablement for New
Axis Communications Customers
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Axis Communications Overview
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World’s leading manufacturer of IP surveillance cameras
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Product offerings include:
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Network cameras
 Megapixel and HDTV
 Fixed, Pan Tilt Zoom (PTZ ), thermal
Video management software
Video encoders
Accessories
Reseller Enablement for New
Axis Communications Customers
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Step 1: Become an Axis Partner
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Entitles you to an immediate discount off MSRP through
Tech Data (discounts offered at time of order)
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Partner levels and criteria
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Authorized Partner
 Entitles you to an additional discount off MSRP through Tech Data
 No minimum sales requirement
Solution Silver Partner
 Entitles you to an immediate additional discount off MSRP through Tech
Data (above the Authorized level)
 Resellers must complete first level of Axis Academy training
 Requires minimum of $25K Axis sales/quarter for two consecutive quarters
Solutions Gold Partner
 Entitles you to an immediate additional discount off MSRP through Tech
Data (above the Silver level)
 Resellers must complete second level of Axis Academy training
 Requires minimum of $50K Axis sales/quarter for two consecutive quarters
Reseller Enablement for New
Axis Communications Customers
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Step 2: Attend one of Tech Data’s Technology Solutions
Tour (TST) events in your area
– Axis will be at the TST’s this year
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Participating in Business Connection Appointments; resellers have the opportunity to
meet with Axis on-site and discuss opportunities
Will be at showcase session with live demo
– Dallas, January 20th and 21st, 2011
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Reseller Enablement for New
Axis Communications Customers
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Step 3: Read Axis’ Technical Guide to Network Video
– Comprehensive guide
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Walks resellers through the opportunity in IP surveillance
Provides basic technical information for selling IP solutions
– View the guide on the web at:
http://www.axis.com/products/video/about_networkvideo/
– Download the entire guide from:
http://www.axis.com/files/brochure/bc_techguide_33334_en_0811_lo.pdf
– Or contact Tech Data’s Physical Security team for the PDF file over
email
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Reseller Enablement for New
Axis Communications Customers
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Step 4: Leverage Axis Partner Pages
– Located at http://www.axis.com/partner_pages
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Resellers receive a login to this page when they become an Axis partner
Register your $10K+ deals for consideration for Project Pricing
Hosts Axis’ Design Tools suite of resources
Request demo/NFR pricing
Product information & roadmap
Pricing files
Software and firmware downloads available
Access marketing collateral
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Reseller Enablement for New
Axis Communications Customers
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Step 5: Connect with Tech Data’s Physical Security team
to be introduced to the local Axis representative in your
area
– Contact them at 800-237-8931 x72155 or
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physicalsecurity@techdata.com
Team can connect you to resources at Axis, to begin your relationship
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You will be introduced to your Axis Inside Sales Representative, Field Sales Manager
and Technical Support & Engineering team
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Step 6: Attend Axis Academy Training
– Three-day fundamental trainings offered throughout United States
– Class fee is $500, includes demo camera, Axis Camera Station
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On-site meeting at your facility may be booked, as needed
software and all meals during training (valued at $1500)
Schedule available at https://www.axis.com/us/academy/reg.htm
Tech Data Confidential
The Difference
In Distribution