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 Axis Communications Customers Axis Communications Overview – World’s leading manufacturer of IP surveillance cameras Product offerings include:  Network cameras  Megapixel and HDTV  Fixed, Pan Tilt Zoom (PTZ ), thermal  Video management software  Video encoders  Accessories

Tech Data Confidential 5 Reseller Enablement for New Axis Communications Customers Step 1: Become an Axis Partner – Entitles you to an immediate discount off MSRP through Tech Data (discounts offered at time of order) Partner levels and criteria  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

Tech Data Confidential 6 Reseller Enablement for New Axis Communications Customers – Other benefits to the being an Axis partner Begin relationship with Axis as an extension of their channel team Any project over $10K can be registered for Project Pricing (to be considered for additional discounts) Demo program: partners receive 40% off MSRP Lead sharing Sales engineering support Marketing collateral – Contact Tech Data’s Physical Security team to enroll Reach them at x72155 or

Tech Data Confidential 7 Reseller Enablement for New Axis Communications Customers 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 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 20 th and 21 st, 2011

Tech Data Confidential 8 Reseller Enablement for New Axis Communications Customers Step 3: Read Axis’ Technical Guide to Network Video – Comprehensive guide Walks resellers through the opportunity in IP surveillance Provides basic technical information for selling IP solutions – View the guide on the web at: – Download the entire guide from: – Or contact Tech Data’s Physical Security team for the PDF file over

Tech Data Confidential 9 Reseller Enablement for New Axis Communications Customers Step 4: Leverage Axis Partner Pages – Located at 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

Tech Data Confidential 10 Reseller Enablement for New Axis Communications Customers Step 5: Connect with Tech Data’s Physical Security team to be introduced to the local Axis representative in your area – Contact them at x72155 or – Team can connect you to resources at Axis, to begin your relationship You will be introduced to your Axis Inside Sales Representative, Field Sales Manager and Technical Support & Engineering team  On-site meeting at your facility may be booked, as needed Step 6: Attend Axis Academy Training – Three-day fundamental trainings offered throughout United States – Class fee is $500, includes demo camera, Axis Camera Station software and all meals during training (valued at $1500) – Schedule available at

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