1 Version 1.0 D-Link HQ, Sep 2012 Sales Guide DCS-6210 Full HD Mini Fixed Dome Network Camera D-Link Confidential

2 Before Getting Started – The Guideline  Objective: Allow OBU to understand why introduce this new model (SKU) A clear and solid set of points to lead for product sales/ selling To be equipped with knowledge on how to sell against key competition Recommendation of associated SKUs for target segment  Suggestion for OBU by using this Sales Guide: Sense the sales opportunity See if the spec meets the past and current project demand. Kickoff, enhance channel recruitment by this unique new model Use this unique new model to attract channel partner to up the sales. Forecasting from channel partner To learn the run-rate from competitor’s model by consulting with channel partner who currently carry and sell that competitor’s model.

3 Before Getting Started – The Model  DCS-6210 is positioned as key model to meet mainstream of entry level vandal dome outdoor camera that involves many new initiatives: First Full HD(1080P) resolution mini dome outdoor camera. Equipped with Full HD+H.264 spec mix as one of major product range. One of the key attraction for channel development and project penetration thanks to its popularity and competitive pricing.

Table of Content Product Highlight  Positioning Overview  Target Market  Selling Point Competition Analysis  Competition Mapping  Sell Against Competition Selling Highlight  3-Axis Mechanism  Local storage  BLC Technology Brief Product Deployment Guide

5 Mainstream Full HD H.264 outdoor mini dome fixed camera. ROI(Region of Interest) feature can well utilized high resolution. Local Storage can record video/snapshot at camera side during alarm triggering. IP66 weatherproof and IK10 vandal proof certified for outdoor application Compact size Product Highlight-Positioning Overview

6 RetailResidentialCommercialEducationHealthcareGovernment All entrances Security zone Public corner All entrances Garden and backyard Perimeter Public corner Private garage Outdoor sport area All entrances Lobby Security zone Public corner Factory plant Loading dock All entrances Outdoor field Public corner Perimeter All entrances Lobby Security zone Car park Public corner Perimeter All entrances Lobby Security zone Public corner Perimeter City surveillance DCS-6210 Full HD 15 fps) H.264, MPEG4, MJPEG Compact size MicroSD slot IP66, IK10 vandal proof PoE Product Highlight-Target Market

1/2.7” 2 megapixel progressive CMOS sensor Real-time H.264/ MPEG-4/ MJPEG Max. resolution Full HD 1920x1080 at 15 fps Simultaneous streams ePTZ for virtual PTZ operation Megapixel fixed lens f=4.3mm, F=2.0 Built-in microphone 3-Axis Mechanism IEEE802.3af SD/SDHC card slot for camera side storage IPv6, QoS, CoS equipped for advanced transmission. Privacy mask Advanced event management Multicast video/audio stream Samba client for NAS Multiple access lists Unified D-Link SDK ONVIF compliant IP-66 weather proof & IK10 vandal proof operation temperature -25°C ~ 50°C IPv6 Product Highlight-Selling Point

Table of Content Product Highlight  Positioning Overview  Target Market  Selling Point Competition Analysis  Competition Mapping  Sell Against Competition Selling Highlight  3-Axis Mechanism  Local storage  BLC Technology Brief Product Deployment Guide

Selling Highlight - 3-Axis Mechanism DCS-6210 support 3 axis mechanism for horizontal and vertical and rotate adjustment. Fig. 2 Fig. 3  When installed on a wall, the images are seen at 90 degree angle, as seen in figure 2.  With third axis mechanism, camera images are adjusted accordingly as seen in figure 3. Fig. 1 3-Axis Mechanism  For ceiling installation, the images are displayed as seen in as figure 1.

Selling Highlight – Local Storage  Local SD slot to support SD/SDHC SD card slot for event recording at camera side as a redundant storage

11 Selling Highlight – Backlight Compensation  Strong backlight can cause objects in the foreground to be dark. BLC allows the camera to adjust the exposure of the entire image to properly expose the subject in the foreground. It allows every detail to be captured accurately even if one portion is bright while other portions are dark. As a result, combined fields yield a frame of high quality images. Below is a comparison of camera technologies with its video images of Backlight Compensation on and off.

Table of Content Product Highlight  Positioning Overview  Target Market  Selling Point Competition Analysis  Competition Mapping  Sell Against Competition Selling Highlight  3-Axis Mechanism  Local storage  BLC Technology Brief Product Deployment Guide

13  Video Management Full HD H.264 ePTZ  Network Protocol ONVIF IPv6 HTTPS  Event Management SD Card storage

Video Management Full HD Resolution Full HD, the High Definition video is commonly been adopted as mainstream video standard from vast video categories, such as digital TV, computer monitor, gaming, filmmaking, and also video surveillance. Pixel of Full HD 1920 x 1080 (1080i/ 1080p) Aspect Ratio: 16:9 End-to-end resolution Video quality is ensure from camera to monitor as same high quality only by Full HD. Except Full HD, all other resolution, even higher megapixel ones will end up with letterboxed, pillar- boxed, window-boxed from viewing. Future-proof standard Full HD is the mainstream which outpace even the non-HD megapixel range. Source: en.wikipedia.org/wiki/File:Vector_Video_Standards2.svgen.wikipedia.org/wiki/File:Vector_Video_Standards2.svg

Video Management  H.264 Advantage H.264, aka MPEG-4 Part 10, or MPEG-4 AVC (Advanced Video Coding), becomes the mainstream compression technology since Better video quality than MPEG-4 with far less bit rate (approx 50% less, 80% less than M-JPEG). Thus, less bandwidth and less storage are required, best suit for limited bandwidth and long term storage. * M-JPEG and MPEG-4 are widely known as mainstream compression for years, and still the dominant for many video management systems nowadays, but obviously, the trend is embracing H.264 as majority for next move.

Video Management  H.264 Quality The improved compression performance of H.264 comes at the price of greater computational cost. H.264 is more sophisticated than earlier compression methods and this means that it can take significantly more processing power to compress and decompress H.264 video. A video frame compressed at the same bit rate compared as below figures: * Picture source: Vcodex White Paper: An overview of H.264 MJPEG (same bit rate 512k) MPEG4 (same bit rate 512k) H.264 (same bit rate 512k)

Video Management  ePTZ Thanks to digitalization, ePTZ allows user to zoom in to target area or object to see more detail than normal viewing. In addition, click and drag to move the closer view to any other area from the original image is easy and simply on your finger tip. Especially suit for HD and above. Full view of video Pan, tilt and zoom to bottom left by ePTZPan, tilt and zoom to bottom right by ePTZ 17

Network Protocol  ONVIF standard ONVIF, the Open Network Video Interface Forum, is an open industry forum for the development of a global standard for the interface of IP-based physical security products.  How you can benefit from ONVIF A global interface standard will make it even easier for end users, integrators, consultants and manufacturers to take advantage of the possibilities offered by network video technology. Visit ONVIF official website for more detail:

Network Protocol  IPv6 IPv6, Internet Protocol version 6, as upcoming generation of internet layer protocol for packet-switched networking which will relief the exhaustion of IP address from current IPv4. IPv4 address is going to run out in DCS-7413 supports IPv6 to meet coming demand. Source: IPv4 Address ReportIPv4 Address Report IPv addresses IPv addresses

Network Protocol  HTTPS for network security HTTPs, the Hypertext Transfer Protocol over SSL/ TLS (Secure Socket Layer and Transport Layer Security), which is used to provide a secure identification by encrypted connection between web server and client. HTTPS is normally used in transaction of payment or access of confidential information with URL begin with “ at port 443, instead of HTTP at port 80.

Network Protocol HTTPS (cont.) The HTTPS cannot be enabled if there is no certification on the device. There are three possible ways make you can enable the HTTPS, create certificate request and upload the certificate file which is signed by third party already, create self-signed certificate automatically and Create self-signed certificate manually.

SD Card Storage Video ClipsSnapshot Network lose Motion detected  Event recording / backup recording Micro SD card record supports recording of event trigger from Motion Detection.

Table of Content Product Highlight  Positioning Overview  Target Market  Selling Point Competition Analysis  Competition Mapping  Sell Against Competition Selling Highlight  3-Axis Mechanism  Local storage  BLC Technology Brief Product Deployment Guide

Application Example PoE Switch -DES-1228P -DES P -DGS P Speed Dome -DCS-6815 (18x) -DCS-6817 (30x) -DCS-6818 (36x) Fixed Box -DCS (Full HD, H.264) Video Encoder -DVS (MPEG-4) -DVS (H.264) 9-ch NVR Appliance -DNS (Basic) -DNS (Pro) VMS Software -DCS-210 (8 ch, upcoming) -DCS-220 (32 ch) -DCS-230 (64 ch) IP SAN Storage -DSN (Tower, 5-Bay, 4GbE) -DSN (2U, 8-Bay, 4GbE) -DSN (3U, 18-Bay, 8GbE) Outdoor Bullet -DCS-7413 (30M IR) Outdoor Dome -DCS-6510 (VGA, H.264) -DCS-6511 (1.3M, H.264) Entrance gate Perimeter Security Room Warehouse Legend: Coax Ethernet/ PoE Legacy Analog Camera Outdoor Mini Dome DCS-6210 (FullHD,H.264)