Tech Data’s 2010 Physical Security Playbook Enablement for Networking Resellers

1. Tech Data’s2010 Physical Security Playbook Enablement for Networking Resellers

2. Physical Security powered by: Fast-Path Playbook for Physical Security Solutions Central Vendor Connections Selling Support Training Resources Understanding the Market

3. Vendor Connections: IP Surveillance Cameras

4. Reseller Enablement for New Pelco Customers • Pelco Overview • Leading manufacturer of surveillance solutions • Product offerings include: • Network cameras • Megapixel and HDTV • Fixed, Pan Tilt Zoom (PTZ ), thermal • Analog cameras • Viewing solutions • Recording solutions (DVR/NVR) • Video management software • Accessories (cabling, enclosures, lenses, etc.)

5. Reseller Enablement for New Pelco Customers • Step 1: Attend one of Tech Data’s Technology Solutions Tour (TST) events in your area • Pelco will be at the TST’s this year • Participating in Business Connection Appointments; resellers have the opportunity to meet with Pelco on-site and discuss opportunities • Will be at showcase session with live demo • Dallas, January 20th and 21st, 2011

6. Reseller Enablement for New Pelco Customers • Step 2: Connect with Tech Data’s Physical Security team to be introduced to the local Pelco representative in your area • Contact them at 800-237-8931 x72155 or physicalsecurity@techdata.com • Team can connect you to local resources at Pelco, to begin your relationship • You will be introduced to your local Pelco 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 • Pelco Mobile Product Showcase truck available to visit your site or your end user’s site • Mobile demo unit showcases surveillance applications: • Cameras, matrix systems, DVRs, literature displays, plasma screens, satellite Internet, etc. • Ideal for product training sessions, sales presentations, customer appreciation days

7. Reseller Enablement for New Pelco Customers • Step 3: Leverage Pelco website to learn more and find helpful resources • Pelco Bid Ordering Specification Software (BOSS) v5.0 • Available at http://www.pelco.com/sites/global/en/sales-and-support/boss/boss.page • Hosts Pelco’s suite of resources for product information & systems design • Product training podcasts available • Convenient e-learning resources available at: • http://www.pelco.com/sites/global/en/services/pelco-global-training-institute/podcasts/iphone.page • Marketing materials • Easy ordering of brochures, sales sheets, etc. for sales collateral available at: • http://www.pelco.com/sites/global/en/sales-and-support/downloads-and-tools/downloads.page

8. Reseller Enablement for New Pelco Customers • Step 4: Attend Trainings through the Pelco Global Training Institute • Basic training: Product Overview course • Additional basic trainings available • Sarix IP Megapixel Cameras course • Video Security Systems Design course • Pelco DVR Solutions course • All classes are offered at no charge and are located in Clovis, CA or Orangeburg, NY (resellers to pay own travel expenses) • Numerous additional training courses available • National schedule and more information available at: https://www.pelco.com/sites/global/en/services/pelco-global-training-institute/training-schedule.page • Contact your local rep for additional trainings available in your area • Training required for Pelco authorization for the following product lines: • Endura (enterprise surveillance solution) • Digital Sentry (NVR’s)

9. The Difference In Distribution