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Axis Communications

Pushing the IP tipping point with sales training

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Wednesday, August 14, 2013

An announcement from Axis Communications that landed in my inbox this week caught my eye. It's a new “sales essentials" training program, a one-day training program that starts Aug. 27 and will be offered in 40 cities in the U.S. and Canada. It is the first all-sales focused training session the network video provider has offered.

James Marcella, Axis director of technical services, said the session offers attendees the best answer to “Why network video?”

That very basic question is one that a large segment of installers need and want training on, according to installers that Security Systems News spoke to this month for a market trends report on the status of hosted video today.  Look for that report online later this month and in the September printed publication.

I spoke to Marcella and he said: "One thing we’re seeing is that the technology has matured to the point where IP surveillance is now cost effective for small systems and the installer base that serves those small systems is the last to take up IP surveillance,” he said.

For those installers who are just making the leap from analog to IP cameras, “there’s a real learning curve on the technical and the sales side.” The cameras may be “easy to install and configure, but we still need to educate on the sales side.”

The course will address the “video surveillance sales cycle, selling against objection and developing communications strategies that focus on the value of network video to meet the customer’s needs," according to the announcement. The best way to demonstrate network cameras and the benefits of the Axis Channel Partners, “including pre- and post-sales support, vertical market solutions and the complete ecosystem of the Axis partner network.”

The first course will take place in Detroit on Aug. 27. U.S. cities on the tour include: Chicago, Cincinnati, Denver, Houston, Miami, Minneapolis, New Orleans, Philadelphia, San Diego, Seattle and at Axis headquarters in Chelmsford, Mass. In Canada, training will begin in Toronto on Oct. 2. Other locations in Canada area; Montreal, Calgary and Vancouver.

Marcella said the Axis’ training sessions have evolved over the past decade in response to channel partner requests. Sales training was always part of the training until a couple years ago when integrators really wanted “a deeper dive on the technology side” but then Marcella said, Axis “started to hear that they were missing the sales aspect, that [installers] had new sales people who’ve come on board [who needed training].”

Axis stays atop IHS video surveillance rankings, claims top spot for video encoders

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06/21/2013

CHELMSFORD, Mass.—Axis Communications, a provider of network video surveillance solutions, retained the top spot in IHS Research’s annual rankings of the top video surveillance companies, according to a news release.

Undergrads develop apps for Axis

Company announces partnership with Wentworth Institute of Technology at ISC West
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04/29/2013

LAS VEGAS—For camera customization, network camera giant Axis Communications is tapping the talent and imagination of undergraduate engineering students at the Wentworth Institute of Technology in Boston.

A2 Systems launches in Mass.

Industry vets open new firm
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03/22/2013

BURLINGTON, Mass.—A2 Systems, a new systems integration firm located here and founded by industry veterans Pat Connors and Matt Leonard, has completed its first job for an energy company and is now delving into two more jobs—one in the pharmaceutical vertical and one in retail.

ISC West: 150 companies to debut

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03/18/2013

NORWALK, Conn.—More than 170 new companies will make their debut on the ISC West show floor, according to a statement from the organization.

Back in the saddle: Gearing up for Vegas and ISC West

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Wednesday, February 20, 2013

ISC West can bring on sensory overload, from the din of the crowd to the glitzy displays to the lower-limb fatigue that comes with keeping yourself upright for eight hours at a stretch. Throw in the never-ending (and endlessly varying) spectacle that is Las Vegas and you have a lot to wrap your head around.

It’s quite a scene, especially for industry newcomers. That was the boat I was in last year for my Vegas initiation, which I’m glad to say resulted in little long-term damage. Aside from sleep deprivation blamed on three nights of frat house auditions in an adjacent hotel room, I emerged none the worse for wear.

Now it’s time to gear up again.

The emails with “ISC West” in the subject line are already flying and appointments are being penciled in. For those who haven’t taken a close look at the calendar lately, it might come as a surprise to learn that a return to the Sands is only seven weeks away. April will be here before you know it, with much to prepare for in the meantime.

With that in mind, I started an ISC planner yesterday. It’s quickly filling up. The educational sessions alone are enough to keep attendees focused squarely on the show instead of what might await after-hours. Here are a few sessions that drew my interest:

— “Staying Connected: Leveraging the Cloud and Mobile Applications for Enhanced Security.” Everything in the world, security included, is going mobile. If you don’t believe it, ask anyone with a smartphone—assuming they’ll look away from it long enough to answer you.

— “Counterfeit Products in the Security Industry: A Very Real Problem for All of Us.” If you don’t think they’re out there, you’re wrong. And like other knockoffs, they’re probably only going to get more difficult to detect.

— “60 Sites, 50 Miles and 5 Key Lessons Learned: How One School District Made the Move to IP Video Surveillance.” In the wake of Newtown this will be a hot-button issue, with an obvious upside for security interests.

— “The Great Debate: What to Use, What to Lose.” Technology is exploding, but "assets" deployed improperly can become expensive liabilities. Jay Hauhn of Tyco Integrated Security and Fredrik Nilsson of Axis Communications will help attendees learn from others’ mistakes and successes.

There are more than 60 educational sessions planned, starting on April 9 and running for three days. There also will be three rotations (April 10-12) of networking on the 200,000-square-foot show floor, so heels are strictly optional (for this writer, anyway). Other common-sense advice for first-timers includes not skipping breakfast—it’s easy to go through a day at the show and realize at 5 p.m. that you haven’t eaten anything—and bringing a water bottle to stay hydrated. For a complete schedule and more survival tips, go to www.iscwest.com.

Axis debuts 3D surveillance camera models

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02/06/2013

CHELMSFORD, Mass.—Axis Communications, a provider of network video surveillance solutions, is introducing a collection of 3D surveillance camera models to be used in conjunction with Autodesk Revit software, according to a company statement.

New UL standard will rate camera performance

UL 2802 out in February; some products will be certified before ISC West
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01/30/2013

NORTHBROOK, Ill.—Underwriters Laboratories is launching the first digital-camera performance standard in February and plans to have some cameras certified in time for ISC West, Bob Jamieson, UL general manager, life safety and security industries, told Security Systems N

Hertel to head new CSAA Video Committee, oversee subcommittees

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01/11/2013

VIENNA, Va.—Morgan Hertel, vice president of operations at Rapid Response Monitoring Services, has been named chairman of the new CSAA Video Committee, according to a statement from the organization.

Interoperability a focal point of ONVIF’s annual gathering

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01/03/2013

CORAL GABLES, Fla.—ONVIF, a global standardization initiative for IP-based physical security products, recently held its annual gathering of members here to “set the stage for continued progress toward interoperability of IP security devices in 2013,” the organization sa

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