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Milestone addresses the value of selling open platform IP VMS

Milestone addresses the value of selling open platform IP VMS

Editor / Provider: Milestone | Updated: 12/4/2013 | Article type: Security 50

In a complex marketplace, to compete on something other than price, the focus should be on HOW to sell product adds value to the buyer. Customer value does not reside in the product or service but rather in the manner in which they are sold and acquired and utilized over time.

To develop this visionary approach in the company's global network of authorized partners, Milestone has been working with Connex International, providers of training and certification services on IP video surveillance, to develop a comprehensive course on Value Selling for its network of global partners. The course includes seven themes that make up the ‘backbone' of knowledge that is imparted when educating Milestone dealers and integrators:

SELLING THE OPEN PLATFORM
Informing prospective customers how an open platform provides value over time is illustrated by the Return on Investment (ROI) being retrieved many times over through a long system lifecycle, increasing its worth. More choices become available when a company is not put in "proprietary jail" - the term to describe choosing a limited solution with the constraints of one hardware-oriented provider.

An open platform Video Management Software (VMS) choice, on the other hand, provides freedom through the ability to continue to expand the system limitlessly, incorporating new innovations as they become available. This eliminates the need to 'forklift': the term to describe changing a video surveillance system from the ground up.

The concepts in focus are: Best-in-Class Solutions: how to match the most effective technology with the most important operations for the customer Extensibility: good architecture provides a road map for the portion of the road yet to be built Lower TCO: single manufacturer offerings result in overall higher prices so teach the customers about Total Cost of Ownership in the long run Interoperability: a true open platform VMS is the core of device and system interoperability that engenders maximum end user choice Scalability: one size does not fit all, so the customer must be able to scale up or down as needs change over time

COMMUNICATING PRODUCT VALUE
A salesperson must cover four main approaches:
1) Product – the features and comparisons to competition,
2) Functionality – relating to the buyers and users of the system,
3) Future – talking about product maintenance and new capabilities,
4) Price – how the costs are segmented, supported and serviced.

The open platform advantage is defined as a bottom-up approach to building a lasting foundation for the future. Long-term Total Cost of Ownership (TCO) is protected through the ability to add new features with software upgrades and standards-based solutions. Hardware from the widest choice of camera manufacturers must be available, with ongoing support for new models and brands.

Open platform IP video is scalable and future-proof as buyers needs expand. Another critical sales point is the Graphical User Interface, which should have the ability to provide documented ease-of-use in multiple languages, customizable operator skill levels and other best-in-class technological advances including support for HD and megapixel cameras. It is a big advantage to present documented third-party integration capabilities with many other systems such as access control, analytics, Point-of-Sale or building automation, as well.

EDUCATING PRODUCT VALUE
Salespeople can educate prospective customers and demonstrate that they are the subject matter experts with the answers they can trust: solve industry "super problems", especially those that currently exist in the transition from analog to IP technology.

“Define challenges that commonly occur, affecting real-world installations,” explains Fullerton. “This can include core infrastructure input and output, pre/during/post-install support issues, user interface friendliness and training requirements, security and other systems interoperability, potential scalability and flexibility scenarios, etc. Salespeople should learn how to ‘do the math' and illustrate examples of how such problems are met and solved by the open platform approach. It is helpful to identify unexpected design issues and build consensus among the decision makers.”

Credibility comes from being respected, likable and competent. Client focus is essential:
Articulation plays a strong role - it is not just what you are saying but how you say it that is equally important.
Leadership qualities influence a sales situation: the only way to command attention is to have a presence and be confident in knowing the subject and addressing it with the customer's perspectives in mind Knowledge is power and educating the customers teaches them to conclude solutions that the open platform provides.
Informed customers make better buying decisions which results in more successful implementations and greater loyalty: word of mouth goes a long way towards building the customer database, and attracting new prospects.

UTILIZING THE ECOSYSTEM Another value selling parameter includes presenting a global ecosystem of hardware and integration partners who encompass a full circle of multiple choices in value-adding video surveillance solutions from access control, building automation and sensor systems to all kinds of analytics, retail transactions, ERP, RFID, PSIM and GIS, among many others. Open platform solutions are infinitely flexible, allowing interoperability with the installed systems – and the ones that can be applicable in the future that are not yet known.

Fullerton lists key ingredients affecting the surveillance technology ecosystem:
The microprocessor is the main agent of change in the market.
Operating systems are very important.
Commercially off-the-shelf hardware equipment is becoming more widely utilized and cost effective
Network camera devices comprise the fastest growing segment of the industry.
Video Management Software (VMS) has become the key middleware of solutions.
Solution partners represent significant growth opportunities through interoperability.

SERVICING DEMANDED VALUE
Knowing and understanding a customer's needs is one of the most important aspects when selling value. What are the specifications, management issues and realistic project timelines? It is important to agree with the prospects on clearly defined expectations, especially since industry hype cultivates unrealistic customer expectations – salespeople must manage this by educating the customer on system capabilities.

SHAPING REQUIREMENTS
Ensuring that customers' perceived challenges are understood is necessary in order to offer their ideal solution – this is what shapes the final steps in selling open platform IP video. Salespeople must analyze the audience, where there can be different people influencing the sale throughout the sales process. Determine their interests and goals, positioning specific features based on what they need.

Knowing the buyers is all-important to closing a sale: a security operator wants optimized live video for fast response, security directors want remote access, a company director watches the bottom line and wants return on the system investment. There may also be a risk prevention executive who is looking to cut shrinkage or improve employee safety, and an IT professional maintaining the network who is concerned about bandwidth or controlling user access with the ease of Active Directory. Stakeholders have their own area of responsibility and focus; if these are not addressed to the appropriate person, the entire deal may be lost. Uncover the customer's pain through interactive listening and empathy.

CLOSING ON VALUE
By showing the absolute value in the open platform, and doing the math for a prospective customer makes a huge difference. At its simplest, it can be defined by the equation: Value = Benefits minus the Costs. The objective is to shape the situations, problems and implications with the pay-off of the solution to the customer's functional requirements.

IN SUMMARY
Milestone Value Selling is designed for sales executives looking to strengthen their ability to sell to IT professionals working with security directors on networked surveillance projects. Within the framework structure, selling strategies address both IT and Security demographics in a consultative-based way. The course targets skill improvements in open platform concepts, positioning tactics, key concepts of network surveillance, sales practices and success factors of sales leadership decisions. The benefits of attending a networked security industry-based sales strategy course are that attendees learn how to excel in the sales field, able to demonstrate situational, interactive and competitive differences that lead to more project and client wins in a shorter amount of time.

Dahua introduces new Eco-Savvy 2MP IP mini speed dome series

Dahua introduces new Eco-Savvy 2MP IP mini speed dome series

Editor / Provider: Dahua Technology | Updated: 11/27/2013 | Article type: Security 50

Dahua introduced the new Eco-Savvy 2Mp full-HD 12x network mini speed dome series, maintaining the Eco-Savvy three “low's” functionalities and also providing impressive surveillance effects.

As mentioned, this mini speed dome series consists of the three “Low”s — low streaming, low consumption and ultra-low-lux as it is based on Ambarella platform. From the test report, it is noticeable that the bit rate is less than 4Mb/s during encoding@1080p, and less than 2Mb/s@720p; its frame rate can reach 60fps@720p, making it easier focus on every movement and detail of the object in high-speed motions. In addition, compared with the previous generation camera, the cameras are able to save over 50kW/h energy annually.

The mini speed dome series employs in-house block cameras, which has all-in-one design, namely video, audio, alarm, network and SD card interfaces embedded. In addition, this mini speed dome series has realistic color reproduction capability, and as for the night vision effect, “revolutionary” should be the word as the image is quite clear and sharp with less noise, no matter in color or the B/W mode.

The mini speed dome series supports 12x optical zoom, the angle ranges from 4.64 degrees to 51.3 degrees, managing to cover wider domains. Also worth mentioning is the “smart eye”, which picks up instant focus with zero latency, enabling quick response and better intelligent functionality. The dome series also support a maximum of 300 °/s pan speed and PoE+. All Dahua network products conform to ONVIF protocol.

Dahua SD40/42/42C212S-HN mini speed domes series is suitable for stations, airports, malls, hotels, boutiques and etc. The series provides various installations, such as wall-, pendant-, ceiling- as well as in-ceiling-mounting depending individual needs.

Magal S3 receives $2.5 million order to secure power substation sites

Magal S3 receives $2.5 million order to secure power substation sites

Editor / Provider: Magal Security systems | Updated: 11/26/2013 | Article type: Security 50

Magal Security Systems, announced that it received a repeat order, to secure 13 power transmission substations for a large power company in Eastern Europe for $2.5 million. The order includes the supply and installation of intrusion detection systems

Eitan Livneh, President and CEO of Magal S3, commented: “We are pleased with this repeat order and the increased momentum we have seen in the past few weeks. A follow on order is a sign of a satisfied customer. It also demonstrates how our past efforts and success with customers, as well as our investment in maintaining long-term relationships with them continue to yield fruits over many years.”

Suprema to unveil USB fingerprint scanners

Suprema to unveil USB fingerprint scanners

Editor / Provider: Suprema | Updated: 11/13/2013 | Article type: Security 50

Suprema, a leading global provider of biometrics and ID solutions, announces new USB fingerprint scanners and an embedded OEM module, BioMini Slim, BioMini Combo and SFU-S20.

BioMini Slim is specially designed to provide a high level security solution for PC based identity access management solutions. It has a rugged IP65 rated dust and waterproof form factor while maintaining a sleek ergonomic design, and is also equipped with Suprema's latest 500dpi slim optical sensor, which boasts a large platen size for easy and reliable fingerprints capturing as well as provides Suprema's advanced LFD (Live Finger Detection), patent in-progress.

BioMini Slim maintains the highest standards by receiving both FBI-PIV and mobile ID FAP 20 certifications and even enables users to capture fingerprints under harsh environmental conditions as well as direct sunlight up to 100,000 LUX. BioMini Slim also offers a versatile software SDK platform that is ideal for developers to creating their custom applications.

BioMini Combo is a special fingerprint scanner which provides high level dual-authentication security using contact smart card as well as fingerprint technology for desktop PC and network environments. It also contains all the same features as BioMini Slim. The latest OEM fingerprint scanner module, SFU-S20, is ideally designed for various applications such as ATMs, kiosks, mobile-POS and handheld terminals, etc. It too hosts a variety of new features including reliable capturing under direct sunlight as well as LFD technology and has received both the FBI PIV and Mobile ID FAP 20 certifications.

Reliability and performance are two essential elements which will drive the global diversification and expansion of applications based on fingerprint technology.

Axis and Exacq watch over Cherish Center with IP cams and VMS

Axis and Exacq watch over Cherish Center with IP cams and VMS

Editor / Provider: Exacq Technologies | Updated: 11/8/2013 | Article type: Commercial Markets

The Cherish Center provides education and advocacy for children related to abuse and neglect. By Conducting forensic interviews, The Cherish Center works to prevent, aid in response to and stop child abuse from happening.

By state and federal law, any allegation of child abuse must be investigated, therefore the state-of-the-art child forensic interviewing facility is open 24 hours a day, daily for law enforcement officers and training child forensic interviewers to conduct interviews with children and teens. The interview rooms provide a home-like environment where the children feel relaxed.

Due to the importance of the information and behavior in the interviews, a video surveillance system were needed to effectively monitor and review the activity taking place in the facility and host an increasing number of abuse case investigations.

To best serve the children, The Cherish Center decided to install an up-to-date, advanced surveillance system. They wanted a system that could store video for much longer periods of time and have redundancy.

After seeing the results of Axis IP cameras and audio kits combined with exacqVision A-Series servers and exacqVision Professional VMS software, The Cherish Center Executive Director Wendy Rayburn chose to upgrade to this new solution.

The Cherish Center's new exacqVision A-Series IP camera server came pre-installed with exacqVision Professional VMS software for easy out-of-the-box deployment. With 2TB of storage, their exacqVision server has a much greater storage capacity than their previous system, allowing them to record and store several weeks of audio and video at a time. Often, the investigation of a case will bring new evidence out months after the interview was conducted.

With the expanded coverage, police officers can spearhead situations of angry parents entering the facility or other activity outside the interview rooms. Now, they are capable of tracking intruders before a problematic situation occurs by viewing each camera simultaneously on the exacqVision Professional client software. The exacqVision solution ensures the employees; interviewers and children in the team interview room and review room are safe without the need for a security officer.

The combination of Axis IP cameras and exacqVision Professional VMS software provided police officers and child forensic interviewers with the ability to better psychologically scrutinize the interviews. With the digital PTZ control, they can zoom in on the child's facial expressions while maintaining high quality image to fully transcribe the feelings and reactions in more depth. The quality of the video, the ability to capture the details and review in live and recorded mode has created new ways to investigate each case assisting them to discover findings that they may have missed when conducting the interview providing the team with the ability to identify potential indicators of risk.

Another reason The Cherish Center selected the exacqVision VMS Professional software was because of its simplicity. Every agency that uses the facility for interviews was able to operate the software easily on the spot. Police officers were trained on the exacqVision software within a matter of days, were able to operate it on their own. In addition to state police officers, prosecutors, Department of Child Services' employees and victim's advocates also needed to be able to effortlessly use the exacqVision software. ExacqVision VMS' ease of use made all the various agencies using the software feel comfortable. Additionally, exacqVision Professional VMS software provides audit trail functionality of them to easily determine which users have viewed, searched or altered the video.

The Cherish Center is able to conduct interviews in both of their interview rooms simultaneously and the process of conduct and review is less time consuming. The exacqVision surveillance solution is scalable and can expand allowing additional cameras as The Cherish Centers needs grow and change.

Overall the capabilities of the exacqVision solution fit their specific needs, as a result, the exacqVision surveillance solution provides The Cherish Center with a safe, nurturing and productive environment for child victims and their families.

VIVOTEK IP cams safeguard Hungarian public transportation security

VIVOTEK IP cams safeguard Hungarian public transportation security

Editor / Provider: VIVOTEK | Updated: 10/31/2013 | Article type: Infrastructure

Modern Transportation, Better City Environment
Szeged, a history-enriched city with a present population of approximately 163,000, is ranked one of the largest cities in the southeast regions of Hungary. In reflection of its history, Szeged experienced numerous negative social events in the 19th and 20th century, primarily caused by either natural disasters or wars. Following these negative events, Szeged has recently rebuilt its beautiful buildings, well-organized streets, and comprehensive public transportation systems, modernizing this city into one demonstrating strong cultural and economic dynamics.

Undoubtedly, the public transportation in Szeged has played a significant role in the renaissance of the city, supporting both social and commercial activities. In addition to commuting, the public transportation in Szeged has made a great contribution to the city's development. Trams, trolleybuses, and buses are three key elements that weave the public transportation network in Szeged. With the steady development of the city, the traffic volume has consequently increased. Therefore, the safety and security of trams, trolleybuses, and buses are exceptionally important, which may directly impact the safety of the citizens and the prosperity of the city. Considering the pivotal role of public transportation, the city's government has gradually placed increasing efforts and investments in transportation system and infrastructure modernization in recent years, ensuring smooth transportation operations and further enhancing security.

In response to transportation modernization, Szeged Transport, a state-owned trolleybus operation company, has acquired numerous new trolleybuses. By seeking professional consultancy with New Line Technologies, a professional Intelligent Transportation Systems (ITS) Integrator, more advanced and intelligent technologies and high quality surveillance systems have consequently been incorporated into these new trolleybuses.

Advanced Infrastructure Creates a Safer City
In this project, 110 units of VIVOTEK's MD7560D network camera were employed. The quality and technology that VIVOTEK's products demonstrate are key considerations highlighting the decision of New Line Technologies. With the full support from VIVOTEK's local distributor IP Cam Technologies, New Line Technologies has successfully introduced VIVOTEK's MD7560D network camera to SZKT's new trolleybuses for internally and externally monitoring the bus cabins. The MD7560D is a 2-megapixel vandal-proof mobile surveillance network camera developed by VIVOTEK that is specifically designed for transportation applications such as buses, trains, and other vehicles. Being compliant with the EN50155 standard for electrical devices installed on railways, the camera can withstand shock, vibration, fluctuations, and conditions presented on rapid transit trains, maintaining stable and reliable video during vehicle movement. Featuring a 1600x1200 resolution, the MD7560D can produce extremely detailed and clear images, which can be delivered explicitly, simplifying the identification of people and objects. Video footage of passenger activity within or accidents outside the cabins can be clearly captured and recorded in mobile network video recorders installed inside each trolleybus for post-event evidence.

Chicago's McCormick Place chooses Napco Continental enterprise access software

Chicago's McCormick Place chooses Napco Continental enterprise access software

Editor / Provider: NAPCO | Updated: 10/11/2013 | Article type: Security 50

NAPCO Security Technologies announced that McCormick Place, Chicago, which boasts 2.5 million square feet of exhibition, trade show and meeting facility space, has recently upgraded its security system by choosing NAPCO's Continental Access CA3000 enterprise software version 2.9 to continue handling overall security with a reliable, efficient and secure system.

Richard Soloway, Chairman and President of NAPCO commented, " McCormick Place, which has been a NAPCO customer since 1996, has been able to integrate more options into its well-equipped security operations as their needs change and expand. Our newest Continental Access 2.9 version software integrates with multiple video management systems, which eliminates having to run multiple programs and makes CardAccess 3000 a complete security system solution. In addition, the software release supports Continental's new Accelaterm 8- to 16-Door Controllers, which control twice the number of doors, completing full downloads of firmware and data in less than five minutes for tens of thousands of badges. This is a crucial feature as McCormick Place hosts nearly three million visitors per year."

The platform has provided McCormick Place with a robust, scalable system that delivers the highest level of security while maintaining flexibility for exhibitors. It is an easy-to-use system that deploys quickly and Access control operators can quickly be trained. McCormick Place management takes advantage of NAPCO's comprehensive training programs so more in-depth technical tasks, which are usually performed by system engineers, can also be mastered quickly thereby enabling the security team to become more autonomous when completing system updates and routine maintenance.

The CA3000 supports wireless Trilogy Networx Access Locks from Alarm Lock, another NAPCO division, to integrate seamlessly into the software and system environment for real-time reporting, audit trails and personnel updates that bring power and door-position information to any door while acting as single-door controllers on the Continental system.

Sony unveils SRG series HD PTZ cameras with Exmor sensor, View-DR and XDNR technology

Sony unveils SRG series HD PTZ cameras with Exmor sensor, View-DR and XDNR technology

Editor / Provider: Sony Electronics | Updated: 10/7/2013 | Article type: Security 50

Sony Electronics unveiled its new SRG line of high-definition, remotely-operated cameras, designed to deliver high-quality imaging, powerful capabilities, ease of use and affordability for a range of commercial applications. The first two models in the new line are the pan-tilt-zoom (PTZ) SRG-120DH and SRG-300H cameras.

The new SRG series joins Sony's widely used EVI and BRC product lines, giving customers a greater choice of high-quality remote camera options.

The new SRG-120DH camera is designed for desktop use, while the SRG-300H model is desktop- or ceiling-mountable. They are capable of full HD (1080/60P) imaging, incorporate industry-standard HDMI interfaces, and can be controlled via VISCA protocol over IP connections.

The SRG-300H also features a 30x optical zoom (the highest in Sony's PTZ line up) making it perfect for a variety of room sizes and venues in corporate, education, and government.

High production values with Sony latest imaging technology The high-image quality SRG cameras incorporate Sony's most advanced Exmor CMOS technology designed to deliver the highest video production values for broadcast, in-house, or online viewing.

According to Mark Bonifacio, Sony Electronics' Director of Industrial Cameras, the SRG-120DH and SRG-300H PTZ cameras are especially suited for nearly any remote shooting and monitoring application, including lecture capture, house of worship use, videoconferencing, and telemedicine.

”High quality, high definition video has become an expectation, and the new SRG line is an easy to operate, cost-effective solution for a variety of applications,” said Bonifacio.

The SRG-300H and SRG-120DH PTZ cameras both feature a high-sensitivity Exmor sensor and Sony's latest enhanced features including View-DR dynamic range enhancement and XDNR technology (eXellent Dynamic Noise Reduction). View-DR provides superb visibility even in challenging back-lit conditions resulting in clear images. This allows the cameras to pan across an area and stay sharp despite shifting from front-lit to back-lit views. XDNR technology reduces noise and provides clear images in both moving and still objects under low light conditions.

Another essential feature of the SRG cameras is their easy operation due to new PC control software that enables intuitive operation and full access to camera functions such as color adjustment. The full range of VISCA command protocols are accessible through standard IP connections. The SRG-H300 has RS-232 and RS-422 capabilities, while the SRG-120DH is RS-232-capable).

Image E-flip allows the SRG-300H to be used in a desktop position or ceiling mounted while maintaining proper right-left/up-down orientation. Each camera has 16 programmable presets using VISCA so operators can click from one camera shot to another without having to reframe. This allows smooth transitions rather than jarring shifts.

The SRG-120DH PTZ camera features a 12x optical zoom and a 12x digital zoom, with a 71-degree horizontal viewing angle. The SRG-300H model combines a 30x optical plus 12x digital zoom with 65-degree viewing angle and is available in both black and white casings.

The SRG-300H will be available in November and the SRG-120DH will follow in December with pricing to be announced.

VIVOTEK secures Indonesia's Jakarta-Cikampek toll road with network cams

VIVOTEK secures Indonesia's Jakarta-Cikampek toll road with network cams

Editor / Provider: VIVOTEK | Updated: 10/1/2013 | Article type: Infrastructure

Background : Secured Toll Roads, Secured Economic Dynamics
A toll road, a roadway that requires a fee for access, is designed more organized and straight for transport. Toll roads are generally planned as a country's key land-based transportation links, facilitating the seamless connection of diversified economic activities and supporting economic growth across the entire country. Hence, a comprehensive security system for toll roads should be highly valued and prioritized. The implementation of a reliable security mechanism with an effective and robust surveillance system along the toll road or installed at each stopping spot is undoubtedly making great contributions to the smooth operation of and a safer environment on toll roads since traffic volume, toll collection and license plates can be clearly and precisely identified and recorded for any further analysis or investigation. Toll stations built for fee collection are the key stopping spots, making them ideal for a more comprehensive surveillance installation, as closer and clearer monitoring of vehicles can be performed.

PT Jasa Marga (Persero) was established in 1978 by the Indonesian government to plan, build, operate, and maintain all toll roads in the country. After amendments made to applicable laws, Jasa Marga now functions fully as a toll road operator and developer. Jakarta-Cikampek Toll Road, a 73 kilometer-long toll road stretching from East Jakarta to Cikampek, Karawang (West Java), has been under the administration of Jasa Marga since it opened in 1988. Earlier this year, Jasa Marga embarked on a project to upgrade surveillance video quality to a level that could not be achieved with the toll road's existing analog cameras.

Solution: Higher Quality, Better Security
After receiving professional consulting services from PT Hotware Indonesia, a leading surveillance products supplier and also VIVOTEK's official distributor in the Indonesia market, Jasa Marga decided to install 70 of VIVOTEK's IP8335H 1-megapixel network bullet cameras outside toll stations for traffic monitoring.

Cameras that are installed outside of toll stations must be able to withstand harsh weather conditions and cope with challenging light conditions while securing video of usable quality. The IP8335H, designed with the WDR Pro function and a weather-proof IP67-rated housing, was the ideal choice to this project. With WDR Pro, even under high-contrast lighting environments the camera can deliver video of quality close to that of human vision by capturing both the dark and bright parts of an image with double shutters, enabling two frames to be combined to generate a highly accurate image of the original scene. In addition, equipped with an IR-cut filter and built-in IR illuminators with coverage for up to 20 meters, the IP8335H can capture high-quality video at all hours.

More uniquely, the IP8335H incorporates a P-iris lens, which controls the iris with extreme precision using a built-in stepper motor, maintaining the aperture at an optimal size at all times, resulting in superior sharpness and depth of field.

Achievement : VIVOTEK Technology Cemented the Safety on the Road
William Ku, Vice President of VIVOTEK's International Business Division, stated: “VIVOTEK has accumulated quite a breadth of experience in transportation projects worldwide. We are delighted that PT Jasa Marga chose VIVOTEK's cameras to complement the rest of its surveillance infrastructure. More importantly, thanks to our local partner PT Hotware Indonesia's great support for and deep involvement with the entire project, the surveillance enhancements for the Jakarta-Cikampek Toll Road were completed smoothly and successfully."

Assa Abloy / Traka expands global reseller appointments

Assa Abloy / Traka expands global reseller appointments

Editor / Provider: Assa Abloy / Traka | Updated: 9/30/2013 | Article type: Security 50

Traka, a developer of intelligent key and asset management solutions around the world, has appointed 16 new resellers in 2013 including 10 in Europe and 5 in Asia. These new channels join a network of 40 global resellers spanning countries such as Hong Kong, Turkey, Colombia and Poland.

2013 has seen the highest rate of reseller appointments for the company so far as a direct result of the indirect channel strategy being implemented by Brenda Taylor, sales & marketing director, since her appointment in January.

To continue the growth of the business internationally, and pursue the channel strategy, Stephanie Hensler was recruited last month as International Channel Manager and will play a key role in maintaining the 30 percent growth rate year-on- year that Traka has celebrated through an expanding network of resellers and distributors.

“Having managed the North American and International Channels based in the USA, I am very excited at the opportunity of building Traka's partner relationships in Europe, the Middle, Far East and the rest of the world” said Hensler. She continued: “Traka has had tremendous growth in the UK and USA and, being part of ASSA ABLOY for a year now, we will use our strengths to capitalise on our EMEA growth along with the rest of the world, a challenge that I am relishing.”

Secure Technology Solutions Ltd is one of the recent distributor appointments for Traka and Justin Barrett, Director, said: “We are very proud to be associated with Traka and immediately saw the potential for a scalable electronic asset control solution that provides comprehensive compliance and audit capabilities for keys and other assets. As a value-added distributor for the European and African region we reinforce our commitment to integrated solutions as we provide higher levels of support for Traka's regional customers, resellers and integration partners. The opportunities are immense.”

Jonathan Predonzan said as a brand new reseller setting up Traka in Colombia: “We are delighted to be working with Traka and part of its global expansion as the fastest growing access management specialist in the world. We will work to establish Traka as a leading solutions provider across Colombia and South America as there is huge potential for technology-driven security solutions that complement existing architecture. I feel so passionate about this I am relocating from my home in France to start this business in Colombia because I believe that there is massive potential in this growing market. Colombia is often referred to as the rising star of Latin America. It is also a hub to penetrate the whole South American market. We are very excited to be a part of Traka's growing business.”

Brenda Taylor, global sales and marketing director of Traka, said: “Traka holds the leadership position for market share in key management in the UK and it is no secret that the international growth opportunity is exponential. This is truly an exciting time in Traka's history and we will have a strong team to deliver the next chapter in Traka's evolution. My expectation and growth strategy is to grow the Traka business by over 300% over the next five years. The addition of 16 resellers already this year is a testament to the viability of our strategy.”

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