As in previous years, ScanSource Security will feature a series of IP workshops that are intended to provide a forum for resellers in Physical Security to learn more about IP Video Surveillance. As ScanSource Security prepares to roll out this year’s series of training sessions, IMPACT NOW magazine talks to Paul Constantine, ScanSource Security’s VP of Merchandising, about what we can expect in 2011.
IMPACT NOW: What should resellers expect when they attend this year’s workshops?
To help our traditional “analog” security dealer customers ramp up their IP Networking expertise, we focused the morning session on the basics of networking. It’s really a primer – how to talk the talk – that sets the stage for these customers to pursue further certification and trainings or at least begin the process of getting comfortable with network architecture and design.
The afternoon is designed to help all our customers take advantage of the tremendous growth in demand for network-based video surveillance systems. We get into critical factors to consider when designing a system and the opportunities presented by high-definition security cameras; hopefully, attendees leave with enough knowledge to design and sell a basic IP video solution. Our first event of the year in Charlotte received great reviews from what I call “non-traditional” security dealers, including telecom, A/V and network integrator customers of our sister business units, in addition to our traditional security customers.
IMPACT NOW: What will be different in 2011?
We adjusted a few things to make these days more productive for our customers. First, we implemented what we call the Lightning Round, which are two 30-minute sessions where vendors get five minutes each to present their new products or programs, and give the attendees a quick elevator pitch about what makes their solutions unique. Second, we implemented an afternoon “Expo” to give the attendees and the sponsoring vendors a chance to talk more in depth, build relationships and discuss new products and technologies. And last, but definitely not least, we worked with BICSI to be able to provide attendees six hours of continuing-education credits to help our partners maintain their certifications.
IMPACT NOW: Who should attend the IP Workshops?
Anyone who is currently selling or interested in selling network-based video surveillance solutions. For partners with experience selling and installing network infrastructure, attending the workshop is a great chance to get familiar with the products, technologies and applications. And the workshops provide current security integrator customers with a chance to build their IP networking skills, get a refresher on IP Video systems, and have an opportunity to train new employees. Also, the ability to meet with over 20 security manufacturers at one time, in a convenient location, is worth it from a relationship-building perspective.
IMPACT NOW: What does ScanSource Security hope to accomplish with this year’s workshop series?
Our primary goal is to help our customers and manufacturer partners grow their businesses faster. In a constantly evolving market like IP Video, we need to make sure we do our part to build the competencies of our current customers, provide training to new resellers, and give our best-in-class manufacturer partners a chance to articulate their value proposition to everyone. This market segment is growing so fast that there is opportunity for everyone, and the risk is the channel can’t keep up with demand. That’s why it’s critical for a distributor like ScanSource Security to aggregate the training and education available and offer it in an easy and convenient way for our customers.
IMPACT NOW: Anything else you’d like to mention?
Yes! Even if a partner can’t make it to the training sessions, they are more than welcome to just attend the Expo. We understand how busy our customers are, so we added the Expo session to give folks who can’t make it to training a chance to get value out of our event.
For more information about how you can attend an IP Workshop, visit www.scansourcesecurity.com/ipworkshops.Learn more about this topic at scansourcesecurity.com >