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Tech Data Builds on IP-Based Physical Security Boom
By John Hazard

Distributor Tech Data the week of April 17 introduced a Physical Security Specialized Business Unit to support IP-enabled products for physical security and access control.

Tech Data, in Clearwater, Fla., announced that it has dedicated sales representatives, technical resources and security specialists to the new business unit to support the networking infrastructure and display solutions being incorporated in physical security arrangements, including software, IP cameras and digital video recorders. Support will also include marketing and demand generation.


The business unit is working with more than a dozen manufacturers to develop channel programs to recruit, train and support resellers working in the technology, Tech Data officials said.

The business unit will also rely on the distributor’s Networking Division and Technical Services team for supply and support of networking hardware, including servers, storage, routers, wireless and security solutions.

The physical security arena is becoming a significant opportunity for IT vendors and VARs, as arrangements incorporate more sophisticated networking and storage IT, Annette Taber, director of Tech Data’s Advanced Technologies Group, said in a statement.

The Channel Insider Special Report: Making Security a Business

“Much of the physical security market is quickly moving away from traditional analog devices to IP-enabled networked technologies,” Taber said. “That presents both networking VARs and security system installers with new revenue opportunities as they each leverage existing skill sets and customer bases to build a digital security business.”

PointerIntel’s Viiv platform will offer solutions for audiovisual VARs. Read more here.

The switch to IP-based systems is driving further growth opportunities as it spawns the sale of peripherals and new network solutions. By integrating video communications with an IP network, users may view images from a video conference or security camera remotely, outside the local network or closed-circuit system.

In January, distributor Westcon penned a deal with Sony to distribute that company’s IPELA line of IP-based network cameras, recording devices and video conferencing systems to take advantage of the market.

Taber said she sees both commercial and residential opportunity for such VARs, and that Tech Data’s solution is ideal for government, education, medical and enterprise customers looking to access and share visual information in real time.

Some of the solution pieces already on board include IP security cameras, lenses and accessories from Computar, D-Link, Hawking technology, JVC, Sony and Toshiba; video enclosures, mounting equipment and lighting from Axis Communications, IPX and Trans Pacific Industries; access control systems from S2 Security Corp; environmental monitoring equipment from NetBotz; and video management equipment from IPVision.



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