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8/11/2019 DSS IP Sur Training Material V2.2 (Jan. 2014)
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[IP Surveillance]Version 2.2
D-Link Sales Specialist
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IP Surveillance Solutions Course Outline
Module 1: D-Link's MarketStrategy and Value
Proposition Company Profile
Company Market Position
Meeting Business Needs
Module 2: Selling D-Link IPSurveillance Solutions
Basic concepts
D-Link IP Surveillance Families
D-Link IP Surveillance Features
Customer business Applications
Module 3: Talking To YourCustomers
Target customers profile
Understanding customer needs
Qualifying questions
Competitive points
This self-paced course is designed to to teach you how to properly position, prospect for
and sell D-Link IP Surveillance solutions.
D-Link Sales Specialist - IP Surveillance
Agenda
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Module 1:D-Link Market Strategy and Value Proposition
Module 1 Outline
Company Profile
Company Market Position Meeting Business Needs
D-Link's Market Strategy and Value Proposition
Module 1
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Module 1
Company Profile
D-Link Core Values
Technology & Innovation Focus Maximizing Execution Efficiency
Core Competencies&Assets
To Learn And Share
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BreakthroughZero
Configuration
Technology
D-Link makes itsown Ethernet Chips
2005
Patent for D-LinkZone Defense
Security
Launched of D-View6.0 NetworkManagement
Software
Industrys 1stiSCSISoC SAN Storage
wins Best of
Interop
Worlds 1stGreenEthernet Product
1st802.11nProducts
1stEnd-to-end
Solution Security
1stWireless IPSurveillance
Camera
1stCarbonFootprint
certification on
Ethernet switch
LaunchedSmartTVPioneeredBoxee Box
1stManagedEthernet Switch
1989
1996
2002
2005
2006
2008
2010
2011
1stCloudCamera, CloudRouter & Cloud
Storage
2012
Quality & Innovation: Highlights
Module 1
Company Profile
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Module 1
Company Profile
1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012
IPO inTaiwan
Start of OEM Business
Start ofManufacturing in
China
Start ofB.B andWLAN
OEM Carve-out, Brand only
$1 B Business
Global FinancialCrisis
Revenue
103133
159v
208273
394445
510584 584
745
810
918
1012
1047
980
10691103 1096
Financial Highlights
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Module 1
Company Profile
Leader in Ethernet Switches
#3Enterprise Ethernet Switches : Port Shipments Worldwide, 2012
Source: Gartner, Market Share: Enterprise Ethernet Switches, Worldwide, 2012, 28 March2013, Christian Canales, Severine Real
Graph created by D-Link based on Gartner data
Cisco34.2%
HP18.6%
D-Link16.5%
Netgear8.6%
Others22.0%
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Module 1
Company Profile
Leader in WLAN Stand-Alone Access
Points
#1
WLAN Stand-Alone Access Points, EnterpriseMarket Unit Shipments Worldwide, 2012
Source: Gartner, Market Share: Enterprise WLAN Equipment, Worldwide, 4Q12 and 2012, 19March 2013, Christian Canales
Graph created by D-Link based on Gartner data
D-Link
33.0%
Cisco
20.2%
HP
9.3%
Netgear
9.0% Linksys
8.9%
Others
19.6%
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Business Solution: Focus on 4S
Module 1
Company Profile
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One-Stop Solution
Full range of hardwareand software: Switch,WLAN, Security,Surveillance and Storage
Technology integration:ASV, Surveillance Storage,
4S Management
Strongest global presenceand local service
Globally-brandedcertification training system
Customer Investment Protection
Scalability: 4S is suitable forsmall-scale to large-scale
deployment; technologies areextendable and integrate witheach other without redundantdevices or re-investment
Accountability: A single vendorhandles all support
Channel Partnerships
100% Channel business, with
Channels customer
relationships and services
4S integrated solution reducesChannels SI work
Extensive training helpsChannels to understand and
upsell related products4S offerings allow Channelsgreater potential for newopportunities
Business Solution:
Module 1
Company Profile
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Module 1
Company Market Position
D-Link Global Presence
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Module 1
Company Market Position
Global Connections: Alliances
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Module 1
Company Market Position
Global Connections: Customers
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Objectives in having Video Surveillance
Enterprise: Crime prevention and Anti-terrorism
Provides a more secure, smarter and safer business environment
Allows authorized users to locally and remotely monitor a business
using a standard web browser or video management software
Reclaims Losses from theft
Increases workforce productivity
Improves Operations
Home Security
Module 1
Meeting Business Needs
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Objectives in having Video Surveillance
Enterprise
Home Security: safety, and life service quality
Prevents Break-ins or unauthorized entry
Identifies vandalism, personal theft and threats
Module 1
Meeting Business Needs
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Regulation and Compliance
Display Screen Regulations 1992
Data Protection Act 1998 (DPA)
Human Rights Act 1998
Regulation of Investigatory Powers Act 2000 Freedom of Information Act 2000 (FIA)
Module 1
Meeting Business Needs
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Challenges for traditional CCTV
The amount of cabling associated with a traditional network
Lack of scalability & convenience to expand
Limitations on video storage, tapes need to be changed
Low resolution
High maintenance cost
Module 1
Meeting Business Needs
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Superior image quality
Larger image area
Integration capabilities
Advantageous of IP Surveillance
Module 1
Meeting Business Needs
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Superior image quality:
Analog Technology: a recorded image generate less than0.1 megapixels (CIF)
Digital technology: 1, 2, 3 megapixels (10, 20, 30 timesmore detail)
Larger image area
Integration capabilities
Advantageous of IP Surveillance
Module 1
Meeting Business Needs
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Superior image quality
Larger image area: 360 all around view, thus, reducing thenumber of camera need to be installed
Integration capabilities
Advantageous of IP Surveillance
Module 1
Meeting Business Needs
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Superior image quality
Larger image area
Integration capabilities: simple accessibility and a widescalability range
Advantageous of IP Surveillance
Module 1
Meeting Business Needs
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Analog is limited to D1 resolution (only about
1/3 megapixel!); IP permits megapixel
cameras with vastly greater resolution and
quality. 1
The camera price differential between analogand IPis narrowing rapidly.
Analog does not offer Power over Ethernet
(PoE): analog requires expensive coax cabling
from each camera to the recording device as
well as power for each camera.
By eliminating two or three cameras in a 16-
camera deployment, megapixel pays for itself.
Significantly higher resolution captures details
that analog cameras miss (clearer facial
images license plates, etc.).
Why IP is Superior to Analog
Note 1: Only IP cameras that use digital compression
and transmission offer megapixel resolution (e.g., the
DCS-3110, DCS-6511 and DCS-7110). Higher
resolutions are currently under development.
Module 1
Meeting Business Needs
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The world market for IP Surveillance equipment will grow inexcess of 20% from 2012 to 2017
Emerging markets: 30% to 40% growth
Established markets: single digit growth
Driven force: infrastructure development, city surveillance
Dragging factor: weak and uncertain economic climate
Global IP Surveillance Market
Module 1
Meeting Business Needs
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Market Requirements
Improved image quality
Higher resolution for better detail and wider coverage areas
Strong focus on light sensitivity, dynamics, color reproductionand resolution
Poorly illuminated parking lots, railway tracks and otherinfrastructure
Enhancing image quality
The possibility of seeing in the dark
The capability of smart solutions
The smart device bring the requirements of remote video streammonitoring
Module 1
Meeting Business Needs
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Module 2:Selling D-Link IP Surveillance Solutions
Module 2 Outline
Basic concepts
D-Link IP SurveillanceFamilies
D-Link IP SurveillanceFeatures
Customer business
Applications
Selling D-Link IP Surveillance Solutions
Module 2
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Pixel Count: Horizontal*Vertical
1 Megapixel: 1,280*720
1.3 Megapixel: 1,280*1,024
2 Megapixel: 1,920*1,080 3 Megapixel: 2,048x1,536
5 Megapixel: 2,560*1,920
Video Resolution
Module 2
Basic Concepts
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Configurable image size, quality, frame rate, and bit rate
Time stamp and text overlays
Configurable motion detection windows
Configurable privacy masks zone
Image Features
Module 2
Basic Concepts
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H.264
MPEG4
MJPEG
Video Compression
Module 2
Basic Concepts
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DCS-932/932L Positioning Highlights-1Video Surveillance Architecture
Module 2
Basic Concepts
MS-IE Browser
Remote Live
Viewer
Remote Playback
PC
Clients
Video/Audio Recording
Video/Audio Live View
Video/Audio Playback
Video Streaming
Audio Streaming
I/O or Event Trigger
DNR/VMS
Multi-NVR Viewer
Remote Client
Browser (MS-IE) Client
IP Surveillance Devices
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Internet protocol (IP) video uses the computer networkinfrastructure to transmit security video to recording andviewing stations and dispatch centers
Network cameras
Video management systems or software (VMS)
Components of IP Surveillance
Module 2
Basic Concepts
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Internet protocol (IP) video
Network cameras output a digitally encoded signal that can betransmitted over the network as data for viewing, storage andintegration with other security solutions
Video management systems or software (VMS)
Components of IP Surveillance
Module 2
Basic Concepts
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Internet protocol (IP) video
Network cameras
Video management systems or software (VMS) allows the userto view the live video, call up recorded video, control thecameras connected to the network and many other functions
Components of IP Surveillance
Module 2
Basic Concepts
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DI / DO
SD card slot
Audio input / output
Video output
External Device Interfaces
Module 2
Basic Concepts
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Motion detection
Event notification and upload snapshots/video clips via HTTP,
SMTP, or FTP
Supports multiple HTTP, SMTP, and FTP servers Multiple recording methods for easy backup
Event Management
Module 2
Basic Concepts
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Indoor and outdoor
Wired and wireless
Box, dome, PTZ and cube cameras
Network Video Recorder (NVR)
appliance and Windows server
software
Live video feed from an IP camera
can be sent to a 3G cellular network
using any phone, PDA or mobile
device that supports RTSP (Real
Time Streaming Protocol)
Network
VideoRecorders
Indoor and
OutdoorCameras
VideoEncoders
AccessoriesManagementSoftware
A Broad, Growing Surveillance Portfolio
Module 2
D-Link IP Surveillance Families
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Product Overview
Cube Box Dome PTZSpeed
Dome
VGA
SD
(D1)
HD
2MP
Full HD
3MP
DCS-2210
DCS-2230
DCS-3715
DCS-3716
DCS-3411
DCS-3430
DCS-6113
DCS-6112
DCS-6510
DCS-6511DCS-3710
DCS-6818
DCS-6817
DCS-6815
DCS-6616
DCS-5635
DCS-5605
DCS-7110
9
Ch
32
Ch
1
Ch
32+
Ch
Video
Encoder
DVS-310-1
NVR
DNR-326
DNR-322L
Software
3rdParty VMS
DCS-100
(Bundle)
DCS-6513
Module 2
D-Link IP Surveillance Families
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IP Cameras (By Location)
DCS-3110
DCS-6815/17/18
DCS-7110
DCS-6511
DCS-6510
DCS-5635DCS-5605
DCS-6110
DCS-3430
DCS-6111
DCS-3411
Pan/Tilt/Zoom
Fixed Dome
Fixed Box
DCS-3715 DCS-3716
DCS-3112
Indoor Outdoor
DCS-6112VDCS-6113V
Cube
DCS-2103DCS-942L
DCS-5222L
DCS-3710
Module 2
D-Link IP Surveillance Families
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WDR
DCS-6111
DCS-6511
Day & Night
DCS-5230
DCS-3411
DCS-3430
Dual-Band Filter
DCS-6110
DCS-6815DCS-6817
DCS-6818
DCS-681517/18
DCS-6111
ICR with IR LED
IR Cut Filter (ICR)
DCS-3715
DCS-3716
DCS-3716
DCS-3112V
DCS-6510 DCS-6511 DCS-7110DCS-6113V
DCS-3112
DCS-6410
IP Cameras (By Lighting Condition)
Module 2
D-Link IP Surveillance Families
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IP Cameras (By Network Connectivity)
Power over Ethernet (PoE)
DCS-6110 DCS-6111
DCS-3411DCS-3110
DCS-3715
DCS-7110DCS-6511DCS-6510
Indoor
Outdoor
Wireless
DCS-3430
DCS-5635
DCS-3716
DCS-3112
DCS-942L DCS-2230
DCS-5230
DCS-2210
DCS-3710
DCS-5605 DCS-6112
Module 2
D-Link IP Surveillance Families
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DCS-932/932L Positioning Highlights-1
Hardware Profile
1/2.7 2 Megapixel progressive CMOS sensor
IR Illumination distance: 5 m
Built-in Infrared-Cut Removable (ICR) filter module
Built-in PIR (Passive Infrared) sensor
Built-in microphone and speaker
1 digital input / 1 digital output
Cube Type: DCS-2210/DCS-2230
Module 2
D-Link IP Surveillance Families
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DCS-932/932L Positioning Highlights-1
Technical Specifications
Video Resolution : 16:9 - 1920 x 1080 (up to 15 fps), 1280 x
720 (up to 30 fps)
Video Resolution : 4:3 - 1440 x 1080 (up to 15 fps), 1280 x
960 (up to 30 fps)
10x digital zoom
Configuration on privacy mask zones, image size, quality, framerate, and bit rate
ePTZ For Surveying Regions Of Interest
Cube Type: DCS-2210/DCS-2230
Module 2
D-Link IP Surveillance Families
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DCS-932/932L Positioning Highlights-1
Technical Specification
Event Management: Motion detection, Event notification and
upload snapshots/video clips via HTTP, SMTP, or FTP
Enhance FTP to establish sub directory, Recoding size change to
50MB or 60 sec., Event video clip support up to 5MB
Support IPv6, QoS, CoS, RTSP multicast, RTSP digest
authentication
Support for Power over Ethernet(PoE)
ONVIF compliant
Cube Type: DCS-2210
Module 2
D-Link IP Surveillance Families
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DCS-932/932L Positioning Highlights-1
Technical Specification
Enhance FTP to establish sub directory, Recoding size change to
50MB or 60 sec., Event video clip support up to 5MB
Support IPv6, QoS, CoS, RTSP multicast, RTSP digest
authentication
Features 802.11n wireless
Wireless security: WEP / WPA / WPA2 ONVIF compliant
Cube Type: DCS-2230
Module 2
D-Link IP Surveillance Families
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DCS-932/932L Positioning Highlights-1
Hardware Profile
1/2.8 3 Megapixel progressive CMOS sensor
Minimum Illumination: 0.5 lux (Color); 0.05 lux (B/W) Built-in Infrared-Cut Removable (ICR) Filter module
2 DI / 1 DO, allowing connectivity to external devices such as IR
sensors, switches, and alarm relays
SD Card slot
Box Type: DCS-3716
Module 2
D-Link IP Surveillance Families
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DCS-932/932L Positioning Highlights-1
DCS-37161/2.8 3Megapixel CMOSH.264, MPEG4, MJPEG1080 @ 30fps (Max. 2048x1536 @ 15fps)
WDR, SD slot
Fixed Box: Indoor Type
Module 2
D-Link IP Surveillance Families
DCS-3715
1/2.7 2 Megapixel CMOSH.264, MPEG4, MJPEG1080P @ 30fps (Max. 1920x1080 @ 30fps)Two way audio, SD slot
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DCS-932/932L Positioning Highlights-1
DCS-7513
1/2.8 2Megapixel CMOSH.264, MPEG4, MJPEG1080P @ 30fps30Meter IR, ICR, WDR, IP68, SD slot
Fixed Box: Outdoor Type
Module 2
D-Link IP Surveillance Families
DCS-3715
1/2.7 2 Megapixel CMOSH.264, MPEG4, MJPEG1080P @ 30fps (Max. 1920x1080 @ 30fps)Two way audio, SD slot
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DCS-932/932L Positioning Highlights-1
DCS-7110
1/4 1 Megapixel CMOSH.264, MPEG4, MJPEG720P @ 30 fps (max.1280x800 )15Meter IR, ICR, IP66
Fixed Box: Outdoor Type
Module 2
D-Link IP Surveillance Families
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DCS-932/932L Positioning Highlights-1
Hardware Profile
2 megapixel progressive CMOS sensor
3 to 9mm motorized varifocal lens
Cable management bracket
Built-in IR LED illuminator with a 30 meter range in dark areas
Built-in heating and cooling ensure the camera can work in a
range of climates from -40 to 50 C
Fixed Box (Outdoor): DCS-7413/7513
Module 2
D-Link IP Surveillance Families
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DCS-932/932L Positioning Highlights-1
Hardware Profile
Protective bracket for cables
Rugged IP68 certified housing
Glare reducing sun shield
SD/SDHC Card slot for onboard storage
10/100 Fast Ethernet port with PoE
Fixed Box (Outdoor): DCS-7413/7513
Module 2
D-Link IP Surveillance Families
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1/2.7 CMOS
H.264, MPEG4, MJPEG
720P @ 30fps,
(Max. 1920x1080 @ 15 fps )
10Meter IR, ICR (DCS-6113)
Two-way audio, 3-axis, Micro SD slot
Vandal proof
Fixed Dome (Indoor Type): DCS-6112V /
6113V
Module 2
D-Link IP Surveillance Families
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1/2.8 3 Megapixel CMOS
H.264. MPEG4, MJPEG
1080P @ 30 fps
WDR, Two-way Audio, 3-axis
20Meter IR, ICR, IP67, Vandal proof
Remote focus, P-Iris
Fixed Dome (Outdoor Type): DCS-6513
Module 2
D-Link IP Surveillance Families
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1/2.7 CMOS
H.264, MPEG4, MJPEG
720P @ 30 fps (Max. 1080P @ 15fps)Compact, MicroSD slot
IP68, vandal proof
Fixed Dome (Outdoor Type): DCS-6511
Module 2
D-Link IP Surveillance Families
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DNR-2060-08P
Standalone network video display and storage solution
Offer simultaneous recording and remote access to live viewingand recorded video
Live monitoring with full-screen, snapshot and pan/tilt/zoomcontrol
Support 6 3.5 HDD for up-to 18TB
Network Video Recorder
Module 2
D-Link IP Surveillance Families
IP Cameras
RJ-45
with PoE x 8
DNR-2060-08P
HDMI/VGA
Full HD
Monitor
Small Retail Shop
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A solution that gives analog cameras many of the benefits ofnetwork cameras
Converts the analog video streams to digital and in this way thecustomer can keep previous investments while gaining some ofthe benefits of an IP surveillance system
Video encoder
Module 2
D-Link IP Surveillance Families
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Video Encoder
1-Channel
4-Channel
DVS-310-1
1 channelH.264, MPEG4,
MJPEGD1@ 30 fps
SD slotTwo way audioDI/DO, RS485
PoE
DVS-210-1
1 channelMPEG4, MJPEG
D1 @ 30 fpsSD slot
Two way audioDI/DO, RS485
DVS-V310-4
4 channelH.264 , MJPEG
D1 @ 30 fpsSD slot
Two way audioDI/DO, RS485
Module 2
D-Link IP Surveillance Families
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IP Surveillance Accessories
PTZ Type
Box Type
DCS-70
IP66
100~240V AC
Heater, Blower, Size: 6
DCS-71W
IP66
Heater, Blower
Wireless, Size: 7
DCS-60
IP44
90~264V AC
Heater, Blower
DCS-50
IP66
90~264V AC
DCS-45
IP66
Module 2
D-Link IP Surveillance Families
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Network Video Recorder (NVR)
DNR-322L
2-bay 3.5 SATA9 Channels
H.264, MPEG4, MJPEG720P@270fps recording
Gigabit Ethernet
mydlink enabled
DNR-326
2-bay 3.5 SATA
9 ChannelsH.264, MPEG4, MJPEG
720P@270fps recordingGigabit Ethernet
Multiple brand camerasupport
Smart Search
Module 2
D-Link IP Surveillance Families
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Video Management Software
Enterprise/SMB
SOHO
MS-Windows 7 O.S.(32/64 bits)/2008 R2(64 bits
support)
Device pack support
Support more languages
Widescreen support
Video profile selectable
All D-Link cameras support
MS-Windows 7 O.S. (32/64bits) / 2008 R2
(64 bits) support
Support more languages
Video profile selectable
DCS-210 (8ch)
DCS-220 (32ch)DCS-230 (64ch)
DCS-100
V3.2 (32ch)
Module 2
D-Link IP Surveillance Families
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User profiling & access privilege control
System User Management
Supports multiple storage locations Digital watermark protection
Pre-record/Post-record support
Record and live display at different frame rates and resolutions
Disk Load Balance support
Video/Audio Recording
Support remote playback/web playback to play historical videos
Smart Search Tool
Data Search and Playback
Module 2
D-Link IP Surveillance Families
D-ViewCam General Features
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Multiple channel playback support
Enable move function to control P/T/Z camera
Support remote live viewer/web live viewer to display videos
Video Mode
Multiple e-map support
Alarm notification
Map Mode
P/T/Z Control
Preset patrolling
Multiple patrol group support
D-ViewCam General Features
Module 2
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Only for DCS 210 / 220 / 230
Live View Channel Number (DCS210 (8); DCS220 (32);DCS230 (64))
Remote Desktop Viewer
Smart/ Intelligent Search 4 Simultaneously Playback Channel
64 Playback Channels
Client Viewer: Remote Live Viewer / D-ViewCam Mobile App
Concurrent Channel per Client (DCS210 (8); DCS220 (32);DCS230 (64))
D-ViewCam
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Multi-Channel Playback
Select multiple channels to replay video and view real-time videoat the same time
DCS-210/220/230 support maximum 4 channels playback
D-ViewCamsupports 4Ch
playbackconcurrently
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D-ViewCam General Features
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Remote Desktop Viewer
Allows remote users to use Remote Desktop Viewer to login andconfigure the DCS-210/220/230 server
Remote Desktop Viewer is alike tool as TeamViewer
Remote
Configuration
Remote Desktop Viewer D-ViewCam DCS-210/220/230 Server
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D-ViewCam General Features
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Smart Search Tool
Narrows down your search of various past events
Accurately search for desired footage within the selectedmotion mode
Find
Draw a
region
Click the
event from
the list
You dont
need to stay
and watch
the monitor
during the
boring
playback
time
Only need to
check the
EVENT !
D-ViewCam General Features
Module 2
D-Link IP Surveillance Families
http://images.google.com.tw/imgres?imgurl=http://www.mathworks.cn/company/newsletters/digest/sept03/images/recvideo30.jpg&imgrefurl=http://www.mathworks.cn/company/newsletters/digest/sept03/prototyping.html&h=268&w=290&sz=78&hl=zh-TW&start=65&usg=__93Yzj7Pha9XaToop0VpSGbUSS2E=&tbnid=-dZNxLys1Vvc5M:&tbnh=106&tbnw=115&prev=/images?q=motion+play&start=54&gbv=2&ndsp=18&complete=1&hl=zh-TW&sa=Nhttp://images.google.com.tw/imgres?imgurl=http://www.fotosearch.com/comp/ICL/ICL157/security-guard-desk_~LJU_037.jpg&imgrefurl=http://www.fotosearch.com/ICL157/lju_037/&h=299&w=300&sz=34&hl=zh-TW&start=17&usg=__zGWt6bZnvWQGWymWJg0utCPzNUo=&tbnid=-d0tVSTIKinbaM:&tbnh=116&tbnw=116&prev=/images?q=surveillance+monitor+guard&gbv=2&complete=1&hl=zh-TW8/11/2019 DSS IP Sur Training Material V2.2 (Jan. 2014)
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D-ViewCam (Free Bundle)/Standard/Professional/Enterprise
By SNMP (simple network management protocol) support, D-LinkD-View network management software (NMS) could discover D-ViewCam servers information and working status.
Get D-ViewCam server s
information through SNMP
Server name
Model name
IP /MAC address
Link StatusSW version
SW updated time
O.S. versionD-ViewCam
DCS-210/220/230
Servers
SNMPD-View NMS
SNMP support
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IPv6, Internet Protocol version 6, as upcoming generation ofinternet layer protocol for packet-switched networking which willrelief the exhaustion of IP address from current IPv4.
D-Link Network Camera already supports IPv6 (DCS-2230, DCS-3715, DCS-6113, DCS-6511, DCS-6816, and DCS-7110).
Source: IPv4 Address Report
IPv4
232addresses
IPv6
2128addresses
IPv6 support
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http://www.potaroo.net/tools/ipv4/http://www.potaroo.net/tools/ipv4/http://www.potaroo.net/tools/ipv4/8/11/2019 DSS IP Sur Training Material V2.2 (Jan. 2014)
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D-Link technologyembedded into select D-Link Web Smart Switchesand IP cameras createsAuto surveillance VLANswhen IP cameras and NVRsare connected
The Virtual LAN (VLAN)separates surveillancetraffic and sets Quality of
Service (QoS) to highpriority
D-Link Auto Surveillance VLAN
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M d l 2
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Eliminates the need topay an electrician toinstall power at eachcameras location
Eliminates the need forpower outlets andsimplifies cabling (savesmoney!)
Allows customers toleverage their existinginfrastructure
D-Link Surveillance products that support PoE:
DCS-2310L, DCS-3112, DCS-3411, DCS-3710,DCS-3715, DCS-5605, DCS-6210, DCS-6113,DCS-6510, DCS-6511, DCS-7110, DCS-7413,
DCS-7010L
The Advantages of Power over Ethernet
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D-Link IP Surveillance Features
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Quality + Innovation for Low TCO
High Quality
Proven Reliability
ScalablePerformance
Award Winning
Low TCO
Practical Innovation
Ease of Management
Self Healing
Better Economic Model
Unified
Unified Management
Unified Switching
End-to-end Security
Module 2
Customer Business Applications
Module 3
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Module 3: Targeting Your Customers
Module 3 Outline
Sales Cycle Stages
Security campaigns atschool
Module 3
Targeting Your Customers
M d l 3
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Sales Cycle Stages
Prospect for Leads
Qualify the Prospect
Make Your Presentation
Address the Prospect's Objections
Close the Sale
Module 3
Sales Cycle Stages
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Prospect for Leads
Target Customer Profile of your connections:
Module 3
Sales Cycle Stages
SMBs and SMEs
o Constructiono Entertainment / Publishingo Financial Serviceso Healthcare / Medical
Technologyo Hospitalityo
Insurance / Legalo Manufacturingo Real Estateo Retailo High Techo Telecommunications
Educational institutions
o Higher educationo K-12
Government agencieso Federalo Stateo Local
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Prospect for Leads
Understand D-Link products first
Know the business or industry the organization is involved in
Understand the functions or departments within the organization
Type of The industry, state and federal regulations it must complywith
Module 3
Sales Cycle Stages
Module 3
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Qualify the Prospect
Make an initial contact, by phone, e-mail
Set up a face-to-face appointment
Understand customers requirements
Strengthens technical integrations with partners
Module 3
Sales Cycle Stages
Module 3
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Business Opportunities
Upgrade security district-wide
- upgrading to IP megapixel surveillance
- suffering from storage issues with its older DVRtechnology
Total solution, including access control, security cameras, interiorand exterior doors, and mass notification
Access control and alarm systems
Module 3
Sales Cycle Stages
Module 3
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Where to put cameras
Academy institutions
Retail stores
Shopping centers
Community parks
Underground trains and stations
Public housing
Garages
Parking lots
Module 3
Sales Cycle Stages
Module 3
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Make Your Presentation
D-Link Corporate profile & competitive advantage
Affordable and scalable: lower cost, standards based, integrationinto 3rd party equipment
Easy to set up and manage
High performance and coverage: Power over Ethernet (PoE) forflexibility of deployment
Module 3
Sales Cycle Stages
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Make Your Presentation
Increased flexibility and greater freedom of choice: Customers canselect interoperable products from a variety of different brandsthat comply with the ONVIF standard.
Reduced total cost of ownership: Integration costs are lower, andcustomers can choose the most suitable combination of IP-basedphysical security products for their specific needs, regardless ofvendor.
Module 3
Sales Cycle Stages
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D-Links competitive advantage
Leading-edge network products provider
Offers the markets broadest product portfolio of networkcameras, video encoders, software and accessories
Progressively penetrating the market
Well-developed partner network Significance global presence
Module 3
Sales Cycle Stages
Module 3
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Return on investment (ROI)
Expectations of ROI: getting the most out of the security systeminvestment over the longest period of time possible
Considerations:
- price of the product
- training of employees
- support calls
Ways to achieve high ROI:
- ease-of-use with the surveillance system
- system scalable
- system flexible being able to be integrated with othersystems and multiple brands of devices
Module 3
Sales Cycle Stages
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Address the Prospect's Objections
When discussing a choice between IP Surveillance and traditionalanalog CCTV (Closed Circuit Television)
Following show the limitations of Analog CCTV
Scalability: IP Surveillance can tackle much larger deploymentslike campuses, multi-level buildings, and multi-site retail stores
Resolution: a 1.3 Megapixel camera is 4 times the resolution of D1analog;
Wider Scene: one single multi-megapixel camera can take the
place of 2 or 3 analog cameras
Module 3
Sales Cycle Stages
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Address the Prospect's Objections
Following show the limitations of Analog CCTV
Cost of Installation: CCTV is more expensive as it needs directlyconnection to recording server. Network camera, connect toswitch is fine.
Lack of Remote Management convenience
No onboard intelligence: can not perform video motion detectionin camera
Module 3
Sales Cycle Stages
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Deployment Example
PoE Switch
- DES-1228P
- DES-1210-28P
- DGS-1210-10P
Speed Dome- DCS-6815 (18x)- DCS-6817 (30x)- DCS-6818 (36x)
Fixed Box-DCS-3715
-(Full HD, H.264)
Video Encoder
- DVS-210-1 (MPEG-4)
- DVS-310-1/4 (H.264)
9-ch NVR
Appliance
- DNR-322L
- DNS-326
VMS Software
- DCS-210 (8 ch,
upcoming)
- DCS-220 (32 ch)
- DCS-230 (64 ch)
IP SAN Storage- DSN-1100-10
(Tower, 5-Bay, 4GbE)- DSN-2100-10(2U, 8-Bay, 4GbE)
- DSN-4100/4200
(3U, 16-Bay, 8GbE)
Outdoor Bullet
- DCS-7413 (30M IR)
- DCS-7513 (30M IR)
Outdoor Dome
- DCS-6510 (VGA,
H.264)
- DCS-6511 (1.3M,
H.264)
Entrance gatePerimeter
Security Room
Warehouse
VIP Area
Legend:Coax
Ethernet/ PoE
Legacy
Analog
Camera
Outdoor IR Box
DCS-7110 (HD,H.264)
Module 3
Sales Cycle Stages
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Campus Security Authorities (CSA)
Individuals at school might be responsible for campus security
Student affairs
Legal counsel
Housing and contract security
Faculty or staff advisors to student organizations
Campus law enforcement
Security Campaigns at School
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Threats to school safety
From violence to thefts, vandalism to natural disasters
Incidents and identify suspects investigation
Whom should we protection: People (students, staff and visitors)
Facilities (buildings, grounds, equipment, furniture and supplies)
Information (records and files)
Security Campaigns at School
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Security Spending at school
Surveillance cameras installed at all elementary schoolplaygrounds, all main entrances, doors and parking lots
Hallways and corridors: to identify possible violence
Entrances: to identify the license plate of the vehicles, personnelfacial
Cashiers: to see personnel facial features and the transaction
Parking lot: no dead ends monitoring to view the vehicles andstaff
Security Campaigns at School
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Cameras to monitor
Entry/Exit
Classrooms
Hallways
Cafeteria
Gymnasium
Quad
Parking lot
Storage rooms
Security Campaigns at School
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Education Pain Points
Using wireless networking technologies to extend IP videosurveillance to parking lots and/or remote areas of the campus
Visible cameras on campus deter harassment, threats, violence,and theft
Recorded evidence helps document liability claims and counter-claims
Recorded evidence produces admission of guilt
Parents often back down from defensive, protective postureswhen shown recorded incidents of their childrens infractions
Security Campaigns at School
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Security Requirements at school
Image quality: Higher resolution
Capability of monitoring areas that are impacted by poor lightingconditions
Operation efficiency: local and remote management (controlledover a local area network (LAN), a wide area network (WAN) orvia the internet)
Security Campaigns at School
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Recommend the Right Camera for Education
Classrooms and other indoor gathering places
Deter violence and vandalism
Assist security and law enforcement in incident response
Provide evidence for prosecution
The camera requirements are:
Dome camera for better aesthetics and tamper/vandalism
resistance
Megapixel for the highest detail capture
WDR to cover entries and compensate for backlit areas
Security Campaigns at School
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Recommend the Right Camera for Education
Outdoor areas
Deter violence and vandalism
Assist security and law enforcement in incident response
Provide evidence for prosecution
The camera requirements are:
ICR for day/night vision
Megapixel for the highest detail capture WDR to cover entries and compensate for backlit areas
one camera for better aesthetics and tamper/vandalismresistance
Security Campaigns at School
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Shopping Mall
To prevent the shoplifting and employee theft issues
To provide a safe shopping environment for all the guests andensure staff security
To cover every single corner of the large areas like warehouse,shipping area and big hallway.
High megapixel resolution give clear details of the covered areasand allow users to digitally zoom in for a closer inspection
Entrance, cash counter and customer service center: indoor box
camera with 35x optical zoom lens, Long dark nights during winter: low light sensitivity
Understanding Customer Needs
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Whenever I need the video Streaming
Customer: with the popularity of mobile devices, am I be able toview life video whenever, wherever I would like to see it
Response: D-Link provides a new video security app for mobiledevices
- To get real-time situational awareness of the people andproperty you are protecting gives people the informationthey need to make decisions and respond appropriately toreal-time events.
Understanding Customer Needs
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Retail Residential Commercial Education Healthcare Government
All entrances
Security zone
Public corner
WarehouseCar Park*
All entrances
Garden andbackyard*
Perimeter*
Public corner*
Private garage
Car park*
All entrances
Lobby
Security zone
Public corner*Warehouse
Factory plant
Loading dock
All entrances
Outdoor field*
Public corner*
Perimeter*Warehouse
Roof*
All entrances
Lobby
Security zone
Car park*Public corner*
Perimeter*
Warehouse
Roof*
All entrances
Lobby
Security zone
Public corner*Perimeter*
Warehouse
Citysurveillance*
D-Link Solution Target Market
Understanding Customer Needs
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Cameras PoE Switches Video Storage
Management Softwareor third-party VMS
Wireless Networking
D-Link offers integrated IP surveillancesolution
Understanding Customer Needs
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D-Link Offers Customers an End-to-End
Solution
Competitive points
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sub brand logos, D-Link Certification Logos and D-Link product trademarks are
trademarks or registered trademarks of D-Link Corporation and its subsidiaries. All other
trademarks are trademarks of their respective manufacturers and owners.