Tech Data Gets Physical

Tech Data has announced distribution deals with five physical security and network test equipment vendors, and launched a new business unit to help VARs focus on the lucrative physical security sector. 

Tech Data's Physical Security Specialized Business Unit established distribution agreements with physical security vendors Digimerge Technologies, Lorex Technology, On-Net Surveillance Systems and Videolarm, said Bob Shouse, senior manager, and Todd Gronemeyer, director for Networking Product Marketing at Tech Data. The move will strengthen partners' ability to deliver digital video recorders, monitoring systems, software, IP cameras and accessories, and network infrastructure testing.

While the surveillance market often invokes images of "Big Brother" always watching, VARs could use products from existing and newly added vendors to develop solutions in a variety of areas, according to Shouse.

He said one VAR developed a surveillance system to more accurately count migrating salmon in Washington state, replacing human counters and inefficient mechanical counters.

"The state used to have people who would sit by a stream and literally count the salmon.  Then, they moved to mechanical fish counters, but the salmon jumped over those," Shouse chuckled. With the surveillance system in place, he said, the state of Washington increased salmon count accuracy from 75 percent to 93 percent.

Lorex offers prepackaged surveillance solutions targeted at SMBs, while Digimerge offers higher-end, more complex solutions that encompass both analog and digital technology so VARs can bridge the gap between customers using analog and newer digital technologies, according to Shouse. Videolarm, he said, manufactures outdoor housing to keep cameras protected from extremes of heat and cold.

Read more here about Tech Data's additions to its virtualization lineup.  

Shouse said much of the transformation in the physical security world mirrors the shift from analog to digital that took place in the telephony space, offering great opportunities for partners to help companies transfer from one technology to the next.

"We saw this convergence of the phone from an analog world to the IP telephony world, and that's also what's happening with the surveillance world," Shouse said. 

Gronemeyer added that, while the shift from analog to digital is similar to the telephony migration, the move toward IP-based surveillance networks is progressing much more quickly.

"We expect IP-based digital surveillance technology to be adopted more quickly simply because we have the infrastructure to support it," he said.

The Physical Security SBU has also added network testing equipment from vendor JDSU to its offerings, since most of its customers are installing IP-based security solutions on existing networks that must be tested to ensure proper connectivity and enhanced performance.

The products are available to partners immediately, and resellers have access to dedicated sales and technical resources through the business unit, Tech Data said.

The Physical Security SBU also offers products from vendors 4XEM, Axis Communications, Bosch, Computar, D-Link, Cisco, IPX, ISONAS, Milestone, NetBotz, NUUO, Panasonic, Q-See, Sony, Toshiba, United Digital Technologies and Vivotek.