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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 […]

Written By: Sharon Linsenbach

May 2, 2008

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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.

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.

Tech Data Gets Physical

Sharon Linsenbach

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