DSS IP Sur Training Material V2.2 (Jan. 2014)

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


D-Link Global Presence


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Module 1


Global Connections: Alliances


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Module 1


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



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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



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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



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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



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Superior image quality

Larger image area

Integration capabilities

Advantageous of IP Surveillance

Module 1



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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



Module 1



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Larger image area: 360 all around view, thus, reducing thenumber of camera need to be installed



Module 1



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Larger image area

Integration capabilities: simple accessibility and a widescalability range


Module 1



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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



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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



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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



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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)


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


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



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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



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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



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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



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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



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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



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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



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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



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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



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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



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DCS-37161/2.8 3Megapixel CMOSH.264, MPEG4, MJPEG1080 @ 30fps (Max. 2048x1536 @ 15fps)

WDR, SD slot

Fixed Box: Indoor Type

Module 2


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-7513

1/2.8 2Megapixel CMOSH.264, MPEG4, MJPEG1080P @ 30fps30Meter IR, ICR, WDR, IP68, SD slot

Fixed Box: Outdoor Type

Module 2


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-7110

1/4 1 Megapixel CMOSH.264, MPEG4, MJPEG720P @ 30 fps (max.1280x800 )15Meter IR, ICR, IP66

Fixed Box: Outdoor Type

Module 2



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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



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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



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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



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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



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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



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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


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



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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



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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



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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



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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



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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-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


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

Module 2



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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

Module 2




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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

Module 2




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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 !


Module 2

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-TW


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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

Module 2



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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

Module 2

http://www.potaroo.net/tools/ipv4/http://www.potaroo.net/tools/ipv4/http://www.potaroo.net/tools/ipv4/


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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

Module 2


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

Module 2


Module 2


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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

Module 3


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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

Module 3


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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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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

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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.

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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

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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

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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

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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

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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)

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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)


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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


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Cameras to monitor

Entry/Exit

Classrooms

Hallways

Cafeteria

Gymnasium

Quad

Parking lot

Storage rooms


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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


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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)


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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


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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


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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.



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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


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Cameras PoE Switches Video Storage

Management Softwareor third-party VMS

Wireless Networking

D-Link offers integrated IP surveillancesolution


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D-Link Offers Customers an End-to-End

Solution

Competitive points


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Copyright 2012 D-Link Corporation. All Rights Reserved. D-Link, D-Link logo, D-Link

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.

DSS IP Sur Training Material V2.2 (Jan. 2014)

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Transcript of DSS IP Sur Training Material V2.2 (Jan. 2014)