Net Payne, Chief Sales and Marketing Officer

1. Security is Just the Start with Intelligent Video
Net Payne
Chief Sales & Marketing Officer

2. March Networks is a global leader in video surveillance and
business intelligence applications for the financial, retail and
commercial markets
Founded in 2000. Headquartered in Ottawa, Canada with offices worldwide.
Profitable with approximately $100 million in revenue.

3. Significant Presence and Industry Experience
*Source: IHS, Video Surveillance Intelligence Service
hardware NVR
supplier in the
Americas, and top
10 globally*
supplier of video
surveillance
equipment to
banks in the
Americas
Supplier
to the
WORLD’S
LARGEST
RETAIL video
installation
More
than
200,000
video
surveillance
systems
installed

4. New Hampshire, USA
Sydney, Australia
Atlanta, USA New Jersey, USA
Bogotá, Colombia
Milan, Italy
Ottawa, Canada
Shenzhen, ChinaTexas, USA
Dubai, UAE
Mexico City, Mexico
Singapore
Hong Kong
Global Headquarters
Sales Offices
Sales & Operations Offices
R&D Centers of Excellence
Manufacturing & Logistics
Global Capability with Customers in
70+ Countries

5. End-to-End Solutions and Leading Integrations
COMMAND
ENTERPRISE
VIDEO
INTELLIGENCE
SOFTWARE
IP CAMERAS
& ENCODERS
POWERFUL
VMS
MOBILE CLOUD
APPLICATION
THIRD-PARTY
INTEGRATIONS
HYBRID
NVRs

6. Marco and March Networks
• Relationship began in 2006
• Marco leads with the March Networks video solution
• Marco extremely knowledgeable on the
March Networks solutions
• Marco supported by a local March Networks
sales representative and sale engineer
• Jim Pralle has serving the territory for the
past 6 years

7. 64 M
2016
Cameras are everywhere
32 M
2012
$254 M
2016
$190 M
2015
That’s one camera for every 5 people! That’s almost one camera for every person!

8. Big, big, big data:
higher and higher resolution video surveillance

9. We’ve seen a rapid change in
Video Quality
Analog IP
Video quality
Resolution

10. Hard Drive Prices
Price/GB $193,000
$207
$0.70
$0.043
1980
1996
2005
2013
Source: http://www.statisticbrain.com/average-cost-of-hard-drive-storage/

11. VIDEO
Extend Video
Throughout Your
Organization
TRANSACTION
DATA
Advanced Loss
Detection &
Investigation
BUSINESS
ANALYTICS
Optimize Service,
Operations &
Marketing
Extending Video Beyond Its Traditional Use

12. TRANSACTION
DATA
Advanced Loss
Detection &
Investigation
BUSINESS
ANALYTICS
Optimize Service,
Operations &
Marketing
VIDEO
Extend Video
Throughout Your
Organization
Extending Video Beyond Its Traditional Use

13. Usefulness of Video Extends Beyond LP
and Security Teams
Loss
Prevention
/ Security
Store
Operations
Category
Mgmt
Customer
service
TrainingMarketing

14. Centralized Management System is key
to extending the video platform internally
• User management & access rights
• LDAP (Microsoft Active Directory) integration
• Centralized device management
• Centralized firmware management
• Mass management of IP edge devices
• Centralized health monitoring
• Scalable, unified user interface

15. US Grocery Store Chain
Customer Challenge:
Find a way to secure funding to deploy video surveillance in
all locations, across every square foot
The Solution:
Demonstrate the value of extending access to the video system
to additional functional groups to gain support
The Result:
Reduced shrink while improving operational efficiency through
insight on merchandising, store presentation, claims & safety,
and compliance

16. Kenosha Unified School District provides
video access to Police
Customer Challenge:
KUSD needed a unified system, they were making do with a
hodgepodge of video recorders and surveillance cameras in
less than half of its 43 school and support buildings.
The Solution:
Demonstrate the value of a centralized video solution providing
visibility to the district and law enforcement.
The Result:
Today, KUSD has deployed a March Networks video surveillance solution with approximately 1,500
cameras covering all of its 43 buildings. The entire system is networked, allowing the security team to
set recording parameters, manage access and review video from a central location. Additionally, law
enforcement has access to the cameras using their laptops or tablets using March Networks Cloud
service.

17. How video can be used to improve
Operations in multiple locations
Video image Audits at regular intervals to Spot Check Remote Sites
Operations
Manager
Remote Offices
Cam 1
8:00AM
Cam 1
8:30AM
Cam 1
9:00AM
Cam 1
5:00PM
Cam 25
8:00AM
Cam 25
8:30AM
Cam 25
9:00AM
Cam 25
5:00PM

18. Visual Operations Audit Benefits Many
Internal Groups
View a summary of what’s happening in a remote location
Is the store clean?
Are employees properly dressed?
Is there product on display?
Is the backdoor open?
Are employees following policies?
Did we open on time?
Do I really need to go there?

19. Extending Video Beyond Its Traditional Use
VIDEO
Extend Video
Throughout Your
Organization
BUSINESS
ANALYTICS
Optimize Service,
Operations &
Marketing
TRANSACTION
DATA
Advanced Loss
Detection &
Investigation

20. Improve profitability with integrated
transactions and video
• Which are my best and worst
performing stores and employees?
• Is an employee stealing?
• Filter transaction data (e.g. Voids) to
create and save reports for one or
multiple sites
• Show transaction line items
• View video associated with each
transaction by line item

21. Multi-Billion QSR with Over 10,000 locations
Customer Challenge:
Implement an advanced video surveillance solution that could
be consistently implemented while reducing shrink and
boosting profits for franchisees
The Solution:
Video & POS investigation service & process to search for
suspicious transactions and report on incidents to employees.
The Result:
Reduced shrink by identifying and rectifying fraudulent
employee behavior –and improving training/operations -
amounts to ~$45K per store
“We estimate our savings to be ~4% of net sales”

22. “We’re saving hours a day, and the
frustration factor is gone”
Customer Challenge:
Gain faster, more robust LP capabilities and limit high dollar
losses with higher quality video evidence
The Solution:
A centralized video management solution with advanced
exception reporting tools to conduct video searches with
transaction integration
The Result:
Investigative work that previously took an hour now takes less
than 2 minutes – and transaction data and visual evidence can
be easily exported together
About Tommy Bahama
Island-inspired clothing and home furnishing retailer with
160 stores worldwide.

23. Extending Video Beyond Its Traditional Use
VIDEO
Extend Video
Throughout Your
Organization
TRANSACTION
DATA
Advanced Loss
Detection &
Investigation
BUSINESS
ANALYTICS
Optimize Service,
Operations &
Marketing

24. Video Has Been Out of the
Big Data Revolution…
Source: eMarketer 2014

25. MEASURE
Video Analytics Can Create Actionable Business
Intelligence Data
CONFIGURE REPORTCOLLECT
Occupancy
and
Conversion
Rates
People
Counting
and
Transactions
Speed
of
Service
Queue
Length
Monitoring
Customer
Interest
Dwell
Time

27. Internal Theft
Customer
Not Present
1,200 Location Loan
Check Cashing Company
Customer Challenge:
High loan losses and staff turnover driving down profitability –
and never recovered
The Solution:
A centralized video management solution integrated with POS
transactions and video analytics to determine suspect transactions
and provide operational metrics
The Result:
Improved profit through decreased fraudulent loans by
employees & faster time to investigate.

28. Customer Challenge:
Needed to affordably upgrade the company’s security system
The Solution:
“Instead of installing three cameras to cover one of our showrooms,
we could install one 360-degree IP camera and get equal or better
coverage,” said Corporate Security Manager
The Result:
They deployed the March Networks MegaPX Indoor Analytics Dome camera, which works with
March Networks Searchlight software to provide performance data using people counting and
dwell time analytics. In addition to improved security video and analytic insight, the system is
also used for operational oversight. For example, during last winter’s big snowstorms, they were
able to access video to ensure that there was no damage from the storms.
Global Climate Control Solutions

29. $$$$
$$$
$
Leveraging Budgets Cross-Functionally Maximizes
Potential
$$
Marketing
Customer Service
IT / Cyber Security
Ops / Training
LP / Security

30. Required
documentation
Metrics and KPIs
defined
Enterprise Plan
Solution design and
data hosting
POS data collection
Hosting location
developed
Data Install
package for
integration
Site surveys
Site install
testing begins
Equipment install
and configuration
completed at pilot
sites
Custom reports
developed in
Searchlight
Hardware and
applications
functionality
verified
Four-week Proof
of Concept
Audits, training
and feedback
Best practices
developed to
drive results in
customer
environment
Refinements
ROI documented
Findings presented
Scope of rollout
determined
Contract and rollout
finalized
Rollout and training
Proof of Concept Process to Demonstrate Impact
Planning
Weeks 1-3
Integration Weeks
4-6
Deployment
Weeks 6-7
Evaluation Weeks
8-11
Declaration Week
12

33. 3:00 – 3:45 PM Breakout Session
KONICA MINOLTA
Breakout Room: Guest Locker Room
“What is your Print Transformation
Strategy?”
Emil Enstrom, Vice President of Enterprise
Accounts
BARRACUDA
Breakout Room: Delta 360 Club
“Protecting Data Everywhere”
Rod Mathews, Senior Vice President and
General Manager
Marco
Breakout Room: Main Field
“Uncovering the Cloud: Is it Right for You?”
Steve Knutson, Chief Technology Officer
and Vice President of Service
MITEL
Breakout Room: Interview Room
“Deliver a Flexible, Engaging Customer
Contact Center Experience”
Brian Spencer, General Manager – Contact
Center