Corporate Partner Programme

Nobody likes to lose sales, especially the larger projects that take many years of prospecting. Viseum technology is designed to compete on measurable technical capability rather than on price. When bidding for high-end projects, our technology advantage wins when compared to any other offering. Viseum Certified Corporate Partners work on their identified projects and prospects exclusively with Viseum. This increases project wins and eliminates losing to competing bidders using alternative suppliers.

Live demonstrations let a customer compare Viseum performance with their current system on their own site and judge the difference for themselves.

Typically a projected $34 million in each country as a Certified Agent, Reseller, Integrator, Distributor or Technology Partner. A Government Technology Transfer licence for countrywide projects has a projected contract value of typically $160m to $410m over 5 to 10 years. A ten-year countrywide programme has a projected value of $1.825 billion. The Viseum Community SafetyWatch fully automated group-shared surveillance service franchise has a projected $200 million for every 200,000 subscribers, the scale planned for a typical country franchise over five years.

To benefit from this business expansion, all new Certified Corporate Partners will be purchasing annual licences and no longer making payments on account.

Once equipped and trained, Viseum Certified Corporate Partners give customers compelling live demonstrations. Viseum Certified Corporate Partners frequently generate their first large-scale project within the first quarter of using Level 1 of Viseum’s Phased Technology Introduction Programme. Our main objective is to ensure they remain the most effective technical support for their customer in securing its enterprise from terrorism and other criminal dangers. Commitment to this programme is the best way to generate rapid business growth.

When customers see Viseum technology and watch demonstrations of it operating live, they can see for themselves how much ground a single unit covers. Viseum tracks a qualified international pipeline of prospective projects for its technology. We are on target to more than double this over the next 3 years. To exploit this high demand and optimise delivery, we are selecting strategically located, successful businesses to become Viseum’s Certified Corporate Partners.

Buyers no longer look only for the cheapest video surveillance cameras. UK video surveillance has never been a volume supply business.

Viseum launches its own Sales Network because conventional video surveillance supply chains have supplied millions of cameras but delivered usable video from only a small fraction of them.

Police forces currently spend many millions of pounds each year reviewing evidence. Retrieval and review can take many hours. The footage often cannot be used, because the incident did not happen directly in front of the camera.

Four redeployable Viseum cameras operate independently under one police surveillance operator. They outperform at least 20 standard redeployable AI surveillance cameras. Each of those standard cameras needs its own operator to watch and control it.

By not relying on traditional UK monitoring infrastructures, Viseum UK bridges the gap between manned surveillance and unmonitored UK video surveillance programmes. Low running costs and autonomous operation make video surveillance sustainable.

The Board reports continued growth through a period in which much of the sector contracted. The company grew through the worst economic downturn in a generation. Viseum’s modelling indicates that the community safety service could deliver material savings to individual local authorities in crime-fighting overheads, and larger savings nationally.

“Viseum UK proved that this community safety service works as a business concept. It delivers a measurable impact on crime. It also remains affordable for communities and councils to invest in,” added Stuart.

“Viseum has developed initiatives like these to benefit everyone involved. They improve financial results for all parties. More importantly, they make a real difference to people’s lives in our towns and cities.”

As these results are consolidated, we expect more market reports to rank Viseum at the top. This will accelerate our expansion into many more industries and territories overseas.

Viseum’s advanced video surveillance techniques are setting the industry gold standard for Command Control. They deliver the strongest surveillance and security services. Viseum’s international technologies came from the solution for preventive and privacy-friendly surveillance. Many highly advanced automated technologies are delivered inside just one easily deployed plug-and-play camera. Protecting communities and other high-value assets gives two main benefits: 1) customers get the solution to their problems, and 2) the Viseum sales network multiplies. Demand comes from today’s security climate. Viseum projects multiply when crime moves to other areas. People talk about Viseum being the most effective solution to crime displacement. One Viseum camera does the work of 6 constantly manned cameras, a Metropolitan Police surveillance officer reported.

Viseum selects partners in non-competing regions and industries that have the capability and resources to enjoy the rewards of business development and prospecting. They have the technical infrastructure to promote and support Viseum’s Product Solutions and services. To become certified, we will need to understand the potential partner’s sales and support infrastructure.

Taking the lead in Viseum’s markets, Certified Corporate Partners focus on targeting industries in their country where they are strong. This gives Viseum confidence that the country is ready for the Viseum business. Viseum will then provide sales and marketing support in that country and industry.

To share our business growth, we engage with our network of Certified Corporate Partners with the highest levels of mutual trust. To protect its markets, a Viseum Certified Corporate Partner will be granted the use of Viseum’s international technology brand.

If a live project is not identified, due diligence of the partner’s infrastructure will be needed. This is for them to benefit from installing Viseum demonstration equipment for training, product familiarisation and sales.

Danny Hoy, then Facilities Manager for Salford City Council, said, “Traditional cameras can only look at a fraction of space at any one time, unlike the Viseum model which constantly protects the entire area. It also works without the need for an operator, which saves both time and money.”

• New installations and retrofits for fixed and mobile PTZ cameras.
• Command Control Integration.

Viseum is expanding its international reseller base. This follows the rollout of its Intelligent Moving Camera (IMC) product range. Viseum cameras solve at least 70% of incidents, a deliberately conservative figure, and 100% so far in regeneration projects. Proactive crime and antisocial behaviour prevention adds clear value. This is why more organisations are turning to Viseum. Local authorities in particular are turning to the Viseum outdoor surveillance camera. This camera is now available throughout the EU and the Middle East. End users gain immediate results and long-term savings.

Cost and staff shortages create a second problem. Viseum offers strong value for money across every camera installation. Each camera performs as if a person were watching it. In practice it runs unattended, which cuts cost. With Viseum, outdoor surveillance cameras can be completely automated. Operators can still override the system and take control at any time.

Viseum IMC cameras do not rely on video monitoring infrastructures. This human-to-machine interplay is now fully integrated into the central control rooms of major brands. These brands are now enjoying additional revenues, with more and more advanced functionality – never before seen in control rooms.

Operators can track activity of interest. At the same time they can see behind them! The Viseum IMC wins tenders on value rather than on lowest price.

Stuart Thompson, Viseum UK Group President, is naturally excited about the successes of the IMC. Feedback from Viseum IMC clients has been excellent.

• Reduce ongoing costs but increase operational performance.
• Optimise revenue-generating CCTV monitoring activities.
• Enhance the financial benefit of non-24/7 monitored surveillance programmes.

Viseum’s regional growth depends on identifying the right professionals to help control this growth. Viseum pays its Certified Corporate Agents a disclosed, contract-based commission, after due diligence, to manage our customer base and local trade relationships.

Performance will be measured each quarter against sales targets. When targets are met, the partner’s target industries can be extended to accelerate further growth. If sales targets are exceeded, the partner’s region may also be extended. If the first quarter’s sales targets are not met, the partner’s target industries will remain focused. This ensures effort is driven to reach expected performance by the 2^nd quarter.

To help identify and win Viseum projects, partners must remain persistent in contacting Viseum Pre-Sales Support. For example, a small-sized project bidder followed Viseum’s Sales Processes and Phased Technology Introduction Programme. They formally rejected a tender because of its inferior design. Within 3 months, this built a pipeline of prospective business projected at over $10 million.

No business is strong in all regions and industries. Also, it is harder to sell disruptive technology without it being available from more than one source. Buying culture will disregard marketing messages if they come only from one reseller. Buyers think, if Viseum has solved all these problems, then more companies should be talking about it. If a contractual exclusivity is required, then this will cost significantly more than our standard certified contracts.

When Viseum equipment is delivered to a partner’s site, our technical support team will access the Viseum cameras remotely. We support our partner’s engineers on how best to install the system. We will understand the remote site surveillance requirements. We will commission the system and schedule its surveillance profiles for demonstration.

This programme includes basic sales training. We also provide follow-up sales training to drive higher volumes. This includes techniques for lead generation, industry campaigns and best practice end-to-end sales processes.

Viseum concentrates on mature regions. A mature region for Viseum is where low-cost technologies have been exhausted, and Viseum is contacted by its government. When a government approaches Viseum in this way, the market can be developed quickly with full Viseum support for the local partner.

Anyone else in our partner’s region and industry is our competition. They will lose the business to our Certified Corporate Partner. Examples of pipeline built within just one month:

• • A Certified Corporate Partner was given local training. They customised Viseum’s presentation to build a pipeline of 2 citywide surveillance projects with a projected value of $61 million.
  • A Viseum Certified Corporate Agent used Viseum’s presentation to open a safe city pilot installation opportunity with a projected value of $54 million.

Viseum met strong competition in a UK surveillance tender. The Viseum solution cost double the other bids. Viseum still won the business.

The UK’s Department for International Trade (DIT, now part of the Department for Business and Trade): its vast international network has accelerated more opportunities to make millions in territories new to Viseum. Example: Viseum sales collateral presented to government leaders generates Safe City projects. Even a demonstration model of the Viseum camera helps open projects with a projected initial value of around $20m, and more than $80m over time.

When regional sales reach an appropriate level, Viseum will establish a local sales and technical support office. In regions new to Viseum, the selected Certified Corporate Partner will take the lead. It uses regional expertise to identify and qualify opportunities for sales, marketing campaigns and exhibitions. When leads have been generated, Viseum will focus on designing each customer’s solution. If needed, Viseum Product Solutions are written into tenders. These projects will be delivered through the Certified Corporate Partner as the prime contractor or the local supplier.

“The potential for Viseum products and services is huge.” (Government security advisors)

Viseum learned of a particular end user’s need through the tendering process. The client was looking for rapidly deployable surveillance, one of Viseum’s main solutions and one of the strongest selling points of the Viseum IMC in particular.

• Viseum identified a reseller in the area.
• The reseller won the business and installed their first unit.
• A second unit was immediately rushed in for a public event that no other solution could service.
• A technology event was then driven by the end user’s Technical Group. Many other departments, neighbouring local authorities, and commercial organisations also attended.
• Viseum is now receiving multiple orders through the reseller.
• This end user now uses the Viseum IMC across its surveillance network. IMC functionality is fully integrated into the core equipment in their central control room.
• This all happened within two weeks of the first installation, with the reseller and integrator already receiving healthy commissions.

Each certified partner needs to follow Viseum’s Branding Policy. This ensures the exclusivity programme for the following support services:

• • Viseum’s marketing team approves the design of co-production and branding materials. This is for the Certified Corporate Partner’s marketing graphics, literature copy and video production.
  • Viseum can eliminate the risk of losing projects by providing direct local sales support. This is for some qualified prospect meetings and exhibitions. This option is considered only when a local partner buys Viseum demonstration equipment. The opportunity then qualifies for Viseum to commit its own resources too.

• • Analysis, advice, and support from Viseum’s government, police and military security and contingency planning expertise.
  • Technical support for the types of Viseum Product Solutions that should be proposed.
  • Technical support for digital system integration. This includes introductions to Viseum Technology Partners, who have already integrated their digital systems with Viseum.
  • Viseum will help determine the stock of Product Solutions and spares required for the certified partner’s sales pipeline and end-user maintenance.
  • Viseum will continue to help each partner to understand and support its associated sales pipeline, including projected sales and delivery requirements.