Audios Modulo Sales Pro r01

Entrenamiento Sales Pro
Audios
Module 1
Filenam Sales_pro_mod1_slide3.mp3
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Welcome to the IAPRO Professional Sales Training!
Module one IAPRO Introduction.
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In this module, you will learn what IAPRO is and understand the context of IAPRO in
the NEC business line of action.
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NEC has five specialized laboratories all over the World. The most important and
largest lab is located in Japan. The others are in North America, Europe, China and
Singapore. All of them, despite being worldwide spread, work as a unit.
Among different works in research and development, NEC central lab is carrying out
advanced researches on the video analytic field and other related areas such as
image quality enhancer.
Previous experiences of NEC labs in the field of video analytics have already given
birth to commercial solutions. Smartcatch and Vidient Systems were developed years
ago by NEC America laboratories.
In the year 2010, Japan central lab set a research and development roadmap to
strengthen video analytics for surveillance defining a direction of technological
differentiation for surveillance.
The priorities were set mostly by hypothetical market needs recovered from the
regional NEC offices and market trends.
NEC defined two main scenarios for surveillance. These scenarios are urban security
for crime prevention and criminal investigation for forensic analysis.
Based on these activities NEC central lab gave light to IAPRO as a solution for adding
value to video surveillance solutions
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Video monitoring systems basically collect and record video content captured by
surveillance cameras. When combined with image analysis technology, however,
these systems can become useful tools to improve the efficiency and functionality of
safety and security services. The objective is to get additional information from
surveillance cameras live video and provide added value.
BDS is the acronym of Behavior Detection System.
A Behavior Detection System is a video analytic solution that focuses on analyzing
objects behavior. This means that it is focused on the action performed by the target
object and does not detect particular characteristics of target object.
A Behavior is a set of consecutive and sequential actions that every object performs
in a timeframe, measured in terms of Position, direction and speed
A Behavior Detection System recognizes objects from the videos, separating moving
foreground objects from static background. After that, Behavior Detection System
tracks every object separately analyzing their behavior
The Behavior Detection System monitors behaviors at the field of view of the camera
and flags any action pre-determined as unusual.
IAPRO is the codename from the Image Analysis and Behavior Detection System from
NEC.
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IAPRO is a BDS developed by NEC with the objective to maximize the basic functions
of monitoring systems and make more efficient the monitoring centers.
IAPRO uses advanced image analysis technology in order to recognize objects,
categorize these objects as people or cars and automatically detect and track their
actions in real time.
When the detected object does a predefined action, the system triggers an alert in
order to get the attention of the operators
The main IAPRO objective is to reduce the work load at monitoring centers and, as
result, the operators will take control of the camera only when the BDS has detected a
potentially dangerous situation.
Please click on each image to understand how IAPRO works.
Filenam Sales_pro_mod1_slide7_popup1.mp3
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The customer needs to detect a behavior pattern in a scene. For example, the
customer wants to detect when a person goes to the back of the main building of
their premises. A camera points to that area and covers the possible areas for persons
to walk to the back area of the customer premises.
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The camera points the area and sends the video stream to IAPRO.
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IAPRO servers analyze the video stream, recognize objects, classify them, and track
their behavior. If some object behavior matches the predefined alert actions the
server sends an alert to the IAPRO client applications. In this case, the predefined
alert action is detect a person going to back area of the scene. The system detects
an object moving and recognized it as a person. The system tracks the person and
detects that he goes to the back area of the scene.
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Once the object behavior matches with the predefined actions, the alert is sent to the
IAPRO client applications. Users can check why the alert goes off, analyze the real
situation and take actions to keep their premises safe. IAPRO saves a small video clip
from this incident for IAPRO users review and decide how to proceed
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This is the end of module one. In this module you learnt what IAPRO is and
understood the context of IAPRO in the NEC business line of action.
If anything was not clear enough, please ask any questions in the course forum.
Concepts will be clarified in the next modules.
You can move to the next module: IAPRO basics
Thank you
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Module 2
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Welcome to the IAPRO Professional Sales Training
Module two: IAPRO basics
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In this module you will learn about the IAPRO concept and features, what is the IAPRO
typical solution architecture and their components, the software and hardware
requirements for IAPRO, how IAPRO works from the general and internal perspective,
a general understanding of IAPRO GUI, the factors that normally need to be in mind
when deploying an IAPRO solution, and finally the differences between analytics on
the edge and analytics on the server.
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Lets do a brief review of the IAPRO concept! Do you remember what IAPRO is?
Please choose the option that best matches with your IAPRO concept understanding
Filenam Sales_pro_mod2_slide5_answer1.mp3
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Great! You are right! IAPRO is a Behavior Detection System that recognizes objects
from the videos, separating moving foreground objects from static background and
tracking every object separately analyzing their behavior. When an object behavior
matches with some action pre-determined as unusual, IAPRO send alerts to the users
to get their attention.
(pausa 1 segundo)
Remember that IAPRO uses advanced image analysis technology in order to recognize
objects, categorize these objects as people or cars and automatically detect and track
their actions in real time.
The main IAPRO objective is to reduce the work load at monitoring centers and, as
result, the operators will take control of the camera only when the BDS has detected a
potentially dangerous situation.
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Mmmm this is not the best answer IAPRO makes tracking of objects detected on
the video, and records a video clip of the detected incidents, but definitively this is
not the concept. Please try again.
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Mmmm this is not the best answer IAPRO send alerts, but these alerts are not
based on movement detection. Please try again.
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The IAPRO software gets the r recording directly from the cameras or using an
integrated VMS. The software is analyzing the video nonstop, trying to detect objects.
Each moving object at the scene receives an ID. The system tracks the detected
objects, and therefore the ID should be the same for the entire course at scene.
The detected object can be categorized as car, person or unidentified object.
When the detected object does a predefined action, and complies with the object
type, the system sends an alert in order to notify the operators.
Additionally, IAPRO stores a small video clip that can be used by the operators to
review the incident and decide how to proceed.
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Now we are going to explain the main IAPRO functionalities
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The IAPRO main functionalities are:
Supports real time video processing supporting most popular camera vendors like
Axis, Bosch, Sony and Panasonic.
Performs object detection and classification as people, vehicles or unidentified object.
Track detected objects automatically.
Allows set up predefined behavior primitives for configuring target behaviors.
Performs real time comparison between configured behaviors and object detected
behavior.
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Alerts in case an object behavior matches a configured behavior.
Records a video clip on alert occurrence for verification purposes.
Supports external input for Analytic function control, basically for integrate with
doors, gates and access control devices
Supports both PTZ and fixed IP cameras video streaming
And its ONVIF compliant
We will see these features more in detail during this course and in the following
training courses.
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The next topic is supported behavior.
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IAPRO supports two types of behavior: Simple and Complex.
Simple behaviors are those that require low processing computing.
Complex behaviors require high processing computing
Simple behaviors are Intrusion, Loitering, Tripwire, Unattended object and Removed
object
Complex behaviors are Crowd estimation, Object counting, Speed detection,
Abnormal behavior and Fallen down people
Please click one by one on the list to understand what each one does.
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Intrusion is the situation in which an object goes into a virtual area defined in the
scene. The only presence of an object in this area defines the intrusion pattern.
IAPRO supports intrusion for every distinguished object.
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Loitering is the situation in which an object goes into a virtual area defined in the
scene and remains in the area more than a predefined time. IAPRO supports loitering
for every distinguished object.
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Trip wire provides the possibility to define a virtual line in the scene and detect if an
object crosses the line. It is also possible to specify crossing direction or not. IAPRO
supports trip wire for every distinguished object.
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Unattended object provides the possibility to detect an object that suddenly appears
in the scene and doesnt move for a predefined time. A typical case is a person that
appears in the scene with a handbag or bag and drops the bag on the floor leaving
the scene without the bag.
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Removed object is the possibility to detect an object that suddenly disappears from
the scene. A typical case is a museum with several objects on exhibition. These
objects are part of the background scene therefore if someone picks up an object
from its place, removed object will be generated.
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Crowd Estimation is used to measure how many objects are moving in the scene.
Resulting in a percentage of occupation. Based on a threshold occupation percentage,
IAPRO issues an alert.
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Object counting is used to count how many objects cross a virtual line. Based on a
threshold number, IAPRO issues an alert. IAPRO supports object counting for every
distinguished object.
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Speed Detection measures the speed of each object in the scene based in the
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geometry of the scene. A tripwire and a threshold speed must be configured. When
the object crosses the tripwire, the object speed is compared to the threshold speed
and in case of over speed an alert is issued.
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Abnormal behavior detects abrupt changes in speed or direction of people. This
behavior is only reserved for objects of type person.
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Fallen down people detects when the aspect ratio of a person changes. This behavior
typically applies to detect people slipping, fainting or just falling down. This behavior
is only reserved for objects of type person.
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Before going on, lets make a review!
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Please mark true or false on each statement regarding IAPRO functionality
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Please for each scenario; choose the best behavior you may need to use.
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Next topic is IAPRO architecture.
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A typical IAPRO architecture is composed of cameras, servers, PCs for clients and a
good IP network. All needed hardware is COTS (commercial off the shelf).
Please click on each component to understand each one purpose.
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The control center server keeps a database with all components of the system and
their behavior configurations.
Receives the alerts from Analysis servers and sends the alerts to each operation
terminal.
Provides the authentication point for all clients.
Stores the alerts of every camera.
There is only one control server per system
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The analysis server receives the video directly from the camera or VMS and does the
video analysis, according to the predefined configurations.
In case of alert, it sends a notification to the control center
It also sends the video (including the metadata) to each client when the monitoring
application is open.
It is possible to deploy up to 125 analysis servers per system.
Each analysis server supports up to 16 cameras or video sources.
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The operation terminals allow monitoring and administration of the system.
Operation terminals are based on standard personal computers.
It is possible to deploy up to five operation terminals per system.
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Existing VMS to provide video sources to IAPRO will be supported in the next version.
IAPRO will support the capability to be fully integrated to video surveillance solutions
using the VMS interfaces.
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Cameras are the video sources for the system. IAPRO supports fixed and PTZ
cameras.
It is possible to deploy up to 1000 cameras per system.
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Please have a quick review of the requirements.
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These are the vendors supported by IAPRO.
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IAPRO doesnt have special network requirements, but a gigabit network is always
recommended
It is important to know that some ports need to be open. Beware of firewalls.
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Next topic is IAPRO in action. How IAPRO works.
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In order to understand how IAPRO works, first it is necessary to understand how it
works internally
IAPRO includes an inner engine that performs the analytic function. This analytic
engine is named IA2D from Image Analyzer to Detect
When a video is sent, IA2D performs 5 steps
Please click on each one to understand what each steps does.
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The image capture process records the video and prepares the images that will be
processed at the subsequent steps.
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The Blob extraction process will process each video frame and detect the movement
patterns.
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The moving object recognition process will detect and classify the objects as people,
cars or other. It will also identify each object as unique and assign each one an
object ID
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The moving object tracking process will detect and track every object movement.
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The alert detection process will compare each object movements with the predefined
movements and send the alerts in case of match.
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The first step in the IA2D processing algorithm is the image capture.
This process will record the video and prepare the images that will be processed at
the subsequent steps.
The images came from an IP camera through the network that can be a wide area
network or a local area network.
No matter the type of network, it is very important that video should be driven with
optimal quality to have a good rate of detections.
Since IA2d works with images, the video stream needs to be recoded and normalized
in frames.
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The second step in the IA2D processing algorithm is the blob extraction.
This process will process each video frame detecting the movement patterns.
Every video frame is compared to the previous frame. Based in a sensitivity patented
algorithm, IA2D detects pixels that change their color or brightness.
Adjacent detected pixels are grouped into blobs. In image processing, a blob is
defined as a region of connected pixels.
At this point each blob is a part of the scene that is changing from the previous scene.
This blob represents an object and their impact on the scene that basically consists in
shadows and reflections.
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The third step in the IA2D processing algorithm is the moving object recognition.
This process is the responsible to detect and classify the objects, and assign each one
with an identification number.
Every blob is analyzed frame by frame as while IA2D detects that belongs to a real
object. The IA2D discards blobs that can be caused for light variations or visual noise.
Based on the blob relative dimensions, IA2D determines the probability to be a
person, a car or other type of object. Every object is compared with a library of
shapes to confirm what type of object corresponds to.
Every object is assigned with an internal identification number.
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The fourth step in the IA2D processing algorithm is the moving objects tracking.
This process is the responsible for track the actions and movements of each object in
terms of position, movement direction and speed.
Every object is analyzed frame by frame, and their actions tracked based on the
geometry of the scene.
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The final step in the IA2D processing algorithm is the alert detection.
This process is the responsible for compare each object actions with the predefined
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actions. In case of match issues the alert
For example, if we are looking for an object of type person crossing a line, if the
object is a persona and he moves in the line direction and finally crosses a virtual line,
a tripwire alert will be issued.
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Before to continue, lets make a review!
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Next topic is IAPRO client application.
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IAPRO client application runs in the Operation terminals computers
After login a Portal Window is launched
This Window allows you to access to all IAPRO features, including monitoring and
configuration functions.
For daily use only two windows are required live view and alert viewer.
For configuration the configuration tool is also available.
Please click on each button to have an overview of each window
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This button launches Live view Window
Using this Window, is possible to watch the live video from cameras, including all
metadata as object detection and type, blob, tracking points and others. Also alert
indicator is included in this window.
You will learn more about Live view window features in the Sales advanced training
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This button launches Alert viewer Window
This window shows all notifications sent by the system. From this window is possible
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to check all the information of each alert, review the recorded video and mark each
one as read
You will learn more about alert window features in the Sales advanced training
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This button launches the configuration wizard
You will learn more about configuration wizard features in the Sales advanced training
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This button launches Version info Window
You can check current version of IAPRO client and version info.
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Next topic is IAPRO nuts and bolts.
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Next topic is Comparison with other BDS
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This is the end of the module two. In this module you learnt about the IAPRO concept,
features and benefits, how is the IAPRO typical solution architecture and their
components, the software and hardware requirements for IAPRO, how IAPRO works
both from the general and internal perspective, a general understanding of IAPRO
GUI, the factors that normally need to be in mind when deploy a IAPRO solution, and
finally the differences between analytics on the edge and analytics on the server.
If you have questions, please use the training forum.
You can move to the next module: Identify your target audience
Thank you
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Module 4
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Welcome to the IAPRO Professional Sales Training!
This is the final module: IAPRO Sales.
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At this module you will learn how to use the product assets and how to work with the
product team.
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First topic is how to use the product assets.
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You can find all the material to promote and sell IAPRO at the GSD n-book at the
intranet site https://www.gisp.nec.co.jp/gisp/gsn/public_safety/SitePages/IAPRO.aspx
The marketing section includes the IAPRO Brochure and success cases that you can
use to attract the interest of your customers and prospects.
Sales section includes a Sales presentation that you can use to present the solution to
your project and customers. Please feel free to modify in order to fit your customer
expectations. You can ask for support on customer presentation to your regional
competence center or the product team.
Please have the time to access the n-book and review the documentation.
Also, inside the sales section you will find a solution template. This document is
generic template that you can use for a standalone proposal of IAPRO to a prospect.
In case of complex solutions please ask for support to your regional competence
center or the product team.
Finally, at sales section you will find pricing information of IAPRO.
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The pricing guide defines the Pricing Model that shall be used for systems based upon
the IAPRO software. Please have the time to read Pricing guide document and
understand the pricing model.
A IAPRO based solution will normally have four elements of pricing they may need to
be calculated: Hardware, Software, Professional Services and Support and
Maintenance
At advanced training you will learn how to price a complex solution
At this point you shall know that the IAPRO license price is calculated based upon 3
elements: System license, Number of analysis servers and Number of channels.
IAPRO license price depends on the number of video channels that the solution
includes.
A 20% annual fee needs to be included to receive support and maintenance.
IAPRO product team provides some sales incentives to the country affiliates. These
incentives will be explained in the advanced training.
Inside the price list excel document you will find a price calculator that can help to
roughly calculate the IAPRO licenses price for a specific solution.
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Its important to know that the prices that are provided in the price-book are the
recommended selling prices from the NEC Country Affiliate to its customer, whether
an end user or a local distributor or a system integrator). These prices may be
exceeded without any authorisation but may only be reduced by a maximum of 25%
without seeking approval from the IAPRO product team.
NEC Country Affiliates will procure the IAPRO software licences from their Regional
Competence Centre and the percentage margin that the Country Affiliate will make is
a negotiation between the Country Affiliate and its Regional Competence Centre,
which will typically vary based upon the amount of assistance from the competence
centre that will be required.
The pricing model is royalty based and hence the Country Affiliate will make that
agreed margin percentage whatever the IAPRO software selling price. The Regional
Competence Centre will then withhold its margin percentage share as agreed with the
IAPRO product team
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Next topic is how to work with product team.
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At this section we would like you to understand the basic rules of engagement with
the global product team and regional competence centers.
In order to promote and sell IAPRO solutions, the incumbent country affiliate together
with the regional competence center servicing that country affiliate shall attain the
proper technical and sales certification levels.
Regional competence centers and their country affiliates together are expected to
define their presales and project implementation workflows aligned with the basic
engagement rules defined in IAPRO Engagement guide available at the n-book site
Country affiliates that are not certified at the required level may rely on their regional
competence center for complete presales, engineering and deployment activities. In
the long run, as country affiliates gain experience and volume of projects, country
affiliates are expected to become autonomous in managing leads from presales stage
to deployment and support. Support might be leveraged by implementing regional
teams.
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Country affiliates shall make quotations based in a price list and a price calculator for
documented scenarios. Undocumented scenarios shall be quoted specially. Regional
competence centers should be able to receive special quote request and drive them
to product team through iapro_presales@nec.com.ar email account
In the same way country affiliates shall make HW dimensioning based in solution
design tool for documented scenarios. Undocumented scenarios shall be dimensioned
specially. Regional competence centers should be able to receive special
dimensioning request and drive them to Product Team through
iapro_presales@nec.com.ar email account
Product team is happy to receive support request from regional competence center
through iapro_presales@nec.com.ar email account
There is no SLA for presales support and it will be provided in best effort approach
unless a previously agreed condition exists.
Sales support is available through email account from 09:00 to 18:00 GMT-3 Time
Monday to Friday inclusive but excluding Argentine public holidays. The list of public
holydays in Argentina can be obtained at
http://www.officeholidays.com/countries/argentina/.
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Each country affiliate and regional competence center will be required to have at
least one demonstration system running in good conditions. Product Team will issue a
free of charge demo license for each one.
Product team is happy to provide IAPRO free of charge limited demo licenses
supporting opportunity development. License request workflows are explained in the
technical courses
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This is the end of the module fourth. In this module you learnt how to use the product
assets and how to work with the product team.
If you have questions, please use the training forum.
Thank you
You have already completed all training modules! Congratulations! Now, you are
enabled to give an exam and receive the certification!
Good luck!
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