Axis Communications presented its strategy for taking network video to the next level through both an ecosystem for network video solutions including a 100 percent indirect sales model and technology partnerships. “We only make cameras,” said Jumbi Edulbehram, director of Strategic Channel for Axis, and cameras are only part of the solution. Axis has developed partnerships with network, storage and application development partners to create solutions for vertical markets. Partners include Milestone, Genetec, EMC, Sun, Firetide and Motorola. This allows Axis to serve key vertical markets including retail and transportation. As an Axis channel partner you can rely on their strong resources in training for network video and other technical issues. Axis works with their 400 worldwide partners to deliver training, as their customers require. According to Edulbehram, “Comscope is the biggest structured cable manufacturer in the world and we can bring their experts to clients' sites. So we can bring partners along as appropriate. Recently we went to 30 Securitas offices to provide onsite training.” Important in this age of channel conflict, Edulbehram states, “We will never sell direct. We will work with our partners to make sure customers get the right price. Our channel partners have no fear of us selling direct or changing partners on them.”