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Avigilon is expanding is channel certification program with a series of training modules on high-definition and its convergence with video management software tools. The program, called Avigilon University, is being introduced this week at the 2010 ISC West Conference and Exposition in Las Vegas, and includes a module on the value proposition of IP-based video surveillance networking, an aspect more vendors and integrators see as key to a sale.

The new training modules are designed to assist Avigilon channel partners in mastering the unique technical attributes of HD surveillance systems, plus provide a grounding in the added value HD provides that, when communicated to a prospect, can help close a sale, said Dave Tynan, Avigilon's vice president, global sales and marketing.

"Over the last decade we've been talking about convergence," Tynan said. "Manufacturers have done a marginal job in providing [channel partners] the skills necessary to make the transition."

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