“Our key fo­cus area is the Smart Cities”

Sanjeev Gu­lati Coun­try Man­ager, VIVOTEK speaks about key func­tional ar­eas of VIVOTEK in the In­dian per­spec­tive

DQ Channels - - Channel pulse - SANJEEV GU­LATI, Coun­try Man­ager, Vivotek

GIVE US A BRIEF ABOUT VIVOTEK AND ITS FUNC­TIONAL AR­EAS IN IN­DIAN MAR­KET?

VIVOTEK in In­dia has been for the past 10 years, but the di­rect pres­ence has started in the year 2013, So we started the In­dia of­fice in 2013 and now it has been 5 years since its run­ning In­dia with the di­rect deal­ers, al­though the pres­ence with the help of dis­trib­u­tors were there for the last 10 years. We are a chan­nel based com­pany; we go to our mar­ket through our chan­nels. We have three ma­jor dis­trib­u­tors in In­dia Au­to­corp, Ados and Red­ing­ton.

We go to the mar­ket with the sys­tem in­te­gra­tors, ac­tu­ally if you com­pare the sur­veil­lance prod­ucts with any elec­tronic prod­ucts, sur­veil­lance prod­ucts need a big num­ber of com­plete ser­vice of­fer­ing. Cam­era it­self is not a com­plete sur­veil­lance prod­uct, cam­era re­quires a net­work­ing de­vice, and cam­era re­quired a record­ing de­vice and then the dis­play­ing as well along with the re­mote units as mo­bile and hand­sets. When you talk about this, we are only in the field of cam­eras, DVMS OR THE NVR, we are not in the field of fi­nal han­dover be­cause it re­quires an in­te­gra­tion process, so the sys­tem in­te­gra­tor plays an im­por­tant role here.

HOW MANY SYS­TEM IN­TE­GRA­TORS DO YOU HAVE?

Presently, we have 100+ sys­tem in­te­gra­tors in In­dia in­clud­ing the small and the medium. Th­ese are mixed IT, Se­cu­rity and the other do­main spe­cific sys­tem in­te­gra­tors. Th­ese are the com­bi­na­tion of the IT and se­cu­rity do­main. Pre­dom­i­nantly if you see it is more a se­cu­rity do­main if we talk about the peo­ple like Honey­well, Sea­mens, they are pre­dom­i­nant and are good partners with us.

When the IT sur­veil­lance came into pic­ture, peo­ple started think­ing IT will play a ma­jor role. See the ef­forts given by th­ese se­cu­rity com­pa­nies to learn and adapt the IT tech­nolo­gies faster in this tremen­dously, so they have come up and stand­ing in front of the IT providers. Be­tween 80 to 100 sys­tem in­te­gra­tor -I will say 40 to 45, is a mix backs.

TELL US ABOUT PART­NER­SHIP WITH TRENDMICRO ?

Trend Mi­cro, be­cause cy­ber se­cu­rity has be­come an im­por­tant hole in the sur­veil­lance, you are go­ing for a sur­vey and sys­tem is hacked pre­dom­i­nantly; few Chi­nese play­ers sys­tem got hacked. We as an or­ga­ni­za­tion is a very re­search ori­ented or­ga­ni­za­tion at some point be­cause we are the man­u­fac­tur­ers for the cam­eras and we are the or­di­nance for the other brands also. In the cur­rent sce­nario we need cer­tain kind of strengths in our prod­ucts and the strength was to de­liver the right kind of so­lu­tions to the cus­tomers. Tie up with Trend Mi­cro is one of the step to bring the cy­ber se­cu­rity in build­ing the cam­pus.

EX­PLAIN CTDI

CTDI is our ser­vice part­ner, ear­lier we had a ser­vice provider called Au­to­cop, who was our dis­trib­u­tor for about eight to nine years but in 2016 we added to more dis­trib­u­tors. There was a feel of some neu­tral ser­vice cen­tre, ded­i­cated ser­vice cen­tre to be pro­vided, so CTDI has been iden­ti­fies as the same, we are now as­so­ci­ated with CTDI for the past 3 months for now and they are pro­vid­ing the ser­vices, the post sale ser­vices, the client re­lated ser­vices and all those things.

DLINK HAS RE­CENTLY SWITCHED TO SUR­VEIL­LANCE, HOW YOU SEE OTHER PLAY­ERS AS A COM­PETI­TOR?

See there are more than 50-60 brands in the CCTV in­dus­try and ev­ery­one is tar­get­ing dif­fer­ent sec­tors, their tar­gets are dif­fer­ent mar­ket seg­ments like our mar­ket is apart from the smart city, we are look­ing at big cor­po­rate, safe city, and in­tel­li­gent traf­fic man­age­ment and other sur­veil­lance which are specif­i­cally in the seg­ments like high­way, toll man­age­ment, high­way traf­fic man­age­ment, au­to­matic num­ber plate recog­ni­tion.

AS FAR AS LARGE EN­TER­PRISES ARE CON­CERNED WHO ARE THE CUS­TOM ERS?

In large en­ter­prises, we have sup­plied to Voda­fone, State bank of In­dia for data cen­ters and to the num­ber of IT com­pa­nies as well. We have a good break­through in di­a­mond and other jew­eller seg­ments. Di­a­mond is very small seg­ment and it car­ries a higher cost. And we are not only giv­ing to the di­a­mond in­dus­tries but the cer­ti­fi­ca­tion in­dus­tries are also us­ing it.

YOU HAVE SAID THAT YOU ARE WITH CHAN­NEL PARTNERS, HOW MANY ARE THERE?

Sys­tem in­te­gra­tor is the chan­nel and the dis­trib­u­tors are three. Those dis­trib­u­tors have num­ber of other partners too be­cause, they are not only as­so­ci­ated with us they are as­so­ci­ated with oth­ers too, the mar­ket is huge. Ac­tu­ally we are a project based com­pany and those are mostly cap­tured by the low en­try prod­ucts and the Chi­nese prod­ucts. So they are more likely to be the en­try level prod­uct and we are mainly the project base do­main.

HOW CAN YOU EN­SURE THE QUAL­ITY OF THE PROD­UCT?

We are in this in­dus­try from a very long time and we don’t have any ana­log sys­tem ever. We are man­u­fac­tur­ing the IT cam­era since 18 years, I think the old­est from us is only Axis, as Axis has started from 1997.

WHAT ARE THE TRENDS YOU CAN SEE IN THE ADOP­TION OF SUR­VEIL­LANCE THERE?

Adop­tion of sur­veil­lance sys­tem is go­ing to­wards the IoT( in­ter­net over things)... More in­tel­li­gence will come up with cam­era soon and cam­era can able to talk to the other de­vices in the in­te­gra­tion plat­form or the open­ness of that, That I be­lieve would be the next step, IoT will go­ing to be the next thing. And you have touched with the se­cu­rity as­pects ear­lier with cam­era. So that is also a big op­por­tu­nity for the de­vel­op­ment of sur­veil­lance. More in­tel­li­gent kind of a thing, more smart kind of the thing in the aura.

WHICH ARE THE MA­JOR SEG­MENTS IN WHICH YOU ARE MOST LY DE­PLOYED?

The Ki­ran hos­pi­tal which has opened 6 months back in­au­gu­rated by our PM in Su­rat is all se­cured with VIVOTEK cam­eras around 800 cam­eras we have in­stalled.

The big­gest one is J.W.Mar­riot; we have done four of them. Ban­ga­lore, Mysore, Delhi and Kolkata.

WHAT WILL BE THE KEY FO­CUS AR­EAS IN FU­TURE?

See the key fo­cuses will be the smart cities and the in­tel­li­gent traf­fic man­age­ment again be­cause those are the key ar­eas for the gov­ern­ment.

WHICH ARE THE CITIES YOU HAVE PRES­ENCE IN?

See we are par­tic­i­pat­ing with the up­com­ing bid, cities whether it is Ma­ha­rash­tra or the Farid­abad and the Haryana state. There is a ten­der com­ing up in South In­dia as well.

SANJEEV GU­LATI Coun­try Man­ager, VIVOTEK

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