“Our key fo­cus area is the smart cities”

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

PCQuest - - CONTENTS - Jy­oti Bha­gat jy­otib@cy­ber­me­dia.co.in

Brief us about VIV­OTEK’s pres­ence in In­dia.

VIV­OTEK has been present in In­dia for the past 10 years through dis­trib­u­tors, but our di­rect op­er­a­tions here started in the year 2013, We started the In­dia of­fice in 2013 though as a chan­nel based com­pany; we still go to our mar­ket through our chan­nel, mainly dis­trib­u­tors and deal­ers. We have three ma­jor dis­trib­u­tors in In­dia namely Au­to­cop, ATOS and Red­ing­ton.

Can you elab­o­rate on this chan­nel GTM for Viv­otek?

We go to mar­ket through our sys­tem in­te­gra­tors. Un­like elec­tronic prod­ucts, sur­veil­lance prod­ucts need a num­ber of com­plete ser­vice of­fer­ings. For ex­am­ple, cam­era it­self is not a com­plete sur­veil­lance prod­uct; it re­quires a net­work­ing de­vice, a record­ing de­vice and then the dis­play as well along with the re­mote units like mo­bile and hand­sets. We are only in the field of cam­eras, DVMS or the NVR, and 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? And what would be their pro­file?

Presently, we have 100+ sys­tem in­te­gra­tors in In­dia in­clud­ing the small and the medium. This is a mixed bag in­clud­ing IT, Se­cu­rity and the other do­main spe­cific sys­tem in­te­gra­tors. Out of 100+ SIs, at least 40-45 be­long to the IT do­main. Pre­dom­i­nantly though it is more a se­cu­rity do­main with big­gies like Honey­well, Siemens be­ing good part­ners with us.

When IT sur­veil­lance came into pic­ture, ev­ery­one started think­ing IT SIs will play a ma­jor role. How­ever, th­ese se­cu­rity SIs made con­scious ef­forts to learn and adapt the IT tech­nolo­gies faster and so they have come up in stand­ing in front of the IT providers.

Tell us the ra­tio­nale be­hind the part­ner­ship with TrendMi­cro.

The part­ner­ship with Trend Mi­cro was inked be­cause cy­ber se­cu­rity has be­come an im­por­tant com­po­nent in the sur­veil­lance do­main. Sur­veil­lance sys­tem is get­ting hacked fre­quently; es­pe­cially with few Chi­nese play­ers whose sys­tems got hacked re­cently. We are a very re­search ori­ented or­ga­ni­za­tion and be­ing the man­u­fac­tur­ers for cam­eras, we needed to de­liver se­cure kind of sur­veil­lance so­lu­tions to the cus­tomers. The tie up with Trend Mi­cro is one of the steps to bring in this cy­ber se­cu­rity

What is the role of CTDI in the Viv­otek scheme of things?

CTDI is our ser­vice part­ner. Ear­lier we had a ser­vice provider called Au­to­cop, who was our dis­trib­u­tor for about eight to nine years as well. But in 2016 when we added two more dis­trib­u­tors, there was a need of some ded­i­cated neu­tral ser­vice cen­tre and CTDI was iden­ti­fied as the same. We are now as­so­ci­ated with CTDI for the past three months for now and they are pro­vid­ing the post sale ser­vices and the client re­lated ser­vices.

Who are your main com­peti­tors in the sur­veil­lance space?

See there are more than 50-60 brands in the CCTV in­dus­try and ev­ery­one is tar­get­ing dif­fer­ent sec­tors. Our mar­ket is mainly the smart city; oth­er­wise, we are look­ing at big cor­po­rates, 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 cus­tomers?

We have sup­plied to Voda­fone, to State bank of In­dia for data cen­ters and to a num­ber of IT com­pa­nies as well. We have a good break­through in di­a­mond and other jew­el­ery seg­ments, Re­tail and di­a­mond fac­to­ries are us­ing our cam­era to iden­tify pil­fer­ages hap­pen­ing there.

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.. More in­tel­li­gence will come up with cam­era soon and cam­era can able to talk to the other de­vices in the in­te­gra­tion plat­form 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 is in the anvil.

Which are the ma­jor cus­tomers where you have re­cently 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. I think in Bangalore, Mysore, Delhi and Kolkata. Kolkata was the new one.

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.

SAN­JEEV GU­LATI, Coun­try Man­ager, VIV­OTEK

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