“Our key focus area is the Smart Cities”
Sanjeev Gulati Country Manager, VIVOTEK speaks about key functional areas of VIVOTEK in the Indian perspective
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.
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.
DLINK 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