INTELLIGENT ENTERPRISE SECURITY
This industry
demands
that security
vendors have an
increased focus
on supporting
the channel.
of traffic and its flow across major
roadways and intersections, identifying
wanted vehicles and developing ways to
proactively detect safety threats on our
roads. Initiatives are also underway to
help curb, or totally avert, street-level
criminal activity and to provide assistance
across counter-terrorism operations.
The industry is also witnessing the
emergence of newer trends, which are
completely aligned with more modern IP
digital technologies. These innovations
include higher megapixel video, built-in
camera analytics, behaviour analysis and
smart solutions like RFID and GIS.
Security professionals in the Middle
East in particular, have expressed
requirements that can deliver benefits and
advantages, like enhanced public safety
with proactive detection and prevention;
increased information sharing and
consolidation of real-time data; support
for anti-gang and counter-terrorism
investigations; improved response times
with automated alarm notifications; the
ability to manage a growing number
of analogue, IP and LPR cameras;
leveraging past access control and video
hardware investments; enhanced operator
productivity and decision-making, and a
reduction in operational costs and total
cost of ownership.
In order to address these requirements,
the surveillance–security segment has been
working to innovate and bring to market
the availability of new security solutions
that can greatly help the advancement
of the industry. In terms of smart video
analytics, we are predicting fast-paced
growth for this segment, taking note that
customers today are always in search of
faster ways of looking through hours of
video to get evidential information.
There is also an increasing demand
from companies and organisations,
especially those from the security,
retail, education, construction and
transportation segments, for managed
security services. This gives them the
opportunity to outsource their IT hardware
and management requirements while
also removing the need for on-premises
IT infrastructure and management,
allowing companies to focus on security,
parking and enforcement. The service also
makes use of the cloud to offer end users
independence from on-premises storage,
IT management and depreciation costs.
Selling a complete security solution
surely requires vendor support. Aside from
the basic confidence a reseller should have
in a vendor’s product, this industry
demands that security vendors have an
increased focus on supporting the channel.
As an example, Genetec continues to exert
There are
three ways
security vendors
should support
the channel:
by having a
clear focus on
enablement;
having a tailored
approach;
and utilising
a consistent
multi-rebate
programme.
key efforts to support partners through its
channel partner programme, an initiative
that gives partners the privilege to enjoy a
range of benefits such as value sales and
marketing resources, and in-depth product
training and certification. The programme
strongly demonstrates our focus towards
reinforcing our ties with leading
companies in the field of technology,
integrators and distributors, while also
reflecting our erstwhile promise to provide
customers with clear solutions that offer
added value.
Supporting the channel
There are three ways security vendors
should support the channel: by having
a clear focus on enablement; having
a tailored approach; and utilising a
consistent multi-rebate programme.
In terms of enablement, a security
vendor serving the channel should invest
heavily in a multi-tiered programme aimed
at educating and up-skilling resellers.
These programmes should help resellers
become proficient and comfortable having
conversations with their customers at all
points of the buying cycle.
Having a tailored approach translates
to a security vendor’s need to implement
a multi-tiered enablement programme,
one that is the starting point for a larger,
bespoke interface between vendor and
reseller. While a multi-tiered programme
certainly provides the necessary foundation
for product and service education, security
vendors should understand and tailor these
programmes further.
Lastly, the use of a consistent multi-
rebate programme assures resellers
that they can easily align their efforts
towards generating predictable cash flow.
Frequent changes to a rebate programme
can force resellers to rethink how they go
to market. With a consistent multi-tiered
rebate programme in place, resellers can
also decide how to invest their resources
in following a vendor’s vision. Consistency
also provides resellers with the peace of
mind that the rewards of reaching a higher
tier of participation will still be there and
that a multi-year investment strategy in
their staff will not go to waste.
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