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IT background helps in physical, electronic security

Channel Players

Here is another success story from a Thai value-added distributor and system integrator.

When Advance Integrated Technology (AIT) was established in 1993, the company started as an IT system integrator, providing customized hardware, software, solutions and services. In 1997 as the Asian financial crisis hit, we shifted our focus to digital surveillance, working with Korean and Taiwane

Who You Know, What You Know

Channel Players

In Thai security, the business culture is such that relationships between local partners and local governments or users are valued most. Other than the three southern provinces that are experiencing social unrest and are directly monitored (via thousands of cameras) by the central government, solution providers or distributors are advised to foster and build rapport with individual provincial g

Change or Perish

Channel Players

We started in the 1970s, selling office automation products (hence the company name). About 15 years ago, we began to dabble in physical security, with Samsung Techwin cameras. It was not easy selling the security surveillance concept and breaking into new market segments, so we approached hotels and condominiums with existing, old equipment (mostly European, American and Japanese brands) and

Multitier Approach Helps Seal the Deal

Channel Players

We have been around for more than 10 years, and currently partner with more than 150 dealers nationwide. We also work with system integrators on financial, highway and military projects, and with three types of retail outlets (Fortune Town, Digital Gateway and CCTV Outlet) for direct sales. Multiple brands (for example, AVTech, Hikvision and Honeywell) and multiple channel partner types ensure

Springboard to AEC

Channel Players

ASEAN Economic Community (AEC) is a huge and hot topic right now, and Thailand is preparing itself to be the center and propeller of it by 2015. Two thirds of our revenue comes from system integration work (the rest being distribution) within the region, especially in Thailand, Cambodia, Laos and Myanmar. It definitely helps having long-standing, cross-border relationships. For example, Gallagh

Lenel Introduces New Partner Program

Channel Players

Lenel Systems International introduces a new program for Value-Added Resellers (VARs) and Strategic Partners (SPs) called TierVantage. TierVantage delivers an array of advantages to assist VARs and SPs in creating greater awareness in the market, and differentiating their business. Lenel is a part of UTC Climate, Controls & Security, a unit of United Technologies Corp.


Service Models Needed for Next Phase of Growth in Thailand

Channel Players

The annual video surveillance equipment market in Thailand is roughly US$70 million; the installed analog base is easily 10 times that, so business potential is definitely huge. Over the last two years, growth in the adoption of IP-based security technology has been phenomenal; for example, one of the brands that we represent, Vivotek, has experienced 400-percent local sales growth, particularl

Ingram Micro Expands in High-Growth MENA

Channel Players

Ingram Micro, the technology distributor and supply-chain services provider, announced it is broadening its geographic reach into the Middle East and North Africa with the signing of a definitive agreement to acquire certain IT businesses of Dubai-based Aptec Holdings Ltd. Aptec is a leading value-added distributor in the Middle East, Turkey and North Africa, with products and solutions coverin

Protection One Expands Through New Mexico and Alabama Acquisitions

Channel Players

Protection 1, the second-largest business and home security company in the U.S., announced the acquisition of Las Cruces, N.M.-based Central Alarm Inc., and Montgomery, Ala.-based Advanced Solutions Inc., adding to its impressive portfolio of service-focused commercial and residential security entities.

Protection 1 will gain over 2,000 accounts through these acquisitions and incorpora

Thai Market is More Than Just Bangkok

Channel Players

When Smartcomputer started the distribution operation 14 years ago, none of us would have thought that the Thai security market would get this big. Now, we have two separate teams, analog systems and IP solutions, servicing different clients with varied requirements. The IP team was formed three years ago, to cater to increasing market demand and to demystify that network-based security technol