What it means to be a VAR
Prospects and margins for distributors have been less than ideal in recent years. Some, however, are finding new ways to survive and thrive by adding value to their products, systems and services. a&s talks to neaMetrics, a South African VAR of Korean biometric solution provider Suprema, about its strategy in a fiercely competitive market.
Business transformation in tough times
Since its founding in 1995, North American Video (NAV) has grown its business based on long-term relationships and commitments; this applies equally to customers, employees and suppliers. Additionally, NAV has continued to expand its portfolio of technology solutions to provide its clientele with a strategic balance of high performance, functionality and cost-effectiveness. This combination of ass
Solution provider of tomorrow
What do you call a business entity that is a technology and software developer, hardware manufacturer, value-added distributor but also works with other dealers, resellers and manufacturers representatives, all at the same time? Observint Technologies is probably one of few companies, if not the only, in the world that fits the bill. asmag looks into the company's history, development path and fu
Protection One partners with I-View Now to offer cloud-based services
Protection 1, the second-largest business and home security company in the U.S., has partnered with I-View Now to enable cloud-based video services. The integration of the I-View Now technology enables receipt of alarm video – both pre- and post-alarm - in Protection 1's security automation system by alarm center agents, as well as simultaneous delivery to customer mobile devices and event storage
From guarding with eyes, to guarding with systems
Security services, and providers of such, in Thailand have come a long way. Back in the 1980s, there were only foreign companies (such as Chubb and Secom) operating locally. We started as a guarding services company with less than 100 people, and have grown to be a force of more than 15,000 (thanks to assistance and support from our friends at Certis Cisco in Singapore), encompassing guards, pe
IT background helps in physical, electronic security
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
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
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
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
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
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