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 assets has proven to be a winning formula for the continued development and growth of the company and its partners, and will help the ecosystem better withstand and overcome the challenges coming at them in 2013.
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 assets has proven to be a winning formula for the continued development and growth of the company and its partners, and will help the ecosystem better withstand and overcome the challenges coming at them in 2013.
In January 2008, a majority share of North American Video (NAV) was purchased by The Halifax Group, a private equity firm specializing in providing growth capital to leading midmarket companies. NAV's leadership position in the gaming market provided a powerful leverage point to drive growth into new vertical and geographic markets, and the acquisition by Halifax provided the capital for NAV to aggressively pursue this strategy. Since then, NAV has expanded into new vertical and geographic markets, established a thriving service business, and added new technology offerings to the company's core video portfolio.
In August 2011, NAV acquired Nexus Technology Group; as a result, NAV now ranks as one of the top commercial security integrators in the tri-state area (New York, New Jersey and Connecticut) and provides security technology and services to more than 1,000 different client locations across the region.
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NAV has its origins in serving the gaming surveillance market, which demands operational excellence and strict attention to detail, said Jason Oakley, President and CEO. “By nurturing long-term customer relationships with Native American and corporate gaming clients, NAV is widely recognized as the largest and most well-regarded security systems integrator in the market.”
The gaming business is subject to stringent regulations enforced by regional and tribal gaming commissions. In order to do business with casinos, all potential suppliers are required to undergo a rigorous licensing process. This ensures that only qualified businesses and individuals are allowed to operate in the gaming market. Today, NAV holds gaming licenses with close to 100 jurisdictions globally.
NAV's expertise in designing and building integrated networked video surveillance and security systems has enabled the company to capitalize on new business opportunities that also integrate adjacent technology offerings to these core video projects. The company now routinely offers access control, perimeter security, license plate recognition, car counting, people counting and retail POS integration. “In fact, more than 70 percent of NAV's current projects include multiple integrated technology offerings,” Oakley boasted.
Accession to Excellence
Being asked to lead a successful business like NAV and partner with The Halifax Group was the chance of a lifetime, Oakley said. “Our strategic premise from Day 1 was to further expand our position in the gaming market while developing business opportunities in new markets and technologies. Our goal at NAV is to build a unique business with a long-term value proposition, and be a trusted technology and service partner to our clients.”
Throughout some very tough economic times, NAV has added new clients in the gaming market, introduced new technologies, and, as a result, grown its market share. “It is vital to our long-term success that we maintain our reputation as the preeminent systems integrator for the gaming market. Additionally, the diversification strategy we have executed has successfully repositioned our business from a niche gaming video provider to a diversified systems integration business.” In 2012, almost 50 percent of the company's business originated from outside the gaming market, and the majority of its projects contain multiple technology offerings. “In doing so, NAV has built repeat customer relationships in new markets that rival those we enjoy in the gaming market. Key vertical markets for us now include corporate clients with a particular focus on banking and retail, as well as higher education, critical infrastructure, transportation and local government.”
Riding the Tide of Change
The market is changing, and end users are getting better informed; in particular, there is more influence from IT professionals. Systems integrators such as NAV help bridge the gap between the client's internal staff and technology providers by identifying critical issues and designing a solution that meets the needs of both groups.
“Our challenges mainly arise from fluctuating market demand, lack of industry standards, a highly competitive marketplace and nonstop technology introductions.” The cumulative effect has created a situation wherein systems integrators must consider redesigning their organizational structure and focus in order to compete.
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