Axis Communications sees a lot of room for growth in North Asia, as the transition from analog to IP accelerates and the company boosts its channel relationships. Speaking to a&s recently, Fan Look, VP for North Asia at Axis Communications explained that although the region includes several developed economies, the
Axis Communications sees a lot of room for growth in North Asia, as the transition from analog to IP accelerates and the company boosts its channel relationships.
Speaking to a&s recently, Fan Look, VP for North Asia at Axis Communications explained that although the region includes several developed economies, the market for security itself can still be considered growing.
“We see North Asia still as an emerging region, which means we still see a lot of opportunities, in terms of transitioning from analog to IP, or transitioning from low cost, low quality solutions to high value, high quality solutions,” Look said. “So we still see a lot of opportunity in this region.”
Axis has seen consistent growth in North Asia over the last five years, with Japan and China seeing relatively stronger progress than the rest of the countries.
While the technological transition from analog to digital has been one of the main reasons behind this, it's definitely not the only one. The company's strong interest to enthusiastically build channel partnerships has also made an impact.
“We have been very aggressive in growing our channels, because Axis is very much a partnership-oriented company,” Look said. “We stick to our channel order, in terms of two tiers – through distributor and the channel partner. In the last few years, we have been putting a lot of focus to expand our channel. We more than doubled our channel base here in the last two years. That helped us to grow our market coverage.”
This growth has come in different directions for Axis. The company has clients in several verticals in North Asia, ranging from public and commercial sector to critical infrastructure. Due to the diverse nature of the markets in this region, the strongest verticals vary by country. In Japan for instance, Axis has a strong presence in the the retail sector, while in China the major growing vertical has been city surveillance.
“Because of safe city initiatives in China, we have a lot of big projects with the police, particularly in the Shanghai area,” Look said.
The company has also developed a business development organization that would allow them to go deeper into solutions. This includes teams that would study the requirements in different verticals and enable the company to provide adequate solutions. With such strong measures in place, the Axis expects its growth in the region to continue.