On December 1, 2015, FLIR acquired DVTEL, a leader in software and hardware technologies for advanced video surveillance, in yet another high-profile merger and acquisition in the security industry as it undergoes a consolidation trend. According to Avi Gerbi, VP of Security for APAC at FLIR Systems, the deal was driven by a desire to create synergy, as DVTEL and FLIR's products and solutions can highly complement one another.
“The vision was to expand the FLIR Security portfolio to include a wide offering of top-quality products and well-integrated solutions to our partners and customers,” he said. “Today we can offer anything from low-cost high-value basic NVR systems through enterprise-level VMS with high-efficiency IP cameras, all the way up to high-end tactical solutions using our Cameleon PSIM, thermal cameras, analytics, radars, and drones.”
Already, the combination of both firms has shown initial positive results. “In early April at ISC West, only four months after the acquisition, we were already able to showcase how well-integrated our portfolio is. With our combined range we are able to achieve our aim of offering, in each product category, the best product covered by the best service, at the most competitive price,” Gerbi said.
He explained how FLIR has created solutions that are suitable for a variety of verticals, especially those that are more critical and dependent upon products of high quality and reliability. “We have a team dedicated to analyzing the specific needs of different vertical markets in order to put together seamless solutions tailored to each of our major verticals. In April, at ISC West, we were able to display five complete integrated solutions, including transportation, power generation/distribution and safe/smart cities,” Gerbi said. “The fact that FLIR provides a broad range of products that are already well-integrated makes it easy for us to tailor the right solution for each vertical.”
Stronger influence in Asia The acquisition has not only helped FLIR product-wise – it has also enabled FLIR to make deeper inroads into the Asian market. “FLIR already had a strong presence in Asia with offices and service centers in many countries. With the addition of the DVTEL people to the Asia security team, we have created a new structure to exchange knowledge and improve focus,” Gerbi said.
In the future, FLIR plans to increase its visibility in Asia even more. “Our security sales activity in Asia is in three sub-regions – Australia and New Zealand (ANZ), ASEAN, and North Asia. Our first priority is to strengthen our presence and efforts in ANZ. Regional management is centered in Australia while operation and administration is centered in Hong Kong,” Gerbi said. “Our Singapore office is fully equipped to demonstrate the entire range of FLIR Security products and solutions. To make it easier for our partners and end users to experience what we can offer, we plan to establish similar capabilities in other regional facilities, including Japan and Australia.”
Embracing IoT In the era of IoT, where billions of devices are already connected to the Internet, FLIR will play a more important role. Specifically, FLIR's open-platform approach will drive integration and interoperability between different devices. “The Internet of Things presents the ultimate platform for inter-connectivity where every device maximizes its contribution to and leverage of shared information. Our solutions already contribute to and leverage shared information but within a private and secure context,” Gerbi said. “FLIR's Cameleon PSIM allows connectivity and information exchange between video surveillance systems and tactical, intelligent-transportation, or industrial systems.” According to Gerbi, critical infrastructure and city surveillance are two markets where IoT reaches its highest levels of utilization, and FLIR is strong in both. “The emergence of smart cities is a primary example of ongoing IoT technology enhancements in which FLIR is an active player, enabling the connectivity and information flow between security and non-security entities to maximize the safety and security benefits to communities,” he said.
More visible than ever The purchase of DVTEL has given a major boost to FLIR's operations, enabling them to offer a wider range of solutions that suit different verticals. Geographically, the acquisition has also allowed FLIR to expand its presence in Asia, from Oceana to Northeast Asia. With smart and safe city initiatives becoming more prevalent in the region, deployment of more FLIR products and solutions in these projects is all but expected.