Differentiation on business models is the rule.Southeast Asian region market is expanding now in the financial sector. China, India and Ramamoorthy are also the targets. Chuango Electronics from China focus more on solution design for North America and Europe expansion while distributors in Malaysia and Thailand search for better design and more reasonably price.
No market is too small. That seems to be the talk of the year amid the reincarnated financial and economic uncertainty. Markets that were once overlooked are now back on some solution providers' plates.
Take enterprise access control specialist Pacom Systems for example; the U.S. and Europe used to be the focuses. This year, the company has hired a Cisco veteran to expand activities in the Southeast Asian region. “The financial sector is our forte, with more than 20,000 reference sites to back our claim,” said Giri Ramamoorthy, Director of Sales and Business Development for Asia. The company's network-centric solution designs are particularly well-suited for multisite enterprises that require centralized yet easy-to-use security management, and the new banks and commercial real estate boom in Southeast Asia, China and India are Ramamoorthy's business development targets.
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Home security specialist Chuango Electronic from China, on the other hand, is shifting its ODM approach to focus more on solution design and market expansion in North America and Western/Northern Europe. “We are participating in more consumer electronics shows to show that solutions from China can be different and of great taste,” said Ken Li, CEO.
The same goes for distributors. Viewtech in Malaysia and Facility Management (FM) in Thailand, for example, are both in search for solutions that can do wonders and are better designed and reasonably priced. “Adding smart home and cloud capabilities to our portfolio is a must,” said Alex Ng, MD of Viewtech. Pichai Sihsobhon of FM is also diversifying his distribution-only model and looking to add solutions and services through joint ventures.
At the end of the day, “differentiate to survive” rings true.
