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Guide to the Indian market: Know the major security SIs

Guide to the Indian market: Know the major security SIs
Identifying systems integrators (SIs) who hold the largest market share is critical when considering partnerships.
Given the large size and complex nature of the Indian market, many foreign manufacturers find it difficult to identify major players in the field. Identifying systems integrators (SIs) who hold the largest market share is critical when considering partnerships.

In this article, we spoke to some of the top SIs in the country about their target markets and how they see the market conditions. As physical security increasingly become a cybersecurity concern, opinions from a cybersecurity services provider were also found relevant.

Johnson Controls India

Johnson Controls is a global diversified technology and multi-industrial leader serving a wide range of customers in more than 150 countries. With over 120,000 employees, the company creates intelligent buildings, efficient energy solutions, integrated infrastructure and next-generation transportation systems that work seamlessly together to deliver on the promise of smart cities and communities.

“Our key focused segments include such as industrial, commercial, data centers, metros, airports, hospitals, hotels, convention centers, retail and infrastructure,” said Shrikant Bapat, GM for Building Technologies and Solutions at Johnson Controls India.
“Johnson Controls has products and solutions to cater to the above segments, which is helping us to be the preferred choice for our customers. Our products include a complete range for air conditioning, fire detection and suppression, building automation, safety and security, adaptive traffic and IoT-based solutions, which, meets customer needs." 

“In addition to our products and solutions we also have very strong project management and execution capabilities including operations, engineering and services,” he continued. “We partner with our customers during the entire life cycle of a project, starting from the plan and design to build to operate and monitor, to retrofit and replace.”

Elaborating further on this with an example, Bapat said that Johnson Controls can provide master system integration large security projects, specifically infrastructure projects that require advanced solutions such as situational awareness.

ASG Security India

Part of the Singapore-based Ademco Security Group, ASG Security India ranks itself among the top five security SIs in the country. The company operates PAN India with its offices in various parts in the country, to design, deliver and maintain, security, access control and fire safety systems.

Speaking to, Shantanu Talegaonkar, MD of the company, said that their major clients include multinational companies from various verticals like manufacturing, IT + ITES and R&D centers, health care, and hospitality, both Indian and international, along with banking sector. However, while these would appear to be verticals that a typical large SI would support, what makes ASG Security India interesting, is the potential it sees in a relatively new sector.

“We are focusing on this latest, upcoming vertical, which is coworking spaces,” Talegaonkar said. “This is currently one of the biggest verticals for us, and one of the biggest coworking space companies, WeWork is being supported by us exclusively across the country.”

ASG also has other clients that may be considered non-traditional. Uber for instance, which heavily relies on its technological prowess, is one among them. Talking about these kinds of clients, Talegaonkar indicated that as a leading SI company — ASG is interested and capable to offer newer, integrated technologies based on unified platforms, cloud technologies and not just the conventional client-server systems. ASG, also is working with various partners in IoT and smart city solutions and continues to look at latest technologies in these areas.

This is a key point that foreign manufacturers who would like to enter the Indian market at this stage would benefit from. Talegaonkar, who opines that now is a great time for global players to enter the Indian market, suggests targeting upcoming verticals like coworking spaces, IoT and smart city projects and even organizations that would require their legacy systems replaced. Unlike the verticals like hospitality, which is highly saturated, these new sectors have more potential.

Intsys Technologies

With almost 15 years of experience in the country, the Mumbai-based Intsys Technologies has had customers from verticals ranging from e-commerce to retail. Speaking on the major focus verticals, Ajay Baliga, Director and Co-Founder of the company, said that given that the Indian government is currently promoting local production with the “Make in India” initiative, manufacturing would be a key vertical to focus on now and in the coming years.

“Other verticals include logistics and warehousing,” Baliga said. “E-retail is just picking up in India, and there is quite a while to go before the majority of the people would prefer the likes of Amazon or Flipkart [a local e-retailer, recently bought over by Walmart]. But when this happens, there will be a major need for more warehouses and logistics services.”

Speaking of products and their availability in India, Baliga is of the opinion that the market is struggling to deal with non-standardized “me too” products. Now, for a new entrant to the Indian market, an already saturated sector would seem overwhelming. This could pave way for more mergers and acquisitions, according to Baliga.

Tech Mahindra

One of the major success stories in the Indian IT sector, Tech Mahindra has its fingers in a number of pies. Integration of technologies and cybersecurity are key focus areas for the company, which works with various partners when it comes to physical security systems and automation solutions.

Rajiv Singh, Head of Cybersecurity at Tech Mahindra, emphasizes on end-to-end security that ensures their customers have peace of mind as far as cybersecurity is concerned. Regardless of the kind of device, from cameras to IoT-enabled solutions, everything needs to be integrated. “We do see people buying a lot of the latest technologies but do not realize the importance of integrating them with legacy systems,” Singh said. “This is a process that could lead to a failed IT ecosystem.” That it is a good time for global manufacturers to enter the Indian market is clear. As we can see, SIs in the country remain optimistic about new entrants as long as they come up with innovative solutions and robust support.
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