As part of our coverage of the Thailand security market, asmag.com met with Mr. Tussanai Kanuanghead, Regional Sales Manager Thailand and Indochina and Mr. Tanakrit Rodjanasiraprapha, CEO of BACOM Internetwork Co. LTD.
As part of our coverage of the Thailand security market, asmag.com met with Mr. Tussanai Kanuanghead, Regional Sales Manager Thailand and Indochina and Mr. Tanakrit Rodjanasiraprapha, CEO of
BACOM Internetwork Co. LTD, Genetec’s distributor in the Thai market. In our talk, the two pointed to 4 main trends that are shaping the commercial security channel in Thailand, mainly a shift from product sales to a platform approach.
1. Moving to a platform model
"During the 4 years we have been
working with BACOM we have noticed a few key trends for Thai security market,” said Genetec’s Kanuanghead. “The first one is a move from separate systems to unified platforms that combine access control and VMS. Moving to a platform also enables centralized branch management from one place, for businesses that operate in several locations.”
BACOM’s CEO further explained the driver behind this move: “We are a value-added distributor focused on providing total security solutions rather than just product distribution. We are now moving into a platform ecosystem, that allows more integration since the market requirements are changing. In the past physical security was under the security department, but now there is a need to combine both IT and physical security systems. There is limited growth potential for solely physical security, and focusing on product sales alone is no longer effective since there is low differentiation between products. For us it was clear that we need to upgrade to provide more solutions that are professional and not just distribution. Focusing on Genetec as the core of our platform, we offer a total solution to Sis: VMS, access control, LPR. We can also include cameras, public address systems and IoT wearable devices (body worn cameras). Choosing Genetec allows us faster integration and wider possibilities.”
It is interesting to note that this trend is not limited to Thailand alone, and is evident globally. asmag wrote about the move to a platform approach in a recent article, “
Moving from competitive barriers to cooperation – new business model for the security industry.”
2. Using data beyond security
A second trend mentioned by Genetec and BACOM is including data beyond security: using analytics for business intelligence and operational efficiency e.g. using video data in an airport to also analyze passenger flow. “The perception of security depends on the market segment. In lower segments security means installing CCTV only, but as you move higher up there is more wide perception and acceptability of open platforms to get more data and intelligence,” said Genetec’s Kanuanghead.
“The key factor is the identity of who you are talking to. For security managers – they want security products (video, audio, sensor and AI to upgrade the security system). But the C-level decision makers on the end user side – are thinking how to improve efficiency – how to use the camera to provide them with actionable data. We see how see how the work of the system integrator is also changing. We try to help the Si to upgrade from simple security to smart security, according to the demand of the specific vertical. Advanced security systems should go beyond recording and alarms and provide operational insights, and even automation and assisted decision-making,” explained Bacom’s Rodjanasiraprapha.
3. Security of Security Systems
With more systems and more users of IP based security systems, cyber security awareness and measures are required to prevent operational loss. Bacom’s CEO pointed to the COVID pandemic as a catalyst that increased the need for cybersecurity: “COVID pushed a lot of IT systems into the market, especially around the move to remote working. So there is a growing need for data security”.
4. More connected IoT sensors
Genetec focuses on larger projects, like governmet projects, smart cities or large commercial projects like data centers, factories and telecom companies. And points to a growing market trend in Thailand of using IoT sensors in manufacturing and enterprise projects.
Find out more about the Thailand market just by clicking here!
