Sanjeev Gulati Country Manager, VIVOTEK speaks about key functional areas of VIVOTEK in the India perspective
Brief us about VIVOTEK’s presence in India.
VIVOTEK has been present in India for the past 10 years through distributors, but our direct operations here started in the year 2013, We started the India office in 2013 though as a channel based company; we still go to our market through our channel, mainly distributors and dealers. We have three major distributors in India namely Autocop, ATOS and Redington.
Can you elaborate on this channel GTM for Vivotek?
We go to market through our system integrators. Unlike electronic products, surveillance products need a number of complete service offerings. For example, camera itself is not a complete surveillance product; it requires a networking device, a recording device and then the display as well along with the remote units like mobile and handsets. We are only in the field of cameras, DVMS or the NVR, and not in the field of final handover because it requires an integration process. So the system integrator plays an important role here.
How many system integrators do you have? And what would be their profile?
Presently, we have 100+ system integrators in India including the small and the medium. This is a mixed bag including IT, Security and the other domain specific system integrators. Out of 100+ SIs, at least 40-45 belong to the IT domain. Predominantly though it is more a security domain with biggies like Honeywell, Siemens being good partners with us.
This story is from the April 2018 edition of PCQuest.
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This story is from the April 2018 edition of PCQuest.
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