COMPANY PROFILE IP security tipping point
Established as one of the top suppliers of analogue security solutions in Europe, Norbain now plans to repeat its trick in the growing market for IP security products where sales are expected to outstrip analogue shipments in the UK by 2014.
opportunities for the network and storage solutions.”
Freddie Jones I
n readiness for the big shift towards IP, Norbain has appointed new IP business
development managers and sales management. For the ICT channel specifically, a new sales division has been established headed up by former Azlan Managing Director Freddie Jones. “It is increasingly evident that the market adoption of network video is gaining momentum and that there are some clear opportunities for ICT channel partners who are willing to embrace this new wave,” he said. “The story of CCTV mirrors that of VoIP which was subject to a number of years of debate before winning full market acceptance. Although IP video convergence began a number of years ago, it’s only recently that the technology has begun to live up to expectations.”
The UK has been slow to adopt network video, as highlighted by the current UK market size. Sales estimates indicate that between 20 and 25 per cent of the UK surveillance
market is currently IP-based. However, research carried out by Norbain suggests that by late 2013 IP technology will be out selling that of its analogue counterparts. “This clearly represents a significant growth market of circa 30 per cent CAGR,” added Jones. “Moreover, given the shift in technology, this creates compelling opportunities for the traditional ICT Channel.”
CCTV is a well established and familiar market that will quickly gain from the many benefits that network video offers, such as anytime, anywhere access. “Network video has the potential to be applied to a number of applications, including health and safety or monitoring activities to improve efficiency of process,” commented Jones.
“With the development of open, interoperable solutions and analytical applications, the uses of network video will continue to grow. As well as this growth opportunity, network video creates enhanced pull through sales
Barry Shakespeare, Norbain’s Managing Director, says the company’s investment in IP BDMs to support all aspects of an IP environment is a clear statement of its long-term commitment to customers in supporting their changing needs during this period of market transformation. “BDMs provide an excellent customer resource for learning about new products and technologies, designing network video surveillance systems and working out how to sell IP and reduce costs,” he said. “In turn, this gives Norbain’s customers a competitive advantage when competing for business and developing lasting relationships with their customers.”
Norbain aims to provide every part of a network video IP security system. This ambition is backed up by the increasing range of not only suppliers of the hardware and software, but also by suppliers of network services and ancillaries. Few players in this arena come as large as networking and communications manufacturer D-Link. Looking to move into the security market, D-Link partnered with Norbain. “There can be no doubt from partnerships
such as this that the networking and security markets are converging,” added Shakespeare. “We are now positioned to provide customers with a complete solution for their installation needs, no matter if it’s IP, analogue or hybrid.”
Gearing up With significant changes afoot regarding how electronic security is installed, viewed and shared across a range of mediums, Norbain is gearing up to fully support its customers. New staff training programmes and initiatives have been implemented, along with an enhanced focus on IP products within the product and service portfolio. “Norbain’s role is to support our customers and help them to make informed choices on the technologies they should be using,” said Shakespeare. “We understand that each project is often unique and may, therefore, require a tailored solution to match. We recognise the technological changes the industry is experiencing and aim to ensure that both we as a distribution company, and our customers, are fully prepared to meet the resulting challenges and opportunities.”
Norbain is in the process of developing a range of professional services
Have you booked your table for the Comms Dealer Sales Awards? Visit
www.cdsalesawards.com
62 COMMS DEALER MAY 2012
designed to add value for its customers. The firm plans to deliver out-of-the- box services such as pre ‘dead on arrival’ testing, IP address pre-configuration and on-site support services such as commissioning and troubleshooting. “The goal is to deliver services in support of customers aimed at de-risking and cost reducing the installation,” commented Shakespeare.
Norbain’s Innovation Centres are located in Winnersh and Ashton under Lyne. Here, installers and end users can meet and discuss solutions with the support of Norbain staff if required, providing an important value-add to support customers’ business needs. At these premises, entire systems can be built, tested, configured and packaged up, which is some cases may even allow customers to invoice the end user for the equipment as soon as the customer acceptance testing is completed.
This new approach recognises that different customers have different requirements, explained Shakespeare. “In many ways this not dissimilar to the service world we all live in today, for example insurance and banking, where companies differentiate service delivery to their customers.”
Sponsor
Best Marketing Campaign
www.comms-dealer.com
n
Page 1 |
Page 2 |
Page 3 |
Page 4 |
Page 5 |
Page 6 |
Page 7 |
Page 8 |
Page 9 |
Page 10 |
Page 11 |
Page 12 |
Page 13 |
Page 14 |
Page 15 |
Page 16 |
Page 17 |
Page 18 |
Page 19 |
Page 20 |
Page 21 |
Page 22 |
Page 23 |
Page 24 |
Page 25 |
Page 26 |
Page 27 |
Page 28 |
Page 29 |
Page 30 |
Page 31 |
Page 32 |
Page 33 |
Page 34 |
Page 35 |
Page 36 |
Page 37 |
Page 38 |
Page 39 |
Page 40 |
Page 41 |
Page 42 |
Page 43 |
Page 44 |
Page 45 |
Page 46 |
Page 47 |
Page 48 |
Page 49 |
Page 50 |
Page 51 |
Page 52 |
Page 53 |
Page 54 |
Page 55 |
Page 56 |
Page 57 |
Page 58 |
Page 59 |
Page 60 |
Page 61 |
Page 62 |
Page 63 |
Page 64 |
Page 65 |
Page 66 |
Page 67 |
Page 68 |
Page 69 |
Page 70 |
Page 71 |
Page 72