Manoj Khadkikar :- The convergence of IT and Security is a big trend that we are seeing currently . IP solutions demand has increased dramatically . As technology becomes standardized , the services riding on the hardware are emerging as the differentiating factor .
Vikas Gupta :- What are the strategies for the channel partners?
Manoj Khadkikar :- Enablement : We need to keep the channel aware of the latest technology as well as upgrade them to deliver the solutions correctly to the customer . We have a continuous process of training partners through seminars and hands on workshops so that they can get used to the technology. Engagement: Once the partners are trained , we proceed to the sales engagement through various engagement plans . These include lead generation , Marketing coop support , partner loyalty programs and incentive schemes for the partners .
Vikas Gupta :- Festival season is coming up in India with Ganpati Pandals, Diwali Celebrations, etc. How is the company planning to encash on this market?
Manoj Khadkikar :- We already have a great response to the MYCS initiatives . A logical extension to this is the Ganpati Pandals . You will see Zicom solutions being used in a lot of these Pandals this year .
Vikas Gupta :- Zicom entered in to marketing with Bigg Boss and gained a lot. Any plans of associations of this kind?
Manoj Khadkikar :- Bigg Boss has been a great platform for us . It helped us reinforce the strength of Zicom . We are always looking out for opportunities which go in line with our brand . We will announce all such engagements as and when they happen .
Vikas Gupta :- Retail segment is growing at a good. How is the company planning to encash on this segment?
Manoj Khadkikar :- The retail sales and distribution arm of Zicom is actively involved in this segment and has already mapped and started engagement with Retail partners . Our reach will exponentially grow in the retail partner segment . The retail especially modern Retail & LFR also has taken up our solutions in big numbers .
Vikas Gupta :- What have been the major changes that company that the company has witnessed under your leadership?
Manoj Khadkikar :- We have been able to realign the distribution network and also drive geo expansion . To ride on this , we have also launched a Channel programme – Core Secure club , which drives loyalty engagement with the partners through various means – Lead genearion , Coop Marketing , Business Development , Industry vertical solutions , etc
Vikas Gupta :- What changes are you noticing that will affect the future of the Security industry?
Manoj Khadkikar :-
1. Consolidation : Slowly the customer is moving towards quality over price. hence the discussions about comparisons with low quality, low cost products have started reducing
2. IP : With IP solutions becoming more affordable, we are seeing more IT partners getting involved in Security Solutions
3. Services over hardware : the services are slowly becoming the differentiating factor over the hardware
4. Convergence of various technologies : Technologies like CCTV, Access , FAS , Intrusion are getting amalgamated rather than being a stand alone solution