Pelco is in the process of expanding its SI base in India

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Saranbir Baweja, Country Manager – India, Pelco

Since India joined the MEIA region, Pelco now enjoys access to the Customer Experience Center and the Dedicated PGTI Training Lab in Dubai. The company is also in the process of expanding its System Integrator base and is conducting dedicated roadshows. In an interaction with CRN India, Saranbir Baweja, Country Manager – India, Pelco, shares more details

What are the current trends prevailing in the surveillance industry?
Some of the major trends we see in the surveillance industry, especially in the CCTV space, include increase in the presence of Artificial Intelligence (AI) and cybersecurity needs. AI has been around for decades, but recent advances in Deep Neural Network technology and the increasing availability of inexpensive computer resources enables AI to make a significant impact in the policy-intensive physical security arena – intrusion detection, access control, video surveillance, fire detection and suppression.

With the emergence of digital technologies like AI, Machine Learning (ML), and Internet of Things (IoT), what sort of innovations are offered by Pelco?
One product that we feel leads the security industry is VideoXpert – our video management system. With features like Intelligent Analytic Overlays and VxMaps, VideoXpert provides a robust AI solution.

How significant is the Indian market for Pelco; what’s the contribution of this market to the global revenues of Pelco?
The Indian market is an important and a growing market for Pelco. We were the first surveillance company to include a BIS certification across the entire product line. Before the end of this year, we are also going to release the GFC range, including the mini dome, bullet, and box cameras. The Indian market significantly contributes to Pelco’s global revenues through the acquisition of new and powerful talent. There have been sweeping changes made in the last 18 months. Pradeep Nair, for example, has onboarded the company as the Vice President of the MEIA region. I recently began my role as Country Manager since the beginning of this year, and we also just hired a senior sales manager from a close competitor.

How do you see the role of channel partners evolving in this era of digital disruption?
Our channel partners occupy a crucial role at Pelco. Since India joined the MEIA region, we now have access to the Customer Experience Center and the Dedicated PGTI Training Lab in Dubai. We are also in the process of expanding our System Integrator (SI) base and are conducting dedicated roadshows. We trust the importance of channel partners, particularly in India, and we thank them for their engagement with Pelco.

How are your broader offerings and increased incentives accelerating business growth of partners in the country; and how are your sales enablement tools and rewards programs boosting partners’ revenue opportunities?
We have kept a lucrative incentive program for channel partners who sell our end-to-end solutions. We also have new online lead management system, wherein we can reach back to people who have shown interest in Pelco. We are also passionate about providing support for our end-users through professional services, whether they need training, field support, remote services, or advanced phone support. At Pelco, we don’t just sell products; we provide solutions that meet all types of security needs. We help our partners deliver solutions for specific verticals. It is our duty to understand end-users’ needs and challenges, so our partners can provide the best solutions at the best price.