Anand Swaminathan, CEO, Zicom Electonic on Channel expansion and Partners’ Profitability…

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Schneider had acquired Zicom Electronic Security Systems\' electronic security systems integration business.

Schneider had acquired Zicom Electronic Security Systems\' electronic security systems integration business. Anand Swaminathan, CEO, Zicom Electonic Security talks to Pragya Gupta on its roadmap and new initiatives for the Indian market

Pragya Gupta: Kindly shed some light on Zicoms product offering in security and surveillance? What products do you see generating a good demand?

Anand Swaminathan: We have product offerings for home as well as commercial segment. In home segment video door or phone products are experiencing a good demand and in commercial segment CCTVs, DVRs are selling high in volumes. Moreover, demand for accessing system, fire detection is also growing. Our IP cameras, Central Monitoring stations, Video Monitoring stations are growing strongly in the retail segment.

PG: What is you channel ecosystem for Home and Commercial segment?

AS: We are catering to home segment directly which we are doing with our sale

s representative and with retail reach. For commercial category we are doing 100 per cent business through IT channel. We have a distributor in all the state where we have a presence. Currently, we are working with around10 distributors and 1500 system integrators (SIs) across the country. We are planning to increase the count by adding 5000 SIs by end of this fiscal.

PG: What are your criteria to appoint a channel partner?

AS: The partner should have a good reach. They should be able to provide us a good market access. They should have capabilities of creating demands, should be able to give value adds to the consumers rather than just pushing boxes. They should also have technology and sales team.

PG: What kind of profitability can a partner expect while working for Zicom?

AS: Partners have vast opportunities in this business. The margins are in double digits and can be as good as 35 per cent. Customers ask for security prod