Security Watch: View from the top

New leaders share thoughts on the reseller community

This month we continue our query of new management in the security industry, with participation from Altronix, MOBOTIX and Panasonic. See the May issue for the first installment of "View from the Top."

Q. What changes have you made to the organization?

Alan Forman, President, Altronix Corp.-"Altronix has always been focused on providing value-added solutions for our customers. Technological developments in the marketplace are evolving rapidly and we have ramped up our efforts to stay ahead of the curve. We continue to invest in R&D and expand our engineering and manufacturing capabilities and enhance customer support overall. Altronix is also ISO 9001:2008 certified, which assures we consistently deliver the highest quality products to meet our customers' highest expectations.




Steve Gorski, General Manager for the Americas, MOBOTIX-"MOBOTIX, having penetrated Europe with its unique high resolution IP video security solutions, sees the U.S. market as a prime growth target for 2010 and beyond. Our goal is to drive anticipated growth by expanding the company's sales and distribution channels through selective growth among current and new integrator and reseller partners, introducing new camera functionalities and targeting a broader group of vertical industries such as retail, transportation and small-to-medium-sized businesses.

Currently in the U.S., market share for high-resolution IP cameras is below 30 percent. This is largely due to the inability of existing CCTV, or even new IP networks, to cope with the high-bandwidth loads associated with sending large megapixel images from a camera to a central processing system. MOBOTIX is targeting the U.S. market with its 'decentralized' concept-a patented technology approach to video surveillance that unlocks the power of high-resolution by integrating the hardware, software, computing and storage all on the camera itself.

Bill Taylor, President, Panasonic System Networks Company-We have realigned our business units at Panasonic System Networks Company to offer a broader, unified range of complete solutions. Technology advancement, particularly the networked environment, is working to blur the lines between our product categories. The common use of Internet Protocol enables our telephone systems, point-of-sale systems and video surveillance systems to all speak the same "language" and therefore to interoperate in the context of an IT-based environment. This presents the opportunity for Panasonic to unify our products into complete system solutions for the enterprise. Our end-user customers are also seeing their own operational lines blurring across company departments as the enterprise becomes a singular technological entity. This presents a possible opportunity for end-users to become involved in buying technologies that both interoperate with security and work broadly across multiple corporate functions. It's also a chance for our reseller partners to expand their product portfolios, or to partner with our resellers in other categories.

Q. Have you changed the management structure, the organization and/or focus and is there a reason/vision attached to this?

Alan Forman-Our management and organizational structure has not really changed, but we've expanded all areas of engineering/production and sales and marketing to accommodate new growth and to provide additional support functions. One specific segment focuses on education for both our reseller partners and end-users so they are up to date on our latest solutions and how to deploy them most efficiently.

Steve Gorski-In 2009, MOBOTIX created my position in order to drive an aggressive expansion plan in the U.S. and Latin America. With the new team in place, the company has focused its resources on a core group of strategic business initiatives: strengthening relationships with a select group of new and existing reseller partners; investing in enhanced sales and marketing support to grow market share; and targeting an expanded list of vertical markets, including retail, transportation, education and the military.

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