Info4Security (I4S): Why did you choose to attend IFSEC International this year, and what are the main goals and achievements that you hope to realise from doing so?
Pedro Cantinho (PC): Apart from IFSEC International’s strong standing in the UK security market, it’s probably one of the most professional events in Europe. I say this because it covers a multinational audience of key influencers and decision-makers from the security industry.
Anixter is selective in its large-scale event participation, and we concluded that 2012 was the right time to reinforce to existing customers, new customers and market players alike our capabilities and the significant value proposition our company offers in this exciting market.
I4S: In years gone by, it has been themes such as IP, hybrid solutions, the emergence of networks or video analytics that have characterised the show. Is there a key theme you can see on the horizon that might well frame the 2012 event?
PC: Over recent years, we have introduced, evangelised and prepared for converged IP and analogue solutions, just as the early product cycle for any new technology demands.
However, we have shifted into a new cycle: one where we must educate and reiterate to our customers that the solutions we deliver are more powerful and offer security- and business-related advantages, chiefly tailored by vertical market specifics.
We want our customers to capitalise on these advantages by implementing better solutions that lower the total cost of ownership and derive the best return on investment. It’s a critical prerequisite for any successful business in a challenging economic climate.
I4S: What’s the key focus for the company at this year’s show?
PC: Our revised ipAssured concept is the umbrella topic that will lead our message this year.
We are keenly aware of the challenges businesses face when adopting a network-based video surveillance system or upgrading from an existing system. There are an abundance of customer-specific factors to consider and a wide variety of options available in the market.
Additionally, security networks most often have products from different manufacturers that use different protocols.Since there is no one-size-fits-all approach, it’s important to address these challenges when migrating to an IP solution. The following are just a few of the challenges customers need to address:
- transitioning to IP from an existing analogue network
- maintaining a legacy system
- sustaining reliability while migrating to a network system
- ensuring functionality and quality during and after the migration
Based on customers’ security applications, Anixter can help them make informed decisions about their security direction regardless of where they may be today on the IP migration continuum.
I4S: Are you targeting any particular vertical sector at present? If so, why? What opportunities do you see emerging?
PC: As the world’s largest IP security distributor, we get involved in a broad range of vertical markets. Retail, transportation, critical infrastructure, public surveillance and the fast growing niche of data centres are on our priority list.
To add value to those markets, we build portfolios using specific solutions from different manufacturer partners and deliver them with our customizable and project-specific Supply Chain Solutions.
I4S: Can you offer your views on the convergence of information and physical security?
PC: Convergence simply means relating logic to physical security and bringing the two together. We’re in a unique position to facilitate this and even be a catalyst to promote collaboration between manufacturers and to accelerate uptake rates among end users.
Our position in the market, our strong relationships with key players in the IT integration landscape and our growing relationships with the best security integrators give us an edge and add significant value for end users.
I4S: On the macro level, what are your views on the current business landscape and the economic conditions prevailing in the UK?
PC: The UK market represents a massive opportunity. Even though it is the biggest market in Europe for surveillance and has the highest number of cameras per capita in the world, the UK market was also one of the slowest in Europe to adopt IP-based solutions in the recent years. However, things are changing.
Today, all the serious players in this industry view the migration towards IP-based integrated solutions as the way forward, and solutions providers such as Anixter need to provide customers with the insight needed to build a migration path and deployment plan that focuses on real business benefits and extended safety and security capabilities that make sense to the customer.
That’s why our ipAssured message is proving to be so relevant to organisations today.
I4S: In addition, can you tell us your opinions on the present state of the UK and international security markets?
PC: We acknowledge technology trends are global and we see the migration towards IP-based networked solutions taking place in all the regions of the world.
We also believe that, to better serve our customers, we have to combine global trends with the specifics of the local security market characteristics, whether they are technology, social or business related. That’s why Anixter is located in more than 260 cities and 50 countries around the world. We bring sales and technological support close to customers where they operate.
Global customer and project support is a key element of our strategy as well, and we have a dedicated organisation to support those companies. Deploying security projects internationally is extremely complex and, if not managed efficiently, these projects can incur significant added costs.
With a strong global presence and experience in supply chain management worldwide, Anixter provides the essential expertise to identify Best Practice in global sourcing, procurement, material management, importation services, deployment and transportation management.
The local aspect of our business also enables Anixter to recommend to its customers the best local integrators to implement their security projects. Consistency of global support along with localised execution brings great value to our multinational customers.
Anixter at IFSEC International 2012
Hall 4 Stands A150, A160, A170 and Stands B170 and F70