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MKI Bets Big on Physical Security

Delhi-based MK Infosystems (MKI) is betting big on PS with its recent expansion in Middle East and increased focus on government and PSU projects in India.

Manoj Bisht, CEO, MKI

The company has built a team of 40 people and has recently expanded in Middle East with operations in UAE, Oman and Kuwait. “Gulf region is witnessing rapid infrastructural growth and the focus is on building city surveillance systems. We already had few large customers in UAE for our networking business, which gave us confidence to expand,” shares Manoj Bisht, CEO, MKI.

However, PS norms in UAE are quite strict as the police department issues license after completion of training of the engineers and subsequent tests. We received our license last year only, he adds.

The company has implemented 5 projects and is in advanced stage of winning the city surveillance project worth Dirham 70-80 million for Ras Al Khaimah and Fujairah cities in UAE.

In India, the company is focusing on big ticket projects from government and PSUs. MKI implemented a remote monitoring project worth Rs 80 lakh at Terminal 3, Delhi Airport. It recently implemented security projects worth Rs 7 crore for Bharat Electronics’ Bengaluru campus and for Rs 4.2 crore at its Panchkula campus.

While PS contributed about 10 percent to MKI’s revenue 7 years back, the share has grown to almost 40 percent in the last fiscal. “In the current fiscal, we expect it to contribute about 50 percent. Over the time, we have transformed into a PS solutions provider from network integrator earlier. Currently, we see large opportunities from city surveillance and smart city projects,” says Bisht.

Elaborating on his journey in the PS domain, Bisht informs that MKI ventured into the PS business to broaden its portfolio and leverage its customer base to offer IP installations as a value-add, during the slowdown in 2008. The company tied up with Infinova and Pelco. “We hired two engineers for PS, identified three resources internally, and focused on training. We attended all the vendor trainings and invested around Rs 15 lakh on training and PoCs. Creating a PoC helped us demonstrate the effectiveness of our offerings and convinced prospective customers. Although it pinched in the beginning, it paid heavily later,” recalls Bisht.

The company took several small projects from existing customers. Informs Bisht, “Our initial project was from ICICI where we placed 8-10 IP cameras at few of its branches. Later the project got bigger and we implemented IP surveillance in 80 of its branches over two years.”

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