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We Enabled Partners Grow Revenues by 30 Percent

Thanik B, Director, Segment Marketing & Business Development, Lighting Controls & BMS Products, Schneider Electric, spoke to Amit Singh on increasing importance of PSIM solutions and how its partners grew revenues by 30 percent

What are the benefits you see around convergence of IT and physical security solutions?

Thanik B, Director Segment Marketing and Business Development, Lighting Controls and BMS products Eco Building Division Schneider Electric India
Thanik B, Director, Segment Marketing & Business Development, Lighting Controls & BMS Products, Schneider Electric

For businesses having multiple distributed offices, convergence of physical and IT security can assist in enhancing the controls. Sectors like healthcare are taking advantage of integrated security to enhance their asset tracking mechanisms and are using IP cameras help analyse suspicious movements inside the buildings. Unified access solutions means less cabling and fewer network connections. Returns come from less man power and simplified single console management.

Schneider Electric’s comprehensive EcoStruxure Building allows exchange of data and analysis from energy, lighting, HVAC and fire safety systems while leveraging digitization. It permits anytime, anywhere access to actionable information. The IoT-enabled open and interoperable system architecture provides enhanced value around safety, reliability, efficiency, sustainability and connectivity – optimizing building performance and saving up to 30 percent on energy costs.

Built upon open standards and best-in-class cybersecurity, our easy-to-deploy solution seamlessly connects everything from sensors to services over one IP backbone to maximize energy efficiency, space utilization, security, safety and occupant productivity.

How do you see the role PSIM increasing in the physical security market?

There have been a number of technological advances in the last few years, but four dynamics in particular deserve special exploration. All four are actively reshaping how PSIM products are developed and what end users are now expecting in the security market.

One of the most interesting of these dynamics is social media. Enterprises and large municipalities today routinely monitor Twitter feeds to identify traffic disruptions or potential protest activity near a facility. In recent months, some PSIM systems have harnessed the immediacy and speed of the medium, using keyword prevalence, geospatial information and hash tag monitoring of social media to obtain a broad perspective of what is happening in a locality or at an event.

Another powerful change agent is mobile technology. Mobile technology in PSIMs will likely become more mainstream as users become more accustomed to using apps to accomplish their daily tasks.

Cloud computing is another trend that is having a significant impact on the market and the development of PSIM products. By decreasing the need for on-site servers and databases, cloud computing can reduce physical space needs, maintenance and hardware costs, and IT staffing requirements.

Further, IoT is moving beyond being just a buzzword and is becoming a reality. Big and small data is streaming into users’ and operators’ hands rapidly and in great volume. In many ways, the PSIM can be viewed as an IoT application. PSIMs today collect a variety of event and health data from different sensors to correlate information and provide insights into incidents.

PSIMs of tomorrow will be able to collect all of the data that sensors of different kinds report and then make use of that data to find patterns and meaning.

As these four trends further permeate the industry, the PSIM market will no doubt change and adapt quickly. As data sources and data volumes continue to grow, the need for a platform that can provide understandable and actionable intelligence will become exponentially more valuable.

What are your recent channel initiatives in India? 

We provide educational, collaborative, marketing, and financial benefit to our channel ecosystem under our partner programs. Channels joining APC get multiple certifications and updated training, flexibility to choose from various certifications, profit making opportunities, and access to huge IT and non-IT product portfolio.

Besides, the company also runs EcoXpert Partner Program – a worldwide network of Schneider Electric trained and certified partner companies which offer local expertise and support to resolve the challenges of shared customers.

The partner program has proved to be a successful business strategy for the company in reaching out to its customers. Owing to the robustness of the program, that includes year-long learning initiatives and collaboration to stay abreast of the industry trends and technological developments, the partner community witnessed approximately 30 percent growth in their revenue in 2016. The success of the program can also be witnessed through Schneider Electric’s 27 percent YoY growth in 2017 (as on July), recorded through channel partners.

The EcoXpert Program facilitates quick on-boarding of qualified partners, provides training, sales and technical materials. India is the only country to launch all 5 badges in EcoXpert Program with commercial policy

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