Compaq gets aggressive on biometric product

Compaq India is seeking partners to aggressively sell its finger identification product in the banking sector. The product--Identix USB Biometric FIT Device-- has been available in India for over two years, but the thrust to promote it was lacking so far.

Admits Sanjeev Wad, Business Manager, Distribution Channels, Compaq, "A strong focus on this product segment has been absent because we felt that the Indian market was not ready for it. But we have deployed this product for a few banks in India." He believes that with the increasing computerization and networking happening in banking institutions, there is an immense potential for such products. "Now what we need is a channel partner who is already doing networking for banks to

come forward and tie-up with us for this product," adds he.

The Identix USB Biometric FIT Device utilizes sophisticated biometrics technology to tighten network security, reduce network management expense, and simplify user log on. The machine scans the fingerprint, saves it in the database and can be retrieved to verify the signature of a customer. It costs between Rs 5,000 to 6,000 and partners can enjoy a margin of eight to ten percent.

However, partners are divided about the business scope of these products. Says Sandeep Parasrampuria, MD, The Best, "I think the concept of biometrics might not take off in India at the moment. We had plans to bring in keyboards with fingerprint identification, but had to shelve it, when our market research showed us that there are not many buyers for it."

Nitin Shah, MD, Allied Digital Services, on the other hand is very enthused by the prospect of this product. Though he states that his company has not sold these products to any of the banks for which they have done complete networking, he sees a great scope for such product in India. "The product is not very expensive. And in banks, it is imperative that all transactions are secure. Biometrics is a great way of ensuring authenticity." According to him, there is also a lot of value channel can add in terms of creating awareness.

VINITA SUVARNA-BHATIA



MUMBAI