D-Link sets eyes on surveillance solutions

Networking major, D-Link India, is constantly on the lookout
for newer business segments. Just a few months ago, it got into the UPS
business. And now, it is training its sights on the surveillance market.

The company will soon launch IP cameras, IP alarms and access
cards in the market. This will comprise its digital surveillance division.
D-Link will leverage on its existing channel network to push this new range of
products.

During the recently held channel awareness drive 'Explore
2005-06' D-Link had outlined some emerging areas where its partners could
invest in today and gain the first mover advantage. Said Tushar Sighat,
VP-Channel Business, ( India and SAARC), D-Link India, "Margins are eroding
and we want our partner to focus on newer business segments where they can make
good money. Also, most of our partners are already selling to SMB customers, who
will find the surveillance products

useful."

D-Link will offer IP cameras that can be fixed in a room and
people can monitor the activities within the place, that too over the Net,
anytime and anywhere. We will also offer access cards and IP alarms. "These
solutions will cost upwards of Rs 25,000, which makes it affordable for all kind
of SMB customers and even corporate houses and manufacturing units," noted
Tushar.

The vendor will create a network of 70 to 80 select
surveillance partners whom it will train to offer these solutions. The partners
will have to invest in this segment, train their people and D-Link will drive
their resources to maximize the mutual return. It will also put in place a call
center which will make outbound calls for lead generation.

"When our partners bag an order for networking, they can offer
surveillance solutions as a value addition. These solutions will give partners
better margins as there are not too many people with offerings from well known
brands in the market. As these solutions become more prevalent we will offer
them some other solutions, which will again boost their bottom line," added
Tushar, while talking about the lucre of this business.

VINITA BHATIA