“We are strengthening our domestic presence in Tier 2 cities through our existry partnership programs”

In an Interaction with DQ Channels, Sudhindra Holla, Sales Director – India & SAARC, Axis Communications shares his business Strategies and the Future Roadmap

What is the portfolio of product range?

With India’s increasing focus on security and surveillance, Axis’ commitment to extend its reach and support in India is driven with our widest portfolio of products and solutions. In sectors such as banking, IT, transportation, retail, healthcare including the Government, City Surveillance/Safe City & Critical Infrastructure and we see a huge potential in the uptake of security and surveillance solutions.

Axis is one of the pioneers in IP based surveillance solutions. As leaders in video surveillance, we emphasize on innovation, strength and durability which are customized to the needs of different market verticals such as retail, BFSI, smart cities, critical installations and industrial applications.

Recent product range includes:

  • AXIS Q61 Series of pan, tilt, zoom (PTZ) dome network cameras. With outstanding video quality in 4K Ultra HD s, the new AXIS Q6128-E is suitable for both indoor and outdoor installations, in low light and challenging environmental conditions. This makes it ideal for a range of applications such as shopping malls, parking lots and sports stadiums, as well as city and perimeter surveillance.
  • AXIS Perimeter Defender

Axis Communications offers a complete perimeter defense solution with the AXIS Perimeter Defender, a scalable and flexible video analytics application for intrusion Zone crossing and loitering, in the enterprise market. Combined with Axis’ network cameras, Axis network horn speakers and third party video management software, the application forms a comprehensive, video-based solution for effective perimeter surveillance and protection, designed to reinforce physical access control in demanding and large-scale installations.

  • Axis Multisensor Panoramic Cameras

Axis Multisensor panoramic cameras provide high-resolution 360° and 180° video surveillance coverage. The 8-megapixel AXIS P3707-PE, with four varifocal camera heads, enables a 360° coverage or a combination of overview and zoomed-in views in four different directions. The 15-megapixel AXIS Q3708-PVE features three image sensors for a 180° surveillance and technologies for handling challenging lighting conditions.

What is your the GTM strategies?

Axis Communications is a largely channel oriented company covering Indian metros and cities through our ecosystem of partners – distributors, resellers, system integrators and application developers. We are strengthening our domestic presence in India with the help of our existing partnership programs, to reach tier 1 and 2 cities across the country. We aim at doing this by expanding our product portfolio, introducing innovative products using the latest ground breaking technologies we infer through market feedback and requirement. We have mid-size and large scale systems to focus on the industry segments like manufacturing, city surveillance, Education, Hospitality, Commercial sector(IT).

What is your specific channel structure?

Axis is a two-tier channel model with distributors and channel partners being integral part of Axis business. We have ecosystem of solution partners who cater the needs of Medium business solutions. Our channel partners drive Axis End to End solutions to different business segments. Axis network of partners, distributors, system integrators focus on industry segments like Retail, Education, Manufacturing, City surveillance, Transportation.

How many channel partners you have?

Globally, we currently have 90,000 partners spread across 179 countries. In India we have 2000+ channel partners with 23 solution partners.

What is the channel scheme?

We at Axis sell exclusively through our partners using an indirect distribution model. Axis’ way to the market is through a two-tier model for its sales process, utilizing distributors and resellers system. Our channel schemes for our partners include:

  • Channel Partner program (CPP) for System integrators.
  • Application Development Partner (ADP) program for software vendors to streamline software integration with our Axis products.
  • Architecture and Engineering program (A&E) is for network architects andengineers to design smarter security systems.
  • Our Enterprise sales are achieved by the best of breed channel partners through various programs.
  • We incentivize our partners by means of Medium business programs.

How many security and IT distributors you have?

In total, Axis has four distributors in India SAARC region. Two are IT distributors, one is Infrastructure distributor and one is Security distributor.

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