Ingram Micro New Zealand boss Gary Bigwood is bullish about the opportunities new Ingram Micro signing HikVision brings for Kiwi resellers, saying channel partners are well positioned to take advantage of security vendor’s offerings.
Ingram Micro signed on as the local distributor for the physical security device vendor late last month.
Bigwood says the security and surveillance solutions market is rapidly evolving, and as it continues its rapid transition from analogue equipment to IP-based solutions, resellers can now, more easily than ever, provide their customers with networked security solutions that literally extend beyond the standard office environment.
“When we started working with Hikvision earlier this year, we had high expectations,” he says.
“Our experience to date has demonstrated beyond doubt that the Hikvision security solutions are a perfect complement to our existing portfolio of networking, server, storage, UPS, monitor and software products.
“This not only enables our customers to achieve new revenue opportunities but also allows them to order a complete solution from one distribution partner,” Bigwood says.
Tony Lagan, HikVision regional business development manager, says security and surveillance, once a domain removed from the IT department, is becoming increasingly ‘IT-ised’ and moving into the IT department.
He says the distribution deal with Ingram Micro offers resellers a chance to open up new revenue streams and reap the rewards from higher margins.
“IT guys traditionally have had to be happy with lower margins of five to 10 points. But in the security industry its not uncommon for installers to make 35 point margins,” Lagan says.
“This is about opening up new revenue streams for resellers.
“You’re already in there putting in VoIP phones, UPS, servers, networks, storage, Wi-Fi… this enables you to add another layer to what you offer.”
Lagan has joined Ingram Micro for its annual Showcase, currently making its way through Auckland, Wellington and Christchurch.
Speaking to ChannelLife at the Auckland event this morning, Lagan said HikVision is the largest CCTV manufacturer globally, and three times bigger than its nearest rival. He says that scale translates to big benefits for resellers, with the company able to invest heavily in research and development, and develop and deliver products to market ‘at a very competitive price’.
“Because of the large volumes we buy – three times more than others – the cost of manufacturing is reduced for us,” Lagan says.