HID ensuring delivery of secured Identity!

Ranjit Nambiar,
Director - Sales (India & SAARC) HID Global

What is the size of the surveillance and security industry in India?

Securing life and property has emerged as a key concern and the need of our society today. Post 26/11, companies and governments have begun to look beyond IT - at the physical infrastructure. Their focus is now on three key areas - security of physical infrastructure, the resilience of the security system and the disaster recovery mechanism they have in place. Though, a couple of years back, awareness about security in India was low, but now the adoption of security technology has increased and, it seems that there will be an uplift in the security technology in India.

At present in the country, we have been growing at 25% and expect it to grow in the future, considering the increase in the awareness and need for security systems across large sections of end-users.

Tell us something about your product line? 

HID is known for the flexibility of its products by adding multiple-technology capabilities to its entire product line. Users of HID products can select the specific technology combination that best suits the needs of different applications, or they can add yet another level of security by using multiple technologies at each door. This provides users the ability to seamlessly upgrade to new technologies and add new applications. For increased security, users can incorporate a photo ID or anti-counterfeiting element such as a hologram or ultraviolet ink on their credentials. But Access control and the PA systems are our niche focussed areas.

Major technologies or products include 13.56 MHz Contactless Technology (iCLASS, OMNIKEY, FlexSmart MIFARE and DESFire, SmartID MIFARE and DESFire, Sokymat), 125 kHz Proximity Technology, (HID Prox, Indala Prox) and Multiple Technology (multiclass, SmartTrans). Our range of Identity Solutions include Asure ID and Fargo. The Networked Access Solutions comprise of Edge, VertX CS and Embedded Solutions.

The new approach to security is about bringing all the security systems on a common platform where they can exchange information and communicate to each other that aids in quicker identification of incidents, faster responding to threats and communicating across channels, sectors and boundaries.

Elaborate USP of HID products. Is the competition healthy?

Alliances with the best-of-class development partners allow end-users to experience the power of hardware and software solutions that increase security and optimize efficiencies in a variety of applications. HID Global recently acquired ActivIdentity, a global leader in strong authentication and credential management. The acquisition will expand HID Global's logical access offering and create a unique portfolio of converged physical and logical access solutions. In a recent partnership, HID Global and Sony have formed an alliance to create Contactless.  

The USP of our products is that we not only speak about security products with advanced versions, but our products are designed with high grade reliable inbuilt security. Most of our competitors are regional or country-specific rather than at a global level. We see the competition is healthy, but at the same time it would bring to light that one can't avoid the price fight thrown by cheaper Taiwanese, Korean and Chinese manufacturers.

What are the potential market verticals for your solutions?

Security equipments adoption was more concerned with the metros or tier-I cities, but this was a five year back story. Now, it is making way to tier-II and III cities. In terms of the emerging verticals, IT, ITeS, BFSI and MNC banks lead the list. Though they are the early adopters, still they are the most promising verticals since they are growing in numbers. Oil & gas and airports are the late adopters. 

In a nutshell, end-users of HID products and solutions include businesses and organizations in virtually all the industry sectors with a need to protect or control information or people. These include government, healthcare, retail, industrial, commercial, airports/ports, financial and educational institutions, food and animal tagging, industry and logistics, to name a few.

What are the opportunities for the channel?

Ours is a completely indirect model, i.e. sales through channels. HID Global sells its secure identity products and solutions to OEMs, system integrators, application developers and channel in domestic and international markets. Major OEM partners include Honeywell, GE, Lenel and Tyco. Talking specific about the Indian market, we are sold through 20 large Indian IT companies like HCL, Wipro Infotech etc.

We also have a typical distribution model that comprises of 8-10 distributors to cater to the smaller towns and cities. They feed smaller installers. Five years back, the installer base was around 200 and now this stands at 2,000-2,500. We also have IT and telecom turnkey partners.

HID has a lifetime replacement warranty. The replacement process is managed by our distributors only. And, level I servicing is taken care by the partner (both OEMs and installers).

For more contact: 
beenish@varindia.com