The surveillance market in India has tremendous growth prospects

Sangeeth Kumar, Managing Partner, Travancore Telecoms, Thiruvananthapuram,
Sangeeth Kumar, Managing Partner, Travancore Telecoms, Thiruvananthapuram,

Q. In your opinion, what is the state of security industry in India and what is the trend you see in the space?

The surveillance market in India has tremendous growth prospects and has grown multifold in the recent past. Increasing terror threats, growing public and private infrastructures, and increase in crime rates have resulted in the demand of surveillance market in India.

Some of the driving factors for the growth of video surveillance market in India include increased installation of surveillance cameras, improved infrastructure and deployment capabilities, rise in demand for intelligent and scalable video surveillance solutions, rise in demand for cloud based surveillance solutions, and growing adoption of IP cameras.

Q. Which market are you targeting?

Some of the market verticals we are targeting include Government and Transport, Banking and Financial verticals and other commercial offices. Street surveillance is also a growing segment in public and private sector.

Q. What are the various security related products that you offer?

CCTV, NVR/DVR Solutions, Biometric Access Controls, Automatic Gate, Boom Barrier, and Burglar Alarm with Sensors are some of the security solutions we offer.

Q. What is the advantage of Matrix products vis-à-vis the competition?

Matrix is a SUBSTANCE brand. Substance is in the DNA of Matrix solutions. Substance in the form of technology, depth, genuineness and going beyond the mere outer façade and offer more values in all the areas. This is what differentiates Matrix from the lot. Matrix solutions are packed with ‘More’. More productivity, more applications, more flexibility, more functions, more features, more cost saving, more reliability and more support. Matrix positioning is based on offering more of these true inherent values, which customers expect from infrastructure solutions.

Q. What is your marketing and channel strategy?

We’ve earned a significant amount of clients in the last few years, generating leads and sales promotions for our security products. Some digital marketing tactics were extremely successful. One of our greatest learning is that we have to constantly experiment, try new ways in marketing and most importantly, talk to the client and make sure whether their requirement is being filled with quality solutions. Also, existing clients’ reference cases are converting into sales by the support team.

Q. What is your support strategy?

Our customer centric approach has helped us create a niche for ourselves in the industry. Further, we also facilitate perfect functioning of our products with the help of our customer support cell. All the queries raised are dealt with utmost promptness and reliable solutions are provided. We, TRAVANCORE TELECOMS, specially emphasize on after-sales support, for which our engineers have undergone special training at the principle’s premise itself. We have a large number of support staff that provides 24X7 support to customers so that we can complete the projects and services inside committed time.

Q. What are the challenges that you are currently facing in India?

The main challenges are, unorganized sector floods the market with poor quality products that are priced very low. With India being a price-sensitive market, it becomes very difficult for players from the organized sector to compete with cheap sub-standard products. The challenges include people’s lack of readiness to trust newer technology, where in most cases they are concerned about the prices.

Q. What kind of plans and expectations do you have for this segment this year?

To avoid competing solely on price, we have decided to focus on enterprise projects where clients are willing to spend more on advanced technology and a brand they recognize and associate with quality. Tailoring their solutions for particular verticals is an important part of this targeted approach to winning business.


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