Security solutions are a staple for most solution providers, but Ingram Micro Canada (NYSE: IM) believes the channel community can take it a step further and add revenue streams through physical security.
Jennifer Harmon, senior sales manager for Ingram Canada’s Physical Security Solutions Division, admits this will be a new skill set for the channel. Besides bringing best in class vendors for the new division, she said education will be a key factor. Her plan is to educate sales reps and solution providers, and identify the key components and structures for solution providers to make physical security a core part of their value-add to customers.
“They already provide IT security and are being asked by customers about physical security, which will provide new revenue streams,” Harmon said.
She added that in North America billions of dollars are being spent on surveillance, access control, and alarms. “It’s become a big market,” said Harmon.
There are several components to physical security such as guards, canines, fire systems, alarms, access control, surveillance systems and system software. Harmon said that Ingram would not get into the business of distributing dogs or humans for guard duty, but can point resellers in the right direction if customers require those types of solutions.
Currently on Ingram’s physical division roster are 3M, Acco, Aten, Axis, Comtrol, D-Link, Fellows, Next Level, PowerDsine, Q-See, Sony and TrendNet, with more vendors coming later round-out the line card for physical security.
Some of the key vendors are:
Axis Communications for IP and video surveillance;
Aten Technology Inc. for its VanCryst solution of video matrix switches, extenders and repeaters;
Fellows for rugged shredding solutions;
Next Level Security Systems for video management, access control, video analytics and VoIP capabilities;
PowerDsine from Microsemi, providing power over Ethernet for campus environments;
Q-See for security cameras and monitoring;
Sony for its IP fixed and rapid dome cameras and security video encoders; and
TrendNet for its wireless, storage and print server solutions.
Ingram’s U.S. operations tinkered with physical security in 2009, recognizing that businesses were converging the security side of IT with the physical side, deciding to put dedicated resources into servicing this area.
Harmon said Ingram Canada is working with its American counterparts on new solution path guides for the physical security market opportunity. These blueprints for business are still to be finalized and will provide margin revenue opportunities along with other strategies to bring more “stickiness” between the customer and the channel partner.
She added Ingram would work with these new vendors on authorizing solution providers in Canada to sell their products.
Follow Paolo Del Nibletto on Twitter: @PaoloCDN.
