Even though they don't make CCTV products, Allied Telesis are successfully selling their wares into the security market. What began as a request to help design a surveillance network 5 years ago, led Scott Penno to identify a gap in the market that, from his perspective, had opportunity written all over it.
Observing a growing number of security installers struggling with the concept of IP convergence he set about introducing an education and support program. Identifying and engaging the opportunity all those years ago, is paying significant dividends for the company, amounting to an impressive portfolio of security installations where their networking products have been deployed.
Scott explains their strategy has been more about helping the customer, (quote) "...in the networking space, switches are often very similar. So it's not about the box, it's not about the product, it's about the service and support." A most unusual, but certainly refreshing admission for any vendor to make. This kind of self-honesty has influenced a channel strategy that is obviously working. To assist installers get up to speed, Allied Telesis offer a training course which is broken down into a series of modules that include hands-on workshops.