SINCE 2010
Zicom back on track with another pioneering biz model - 3.0
Q. Zicom pioneered the category of Electronic Security & the IOT category- How has been the journey over the last 25 years ?
The last 25 years of our existence in the security and surveillance industry have been phenomenal. We have seen this industry grow from a small one to almost a $1bn industry. We have been fortunate to have played a leading role in the way this has evolved. We too have evolved in various aspects along with the industry.
Zicom 1.0 : We have seen the 1st phase of this industry being primarily related to the product, where the products started becoming more visible and available. As security became more and more accepted, more players entered the market. Zicom grew to become the largest Security SI in India . This phase saw Zicom involved in a large number of marqee projects like City Surveillance projects of Mumbai, Banglaore, Chandigarh, Commenwealth Games, Supreme Court of India etc, This phase also saw us Hiving off our project business to Scheneider
Zicom 2.0 : The Phase 2 of this industry saw the pioneering of new IOT GTM by Zicom. The concept of “Security as a Service“ being offered to customers on an Opex, recurring revenue model opened up a big nascent demand in both the Enterprise segment as well as the housing Society segment. The esurveillance requirements of almost all BFSI customers has now moved to this model from the previous structure of capex mdoel. The fundamental mind shift from Product to Service was not an easy process . In fact , the channel community has been still lagging in terms of adoption of this model. But as is eveident in other industries also, the Service mindset is a MUST for all partners now to survive in the long term. Our SaaS Business has been a runaway hit, once again we successfully pioneered the IOT category in India with some awesome IOT services.
Q. So what is the next big thing
Zicom holds a reputation of being the pioneer of security technology in India. We have it in our DNA to create imagination into reality, we have come up with the future technology which is AI and IOT at the ease of your door step. Thus introducing Zicom 3.0.
Zicom 3.0 : The next big wave is AI and IOT. We are witnessing this two trends currently. As more and more devices and sensors get connected over the internet, the solutions move closure everyday from a reactive to a proactive solution. The hybrid model of IoT devices connected to application software hosted on cloud Centre gives the enterprises the best of both the worlds. Initially only restricted to large enterpises, now this has started percolating to mid market customers. This will lead to a increased business opportunity and an opportunity for partners to tap this and make it integral part of their business. The direct result is an increased margin, and additional revenue stream
We also are seeing the next wave of move from Proactive to Predictive solution. Powered by the advancement in Artificial Intelligence and IoT integration, Zicom will now start offering solutions to enterprise. The soltions will be categories in to the following :
We have shortlisted a host of solutions and currently testing them for the rollout. We have already rolled out the following Solutions :
Q. But is the demand there for these solutions
Please note that the real benefit to the companies in adopting AI is a more than 50 % reduction in cost and an increased productivity. And you will agree with me, these benefits have a universal acceptance in any organization. Therefore, it is not a question of if or not there is a requirement, but which business process automation will lead to a higher and quicker reduction in cost.
Q. What verticals are ready for this ?
Based on our assessment in terms of business processes which can be optimized with our solution , we see the following verticals to be the focus areas.
Each of these verticals will have several use case scenatios which can be optimized using AI solutions.
Q. What is the GTM for this
Zicom has already started connecting with all key stakeholders of large enterprise customers to make them aware of these solutions. We have already completed the POCs in a large number of customers. We will start the commercial engagement with them soon. However, soon we want this to be driven by the partner segment. Zicom will focus on developing and delivering additional services and solutions and want the partners to drive the sales to the customers.
Q. How can partners get started on this
What is very clear is that partners who want to elevate from selling products to value selling will immediately sense a business opportunity. What is required first is the mindset to move into this space. It requires the awareness about business processes of the customer to identify which solutions to propose Investment into solution selling skillsets – both in terms of Technical as well as sales efforts need to be planned by the partners.
Zicom will launch a series of roadshows where partners can meet us and understand how to work with us on this. We will also launch a program for partner enrollment, enablement and business scale up to increase the ecosystem of partners selling AI solutions.
In summary, this is an invitation to all partners looking for the next wave of business opportunities. Join hands with us to expand your business.
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