Find news and information for the executive corporate security director, CSO, facility manager and assets protection manager on issues of policy, products, incidents, risk management, threat assessments and preparedness.
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30 Security Dealer & Integrator / www.SecurityInfoWatch.com January 2018 tion testing. We routinely monitor and diagnose our products to strengthen security and to minimize vulnerabil- ities while managing product pass- words, protocols and algorithms. Our best practices include: ensur- ing proven encryption algorithms and securing coding is used, the removal of unused services and daemons, not using backdoors, the removal of default passwords, password guessing locks, disabling unnecessary services, firmware encryption, and more. We have also updated many of the factory default settings to harden our devices. We develop every part of our prod- ucts ourselves, so we can ensure higher levels of quality control and, ultimately, increased security for our customers. A core benefit for us is our Wisenet SoC that we develop specifically for our security cameras. We are not as reliant on off-the-shelf, potentially vul- nerable components and technology. With margins eroding due to increased price pressure, how do you remain competitive in each segment of the market? Our product strategy, technology and partner solution offerings are targeted toward the mid-market to large enter- prise customers, where margins are typically higher. e ratio of our sales is more heav- ily weighted toward project-based business. We focus on spec-in activity with A&Es; and on driving business with customers within the education, retail, commercial, healthcare, bank- ing and government. is approach allows us to sell the value our tech- nology delivers for specific applica- tions within these verticals – such as business analytics for retail, video for casinos, custom solutions for banking and 180-degree/360-degree video for commercial applications. We focus on maintaining margin by selling to customers who understand the value that our technology brings to their specific market application. Executive Perspectives With the name change, increased competition in North America, and the consolidation of companies in the video surveillance market, how does Hanwha intend to position itself among the security integra- tion community? Our mission is to deliver technology, solutions, features and programs that drive market growth, and generate trust and loyalty among resellers and dealers. e current brand transition to Hanwha represents a tremendous opportunity for us to truly define Han- wha, and to demonstrate the value and commitment we bring to the market. Our goal with the reseller commu- nity is to be recognized as a thought leader in the security industry that delivers superior technology, value and profitability. We want to be rec- ognized as a company that has a solid track record in cybersecurity, and that is known for having sound encryp- tion and cybersecurity policies for its devices that customers can trust. What technological innovation will have the biggest impact on the market in the short-term? What about further down the road? In the short-term, we see deeper pen- etration of multi-sensor/multi-direc- tional cameras within specific vertical markets including casinos, stadiums, retail and municipal surveillance. With dramatic performance improvements that the industry is not accustomed to seeing in a multi-sensor camera such as 60 fps, 150dB wide dynamic range and H.265 compression, we are able to meet specific requirements within these markets not traditionally addressed by multi-sensor technology. Further down the road, technol- ogies such as Deep Learning and Convolutional Neural Networks (CNN) will evolve camera analytics, and make devices smarter. We will have better and more reliable object recognition, classification, and track- ing, and the identification data will also be more descriptive. How would you characterize the current and future health of the video surveillance industry? Overall, the health of our industry is good but it is currently fragmented, so we expect to see more consolidation, acquisitions and partnerships between organizations in the near term. As customers become more educated on technology and cybersecurity threats, there will be increased opportunities for innovative manufacturers. Companies that are best positioned to address security concerns, while also funding innovation, will see con- tinued growth. In 10 years, the demand for better video analytics and audio tracking on the edge, multi-sensor cameras and AI assistance will determine who will lead and who will follow in the industry. ■ The health of our industry is good, but it is currently fragmented, so we expect to see more consolidation, acquisitions and partnerships between organizations in the near term," Kim says. This interview is the second of our continuing Executive Perspectives series. Upcoming interviews in this series will include ASIS CEO Peter O'Neil and ADT President/ CEO Tim Whall. Read the Q&A; with Hikvision's Jeffrey He at www.securityinfowatch.com/12376455.