Dr Barry Keepence joined IndigoVision back in 1999 following a spell with 3Com, where he fulfilled the role of systems architect for the company’s voice-over-IP systems. Prior to that, Keepence designed command and control systems for spacecraft while in the employ of the European Space Agency, no less.
When you also discover that Barry has served as a lecturer at Edinburgh’s Napier University and that his PhD just happens to be in robotics, it becomes pretty clear that this hugely respected and well-renowned security professional isn’t cut from your average cloth.
Not for nothing is Keepence a regular speaker on the security conference circuit, while he can often be found writing for SMT Online, info4security and Security Installer. What, though, does he feel are the benefits to be had from the company playing such a pivotal role at this year’s IFSEC?
“Pretty simple, really,” said the good doctor as we chatted on the phone. “As far as we’re concerned, there are cost benefits to be realised. The show covers a huge geography in terms of its visitor base. Yes, we still take part in the ASIS exhibition, ISC West and Intersec, but IFSEC is more of a global show, enabling us to spend time with partners and end users from all over the world.
Touching the people IndigoVision knows
Keepence describes IFSEC as a “hectic meeting place” – and it absolutely is that – and exactly the kind of platform IndigoVision is looking for year-on-year.
“IFSEC provides us with an opportunity to not only showcase our new systems offerings, but also to educate the market on where IP is moving,” explained Keepence. “Our stand realises a relaxed and friendly environment in which our management and sales teams can meet with partners and end users.”
The complete IP video security solutions supplier has just announced its half-yearly results and, given the current economic climate (to borrow a now well-worn phrase), the books are looking good. IndigoVision has posted an increase in sales revenues of 16% to GB pound 10.7 million for the six months ending 31 January, with an operating profit of GB pound 1.2 million.
“Our margins haven’t been so brutally hit as those of other companies,” explained Keepence, who works at an organisation that’s still gaining market share. “We’re continuing to grow. Sure, we’ve witnessed and felt the impact of the recession just like everyone else. If I’m totally honest, though, what we’ve seen happen in the marketplace is not unexpected. The good companies are continuing to thrive.”
Growth in the market overall, of course, has slowed as a direct result of weaker corporate spending, so-called ‘dislocation’ in the credit markets and rapidly deteriorating economic conditions. Nonetheless, Keepence tells me that IndigoVision “is growing, has no debt and has increasing cash reserves.”
Has the recession hit high ticket IP?
What about the IP surveillance sector, though? Surely as a high ticket item the recession must be biting deep?
“That is indeed the case, Brian, and some have chosen to carry on with analogue systems as a result. Those companies who are going to be hit the hardest are the ones majoring in analogue technologies. IP is continuing to grab plenty of the overall market share.”
In recent times, IndigoVision has put its full weight behind a product development drive, with the launch of a high definition IP camera series. Those already off the production lines are being deployed in the field [-] witness the first phase of the coast-to-coast surveillance project for the Canadian-US border crossings.
Given that the company does much of its work on substantial projects across mainland Europe, will Keepence and Co be making use of the Meet The Buyers event this time around?
“No, we’re not involved in Meet The Buyers,” replied Keepence. “We’re now at the stage where some of the IP projects in the UK are just as extensive as those in Europe, so we like to maintain a broad spread when it comes to the client base.”
How about The Knowledge Gap that has persisted as far as those clients are concerned? In other words, are end users becoming more IP savvy these days, or are they still ferreting around in the Dark Ages of videotape?
“The clients are buying a security system. They ought to be doing research into exactly what they’re specifying but, that said, it’s our job to find out from them what they need and then be responsible and honest enough to offer a best fit solution that matches their budget.”
Integrators and installers but no distributors
Keepence is “very happy” about the skills and performance of those systems integrators and installers who work in partnership with IndigoVision, which stands as a British company that has never sold through the distribution route.
“If you have a distribution element to the procurement chain and the talk turns to knowledge transfer,” opined Keepence, “the whole process becomes something of a challenge. I suspect it will be a while before distribution is involved en masse. Our authorised partner model ensures that all partners are fully trained and continually kept up to speed on market and product developments.”
When I ask Keepence about IndigoVision’s plans for the immediate six months following IFSEC, he doesn’t mess around. “Long term, we plan to become a major force in the security market. In the short term, we’re going for profitable growth. The recession is an ideal window to gain market share. Companies that expand now will reap the rewards further down the line. Recessions usually result in a shake-up of the weaker suppliers.”
Some players in the IP space will undoubtedly be lost, but that’s business. Keepence expects that, by mid-year, there will be some “major cutbacks” in the market. The downward trend is expected to last for at least another six months, and Keepence is expecting “plenty of blood on the streets” in terms of company’s going to the wall.
Coverage in 20 market segments
IndigoVision solutions are employed across no less than 20 different market sectors, with the company enjoying a strong presence in casinos, the railways, Government projects and city-based security solutions.
The Edinburgh-based outfit’s strong position in the demanding gaming sector, for example, has been strengthened by major contract wins of late (among them the M Resort Casino on the world famous Strip in Las Vegas, and approval from the Nevada Gaming Commission for surveillance at the Colorado Belle – making IndigoVision the first manufacturer of IP-based CCTV to be approved).
All-in-all, the company is now streaming video from over 8,000 cameras in 27 casinos worldwide.
There was simply no way I could allow the conversation to end before turning to the subject of ONVIF. This industry initiative, of course, was launched on the Sony stand at last year’s IFSEC Exhibition. At the time, the Japanese giant unveiled an alliance between itself, Bosch Security Systems and Axis to work towards a common operating protocol for IP-based security systems.
Sign-up to the agreement is progressing nicely, with 50-plus solutions providers now on board. One of them is IndigoVision.
“ONVIF was long overdue as far as I’m concerned,” asserted Keepence. “We’re right behind this move. Our standard protocol will be based on the agreed ONVIF protocol and cover all of the end user solutions we offer. We need an independent, open standard and, if matters are correctly handled, that is what ONVIF will provide.”
IndigoVision can be found on Stand D60 in Hall 4 at IFSEC 2009.
The IP Revolution Roadshows will be running in Plaza Suite 1.
For further information, log on at www.ifsec.co.uk and www.indigovision.com (dedicated web links are provided on the right hand panel of this page)
