SECURITY TODAY interacted with Mr. Saranbir Baweja, Senior Sales Director for Motorola Solutions in the Middle East & SAARC regions for Video Security & Access control products and solutions to learn more about the brand and its business strategy for India.
Saran is a seasoned sales leader with over 18 years of experience driving growth and exceeding targets across competitive markets, Saran brings a sharp strategic vision and a proven track record of success. With prior leadership roles at Schneider Electric, Wipro, and Siemens, he has consistently demonstrated excellence in strategic planning, team leadership, and client relationship management. He is a recipient of multiple accolades, including the prestigious “President Club” and “Global Leader’s Circle” recognitions
ST: Thank you for this opportunity Saran. Motorola Solutions is widely recognized in India for its radio communication systems. How has the company positioned itself in the video security space with brands like Pelco and Avigilon?
SB: It’s my pleasure. Motorola Solutions has built a strong reputation in India over many years through our mission-critical radio communication systems and products which perform reliably in the harshest conditions. We have built a strong foundation of trust and understanding by meeting the mission-critical needs of public safety and enterprise organizations in the Indian market for many decades, and this has enabled us to strategically position ourselves in the growing video security space. We have done this primarily through Pelco and Avigilon, two globally recognised and leading video security brands. Our go-to-market approach has been focused on leveraging the unique strengths of each brand to address the diverse and growing needs of the Indian market.
Avigilon is our end-to-end video security solution offering, providing cutting-edge innovation powered by artificial intelligence and advanced analytics. Avigilon provides advanced capabilities in proactive threat detection, high-resolution imaging and seamless integration with access control systems. The capabilities of Avigilon resonate particularly well with organizations in India looking to maintain security with top-tier solutions offering advanced intelligence, such as large enterprises, IT Parks, critical infrastructure projects and smart city initiatives. In all of these segments, having proactive security measures and actionable insights from video security solutions is paramount.
Pelco, on the other hand, offers a broad and versatile portfolio of video security solutions that are both reliable and adaptable and cater to a wide range of applications across various industries. Its open platform approach and extensive range of cameras make it an ideal choice for working flexibly with third party video management systems which cater for critical infrastructure, enterprises, campuses, IT parks, and transportation hubs in India that require robust and scalable security infrastructure. Pelco’s reputation for quality and reliability complements Avigilon and gives us a broad range of solutions to serve customers’ different needs.
There is also synergy between our video security offerings and our core radio communication systems and products. The ability to integrate voice, video, and data into a unified security ecosystem is a key differentiator for Motorola Solutions and enables us to meet the needs of enterprises and public safety organizations alike. For instance, in a public safety scenario, video analytics from Avigilon systems can trigger alerts that are instantly shared with first responders via our trusted radio networks and devices, enabling faster and more coordinated responses.
Furthermore, we are leveraging our existing market understanding and relationships in India, built over decades of serving various sectors with our critical communication solutions. This allows us to better understand the specific security challenges and requirements of different verticals.
We serve a number of rail organizations with our robust and reliable solutions in the transportation sector and provide advanced analytics for smart city projects.
Our strategy also involves a strong focus on local partnerships and building a robust ecosystem in India to ensure effective sales, deployment, and support for our video security solutions. We invest in training and enablement programs for our partners to ensure they are well-equipped to deliver the full value of Pelco and Avigilon technologies to the market.
While Motorola Solutions is synonymous with highly secure and proven radio communications in India, we are strategically building a strong and distinct presence in video security through Pelco and Avigilon. We emphase the individual strengths of both brands, highlighting the value of an integrated security ecosystem, and by leveraging our existing market knowledge and relationships to become a leading provider of comprehensive security solutions in India.
ST: With advancements in AI and analytics, how do Motorola’s video security solutions, such as Avigilon Unity and Pelco Elevate, address emerging security challenges in diverse industries?
SB: Advancements in AI and analytics are no longer just buzzwords; they are fundamental to addressing increasingly complex and evolving needs in a dynamic security landscape across all industries. Our video security platforms, particularly Avigilon Unity and Pelco Elevate, are specifically designed to leverage AI to deliver proactive and intelligent security solutions.
Think about it this way: traditional video security technologies used to work very reactively by reviewing footage of incidents only after they occured. Today, with AI and video analytics embedded in platforms like Avigilon Unity, we’re managing things far more proactively. For instance, our advanced object recognition and classification algorithms can identify potential threats – be it a person acting suspiciously in a retail environment, an unauthorized vehicle entering a secure zone in a transport operation, or an anomaly in patient flows within healthcare – in real-time. This allows for immediate alerts and intervention, significantly mitigating risks before they escalate.
Pelco Elevate, while also embracing AI, offers a powerful and versatile platform that provides rich data and insights. It has an open architecture and integrates with a wide range of systems. This is crucial for serving diverse industries with varying legacy infrastructure. Elevate’s analytics can provide valuable business intelligence beyond to optimize operations in a variety of industries. It can support manufacturing by identifying bottlenecks, enhance customer experience in hospitality through understanding foot traffic or improve efficiency in transportation hubs by monitoring passenger flows.
The Avigilon Unity provides end-to-end, AI-powered analytics from cameras to the cloud, offering a unified, intuitive experience, while Pelco’s Elevate provides the flexibility and integration needed for more complex and customized deployments. Furthermore, we’re keenly aware of emerging cybersecurity challenges. Both platforms are built with robust cybersecurity measures, incorporating encryption and authentication protocols to protect against cyber threats targeting video security systems.
By continuously investing in and integrating the latest advancements in AI and analytics within our video security portfolio, we’re keeping pace with emerging challenges while actively shaping the future of security for our customers in India and globally.
ST: Motorola has acquired several companies like Avigilon, Pelco, and IndigoVision over the years. How have these acquisitions strengthened Motorola’s end-to-end security ecosystem?
SB: Our acquisitions of Avigilon, Pelco, and IndigoVision amongst others were not simply about adding more brands to our portfolio; they were carefully considered moves to build a comprehensive and best-in-class, end-to-end security ecosystem. Think of it as assembling a team of experts, each bringing unique and vital skills to the table.
Avigilon brought us cutting-edge strength in high-definition video security and, crucially, their pioneering work in AI-powered analytics. Their ability to proactively detect and analyze events in video streams has been a game-changer, allowing our customers to move from reactive monitoring to proactive threat management. Furthermore, their integrated access control solutions have been a valuable addition, creating a more holistic security posture.
Pelco has provided us with a vast and globally recognized portfolio of camera technologies. Their open platform approach and deep understanding of differing industry needs allows us to offer a wider range of solutions, from general security to highly specialized applications. Pelco’s strong market presence and established channel partnerships have also significantly expanded our reach.
IndigoVision further strengthened our IP video security capabilities, particularly in demanding and mission-critical environments. Their focus on robust, end-to-end IP solutions and their expertise in areas including critical infrastructure protection have been invaluable in enhancing our offerings for sectors with stringent security requirements.
The real strength of these acquisitions is in the synergies they create which allows us to provide an ecosystem that is far greater than the sum of its parts. For example:
- We offer a complete spectrum of video security solutions, from basic security to advanced, AI-driven analytics, catering to the diverse needs of various industries.
- Crucially, these video security capabilities integrate within Motorola Solutions’ existing mission-critical communication solutions, command center software, and analytics offerings. This allows us to provide unparalleled situational awareness and enable faster, more informed decision-making.
Ultimately, these acquisitions have allowed us to move beyond being just a radio communication leader to becoming a “holistic security solutions provider”. We can now offer our customers a true end-to-end ecosystem, encompassing everything from video capture and analysis to communication and incident management. This strengthens our value proposition, allows us to address a broader range of customer challenges, and solidifies our position as a leader in the rapidly evolving security landscape.
ST: Can you elaborate on the role of AI-powered features in enhancing situational awareness for public safety and enterprise security?
SB: Situational awareness is vital to having effective security, whether providing public safety in our communities or protecting people and assets within an enterprise. AI-powered features are fundamental to being able to maintain a high level of situational awareness.
For example, real-time threat detection is significantly enhanced with AI algorithms to continuously analyze vast amounts of video data, identifying anomalies, unusual patterns of behavior, and potential threats as they unfold. This goes far beyond simple motion detection. For example, in a public safety context, AI can flag a person loitering suspiciously near critical infrastructure or detect a vehicle entering a restricted area. Being able to identify unusual after-hours activity or the presence of unauthorized individuals can immediately alert security teams so they can respond and potentially prevent incidents before they escalate.
Secondly, object recognition and classification provide a much richer understanding of the environment. AI can accurately identify and categorize objects like people, vehicles, and even specific items of interest. This capability is crucial for effective surveillance. Imagine an alert triggered not just by movement, but by the identification of a specific type of vehicle entering a loading dock outside of scheduled hours. This level of detail significantly improves the accuracy and relevance of alerts, reducing noise and allowing security personnel to focus on genuine threats.
Furthermore, features like facial recognition and appearance search are powerful tools for both public safety and enterprise security. In public safety, this can aid in locating missing persons or identifying individuals involved in criminal activities, all while adhering to ethical guidelines and regulations. In an enterprise, it can enhance access control by verifying identities or help track individuals of interest within a facility.
Anomaly detection is another critical area where AI excels. By learning the ‘normal’ patterns of activity within a given environment, AI can flag deviations that might indicate a security breach or other issue. This could be an unusual flow of people through a building, a door that’s been propped open, or unexpected changes in environmental conditions within a secure area. These subtle indicators, often missed by human operators, can provide early warnings of potential problems.
Looking ahead, predictive analytics powered by AI hold immense potential. By analyzing historical data and identifying trends, we can start to anticipate potential security risks and deploy resources proactively. This could involve predicting high-crime areas in public safety or identifying vulnerabilities in enterprise security protocols before they are exploited.
Crucially, AI also enhances ‘search and investigation capabilities’. Sifting through hours of video footage manually is time-consuming and often inefficient. AI-powered tools allow security teams to quickly search for specific events, objects, or individuals, dramatically accelerating investigations and improving the chances of successful resolution.
For public safety, these AI-powered features help to support safer communities, faster emergency response times, and more efficient resource allocation. Law enforcement can leverage these tools for crime prevention, crowd management at large events, and enhancing officer safety.
For enterprise security, the benefits include reduced losses due to theft or vandalism, improved access control, enhanced perimeter security, and even operational efficiencies by understanding patterns of movement and activity within their facilities.
Ultimately, the role of AI in enhancing situational awareness is about providing security personnel with the right information, at the right time, in a format that is easily understandable and actionable. It’s about augmenting human capabilities with intelligent technology to create safer and more secure environments for everyone.
ST: What strategies is Motorola employing to expand its presence in India’s growing video security market, particularly in sectors like smart cities, transportation, and critical infrastructure?
SB: India represents a significant and rapidly growing market for video security, and it’s a key focus area for Motorola Solutions. Our strategies to expand our presence, particularly in vital sectors like transportation, critical infrastructure, enterprises, campuses, and IT parks, are multi-faceted and built on a deep understanding of the local landscape.
Firstly, we leverage our existing strong relationships and reputation in India, especially within the public safety and government sectors, where Motorola Solutions has been a trusted partner for mission-critical communications for many years. This provides us with a significant foundation to introduce our advanced video security solutions.
Secondly, our core strategy revolves around offering integrated, end-to-end security ecosystems. We don’t just provide cameras; we offer a comprehensive suite that includes video management software, advanced analytics powered by AI, access control, and seamless integration with our market-leading radio communication systems and command center platforms. This unified approach is particularly compelling for complex projects across all our target verticals.
Specifically addressing the key sectors:
In transportation our focus is on enhancing the safety and security of airports, railways, roadways, and public transit systems. Our ruggedized and reliable video solutions, coupled with analytics for passenger flow management, incident detection on tracks or roads, and perimeter security, are tailored to the specific challenges of this sector. We are actively serving transportation authorities and operators with our integrated solutions to improve operational efficiency and passenger safety.
For Critical Infrastructure, security is paramount. Our strategy emphasizes providing robust and resilient video security solutions that meet the stringent regulatory requirements of sectors like power generation, oil and gas, and telecommunications. We focus on solutions that offer advanced threat detection, intrusion prevention, and comprehensive situational awareness, helping to protect vital assets and ensure operational continuity. Our integrated approach, combining video with secure communications, is particularly valuable in these high-stakes environments.
We are also placing significant emphasis on the following key verticals:
For enterprises, we offer a range of video security and access control solutions tailored to diverse business needs, from small and medium-sized businesses to large corporations. Our focus is on providing solutions that enhance employee safety, protect assets, prevent theft and vandalism, and improve overall operational efficiency. This includes intelligent video analytics for loss prevention, perimeter security, and monitoring critical areas within their facilities.
In campuses, including educational institutions and corporate campuses, our strategy centers on creating safe and secure environments for students, faculty, and employees. Our solutions encompass access control, video security for common areas and critical infrastructure, and emergency response capabilities. We understand the unique challenges of managing security across large and often open environments and offer solutions designed to address these specific needs.
Finally, for IT parks, protecting intellectual property and sensitive data is a top priority. Our strategy involves providing robust perimeter security, strict access control measures, and advanced video analytics to monitor critical areas and server rooms. We understand the need for discreet and reliable security solutions that protect valuable assets and maintain business continuity within these technology-driven environments.
Beyond these core strategies, we are also committed to:
- Building strong local partnerships: We understand the importance of working with local system integrators, distributors, and technology providers to effectively reach the market and deliver customized solutions across all these verticals.
- Investing in local talent and support infrastructure: We are expanding our team in India to provide dedicated pre-sales, sales, technical support expertise to our customers across all sectors.
- Demonstrating our capabilities through pilot projects and successful deployments: We are actively participating in key projects across these sectors to showcase the effectiveness and value of our video security solutions.
- Continuously innovating and adapting our technology: We recognize the dynamic nature of the Indian market and are committed to tailoring our offerings to meet evolving customer needs and local requirements across all our target verticals.
In conclusion, our strategy for expanding in India’s growing video security market is built on leveraging our existing strengths, offering integrated and intelligent solutions, focusing on these key sectors with tailored offerings, building strong local partnerships, and demonstrating our commitment through investment and successful deployments.
ST: What is your deployment footprint in the Indian market?
SB: In India, we’ve witnessed exceptional adoption of our technologies across several critical sectors, solidifying our position as a key player in the Indian landscape.
Our commitment to public safety is strongly reflected in our work with law enforcement agencies. We are proud to have successfully deployed our solutions in over 300 police stations in the East region of India. This has helped to enhance safety and security of these communities by providing advanced video security capabilities that aid in crime prevention, investigation, and maintaining law and order.
Furthermore, in the capital city of India, our cameras are playing a crucial role in securing all major junctions. This deployment is vital for traffic management, monitoring public spaces, and ensuring the safety of citizens in a high-traffic, high-visibility urban environment. Our technology contributes to a safer and more secure urban landscape.
Protecting critical infrastructure is another area where we’ve made significant strides. We are currently securing over 300 substations for the biggest power transmission company in India. This is a mission-critical application of our technology, as these substations are the backbone of the nation’s power grid.
Our entry into the Metro Rail sector has been particularly rewarding. Some of the key metropolitan rail networks in India have adopted our technology. This isn’t just about providing cameras; it’s about contributing to the safety, efficiency, and overall passenger experience of these vital urban arteries. Another significant win has been our partnership with one of the leading IT companies around the world. We are their preferred technology partner for securing their extensive pan-India campus network.
This involves deploying and managing over 11,000 cameras across their various facilities. This massive deployment speaks volumes about the scalability and robustness of our solutions. It demonstrates our ability to handle complex, large-scale security infrastructure for a client with global standards and demanding operational needs.
We’ve been entrusted with securing the most important constitutional building in India. This comprehensive security deployment reflects the highest level of confidence in our technology and our ability to meet the stringent security requirements of such a significant national landmark. This also led to our solutions being deployed in all the surrounding buildings in that area.
Our expertise extends to the crucial Oil and Gas sector. Our ruggedized and specialty cameras are securing some of the major oil and gas assets across the country, encompassing both private and government entities. The majority of refineries in India use one or more of our solutions to manage challenging and potentially hazardous environments, requiring specialized cameras and robust security infrastructure. Our success in this sector demonstrates our ability to provide tailored solutions that meet the unique demands of the oil and gas industry, contributing to the safety and security of these vital national assets.
Finally, we are also making significant inroads in the healthcare vertical. We are currently deployed in 11 of the biggest medical institutes and hospitals across India. In these environments, our technology plays a crucial role in ensuring the safety and security of patients, staff, and valuable medical equipment. Our solutions contribute to creating a secure and efficient healthcare environment, allowing medical professionals to focus on providing the best possible care.
In conclusion, our journey in India has been marked by strategic wins, impactful deployments, and the establishment of strong partnerships across key sectors. We are deeply committed to the Indian market and are proud to be contributing to the nation’s progress and security through our innovative technology solutions. We look forward to continuing this exciting journey and further expanding our presence and impact in India.
