Behind the Scenes With Bosch’s Jeremy Hockham

Our new October issue features my exclusive interviews with two of the leading figures involved with Bosch Security Systems’ video surveillance solutions in products in North America: Jeremy Hockham, president of sales, Americas, and Willem Ryan, product marketing manager, who recently became part of Bosch after its acquisition of Extreme CCTV. As is often the case with interviews – be it space limitations, comments not fitting into the general flavor of the piece, or what have you – there is material that did not make it into the print article. Rather than have it never see the light of day, especially if it offers reader value, why not take advantage of cyberspace for all to enjoy?

Jeremy Hockham

Jeremy Hockham

Gert van Iperen was recently named chairman of Bosch Security, taking over for Uwe Glock, who had served in that capacity since 2001. Also, Peter Ribinski, president of Bosch Security in North America from 2001-2005, has replaced van Iperen and now oversees global security systems product development. What impact might those changes have on Bosch Security’s operations?

Hockham: Obviously, as a business, we have to develop our direction according to where the market is going, where the opportunities reside and what our dealers need from us. So to say everything is going to remain the same forever is clearly an unwise statement. However, one of the characteristics of Bosch is that it has a consistency pretty much in any business area it operates. It has a consistency of direction, which should be a comforting factor for our dealers and customers. We’re not quoted on any stock market in the world. We’re privately financed. We don’t report quarterly results. So we make the right decisions for developing our business in the long term.

Now Gert van Iperen has taken over for Uwe Glock, who has moved to another business within Bosch. He’s taking the expertise and the things he’s learned in terms of globalizing the security business and bringing it to that new division within Bosch. Gert van Iperen, who is taking over for him, has been part of the security business board for three or four years, has been part of the business direction and actually has some history there. I don’t expect dramatic changes. Of course, we will modify our approach to the market; any business does for the changing circumstances. I think it’s probably less dramatic than you would see with a new leader coming into another business who might just throw all the balls up into the air into a completely new direction. I don’t think that’s a likely outcome here.

What are the greatest opportunities for systems integrators today?

Hockham: IP will continue to be a tremendous opportunity for growth in the security industry. However, the transition can be daunting for many smaller integrators. They need to take advantage of the assistance Bosch offers to help ease the transition – through training and support. These integrators must make the investment to train their staff in order to capitalize on one of the key areas of future industry growth.

Video content analytics [VCA] also offers an opportunity. In its current state, VCA is really an assistive technology for operators of video surveillance systems. In the future, as the accuracy and capabilities for detection and tracking improve, it will have more applications beyond security – moving closer to the core operations of an organization. This will give security dealers the opportunity to add greater value to an end user’s business as a whole – giving them access to more departments, which in turn opens up additional sources of funding.

While it has been an industry buzzword for many years, convergence is here, and the adoption rate of these systems is increasing. To take advantage of the opportunities convergence brings, traditional physical security dealers and integrators need to adapt to the changes in technology and systems that are facilitating integrated systems. They need to have a percentage of their personnel trained in basic networking and may need to partner with IT integrators for advanced projects.

To read this complete interview associated with these comments, please see the October issue of SECURITY SALES & INTEGRATION or click here: www.securitysales.com/t_inside.aspx

Scott Goldfine

Editor-in-Chief

SECURITY SALES & INTEGRATION

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