Security Sales & Integration September 2021 - 45

prises around the world for decades. We've enabled
first responders, the frontline workers, to
communicate instantly, making cities safer and
helping businesses work. As part of our involvement
in those spaces, we've been around video
security and physical security for quite some
time. We saw video security as an extension of
the solutions we provide today. In adding video
security, we can not only enable our customers
to communicate instantly using their voice but
also enable them to see what is happening and
gain insights with AI.
We think enterprise security is more critical
than ever today, not only with radio communications
but also video security and access
control together. We can provide powerful real-time
insights to businesses that just weren't
possible to previously expose. As an example,
with video security and access control we can
create use cases such as sending an alert directly
to the radio a security guard is already carrying
if a door is open in the back of a school. We
saw it as a great fit to extend what we do today,
which is making our customers the best in their
moments that matter.
What's the branding strategy of the
acquired companies keeping their names
or phasing them into a Motorola name?
Hamish Dobson: The first step is to be a Motorola
Solutions company. We're clear we're
part of an overall family with a shared vision.
Going forward, Avigilon will remain. It has a
lot of brand value as an end-to-end solution
in the video security space. As John indicated,
Pelco in the camera industry is a storied brand
with a lot of history. We're going to focus on
investing heavily in and reinvigorating Pelco
as a camera-centric brand, with a real focus on
ecosystem development and customer support
in those solutions.
Now that we've unified access control solutions,
it's too early to know exactly how we'll
handle some of those things, but we've definitely
put both those solutions under this one business
unit to make the right decisions regarding
branding and investment allocation.
Kedzierski: It's important to stress that, from
a product perspective, we have customers that
are running Openpath successfully and intending
to grow with us there. We have customers
that are running Avigilon ACM [Access Control
Manager], our access control product, and are
securitysales.com
SEPTEMBER 2021 Security Sales & Integration 45
growing and expecting us to continue to support
them. What's important is meeting customers
where they stand. It's not so much about
how we brand the product as it is how we deliver
what the customer needs when they need it.
There are customers who need on-premise
technology that has the bells and whistles and
the features the Avigilon access control product
offers. We can serve customers who are
maybe not ready for a Cloud-based solution,
who want a more Mercury-based solution,
Acquiring the leading video
and access control technologies
of Avigilon and Openpath
have placed Motorola Solutions
on a security fast track.
After decades working handin-hand
to manage emergency
situations and ensure the
safety of people and property,
Motorola has officially joined
electronic security's ranks.
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Security Sales & Integration September 2021

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