Kaba AG to unlock the value of optimised security for South Africa
Global manufacturer of access control and enterprise data recording solutions, Kaba AG, is on a quest to help clients in emerging markets move beyond security and achieve a higher level of control over resources.
Kaba AG is currently visiting with key reseller partners to strengthen ties, reinforce customer service channels and reaffirm support structures in the Access and Workforce Management business field.
The intention is to build on the Company’s most recent results and up growth levels by increasing investment in attractive markets, like South Africa, with specific focus on innovation and infrastructure.
In the first half of the 2013/2014 financial year, Kaba Group posted pleasing currency-adjusted growth of 4.3% and sales of CHF480.9 million. The EMEA Division grew currency-adjusted by 4,9%, representing a CHF569 million turn-over.
Leveraging off this base, Kaba AG will extend its solution portfolio by building relationships and demonstrating its value as a long-term security solutions partner.
Kaba AG’s generic solution portfolio incorporates access management, workforce management, physical access systems and specialised lock & key systems (including cylinders).
This extensive profile is targeted at businesses of any size, across a variety of sectors (with government, enterprise and retail seen as key) and available via the Company’s reseller network. The network incorporates both established representative operational offices and/or support structures to contribute towards the success of projects.
South Africa is seen as a highly strategic and growing market by Kaba AG management. The Company’s leadership believe that whilst there are still socio-political and economic challenges, the overriding feeling is that positive sentiment is entering the space and inspiring investor confidence. It is a market in which reseller partners are poised to play an increasingly important role.
Adrian Isele, Senior Business Manager, Access & Workforce Management, Kaba AG, is in South Africa to reinforce the regional strategy, based on incremental acquisition and targeted growth. The Company plans to expand its portfolio of support on projects, establish a visible presence and be onsite to strengthen client support with focusing on the Access & Workforce Management market.
The first port of call for this segment is Kaba’s long-time partner AWM360, a local business technology partner and solution provider within the Southern African Human Capital Management (HCM) and Workforce Management Solutions markets.
AWM360 has been a partner of Kaba AG for eight years and has recently taken over sole distributorship of a wide range of hardware and software solutions.
This reseller is very much a part of Kaba’s plans for the Africa region, the visit is the first step in emphasising its presence in the local market and the value that can be derived from experienced and successful reseller partners.
Guenter Nerlich, Managing Director, AWM360 Data Systems, says that the South African HR and HCM markets is a complex environment that is constantly changing and requires solutions that empower decision makers to manage the dynamics involved quickly and effectively.
“Our relationship with Kaba is very strong and adds a substantial amount of value to our growing client base,” adds Nerlich.
Selective on partnerships
Kaba AG is adamant that its policy of being selective as far as potential partners are concerned is correct and has put in place criteria that must be strictly adhered to.
“We place an emphasis on presence in the market and we believe this is critical to our plan to provide a comprehensive and reliable service to clients,” Isele explains. “Our reseller partners must adopt the DNA of Kaba… they must be capable to offer the total package in the Access and Workforce Management market.”
In order to ensure this unmatched level of service, partners must have the product knowledge, relevant skills and resources to add immediate and lasting value to security projects for clients. Kaba AG dismisses the notion of a short-term, ad-hoc service delivery model characterised by sporadic visits from suppliers and questionable levels of technology support.
“This is where we believe we continue to differentiate ourselves… we have the presence on the ground to back up our service and offer clients peace of mind that the technology we provide will always be supported,” adds Isele.
Isele and his fellow managers are clear in their mission to help South Africans protect their assets, from physical infrastructure to data and the Company believes that it has a firm track record and solid technology in place to immediately address domestic requirements.