Riding on a robust go-to-market strategy, HID maintains its leadership position and stays ahead of the competition by delivering innovative, reliable, and scalable solutions that meet the evolving needs of its customers across industry verticals
An independent subsidiary of Assa Abloy (a multinational door and access control conglomerate), HID Global is a reputed manufacturer of secure identity products. Its hardware and software solutions has been helping businesses, schools and governments in more than 100 countries secure access and allow insight into their people, places and things. HID powers the trusted identities of millions of users who use its products and services to securely access physical and digital places. Over 2 billion things that need to be identified, verified and tracked are connected through HID Global’s technology.
The company works with governments, universities, hospitals, financial institutions and some of the most innovative companies on the planet—helping them to create trusting and trusted physical and digital environments so that they and the people who use them can fulfill their potential. Headquartered in Austin, Texas, HID Global has over 4,000 employees worldwide and operates international offices that support more than 100 countries.
“Our partners receive full program support and flexibility for their unique business model and route to market, and well-defined criteria to determine their program tier status and help them advance to the next level.”
Prabhuraj Patil, Senior Director, Physical Access Control Solutions (PACS), ASEAN & India
At present, in India, HID focuses on areas like data centres, commercial and real estate (CRE); as well as banking, financial services and insurance (BFSI). HID’s Partner Program recognizes and rewards partner expertise in solving customer’s security identity challenges, bestowing on them multitude of benefits to help increase their profitability and growth through a flexible and sustained partnership with HID. The company’s much discussed ‘HID Origo Technology Partner Program’ is exclusive to organizations integrating with the HID Origo platform through its API/SDK.
SME Channels had caught up with Prabhuraj Patil, Senior Director, Physical Access Control Solutions (PACS), ASEAN and India Subcontinent, at HID to understand the company’s key focus areas, channel strategy, business vision and matrixes of its partner program, etc.
As Senior Director, Regional Business Head – ASEAN & India for Physical Access Control Solutions (PACS) at HID, Prabhu is responsible for steering HID’s business for the entire India and SAARC region and overseeing the implementation of a strong Channel centric and Vertical business model focused on creating value to customers.
Armed with more than 23 years of experience in Sales and Marketing, mostly in the electronic Security industry, Prabhu is a seasoned business leader. Since joining the company in 2013, he has been managing the business for the India and SAARC region.
Prior to joining HID, Prabhu started his career in Dot Com organization and moved into the Security industry and has worked with organizations like Tyco and Honeywell India.
In an exclusive interaction with SME Channels, Prabhu reveals his business insights; the holy grail of the solid partner trust that defines HID’s success mantra in the India market; the main pillars of HID’s go-to-market strategy; and much more. Edited excerpts…
As a leading manufacturer of secure identity products space, what are your current key business focus areas?
Our current key business focus areas for HID in India include data centres, commercial and real estate (CRE); as well as banking, financial services and insurance (BFSI).
HID engages a host of top global technology vendors. What are your key considerations for determining partner onboarding?
Several key factors and considerations guide our partner onboarding so as to ensure partners are aligned with HID’s strategic goals, while maintaining high standards of security and compliance, and contributing to the company’s overall growth and innovation. They include:
Security and Compliance
Data protection: Ensuring that the vendor meets stringent data protection standards, including compliance with GDPR, CCPA, and other relevant regulations.
Certifications: Vendors are often required to have specific industry certifications such as ISO/IEC 27001 for information security management.
Security protocols: The vendor’s ability to implement and adhere to advanced security protocols, particularly in handling sensitive identity data, is crucial.
Technical Compatibility and Innovation
Technology integration: The ability of the vendor’s technology to integrate seamlessly with HID’s existing infrastructure is essential.
Innovation and scalability: HID looks for partners that bring innovative solutions to the table and have the capability to scale as needed.
Reliability and Performance
Proven track record: The vendor’s history of performance, including uptime, reliability, and the ability to meet SLAs, is a key factor.
Customer support: High-quality, responsive customer support is critical for maintaining HID’s operational standards.
Strategic Alignment
Long-term vision: HID seeks partners whose long-term vision and business goals align with theirs, ensuring a mutually beneficial relationship.
Market position:The vendor’s position in the market, including their reputation, customer base, and competitive edge, is assessed.
Cultural Fit
Organizational culture: Ensuring that the vendor’s organizational culture aligns with HID’s values and work environment can foster a smoother collaboration.
HID commands a robust network of channel partners. What’s the holy grail of this solid partner trust?
The HID Partner Program recognizes and rewards partner expertise in solving customer’s security identity challenges. When utilized, this collection of benefits can help increase their profitability and growth through a flexible and sustained partnership with HID.
Our partners receive full program support and flexibility for their unique business model and route to market, and well-defined criteria to determine their program tier status and help them advance to the next level. In addition, they earn loyalty-based incentives while building profitable relationships with their customers, and gain exclusive access to the HID Partner Community – a digital partner relationship platform to easily collaborate, enable and drive more deals.
As a top-notch industry player, you have always stayed ahead of the competition. What constitutes the main pillars of your go-to-market strategy?
HID’s go-to-market (GTM) strategy is built on several key pillars that enable the company to maintain its leadership in the secure identity solutions industry. These pillars are designed to ensure that HID stays ahead of the competition by delivering innovative, reliable, and scalable solutions that meet the evolving needs of our customers across various industries.
Innovation and Technology Leadership
Continuous innovation: HID invests heavily in research and development to continuously innovate and improve our product offerings. This includes leveraging emerging technologies like IoT, biometrics, and AI to develop cutting-edge solutions.
Technology integration: HID focuses on creating interoperable solutions that can seamlessly integrate with existing systems, providing customers with flexibility and ease of use.
Customer-centric Approach
Tailored solutions: HID prioritizes understanding the specific needs of our customers across different industries, allowing us to offer customized solutions that address unique challenges.
Customer support and services: We provide robust customer support and after-sales service, ensuring that our customers have access to the resources and assistance they need to maximize the value of their investments.
Strategic Partnerships and Alliances
Ecosystem development: HID builds and nurtures a strong ecosystem of technology partners, system integrators, and resellers. These partnerships enhance HID’s ability to deliver comprehensive solutions and expand our reach in the market.
Collaboration with industry leaders: By collaborating with other industry leaders, HID can co-develop solutions and stay at the forefront of technological advancements.
Global Reach with Local Expertise
Global presence: HID has a worldwide presence, with a strong network of offices, distribution channels, and partners across key regions. This allows us to effectively serve a global customer base.
Localized solutions: Despite our global scale, HID emphasizes the importance of understanding local markets and regulatory requirements. This enables the company to offer solutions that are tailored to specific regional needs and comply with local regulations.
Sustainability and Corporate Responsibility
Sustainable practices:HID incorporates sustainability into our operations and product development, focusing on reducing environmental impact and promoting eco-friendly solutions.
Corporate social responsibility (CSR):HID is committed to ethical business practices and corporate social responsibility, which resonates with our customers that value sustainability and ethical conduct.
Are you planning any major investments towards channel expansion?
We will continue to invest in developing solutions to empower our partners to offer the latest solutions to meet specific customer needs across multiple industry sectors.
In addition, we will continue to expand and invest in programs that enable our channel partner to offer enhanced customer support so as to create a seamless customer experience with our products and solutions.
What’s HID Origo Technology Partner Program? What benefit does it bring to the partners?
The HID Origo Technology Partner Program is exclusive to organisations integrating with the HID Origo platform through our API/SDK.
We aim to empower technology partners to differentiate themselves by accelerating their business, while providing an exceptional developer experience, resulting in increased opportunities and business growth.
The HID Origo Technology Partner Program is built upon three core values:
- Technical excellence – Unleash the full potential of HID’s technology to drive innovation and co-develop solutions.
- Market expansion – Enable increased exposure with co-marketing opportunities and accreditation of partners’ technical expertise.
- Business growth – Increase business opportunities through a flexible and sustained partnership with HID.
