Post IPO, Infinova invests in channel

MONMOUTH JUNCTION, N.J.—Camera manufacturer Infinova, which completed a $300m. IPO in December,  and recently announced that it was looking for acquisitions, will launch its channel partner program, called the Infinova Certified Integrator Program, at ISC West next week.

Integrators who join the program will receive differentiated pricing, warranties, products and services, Mark Wilson, VP marketing for Infinova said. They will be required to complete Infinova's Technical Product Certification program, which the company launched in December.

Nathan Needel, VP sales Infinova told Security Systems News in an email interview that the ideal integrator for this program is one who helps “large customers migrate from analog to IP surveillance. We provide both a traditional hybrid approach and our coexistence solution in which their customer can start using megapixel cameras without tearing out their analog control room.” Needel called this “a big plus when talking to customers who are under a budget crunch and worrying about pulling out equipment before it is fully depreciated.”

The company's suite of products “megapixel, IP and analog surveillance cameras, including specialized cameras, control room equipment, fiber optic communications and customized systems [will help integrators] say yes to a broader scope of projects.”

The company will also introduce a new “solution category at the show,” he said.

Infinova also became a public company in December when it completed a $300 million IPO in China. The certification program that it launched in December includes a one-day hands-one technical certification program that is certified by ESA and BICSI. The idea is “to bring in traditional security installers and give them the training they need to do a good quality installation for IP surveillance installations,” Wilson said. Companies must have one technically certified engineer at each site, he added.