Zenitel: GIT-Interview with Erik Hoving about reliable communications for the management of vital activities. Zenitel is operating at the cross road of two worlds: communication on the one hand, security and safety on the other. In 2005/06 the company developed and launched an IP intercom platform. It also operates wireless Tetra networks. Its history dates back to 1901, when a group of Belgian entrepreneurs founded C.T.S.F. – Compagnie Générale de Télégraphie sans Fil. None less than King Leopold II and Guglielmo Marconi, the inventor of the wireless telegraph, supported them. Today Zenitel is a leading player in the market for reliable, fast, secure and safe communications. Its customers are professional users for whom communication is critical because their work involves protecting human lives or managing vital activities. It employs about 650 people world-wide. GIT SECURITY + MANAGEMENT talked to CEO Erik Hoving about the security market and the future of the company.

Mr Hoving, which markets are the most important for you at present?

E. Hoving: Since 1901, Zenitel has been providing the means for people in trouble to talk. When seconds count and there is no room for error, when there is the potential for violence or it’s an emergency situation, the company delivers critical communication. This is the focus and there is no plan to change direction. Indeed the business of security management is due to become one of the most relevant businesses in the near term. That is because it relates to the safety of people.

We bring critical communication to market through three channels. Firstly we deliver products, secondly we are a system integrator on projects, and thirdly Zenitel runs its own networks. Our most important product is Stentofon. Whereas a telephone is used for general communications, intercom adapts to a specific situation, seamlessly integrates with other security audio systems and provides absolute dependability in a critical situation.

What are your company’s latest developments in products and services?

E. Hoving: On the 7 July 2005 the London bombings shocked the world. Ever since, it seems the global world around us is becoming increasing unsafe and more violent and the need to deal with it effectively is at the top of everyone’s priority list. For example, one of the lessons that emerged from the events of 7–7 was the need to establish better communications within and between the emergency services, even back to their control rooms.

We have chosen to operate at the cross road of these two worlds – communication on the one hand, security and safety on the other. In today’s world, Zenitel believes that the needs of the customer are growing increasingly complex and is prepared to help them with these issues. This is a world The company believes in, a world in which it will continue to invest in, amongst others through the new Stentofon intercom platform and through the wireless Tetra networks that the company builds and operates.

Can you name us some specialities of Zenitel – or even USPs?

E. Hoving: The company is an established, global market player with many, many decades of knowledge. Its biggest USP is knowledge of its users, technology and industry. Zenitel always focuses on its users, and what makes and breaks them. The company also has key industry differentiators and the knowledge to bridge the technologies: Hi-Fi, intercom, radio, public address, telephony and security management integrated.

Innovation is of course key as it builds on the strong foundations already put down and continues to pioneer. It achieves this by being as close to the market as possible, making sure it delivers innovation straight to the customer, guaranteeing the company develops and make innovations earlier than ever before, in tune to customer needs.

The company is always working towards achieving an even faster time to market. Another advantage is that Zenitel will remain a specialist and focused. Always focused on the critical communication slice of the market.

Tell me more about recent successes.

E. Hoving: Initiatives taken a couple of years ago are now really starting to pay off. The product pickup is much more successful than anticipated and the products now have good added value. The company has successfully invested in two crucial areas: a new IP security audio product and in the networks. Its network in the Caribbean, ChuChubi, is a major success. Zenitel also has a license in the Netherlands, the Dutch network MCCN, and the number of customers joining that network is rapidly increasing.

Further still, it has received the agreement from the Belgium regulator to launch the Tetra network in the Antwerp Harbour area and in March 2007, held a customer celebration for the launch of a new network in Belgium. The company is very capable of getting customers interested; more customers are talking to the company and taking wider and wider interest in this part of business. The result is that conversations with customers are on a higher level than ever before.

Voice over IP was Zenitel’s vision over two years ago and is everywhere around us today. The pick-up rate of Stentofon AlphaCom E is very impressive and now the company offers innovative IP substations too, uniquely connecting directly to any AlphaCom E or IP network, making them easy to deploy, anywhere and at any distance.

What are your most important decisions for the near future?

E. Hoving: In addition to our most important sales channel, our distributor network, we wish to choose and work with a limited number of security management players. These players will share the idea of integrated security management where CCTV and building security access is being coupled with the integrated activity of either radio or intercom.

What are your plans concerning the European market?

E. Hoving: Zenitel country offices around the world provide full solutions to our customers and in the case of our distributors and system integrators; we plan to continue delivering marketing and technical support to help them do their utmost. Our plan is to grow our presence in Europe and the Nordics, through our partners, step by step.

The company is also building strategic alliances with important global key accounts in the security management world, jointly developing and launching fully fledged security management solutions for building security and other applications.

Thank you for your time.

Contact:

Zoé Redman
Zenitel Norway A/S,
Oslo, Norway
Tel.: +44 1435 812904
zoe.redman@zenitelcss.com
www.zenitelcss.com