Latin America. In an interview with Sandra Camacho, Project Manager of Ventas de Seguridad, Martín Álvarez, the head of the northern region of TVCenLínea.com, revealed the progress and strategic challenges to which the company has been subjected in recent years, as well as his perspective on the effect of artificial intelligence on digital security.
From product to solution: market development
One of the biggest challenges for TVCenLínea.com has been the change in the market, which has evolved from focusing on the sale of products to the incorporation of comprehensive solutions. Álvarez explained that the company has managed this evolution through three key strategies:
"One of the main challenges we have had in these years is the evolution of the market as such: from going from a product-focused scheme to one focused on solutions. And we have done it in three ways. The first, strengthening training and engineering to offer a good pre-sales and after-sales service. The second, expanding coverage nationwide with strategic distribution centers. In the west, we receive most of our inventory from Asia."
To which he added: "We also have distribution in the northern area, because several of our main brands come from the United States. In the central area, in Mexico City, we distribute products to our branches in the south of the country."
Regarding future challenges, Álvarez highlighted: "Our challenge is to increase our business offer roadmap. This year we have incorporated already proven solar panels and inverters, in addition to a well-positioned structured cabling line. In the area of fire detection and extinguishing, we have diversified into three segments: conventional, intermediate and premium. This entire portfolio has a specific focus."
Trend: From product to end-to-end solution
The e-security market has evolved significantly in recent years, moving from a focus on individual products to comprehensive solutions.
"This trend is something natural in the market. It is no longer based on a product, but on a solution," said Álvarez.
Technology integrators are looking for more comprehensive projects that combine different solutions. TVCenLínea.com has been able to adapt to the pace of the market, ensuring an added value that allows them to differentiate themselves.
Artificial intelligence: the revolution in electronic security
Artificial intelligence has completely transformed the security industry, marking a radical shift from a reactive to a preventative approach. Álvarez stressed that, in its beginnings, video surveillance had a more operational purpose than security. However, with the addition of AI, it is now possible to anticipate events and take action before incidents occur.
"With artificial intelligence, we go from being reactive to being preventive. We can now receive real-time notifications about the presence of people, facial recognition and applications in the construction industry, such as helmet or vest detection. This allows for a quantifiable return on investment," explained Álvarez.
