Marcos Menezes, Country Manager of Bosch Security Systems in Chile, is our guest as Professional of the Month in this edition of the magazine VENTAS DE SEGURIDAD.
By Santiago Jaramillo Hincapié
Born in Brasilia, Brazil, Marcos Menezes has Brazilian and Spanish nationality, and is also a systems analyst by profession. He started working with 14 years of age packaging products in a company, at 16 years old he managed to do a technical course in software development, and at 19 years old he was already head of Data Center.
"In the middle of 1997, when I participated in a presentation of a Spanish video recording and transmission equipment, which was connected by a telephone line from Brasilia to a DVR installed in a bank office in Madrid, an image arrived every seven seconds at a resolution of 320x240 and when I saw the image of another country online and in colors, I decided I wanted to go down this road. I changed my professional career after this experience", Marcos Menezes.
"I have been in the area of electronic security for 17 years, now I realize that it has been quite a long time, but the passion for this activity has kept me in the field," acknowledged our guest.
He also acknowledged that he has had the opportunity to work in various roles and areas of this sector, such as; installer, integrator, designer, consultant, coach and executive.
Menezes was director of ABINEE (Brazilian Association of the Electrical and Electronics Industry) and ABESE (Brazilian Association of Electronic Security Systems Companies), collaborating for the standardization and regulation of the sector.
Since March of this year he has been the Country Manager of Bosch Sistemas de Seguridad in Chile. He previously worked for Spanish electronic security companies for eight years until he joined Bosch in 2005.
This professional of our industry is married and has three children, and also recognizes that being a life, full-time president of this venture (family) is exciting and motivating.
He also comments that one of his hobbies that he is trying to practice again in Chile is paintball, "I like the theme of strategy, action, battle, attack, defend, protect and play as a team, all this keeps you mentally 100% there and in the end you can be damaged and tired, but without stress," he added.
SECURITY SALES: What challenges do you face in technology, as a manager and in the relationship with your subordinates and collaborators?
MARCOS MENEZES: Working in a company that takes out 20 new patents/innovations per workday, creates a good orientation towards the future. The big challenge is to stay up to date with new product lines, launches and what lies ahead.
The most profound changes are in the area of video, the transition from analog to IP demanded and demands important complementary knowledge such as networking and IT. Today the processing capacity that cameras have is impressive, today it is not just about capturing and transmitting video.
The location of a camera, fixed or PTZ, is not only based on the function of identifying, recognizing or detecting people or objects. There are concepts and problems that merit focusing on risky situations or suspicious behaviors that must be detected by an intelligent video analysis, which basically transforms the image into information with content.
This requires consultative sales professionals who generate added value to the project, not only by selling iron, but rather intelligence, resource optimization, operating model, efficient storage solutions, scalability, system integration and intelligent video search via metadata.
The great challenge is to have a strategy of continuous training, field experience (getting your hands dirty), obtaining opportunities for improvement through after-sales generating a life cycle to improve our processes and value proposition.
VDS: What, or what are the objectives that a manager must achieve in the field of a security company? In the same order of ideas: what, or what are the integral objectives (for customers and employees)?
MM: Electronic security is protection of life and heritage, there is no room for error. You must have the same selective criteria that are used, for example to buy a parachute, there is no margin for errors.
The specialization in verticals, knowing all the characteristics and needs of the client's business better than the same, having partners who are active and add value in all stages of sales, post-sales and training, are some of the keys to success.
VDS: How do you see the immediate future and possibilities for industry expansion in the region?
MM: In a general way economic growth is low in our region, fortunately in some verticals investments in security and protection remain strong, in some countries like Chile they move a lot by force of law, when the government forces a new standard the market moves faster.
VDS: What, from your point of view, is the evolution that the security industry has had in your country in the years you have been working in it? What are the particularities of the electronic security industry in your country from the point of view of the technologies that are demanded and offered, the needs of customers and the solutions offered by companies?
MM: The great current challenge of the market today is the integration of systems, customers need a unique overview of security systems, they are looking for software and hardware that allow an easy, high availability, scalable and low maintenance integration.
The TCO (Total Cost of Ownership) is becoming a decision criterion for the acquisition of technology in our market, and customers are looking for technologies that allow lower maintenance costs and upgrades, automated and intelligent processes that optimize operating resources and that are simple.
This raises the level of the entire sales chain of our market, practically forcing companies to specialize in this area.
VDS: What is your opinion regarding the education, training and updating of all personnel working in the field of security integration?
MM: Training and staying updated and forward-looking is vital for professionals and companies in our market, it is a matter of survival.
VDS: How do you see the future of the security industry in your country when it comes to threats, demand and technological applications?
MM: The market in a general way is already worked; there are still spaces for specialized and integrated applications.
Success factors at Bosch
- Guidance for the future and long-term results.
- Reliability, credibility and legality.
- Innovation.
- Local presence with support from pre-sale to after-sale.
- Complete and integrated portfolio of electronic security equipment.
