RISHI LODHIA , Managing Director , EMEA , Eagle Eye Networks , is a company providing cloud-based video surveillance products for physical security and business operations applications . He describes his management philosophy as a mission to make sure that the company hires highly talented people in all departments . Lodhia explains to us how the software- as-a-service ( SaaS ) and video surveillance vendor is courting partners and developing its business across the EMEA region .

My role is about helping my teams to perform their roles as best as they can . We have very talented people in Eagle Eye Networks in a multitude of departments , from engineering to support to sales – and we ’ re always trying to grow our people and business in order to offer extreme support to our customers . By finding the right people for the right positions , we can continue to accelerate growth . This has been particularly challenging in the past year , as we ’ ve had to hire people without ever having met them in person . While we ’ ve been successful , we ’ re looking forward to more in person interviews again !

How do you ensure channel partners flourish in a highly competitive market ?

We need to provide our channel partners with excellent products and services that benefit their customers like no others . One way we differ in the market is our 24 by 7 support in multiple languages , so that they can call us with questions whenever they need to . By coming up with new solutions and services that meet customer needs , our partners can increase their recurring monthly revenue . The IT channel is already comfortable selling SaaS products and cybersecurity . We are making sure they have all the tools to apply the same principle to camera installations .

Rishi Lodhia , Managing Director , EMEA , Eagle Eye Networks

Can you explain how your company works with channel partners ?

We are a Software-as-a-Service company , but our video surveillance technology requires customers to have physical cameras installed , so we need to work closely with channel partners to make sure the setup is completed correctly .

The channel needs to be able to offer customers the full package – the cameras , the surveillance technology and the support – so our channel partners are a crucial part of the value chain . Camera surveillance used to be more part of physical security departments , but as the technology has evolved and video management software has been ‘ cloudified ’, cameras have become ‘ just another device ’ on the network for IT departments to take on .

What are the latest trends you see emerging across the channel ?

The convergence to cloud services is moving rapidly , as businesses have seen for years that they need to transform . Businesses don ’ t want to buy more stand alone and on-premises physical systems , they ’ re more interested in As-a-Service models where everything from safety to communication is included .

These XaaS solutions are emerging in the workplace even faster than anticipated due to COVID-19 , because the business environment is changing to become more on-demand . Solutions that can adapt and are durable are more valuable to the channel , as well as those that are interoperable with other solutions , as these are long term options .

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