Sanjeev Sehgal
Founder & Managing Director, Sparsh CCTV
“At Sparsh CCTV, we see the channel ecosystem as a long-term growth partner rather than simply a route to market. With a network of 2,000+ associates and a presence across India, our focus is on building an ecosystem where partners can participate across the complete surveillance value chain from products and projects to AI-led solutions and lifecycle support.
The surveillance market is moving rapidly from standalone cameras to integrated, intelligent systems. This creates opportunities for system integrators, distributors, VARs and technology partners to move up the value chain. Our approach is therefore centred on enabling partners with a broad portfolio, indigenous technology, STQC-certified solutions, solution-level capabilities and strong after-sales support.
PARTNER PROFITABILITY AND SUSTAINABILITY
Our strategy is built around creating more value per partner rather than simply increasing partner numbers.
The surveillance industry is transitioning from hardware-led transactions towards integrated solutions. This gives our partners opportunities to participate in higher-value engagements involving AI analytics, VMS, command centres, cloud, specialised cameras and application-specific solutions.
We are therefore focused on three areas: portfolio depth, technical enablement and project-led business opportunities.
First, partners need access to a comprehensive product and solution portfolio so they can address different customer requirements through a single technology ecosystem. Second, technical capability is becoming critical as customers increasingly demand AI, cybersecurity, compliance and integration. Third, the growth of sectors such as transportation, infrastructure, manufacturing, BFSI and smart cities is creating opportunities for partners to build recurring and solution-led businesses.
Our objective is to make the partner relationship commercially sustainable helping partners move beyond transactional hardware sales towards solution design, deployment, integration and lifecycle services.”
