Casi seeks a larger market share

A new president and parent company provide a facelift
 - 
Friday, November 1, 2002

BOCA RATON, Fla. - With deeper pockets through its parent organization and a new president at the helm, GE Interlogix's access control division Casi is ramping up its research and development and customer service in a move to increase its market share.

The result, said Juan Cabezas, named president of Casi four months ago, will be product that integrates fire and building controls with the company's access control platform.

"I want Casi to be thought of more than just in the access control space," he said. "You'll see us move more into other" areas.

Cabezas joined Casi, a longtime player in the security industry with 35 years under its belt, with 17 years of experience at a division of IBM. Most recently he worked for a New York-based software startup company. Cabezas' background in the software industry, where customers look for a partner, he said, made him a natural fit to fill the position.

His goal as president, he said, is to grow the company. "We want to be a number one player in all market segments that we choose to serve," he said.

To accomplish that Casi is now in the process of implementing several new programs geared towards its customers. New programs involve increasing R&D, improving the company's customer support and leveraging its e-learning initiative.

As a result of new R&D, Cabezas said product will be easier to install and use. Other initiatives include partnering up with Casi parent company, General Electric, to tackle vertical markets, such as bringing security and utilities together, said Scott Stroh, vice president of sales for Casi.

On the customer service and e-training side, Sutton said the idea is to "to lower (dealer's) cost of implementing our system."

Cabezas concurred, adding that while Casi is already in the middle and lower markets, these programs will make it easier for integrators to do business with the company.

"The idea is to expand that and leverage that so we have most, if not all our products that you can access through the Internet and train at your own pace," said Cabezas. "Some of our partners can't afford to take (their installers) out of the field. For those partners that can't do that, we're saying there's another way for training."

In the coming months Casi intends to launch enhancements to its product lines that will capitalize on a single platform approach.

"As we begin to reap the benefits we are making now on R&D, customers down the road will have to train their customers on one set of technology," said Cabezas.