One year later, infinias 'ahead of plan'
FISHERS, Ind.—Roughly a year after buying the access control division Pelco no longer wanted, infinias is “ahead of plan,” according to Wayne Jared, president and CEO, and “from a sales point of view, things are good. We’re seeing some pretty good growth.”
The company in February hired new national sales manager Bob Mosler, a 25-year veteran of the likes of Brivo, Diebold, and ADT, and in March took on Kyle Summers as Eastern region sales manager, coming from Anixter and joining many of his old Integral Technologies mates, who were part of the Pelco spin-off following the acquisition by Schneider. Those kinds of hires, combined with distribution agreements with ADI, Anixter, Graybar, Northern Video and SES, and manufacturers’ rep agreements with Innotech Cabling Solutions (Canada), Stringer and Company (Northwest), Argus Solutions (Australia), CV Reps (California and Nevada), represent the kind of channel-building infinias was forced to start nearly from scratch and which continues today.
The market education continues as well, Jared said. “When Pelco took over the product, they changed the spec sheet to say that Intelli-Me was good for 32 doors or less, and we’d been doing much bigger jobs than that at Integral,” he said. Now, with a new completely web-based access solution, infinias is looking to get the word out that its solution is not only scalable, but is good up to and past 1.5 million events a day.
Further, the company is working on new technology that will eliminate the need to constantly be adding user-requested features because the users will be able to create the features themselves. “I don’t know if anyone in the industry has a rules engine,” Jared said, “we might be the first. It’s a pretty unique thing that we’re doing.” Essentially, it will allow users to define what events to look for and what actions then to take, allowing customization for an anti-passback feature, say, instead of infinias defining what anti-passback means and what repercussions should follow.
“We’ll be launching that in late spring,” Jared said. “It will dramatically increase the capabilities of what we can do.”