Act locally, rise globally: Exploring ISS’ rapid growth

International Security Journal takes a closer look at how ISS’s regional strategies have helped accelerate the company’s growth.

The Middle East has emerged as a pivotal hub for ISS’s global expansion efforts.

The firm is doubling its revenues each year, driven by an expanding team, participation in a variety of mega projects in the region and partnerships with high profile and established corporations.

“While ISS had a presence in the Middle East for more than a decade, it was about three years ago that we determined, at the board level, to make a major investment in the region,” said Richard Burns, Chairman of ISS.

“That meant not just hiring and marketing activities, but having top management fully committed to coming on a regular basis to listen directly to the needs of major public and private sector end users in the region,” Burns continued.

In fact, people in Saudi Arabia are most often astonished when they ask Burns whether he has visited the Kingdom and are told that he’s flown in 27 times in the last three years.

ISS’s Chief Executive Officer, Aluisio Figueiredo, has also travelled to the region a similar number of times.

“No one doubts your true commitment to their country and the region once you tell them this,” continued Burns. “After time, our friends in Saudi Arabia and the UAE felt comfortable enough not just to let us into their businesses, but also the privilege and pleasure of their homes and families.”

Many end-users in the region had been rightly sceptical of some companies entering the market with promised technological advances that, in the end, fell flat.

Whilst advanced technologies are required to match the visions of ambitious leaders (notably, Saudi Vision 2030), proof of concept and staying power also plays a key role.

“The best quote we heard when we first went to Saudi Arabia was from a senior government leader who said to us: ‘You’ve come to the Kingdom late… but you have come at the right time’.

By that we understood that the timing for ISS’s technologies was now and that we had the chance to prove ourselves. We have striven to make good on that invitation ever since,” added Burns.

Throughout the region, as ISS has competed vigorously with the best technology companies in the world, projects in the GCC have demanded top performance and absolute state of the art innovation. One of ISS’s long-standing mottos has been: “The only way to ‘future proof’ is constant innovation.”

 “As a result of our strategic approach,” continued Burns, “we have been amazed by the volume of opportunities that are currently on the table, including smart city projects, bids for intelligent transportation systems and initiatives to bolster public safety with advanced surveillance and emergency response systems, notably in Saudi Arabia and the UAE.”

“As we navigate the complexities of local markets, we have meticulously tailored our portfolio to meet the unique needs of our clients, ensuring we remain agile and responsive,” added Figueiredo.

“This strategic approach not only fosters trust and loyalty among our partners but also solidifies our position as a leader in the industry, by integrating the latest breakthroughs in video intelligence technology to enhance security through AI-powered solutions.

“Our company’s success relies on our ability to effectively address the current and evolving demands of the security infrastructure in the region.

“Our R&D team in Miami, US has adeptly introduced and refined our portfolio to comply with the new regulations and specific requirements of each market in which we operate.””Our R&D team in Miami, US has adeptly introduced and refined our portfolio to comply with the new regulations and specific requirements of each market in which we operate.”

Success stories

In the UAE, ISS has focused primarily on projects around smart/safe city enhancement. In addition to deploying IT top-rated, AI-driven video analytics, ISS’s exceptionally robust SecurOS platform has been deployed as a national platform in various Emirates, enhancing urban infrastructure and improving the overall quality of life for citizens.

In Saudi Arabia, ISS finds a plethora of opportunities with a focus on public transportation, digital connectivity and sustainability. The evolution of smart infrastructure has created a pathway for ISS to thrive in this market, with a particular focus on borders, ports and the energy sectors.

Despite the slow rhythm some may have perceived following the FIFA World Cup, Qatar also remains a land of promise for the company. In fact, significant achievements are particularly evident in the oil and gas sector, where ISS VMS and UVSS (Under-Vehicle Surveillance Systems) technologies are widely utilised by prominent public and private institutions.

Lastly, in Egypt, ISS’s scope of work mainly focuses on significant port projects across the country where the aim is to optimise the flow of goods and streamline operations and security.

A global leader in video intelligence

Founded in 1996, ISS is a proud American-made company and has remained a trailblazer in developing intelligent video solutions for over 25 years.

Committed to excellence, ISS delivers products of unparalleled quality, crafted with precision and a level of expertise that differentiates it from many European and Asian manufacturers.

ISS reshapes the future of security through innovative, AI-powered technology.

As pioneers in video intelligence and analytics, the SecurOS platform offers unmatched surveillance and control, while delivering advanced software solutions.

The platform integrates AI-powered modules for real-time edge analytics, data analysis and decision management.

To date, the SecurOS Video Intelligence Platform has been deployed in more than 400,000 installations worldwide, supporting over 7.2 million cameras.

The scalability of SecurOS supports basic video management deployments that may include ten cameras or less to more expansive networks of 100K+ cameras running sophisticated analytics.

A partnership with Abu Dhabi-based Presight AI

ISS’s innovation and proactive problem-solving has earned the trust of partners across the region.

On the floor of GITEX 2024 in Dubai, ISS and Presight AI – the region’s leading big data analytics company powered by Generative AI – announced a new commercial agreement, significantly expanding their strategic partnership.

ISS will deploy Presight’s AI-driven data analytics across its North and South America portfolio, including Smart City and Intelligent Transportation Solutions.

Meanwhile, Presight will implement ISS’s SecurOS video and sensor platform across its UAE national and international projects.

SecurOS UVSS is now made in KSA

Another strategic partnership was also signed on the floor of GITEX 2024 between ISS and Advanced Electronics Company (AEC), a wholly owned subsidiary of Saudi Arabia Military Industries (SAMI) and an acknowledged forerunner in the design, manufacture, sales and repair of diverse Electronics and ICT products and systems.

This agreement marks the beginning of a new chapter in the export of ISS SecurOS UVSS manufacturing to AEC’s state-of-the-art facilities in the Kingdom of Saudi Arabia.

This partnership advances world-class product development by combining both companies’ expertise.

Under this agreement, AEC will handle the assembly and integration of the SecurOS UVSS, using its production capabilities to meet the demand for advanced security systems in Saudi Arabia and the Middle East market.

Regional expansion

With a bold vision for expansion, ISS is strategically exploring new markets and making its mark in Africa, where the company is actively engaged in projects in Togo, Nigeria and Tanzania.

With a strong foothold in the Middle East, ISS has emerged as a preferred vendor for sophisticated end-users. While ISS believes in engaging with end-users (less to sell, more to listen and educate), it remains just as committed to its integrators and distributor partnerships.

“As I look ahead,” concluded Burns, “I see an acceleration of our business relationships transitioning to 2025. Some of our most interesting projects, especially in Saudi Arabia and the UAE, have been incubating for 2024 and we expect them to hatch next year.

“The biggest challenge we have currently is hiring top-tier engineers, pre-sales people and business development professionals. If you’re one of these and want a growth challenge, contact [email protected] with a cover note and resume.”