“We have some great partners who understand and recognise the value of our joint proposition to mutual clients,” says Sara Fisher, Head of Sales, barox Kommunikation.
How has the demand for reliable and secure IP-based solutions evolved in recent years?
We are seeing new and ‘emerging’ CNI sectors coming to the forefront, driving stakeholders to seek out resilient and robust solutions for their security networks.
More than ever, clients are concerned about the security of systems, the pedigree of the products they are buying as well as the credentials of the supply chain.
NIS2 is a significant discussion point at present, and suppliers are expected to be able to answer and demonstrate their compliance to this directive.
barox is faring well in this new, even more uncertain world. Its ISO 27001 certification and experience of supplying products into countries having ratified the NIS2 Directive typically sets us apart from other suppliers and has led us to securing new contracts.
There is much greater drive from clients and partners to be educated on network hardening and best practices on securing their networks.
barox has recently announced a number of integrations and partnerships. What do these mean for the market?
We have some great partners who understand and recognise the value of our joint proposition to mutual clients. This is particularly true of the integration with Gallagher Command Centre.
Being predominantly access control and intrusion focussed, it was a different type of development for us. However, it has been one of the most well received integrations that we have had in the portfolio to date.
The synergies between our businesses were the driving factor behind this partnership.
Raytec is another key collaboration and longstanding relationship.
Our combined, more sustainable solution simplifies equipment, reduces points of failure and configuration time on site and provides the most energy efficient and cost-effective solution for clients.
These partnerships and resulting benefits create resilient, efficient and secure solutions for our mutual customers.
Can you tell us more about some of your recent regional appointments and how these support your growth?
We recognised some time ago that North America offered our biggest potential for international growth.
The initial driving force behind this was really the US’s stance towards Chinese products and technologies, which has created opportunities for other international suppliers.
Whilst you have to invest heavily [in this region], the gamble has paid off – business is growing exponentially and our technology partnerships have had a significant hand to play in this success story so far.
With the appointment of Nikolay Mitev, another territory we are investing in is Eastern Europe and CIS.
We have some great customer relationships in region, but we needed the knowledge, industry experience, customer focus and connections that Nikolay brings from his tenures at Milestone and Briefcam.
We are seeing some great results from Nikolay’s work already and I am looking forward to meeting our clients and partners in that region in the coming months. We have more international expansion plans for 2027 and beyond which we will be announcing in due course.
Looking ahead, what key developments are on the horizon for barox?
We realised some time ago that developing new and more advanced network management and software tools was the route to keeping barox ahead of the game.
In line with this, we have launched our new xNMS product which has been welcomed by our client base and is set to transform the way the industry configures, supports and manages security networks.
Our future ‘cloud strategy’ is linked to the onward development of these software tools. We are also about to announce the introduction of a new range of switch products with 25G plus capability.