Bosch Security Systems Launches ­‘Engineered Solutions and Software’ Range

To offer a comprehensive palette of services and tailor-made solutions for large projects is the aim of the new ­‘Engineered Solutions and Software (ESS)' product group which Bosch ­security systems has initiated since last year. The technology and service company is further extending its portfolio for partners in the high-end segment. Heiko Baumgartner had the opportunity to speak with Olaf Zeissig, Director and Head of Solution Sales, Engineered ­Solutions and Software, about the new department during Intersec in Dubai.

Bosch has already been providing services for large projects for many years in Germany and Holland. What motivated Bosch to offer complete solutions for such projects also in other regions with a completely new department?

Olaf Zeissig: Supply and demand. At Bosch security systems we have on the one hand the necessary product know-how but also the project experience gained over many years that is needed for solutions with security systems. Emerging markets with a rapidly growing infrastructure in particular have a great need for comprehensive and individually tailored security systems. The services that, for example, are required at an airport or the construction of public transport infrastructure range from the planning through tender preparation up to implementing the most highly complex projects.

With which partners do you work together? Don't Engineered Solutions and Software (ESS) come into competition with system integrators or planning offices?

Olaf Zeissig: When carrying out such projects we always work together with a local partner. As a rule these are large system integrators who, for such large projects, appreciate the security offered by a strong partner such as Bosch and who profit from our know-how in similar projects. They maintain direct contact with the end-user however. We discuss who will be responsible for which aspects of the project with our partners in advance and we both visit the end user, the planning office and the engineering office. This approach to local system integrators is also an important difference to the business model in Germany and Holland where we ourselves act as installer and system integrator.

Where are the advantages of this model for the end user and your partners?

Olaf Zeissig: We bridge the gap between system integrators and pure product providers. In practice this means that we work very closely with our customers and partners from preparation of the offer, through the planning and project realization stages right up to any agreed maintenance of the installed systems. This allows us to understand the needs of our customers better. Technical adaptations, plan rescheduling and cost adjustments that are unavoidable with such projects can thereby be more easily managed. One very important aspect of large projects is the software. The integration of the entire security technology into an IT and management system is demanding and requires quite simply a high degree of project experience. One cannot reach the goal with standard components - one must create solutions. Hardware and software adaptations are necessary - often already at an early stage of the project - to effectively use all the advantages of high-value components and to integrate the data. The information from high-definition images in video management, information from the access control system and alarms from the fire or security systems must be bundled for a effective reaction.

What role does the reliability of partners play in the awarding of projects?

Olaf Zeissig: A very big role, for two reasons. It is important for our partners that the project is followed by competent employees for its entire duration and we are very reliable here. At another level - the investment security - the financial background of a partner is crucial; think, for example, of short-term liquidity problems or the danger of insolvency.

Could you give us some examples of ­completed projects?

Olaf Zeissig: One of our airport projects, for example, is Terminal 3 at the Dubai International Airport and the departure area 2. The Bosch Building Integration System (BIS) is at the heart of the system and takes care of central logging, redundancy handling, PC call station functionality and the interfacing to the automatic announcement system, as well as other security-relevant airport systems such as fire alarm, flight information and building management systems.

Are only Bosch products used in projects­ handled by ESS?

Olaf Zeissig: Of course we rely mainly on the quality of Bosch products in projects entrusted to us. However, the integration of products from other manufacturers is also one of our jobs when it is necessary for the optimum safeguarding of the project.

In which countries and markets is ESS active?

Olaf Zeissig: We are starting in markets with high growth where we have the corresponding local competence: in the Gulf States, Russia, Latin America, India and Eastern Europe. We will concentrate on the most important vertical markets where we can best utilize our strengths: public transportation, airports, retail, critical infrastructure and sports facilities.