We are already well positioned in our vertical markets, and the next step is expanding our ecosystem — bringing in new partners who want to grow with us, not just buy from us. Our mission, together with our key vendors, is clear: to keep acting as an innovation enabler. That means delivering real technical expertise, strong local presence, and a shared business development approach.
By: Damir Muharemovic; E-mail: editorial@asadria.com
a&s Adria: Can you please present yourself to our readers, with an emphasys on your professional career and role at Aikom International?
Peica: I gained my previous work experience by working in various companies across the private sector, public enterprises, and the field of IT distribution. I graduated from the Faculty of Organization and Informatics in Varaždin, and I began my professional career as a network engineer at the system integrator company ECS, where I gained significant experience in telecommunications, IT security, and system integration in general.
With the goal of further professional development in telecommunications and security technologies, I continued my career in the public sector, where I had the opportunity to work and learn as an engineer on the latest technologies. Over time, I developed a strong interest in presales activities and realized that IT distribution is the segment of the industry where I could further develop these skills, which encouraged me to consider a new career direction.
I then joined Ingram Micro, one of the world’s largest distributors of premium IT brands. I started my career there as a Cisco presales engineer and was soon given the opportunity to move into sales, where I worked on market development for vendors such as Cambium Networks, with whom I continue to collaborate closely in my new company.
My role at Aikom marked a new chapter in my professional career, which began in June 2022 with the launch of the Aikom International project, the international branch of the parent company Aikom Technology from Italy.
As the headquarters of the newly established company is in Zagreb, its primary mission is to develop business outside the Italian market, including the Adriatic region, Greece, Cyprus, Turkmenistan, and Turkey. I currently serve as Sales Director, and my team is based in several countries, which allows us to stay close to our partners and better understand local markets.
a&s Adria: Aikom positions itself as a value-added distributor rather than a traditional box mover. What does “value-added” mean in practical terms for your partners and customers?
Peica: For us, “value-added” means bringing value to every single phase of a project: from the initial consultation to long after implementation. Pre-sales and post-sales support are at the core of our approach: we listen, plan, and design tailored solutions to enable mutual growth.
We go beyond simply supplying technology. We provide high-performance products, but also financial tools, co-marketing initiatives and strategic support that help our partners’ ideas take flight and turn into concrete business opportunities.
To the value of the brands we represent, Aikom Technology adds the value of specialization (built over years of industry experience) the value of strong, trusted relationships with vendors and the value of financial stability. This last aspect allows us to guarantee flexibility and continuity in operations.
a&s Adria: In which countries is Aikom currently active, and what are the main challenges of distributing security and safety technologies across the Adriatic region?
Peica: Aikom Technology is headquartered in Italy, where we have built a solid and trusted presence over the past 20 years. Our experience in the Italian market has allowed us to develop deep expertise, long-standing relationships and a strong reputation as a reliable value-added distributor.
In recent years, we’ve initiated a structured internationalization process that has expanded our distribution operations to Adriatic-Balkan region, but also some other countries like Greece, Cyprus, Turkmenistan and Turkey.
Entering these new markets is both exciting and challenging. Each country presents unique regulatory frameworks, business cultures and infrastructure maturity levels. One of the main challenges is adapting our support and consulting services to different market dynamics, while maintaining the same high standards that distinguish us in Italy.
That’s why we invest in building local relationships, understanding the specific needs of each territory and offering solutions that are not only technologically advanced but also operationally and commercially aligned with the realities on the ground. Our goal is to become a strategic partner in each of these countries, just as we are in Italy.
a&s Adria: How has the role of the security distributor changed in recent years?
Peica: The role of the security distributor has evolved significantly, moving far beyond simple product supply. Today, a distributor must act as an enabler of innovation, a consultant and a trusted partner in increasingly complex and integrated ecosystems.
In recent years, we’ve seen a growing demand for tailored, scalable and interoperable solutions.This requires distributors to invest in technical expertise, pre-sales engineering and post-sales support. It’s no longer enough to offer a wide product portfolio, what matters is the ability to guide integrators and partners through solution design, system integration, regulatory compliance and even project financing or marketing.
The Main Market Drivers
a&s Adria: Which security and safety product categories are currently seeing the strongest demand in the Southeast Europe and why?
Peica: We are seeing strong demand for professional radio solutions, particularly in environments where reliable and secure communication is essential. The main drivers come from sectors such as utilities, transportation, public safety, and critical infrastructure, where organizations are upgrading legacy radio systems and looking for more flexible platforms that can support voice, data, and video on a single network. There is also a growing focus on resilience, security, and uninterrupted operations, especially as networks become more closely integrated with IT and operational systems.
a&s Adria: What do you consider the most critical factors for doing business successfully in the security equipment sector today?
Peica: Doing business successfully in the security equipment sector today comes down to a few essentials. Trust and long-term relationships matter most, because customers need partners they can rely on. Proven, high-quality technology is critical, especially in environments where security really matters. Strong technical know-how and support help turn products into real solutions, not just boxes. Finally, a deep understanding of local markets, regulations, and customer needs — combined with the ability to adapt quickly — often makes the difference between winning and losing a project.
a&s Adria: Many of the solutions in your portfolio are deployed in mission-critical environments. Beyond product supply, how does Aikom support integrators and end users through project support, expertise, and ensuring long-term system reliability?
Peica: Our support begins well before any product is delivered. We collaborate with system integrators during the design and planning phases to analyze needs, mitigate risks, and define robust architectures. This includes feasibility assessments, compatibility checks and guidance in the selection of certified solutions that meet industry standards and regulations.
Once the project is operational, our involvement continues through dedicated post-sales services: firmware and software update advisories, troubleshooting support and direct liaison with manufacturers to ensure fast, effective escalation paths when needed.
We also invest in long-term system sustainability. This means training technical teams, offering lifecycle management strategies and providing access to demo labs and field test programs to validate solutions before deployment.
a&s Adria: How do customer needs and project requirements influence the way you structure and evolve your portfolio? Can you share a practical example?
Peica: Aikom does not maintain a static portfolio; instead, it continuously adapts in line with specific project requirements and the evolving needs of the channel. This approach is guided by structured market analysis and continuous engagement with channel partners and end customers.
The insights gathered through this process enable us to strategically expand or specialize our offering. This includes the development of vertical solutions for sectors such as enterprise networking, smart cities, logistics, and oil & gas, as well as the careful selection of highly innovative technology vendors capable of addressing clearly identified market gaps.
We are frequently requested to deliver complete, end-to-end solutions for specific projects. For example, in smart city deployments, municipalities may require full crossroad management systems that integrate all necessary technologies into a cohesive solution. Leveraging our portfolio, we can provide surveillance cameras, power supply solutions, and connectivity infrastructure as a unified offering.
This integrated approach significantly simplifies the procurement and solution design process for our partners, enabling them to gather the required technical components efficiently and present a comprehensive, competitive proposal to their end customers with speed and confidence.
a&s Adria: Professional radio communications are a significant part of your portfolio. How do you see their role evolving alongside IP video, data networks, and software-driven security platforms?
Peica: Today, radios are no longer isolated voice tools. They are becoming fully integrated components of broader digital ecosystems, interoperating seamlessly with IP video surveillance, data networks and advanced security platforms. The convergence of voice, video and data is enabling a new level of situational awareness, faster decision-making, and more effective emergency response.
Solutions like WAVE PTX by Motorola Solutions are a clear example: they combine push-to-talk functionality with broadband connectivity and cloud-based management, allowing teams to communicate across different devices (radios, smartphones, dispatch consoles) and from anywhere in the world.
In this context, the radio becomes part of a wider orchestration of technologies — where every element (audio, video, data, analytics) contributes to a unified and intelligent response system.
At Aikom, we strongly believe that the future of professional communication lies in this integration: secure, real-time, multi-modal communication networks that empower both security forces and commercial operators to act faster, smarter, and with greater coordination.
Our Goal Is to Build a Coherent Ecosystem
a&s Adria: How do you ensure that the brands and product categories in your portfolio complement each other rather than overlap or compete?
Peica: From day one, we’ve focused on quality over quantity. Our strategy has never been to stack brands — it’s to build a coherent, high-value ecosystem.
We design our portfolio so technologies are complementary by architecture, positioning, and target market. Voice, video, wireless, and networking are not separate area for us — they’re building blocks of one integrated solution. That approach allows our partners to develop complete projects instead of pushing standalone products.
Our ecosystem mindset puts us in a position to offer true end-to-end solutions. And when the customer sees a 360-degree infrastructure — integrated, scalable, future-proof — the conversation shifts from cost to investment.
Take a complex environment like an airport for example. Once a client invests in mission-critical radio communication, the long-term value naturally extends to video surveillance, wireless infrastructure, and data networking — ideally within the same technological framework or vendor ecosystem. That continuity creates operational efficiency, easier integration, and long-term loyalty.
We avoid internal competition by design. Every brand has a clear role, a clear positioning, and a defined market space. The result is synergy, not overlap — and stronger business for everyone in the chain.
a&s Adria: Looking ahead, what technology trends do you expect to have the greatest impact on the physical security and safety market over the next three to five years?
Peica: For us, safety and security is inseparable from voice, video, and data technologies. That convergence is our core playground — and where we move fast and with confidence.
The biggest impact over the next three to five years will come from AI-driven analytics, edge computing, and full integration across platforms. AI is no longer a buzzword — it’s already embedded in many of the solutions we bring to market. From intelligent video analytics and real-time threat detection to predictive maintenance and automated incident response, AI is turning security systems into proactive decision-making tools.
We’re also seeing a strong push toward unified architectures — where access control, video surveillance, networking, and communication systems are fully integrated over IP infrastructure. Cybersecurity will be non-negotiable, especially as physical and digital security continue to merge.
Everything currently in our portfolio is aligned with this direction. We’ve already invested in vendors and technologies that are AI-enabled, scalable, and ready for enterprise-grade environments. So we’re not waiting for the trend — we’re already positioned on it.
Our focus over the next few years is clear: strengthen our voice-video-data ecosystem, support our channel with high-value, intelligent solutions, and stay ahead of the curve by driving innovation, not just following it.
a&s Adria: What can we expect from Aikom in the upcoming years?
Peica: I can expect strong organic growth. We are already well positioned in our vertical markets, and the next step is expanding our ecosystem — bringing in new partners who want to grow with us, not just buy from us.
Our mission, together with our key vendors, is clear: to keep acting as an innovation enabler. That means delivering real technical expertise, strong local presence, and a shared business development approach. We don’t just distribute products — we build markets.
We will continue investing on the ground. After opening our Zagreb office to cover the Adriatic region, Greece, and Cyprus, we expanded further with our Istanbul branch to accelerate growth in the Turkish market. These are strategic moves — not symbolic ones. We invest where we see long-term potential.
In the coming years, you’ll see Aikom becoming even more structured, more international, and more focused on high-value solutions in voice, video, and data. Growth, stronger partnerships, and deeper market penetration — that’s the roadmap.
