March Networks and VIVOTEK will, as part of Delta’s newly established Building Automation Business Group, operate together within the security solutions division. The goal is to bring all components of security solutions into a single integrated platform, enabling end users to access and monitor all information in one place.

By: Damir Muharemovic; E-mail: editorial@asadria.com

a&s Adria: Could you briefly share your career journey and your current role within Delta?

Strom: My career has been rooted in video surveillance and security technology for over two decades. I’ve had the privilege of leading organizations through significant periods of industry transformation, from the shift from analog to IP-based video, through the rise of analytics, hybrid and cloud video, and into the era of AI-driven intelligence. I currently serve as President and CEO of both March Networks and VIVOTEK, two complementary brands that together form a significant part of Delta Electronics’ security and surveillance portfolio. In that role, I’m focused on driving growth, innovation, and integration across both companies while aligning closely with Delta’s broader strategic vision for smart buildings, transport, and intelligent infrastructure.

a&s Adria: For readers who may be less familiar, could you provide an overview of Delta Electronics—its origins, core business, and global presence today?

Strom: Delta Electronics was founded in 1971 in Taiwan and has grown into a global leader in power and thermal management technologies. In 2025, Delta reported $17.9 billion in consolidated sales revenue, supported by a global network of 165 sales offices, 55 manufacturing sites, and 73 R&D centers. Its mission, “To provide innovative, clean, and energy-efficient solutions for a better tomorrow”, underpins everything the company does.

What many in the security industry may not immediately appreciate is the breadth of Delta’s portfolio. Beyond power supplies and EV charging infrastructure, Delta has made strategic investments in building automation, smart manufacturing, data center infrastructure, and, increasingly, security and surveillance. The acquisitions of VIVOTEK and March Networks were deliberate moves to build world-class capabilities in this space and integrate them with Delta’s wider smart building and IoT ecosystem.

a&s Adria: Delta has been expanding its presence in the security and surveillance space. How does Delta approach this market, and what role does surveillance play within the broader business?

Strom: Delta’s approach to security is fundamentally different from that of a standalone surveillance vendor. Rather than treating video as an isolated system, Delta sees surveillance as a core data layer within intelligent buildings and infrastructure. Security cameras and video management platforms generate extraordinarily rich data, and when that data is integrated with access control, building automation, energy management, and operational systems, the value multiplies dramatically.

March Networks brings deep expertise in enterprise and regulated-industry VMS and video analytics. VIVOTEK brings a strong hardware portfolio in network cameras, NVRs, and edge AI capabilities. Together, within the Delta family, we have the pieces to deliver truly integrated, end-to-end solutions that go well beyond traditional security.

Intelligence in the Hands of Business Users

a&s Adria: How do you see the role of video surveillance evolving—from traditional security to more intelligent and proactive applications?

Strom: The industry is undergoing a fundamental shift. For years, video surveillance was reactive; cameras recorded events so you could review footage after an incident. That model is being replaced by proactive, intelligence-driven video that helps organizations prevent incidents, optimize operations, and make better decisions in real time.

AI is the engine behind this transformation. Today’s cameras and analytics platforms can detect anomalous behavior, identify safety hazards, monitor occupancy and flow, and surface actionable insights, all automatically. But the most exciting development is what happens when you make that intelligence accessible to business users. That’s what our Searchlight Cloud platform does. By connecting video with IoT and transaction data from POS systems and ATMs, it puts video-based business intelligence directly in the hands of operations, loss prevention, and executive teams — not just security personnel. We offer VORTEX, our camera-to-cloud solution, purpose-built for organizations that want simplicity and a fully cloud-managed experience without on-premise infrastructure. We also have March Networks Command Enterprise, our enterprise-grade VMS, designed for the largest and most complex deployments. Searchlight Cloud works across both platforms, so customers get the same powerful business intelligence layer regardless of their deployment model. The “security camera” is genuinely becoming a core business tool. That’s a profound shift, and it’s one Delta is uniquely positioned to lead.

a&s Adria: Within this context, what role does the Building Automation Business Group (BABG) play in shaping Delta’s security and smart infrastructure strategy?

Strom: Delta’s BABG brings together building-focused technologies across automation, energy management, security, and intelligent infrastructure. Within that structure, VIVOTEK and March Networks are becoming more closely aligned to expand Delta’s security ecosystem and deliver more integrated solutions. This matters enormously for end customers. A building operator shouldn’t need to log into five separate systems to manage security, energy, access, and environmental controls.

a&s Adria: How does BABG integrate video surveillance with other building systems to deliver a unified solution?

Strom: Integration happens at several levels and takes time. At the hardware layer, Delta’s network infrastructure and edge computing products provide the foundation. At the software layer, open APIs and standards-based protocols enable VIVOTEK and March Networks solutions to connect with Delta’s building automation platforms and third-party systems. And at the AI and analytics layer, we’re looking at capabilities that allow insights from video to trigger automated responses across building systems, for example, a tailgating detection event that automatically locks down access points, or an occupancy reading that adjusts HVAC in real time.

The same logic extends beyond buildings into transport infrastructure. Our purpose-built mobile surveillance solutions are deployed across bus fleets, shuttles, and rail, which are environments with very different technical demands from fixed installations. Bringing those capabilities into the Delta ecosystem means we can follow a customer’s needs from the building to the vehicle and back again, which is increasingly relevant as smart city projects blur the boundary between building management and transit infrastructure.

a&s Adria: What differentiates Delta BABG’s approach to security and surveillance compared to other vendors in the market?

Strom: The key differentiator is genuine end-to-end ownership. Many vendors claim integration, but they’re actually assembling third-party components and hoping the APIs hold together. Delta brings together many of the critical building blocks under one group, including building automation, camera hardware, video management software, cloud services, and supporting infrastructure. That gives customers a deeper level of integration and accountability than a loosely assembled third-party stack.

a&s Adria: How is Delta leveraging AI, cloud, and edge technologies to enhance security outcomes for customers?

Strom: AI is being deployed at the edge, in the camera itself, to enable real-time analytics without the latency or bandwidth costs of sending everything to the cloud. VIVOTEK has been building edge AI capabilities into its hardware for several years, and that investment is paying dividends. At the same time, cloud connectivity allows for centralized management, remote access, and aggregation of data across distributed sites, which is particularly valuable for enterprise and multi-site customers. March Networks’ platform is designed to operate effectively in hybrid environments, giving customers the flexibility to balance edge processing with cloud-based intelligence based on their specific needs and infrastructure.

a&s Adria: Looking ahead, what is the vision for Delta BABG in the security and surveillance space over the next 5 to 10 years?

Strom: The vision is for Delta to be recognized as the global leader in intelligent building security and automation, not just as a camera or software vendor, but as a trusted partner for organizations that want their buildings to be safer, smarter, and more sustainable. That means continuing to invest in AI capabilities, expanding our global channel and integration partner ecosystem, and deepening the integration between surveillance and the broader Delta building platform.

We also see significant growth opportunities in specific verticals, and we already have deep roots in the ones that demand the highest standards. March Networks is trusted by some of the world’s largest banks and financial institutions — organizations where compliance, audit trails, and operational intelligence are non-negotiable — and by major global retailers who rely on our platform not just for loss prevention, but to understand customer behavior, optimize store operations, and protect their people. That track record, combined with our complementary transportation expertise in buses, shuttle fleets, and rail, is a foundation we intend to build on across other verticals, like healthcare, hospitality, smart cities, and beyond.

At the same time, VIVOTEK continues to strengthen Delta’s reach in the SMB and mid-market space through AI-powered surveillance and hybrid cloud solutions that support scalable and flexible deployments across diverse customer environments. With a focus on operational simplicity and centralized management, VIVOTEK is expanding Delta’s intelligent security footprint across sectors such as city surveillance, residential communities, logistics, warehousing, and QSRs.

Together, these strengths — combined with Delta’s broader building automation and infrastructure expertise — position Delta to deliver end-to-end intelligent security solutions that scale from enterprise environments to SMB deployments while supporting the evolving needs of smarter and more connected industries worldwide.

a&s Adria: How do you see integrated platforms shaping the future of security, especially as AI and automation continue to evolve?

Strom: Integration isn’t just a feature, it’s the future. The organizations that will lead in security over the next decade won’t be those with the best individual product. They’ll be the ones who can deliver a seamless, intelligent platform where data flows freely between systems, AI surfaces the right insights at the right time, and operators can act decisively without navigating a maze of disconnected tools.

The way I think about where this industry is heading comes down to three imperatives. First, connecting the ecosystem, breaking down the silos between video, access, building systems, and operational data so intelligence can flow freely across an organization. Second, turning sight into insight, making AI-driven intelligence faster, more accessible, and genuinely embedded in daily decision-making rather than confined to a specialist security team. And third, extending intelligence everywhere, into the edge, into the cloud, into the mobile environments and transport networks where customers actually operate. That’s the direction our roadmap is pointing, and it’s a vision that Delta, with the unique combination of March Networks, VIVOTEK, and the wider BABG, is well-positioned to execute.

Đorđe Baćić, Business Development Manager, VIVOTEK

A Natural Fusion of Two Brands

a&s Adria: How does the Adriatic region fit into Delta’s broader strategy for security and smart infrastructure?

Baćić: March Networks and VIVOTEK will, as part of Delta’s newly established Building Automation Business Group, operate together within the security solutions division. It is natural to connect these two brands in one division because both are in the security business. The goal is to bring all components of security solutions into a single integrated platform, enabling end users to access and monitor all information in one place.

March Networks’ solution is oriented towards end customers. March Networks’ VMS is used every day by end customers to provide them with all information in one place. VIVOTEK is a long-standing producer of edge devices for security solution systems, with more than 25 years of experience in producing IP cameras. With edge hardware and AI analytics located on edge devices, IP cameras will collect all information such as metadata from AI analytics, and feed it into March Networks’ VMS. With a total solution, we will be capable of answering any market demand.

a&s Adria: What types of projects or customer demands are currently driving growth in this market?

Baćić: March Networks and VIVOTEK already have verticals in which they are traditionally strong. March Networks is strong in the financial sector and retail, with some global customers. VIVOTEK’s strong verticals are transportation and critical infrastructure.

Together, we will strengthen the existing verticals and develop the traffic management and building automation markets. VIVOTEK cameras with AI analytics can detect any object, recognize the object, track its trajectory, and send it all as metadata. March Networks will take this information and present it to the end user in the best possible way. Metadata is information that is already and will be increasingly useful in the future, so collecting and classifying all metadata will bring extra value to the end user.

Most operators cannot replace existing communication systems overnight. These systems are often deeply integrated into daily operations, so the transition must be gradual and secure. Hytera enables this through hybrid communication environments. Such an approach allows operators to protect their investments while simultaneously transitioning to modern communication technologies.

By: Damir Muharemovic

E-mail: editorial@asadria.com

a&s Adria: Critical infrastructure sectors are expanding their investments in secure communications. How do Hytera’s solutions support operators in areas such as energy, transport, and utilities where reliability and resilience are mission-critical?

Stančević: In sectors such as energy, transport, and utilities, communication is a core operational tool. Field teams, control rooms, and security personnel must stay connected at all times, especially during incidents or outages. What Hytera offers is a combination of reliable professional radio communications and modern broadband capabilities. This allows organisations to maintain highly dependable voice communication while also introducing data, video, and advanced operational coordination tools.

From my experience working with operators in the region, the most important requirement is resilience. Communication must continue working even in difficult conditions. Hytera solutions are designed exactly for that — supporting reliable field coordination, fast incident response, and better operational visibility. We focus on high-performance hardware like our H Series DMR radios and Dual-mode hybrid terminal, a mission-critical hybrid terminal that ensures teams can jump between narrowband and LTE without losing a second of contact.

a&s Adria: Many operators of critical infrastructure are modernising their legacy communication systems, but cannot replace them overnight. How does Hytera support organisations in transitioning from legacy radio systems to hybrid or broadband-based critical communications?

Stančević: In reality, most operators cannot replace their existing communication systems overnight. These systems are often deeply integrated into daily operations, so the transition must be gradual and safe.

Hytera supports this by enabling hybrid communication environments. Organisations can keep their existing radio infrastructure while gradually introducing broadband services, new devices, and more advanced communication platforms. This approach allows customers to protect previous investments while still moving toward modern communication capabilities such as multimedia communication, location services, and integrated dispatching.

Hytera Dual-Mode Series and MCX device like PNC560, PNC660 and PNC660 450MHz are designed specifically for this low-risk migration, allowing operators to maintain their legacy DMR infrastructure while utilizing advanced digital features that bridge the gap to full broadband integration. It’s a practical and low-risk migration path.

a&s Adria: Could you share some examples of how Hytera’s solutions are currently being used in critical infrastructure?

Stančević: Yes, we see many examples across different sectors. In the energy sector, communication systems support maintenance teams, field engineers, and incident response units working across large and often remote infrastructures. In transport, they are used for operational coordination, station management, and security operations. Utilities use these systems to ensure service continuity, fault response, and coordination between control centres and field teams.

What we see increasingly is that organisations are not only looking for radios anymore. They want integrated communication ecosystems that connect devices, dispatch centres, video, and operational data. For instance, by deploying the PNC460 rugged smartphone alongside our HyTalk platform, field technicians can stream live video back to dispatch, transforming a standard radio call into a real-time visual collaboration.

a&s Adria: The NIS2 Directive introduces stricter cybersecurity and resilience requirements. How are Hytera’s communication platforms designed to help organizations meet these new regulatory expectations?

Stančević: NIS2 is raising the bar for cybersecurity and operational resilience, especially for operators of essential services. Communication systems play an important role here because they are part of the critical operational infrastructure. Hytera platforms are designed with strong attention to security architecture, system resilience, and controlled access management. This includes features such as secure system management, reliable network performance, and operational continuity even during incidents. Ultimately, compliance with NIS2 is the responsibility of the operator, but technology providers must ensure that their platforms support strong security and resilience standards.

a&s Adria: Looking ahead, how do you see the demand from critical infrastructure operators evolving in the region?

Stančević: Demand is clearly increasing, but what is changing is the nature of the demand. Operators are no longer focusing only on replacing equipment. They are thinking more strategically about resilience, cybersecurity, interoperability, and digitalisation. We are also seeing strong interest in hybrid communication models, combining professional radio with broadband technologies. We are moving towards Private 5G and intelligent broadband solutions that allow organisations to maintain reliability while gaining access to new capabilities such as data, video, and advanced coordination tools. Overall, I believe the region will continue investing in more integrated and future-ready communication systems to strengthen the resilience of critical infrastructure.

a&s Adria: Do you allow users to test your solutions in real-world conditions, and why is this important?

Stančević: Finally, I would like to underline that Hytera is always open to supporting customers with real testing environments. We actively encourage operators to experience our solutions through pilot projects, demonstrations, and trial deployments in their own operational environments. In my experience, once users have the opportunity to test the technology in real-life conditions and see how it supports their teams in the field, the value becomes very clear. I am quite confident that after such testing, organizations usually do not look only at individual devices anymore. They start thinking about the complete communication ecosystem that can support their operations. That is because Hytera does not simply sell devices, we provide integrated communication solutions designed for the real needs of industries such as energy, transport, utilities, and public safety. Our goal is always the same – to help organizations communicate more securely, more efficiently, and with greater operational resilience.

Translating policy into practice and bringing real-world industry insight back into the legislative process is Euralarm’s mission. Today, this role is more important than ever because regulation is becoming increasingly complex and interconnected, particularly with the convergence of digital, cyber and physical security. Our strongest impact in recent years has been in helping shape EU legislation

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 position at Euralarm?

Mita: I am Peter Mita, President of Euralarm, the European association representing the fire safety and security industry. My professional career has been dedicated to advancing safety technologies and fostering collaboration between industry stakeholders, policymakers, and standards bodies.

At Euralarm, I have the privilege of working with experts across Europe to ensure that our sector not only complies with regulation but actively shapes it. Our role is to bring technical expertise into policy discussions and ensure that legislation supports innovation while maintaining the highest levels of safety and security for citizens.

a&s Adria: Euralarm sits between policymakers, standards bodies and the industry. How do you define that role today, and where has the association had the strongest practical impact in recent years?

Mita: Euralarm acts as a bridge—translating policy into practice and bringing real-world industry insight back into the legislative process. Today, this role is more important than ever because regulation is becoming increasingly complex and interconnected, particularly with the convergence of digital, cyber and physical security. Our strongest impact in recent years has been in helping shape EU legislation such as the Cyber Resilience Act and contributing to standardisation efforts. We ensure that technical realities are understood, preventing unintended consequences that could compromise safety or innovation.

a&s Adria: The Cyber Resilience Act is now becoming a reality for manufacturers. What does it actually change for fire safety and security companies, especially those that may not traditionally see themselves as “cyber” businesses?

Mita: The Cyber Resilience Act fundamentally changes how our industry must think about products. Fire safety and security systems are no longer just physical devices—they are connected, digital systems. Even companies that did not consider themselves “cyber” businesses must now address cybersecurity throughout the entire lifecycle of their products, from design to maintenance. This means implementing secure development practices, vulnerability management, and long-term support strategies. Ultimately, it raises the baseline for trust in safety and security technologies.

Serious Consequences of Incorrect Device Classification

a&s Adria: Your organization has published guidance clarifying how products should be classified under the Cyber Resilience Act as default, Important, or Critical. Why does this classification matter so much, and what are the risks if companies misunderstand it?

Mita: Classification determines the level of obligations a manufacturer must meet. If a product is misclassified, companies may either underinvest in security—creating vulnerabilities—or overcomply, increasing costs unnecessarily. For safety-critical systems such as fire detection or access control, incorrect classification can have serious consequences, including increased exposure to cyber threats that could directly impact life safety systems. This is why Euralarm has provided a fact sheet —to ensure clarity and consistency across the industry. The fact sheet also outlines how future harmonised standards under development—such as EN 62443-4-x and other horizontal standards—may support manufacturers in demonstrating conformity and benefiting from presumption of conformity where applicable.

a&s Adria: The association has also raised concerns about the Data Act, particularly provisions that could create new security vulnerabilities. What was the core issue from the industry’s perspective, and what does it reveal about the tension between data access and system security?

Mita: The Data Act aims to improve data accessibility, which is a positive goal. However, from our perspective, some provisions risk weakening system security. Safety and security systems often rely on controlled data environments to maintain integrity. If access is not carefully managed, it could introduce vulnerabilities or enable malicious interference. This highlights a broader tension: enabling data sharing while preserving system resilience. Both are essential, but they must be balanced carefully.

a&s Adria: Another issue the association has addressed is the proposed Digital Networks Act and the shutdown of legacy communication networks. Why could this transition pose risks for fire safety and security systems, and what would a responsible migration strategy look like?

Mita: Many fire and security systems still rely on legacy communication networks that are being phased out. If this transition is not managed properly, critical systems could lose connectivity, compromising their effectiveness. A responsible migration strategy must include risk assessment, backward compatibility where necessary, and clear timelines. Most importantly, safety systems must remain operational at all times during the transition.

a&s Adria: Your recent position on the EU Battery Regulation highlights concerns specific to safety and security systems. Why does battery classification matter so much in this sector, and what could happen if the regulation is applied incorrectly to the installed base across Europe?

Mita: Batteries are essential for ensuring continuity of operation during power outages. If regulations are applied incorrectly, it could lead to unsuitable battery technologies being used or unnecessary replacement of existing systems. This could compromise reliability or impose significant costs without improving safety. The installed base across Europe must be treated carefully to avoid unintended disruptions.

a&s Adria: Critical infrastructure resilience has become a central theme in Euralarm’s recent communications. Why has this topic moved so high on the agenda, and how has the conversation evolved in recent years?

Mita: The risk landscape has changed dramatically. We now face hybrid threats that combine cyber, physical and geopolitical elements. Critical infrastructure—energy, transport, data—has become a target. As a result, resilience is no longer just about preventing incidents but ensuring systems can withstand and recover from them. This shift has elevated the topic to a strategic priority across Europe.

Protecting Critical Infrastructure Is Everyone’s Responsibility

a&s Adria: Guidance published by the association suggests that protecting vital installations is a shared societal responsibility rather than solely an operator’s task. What does that mean in practice for governments, infrastructure operators, system integrators and manufacturers?

Mita: Protecting critical infrastructure cannot be left to operators alone. Governments must provide clear regulatory frameworks and support enforcement. Operators must implement robust systems and processes. Manufacturers must design secure and reliable technologies. System integrators play a key role in ensuring that all components work together effectively. It is a collective effort.

a&s Adria: The association has also highlighted the growing importance of perimeter protection as hybrid threats increasingly combine physical, cyber and informational attack vectors. How should the industry rethink perimeter security in this environment?

Mita: Perimeter security must evolve from being purely physical to being integrated and intelligent. Threats today are multi-layered, combining physical intrusion with cyber manipulation and misinformation. We need systems that can detect, analyse and respond across these domains in real time. Integration and interoperability are key. Euralarm has taken the initiative to start a Perimeter Round Table, bringing together all stakeholders in this field. Together we will be working on more guidance and information in this important field.

a&s Adria: Data centers have emerged as another strategic focus in your recent work. Why should fire safety and physical security in data centers be treated as board level concerns rather than purely technical issues? Where do you see the biggest gaps between regulatory expectations, available technologies and what operators are actually implementing in practice?

Mita: Data centers are now critical infrastructure. Any disruption can have widespread economic and societal impact. Fire safety and security are not just technical issues—they are business continuity issues. The gap we often see is between what technology can provide and what is actually implemented. Greater awareness at board level is needed to close that gap. That is why our association has released several guidance documents and organized webinars focusing on fire safety and security for datacenters.

a&s Adria: The association welcomed the European Commission’s e commerce initiative aimed at tackling non compliant, low cost safety products sold through online platforms. How serious is this issue today, and what enforcement mechanisms does Europe realistically need?

Mita: It is a significant and growing problem. Low-cost, non-compliant products undermine safety, distort competition and erode trust in the market. Europe needs stronger enforcement mechanisms, including better market surveillance and accountability for online platforms.

a&s Adria: The Energy Performance of Buildings Directive is expected to drive a major renovation wave across Europe. You have warned that this process could introduce overlooked fire safety risks, including those linked to new insulation materials, EV charging infrastructure and battery storage. How significant are these risks, and what needs to change?

Mita: The renovation wave driven by energy efficiency goals is essential, but it brings new risks. Materials such as insulation, as well as technologies like EV charging and energy storage, introduce new fire dynamics. Fire safety must be integrated into renovation strategies from the outset—not treated as an afterthought.

a&s Adria: The association has also spoken about attracting young professionals and improving diversity in the sector. How serious is the talent gap today, and what must the industry do to remain capable of meeting increasingly complex regulatory and technological demands?

Mita: The talent gap is a real concern. Our industry is becoming more complex, requiring expertise in digital technologies, cybersecurity and system integration alongside traditional engineering skills. We must attract young professionals, promote diversity and clearly communicate the societal importance of our work. That is why Euralarm started the Euralarm Young Professional initiative – a community designed to engage, educate and empower the next generation of leaders in the fire safety and security industry.

a&s Adria: Finally, what will Euralarm work on in the upcoming period, what will be in the focus of your work?

Mita: Our focus will remain on supporting the implementation of key EU legislation, particularly in cybersecurity and digitalisation. We will continue to advocate for balanced regulation, promote best practices, and strengthen the role of safety and security in broader societal discussions such as sustainability and resilience. Above all, Euralarm will continue to position itself as a trusted voice—bringing expertise, clarity and leadership to a rapidly evolving landscape.

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.