Axis’ channel model has been key to its success, according to Nilsson. “One of the reasons that Axis has become the leader in video and surveillance, and we're reaching into new markets now, as well, is our very scalable and very strict approach to the market through the channel. We have two-tier distribution globally where we use distributors for the inventory and credit and all those kinds of things they're very good at. Then we have the integrators where we create the opportunity for them to go into their specific vertical markets. whether it's homes or small business or hospitals or big enterprise business, to do the integration on all these technologies.”
For the SMB space, Axis offers the Companion line, a complete solution with affordable cameras to cover most common surveillance situations, a network video recorder to store video, an easily operated video management application, and secure remote access from any location. The next version of the Companion line, which is expected later in the year, will enable MSPs to remotely configure and monitor the video. “That's a great opportunity for the channel partners to become more sticky with their customers, providing more value to them,” Nilsson says.