brazil's mission critical communications ecosystem

Source: Frost & Sullivan April 24, 2020

Brazil's mission critical communications ecosystem assessment: identifying potential integrators and representatives for Finnish companies

Final Deliverable

Consulting project for: Business Finland

Source: Frost & Sullivan 2

Contents Section Slide Number

Executive Summary 3

Competitive Profiles 10

• Company 1 – Bipmar Telecomunicações 11

• Company 2 – Digyradio Telecomunicações 18

• Company 3 – Radio Mobile Telecomunicações 25

• Company 4 - Gtcell 32

• Company 5 – Tecnet Radiocomunicação 39

• Company 6 – Kofre Tecnologia 46

• Company 7 - Mirasys 53

• Company 8 – Abix Tecnologia 60

• Company 9 – Stocktotal Telecomunicações 67

• Company 10 – Grupo Ferrante 74

• Company 11 – Axiom Eletronics 81

• Company 12 - Alcon Engenharia de Sistemas 88

• Company 13 - Radioscan 95

• Company 14 - L8 Service Providers 102


Executive Summary

Source: Frost & Sullivan

Project Scope, Definition and Coverage

Definition: Mission Critical Communications

Mission critical communications refer to the ability of delivering communication means where conventional networks cannot

meet the required demands. This applies, for instance, for the demands of the police, firefighters and army, just to name a few.

The purpose of this project was to provide: (1) A list of Integrators/representatives (Excel output); (2) Competitive profiles of 14

selected companies.

Geography

Brazil

Solutions Covered

Radio

LTE

Software and Applications

Video Surveillance

Infrastructure (Towers and Sites) Legalization regarding Anatel

Wireless Network

Target

Integrators, for listing and 7 profiles

Representatives (sales, installation and

maintenance), for listing and 7 profiles

Data Collection Sources

Frost & Sullivan database and studies, secondary research, primary

research

Frost & Sullivan disclosed that Business Finland hired a study

considering there are Finnish companies interested in partnering with

integrators/representatives in Brazil Method: Both qualitative and quantitative

4


• From the long list with 101 companies Frost & Sullivan identified in Brazil as partners of different mission critical communications vendors, a short list of 14 companies was selected by Frost & Sullivan, and validated by Business Finland, considering the following parameters to qualify eligibility:

– Geographic coverage (National, >60% of Brazil)

– Non-exclusivity contracts with current provider (able to work with Finnish vendors)

– English speaking team (i.e. management and technical)

– Company is integrator/representative working with imported technologies of Mission Critical Communication

– Trust and proven track record with Public Sector

– Approvals required to work, good reputation, good sales force and technical staff, financial ratios, possible labor and legal issues, etc.

5

Criterias for the Short List (14 selected companies)


Statistics from the Long List of Integrators/Representatives

6,9%

7,9%

21,8%

28,7%

50,0%

50,5%

100,0%

Infrastructure (Towers and Sites)

LTE

Legalization regarding Anatel

Wireless Network

Software and Applications

Video Surveillance

Radio

Mission Critical Services Offered (n=101)

57,4%

62,0%

100,0%

100,0%

Maintenance Representative

Integrator

Sales Representative

Installation Representative

Type of Company (n=101)


Statistics from the Long List of Integrators/Representatives

29,7%

32,7%

34,7%

Not disclosed

Private Sector

Private and Public Sector

Type of Customer (n=101)

8,9%

91,1%

Not disclosed

SMBs (1-499 employees and/orhave annual revenue of less

than $50 million)

Size of Oganization (n=101)


• The public sector demands for mission critical communications have been increasing as traditional networks and equipment don’t supply the demand/SLAs required, concerns with security and cyber security are in the rise, and new technologies allow the implementation of safer cities without an increase in full-time staff.

• Frost & Sullivan mapped the integrators and representatives in the mission critical communications ecosystem and filtered those who could have best fit for Finnish companies interested in this market opportunity, with a deep understanding of the companies profiles.

• Between the 14 companies interviewed, there are 12 integrators/representatives in Brazil very interested in partnering with Finnish companies.

• All companies offer software and applications and 13 of them offer radio, in addition to other mission critical services.

• 11 companies are considered both integrators and sales, installation and maintenance representatives.

• Police is mentioned by 9 interviewers as an experience with government actors.

• All companies are Small and Medium and had revenues in 2019 between R$ 1 million to 10 million. Kofre Tecnologia, Abix Tecnologia, Alcon Engenharia de Sistemas and L8 Service Providers are the largest in terms of employees, within the 100-499 range, but still fall under medium companies classification for Frost & Sullivan.

8

Executive Summary


• 13 companies mentioned that they grew 2 digits in 2019 compared to 2018, what indicates it to be an interesting market. However we couldn’t obtain the profitability of companies as it’s confidential information.

• Service level agreement (SLA), technical and team capacity and reputation (market track record, stability, financial health) are considered the main strengths of the companies interviewed.

• On the other hand, price, after sales (e.g. parts replacement and technical adjustments) and location are considered the main weaknesses of these companies.

• If Finnish companies can help address these pain points, of allowing a more competitive price and a better supply, they could be more successful locally.

• Qualified and trained technical team and product inventory of the main commercial offerings are considered the key capabilities for installation and maintenance.

• A total of 11 companies work with Motorola Solutions as one of the technology providers and 10 with Hytera. Digifort and Pelco are the other two main vendors, with 6 and 5 mentions each, respectively. For 8 companies, Motorola is considered the primary source of revenues. In general, the interviewers seem satisfied and few have unmet needs with their current vendors. Training and certification are the main benefits regarding them.

• High product reliability, better durability in tough conditions, brand trust and vendor´s experience in the market and Fast delivery time are considered the preferred attributes when choosing a technology provider.

• Regarding Finnish brands, all interviewers know Nokia, and 12 of them know Airbus, Sunit, Mentura and Bittium are only known by a few of them.

9

Executive Summary


Competitive Profiles


Company Profile 1 - Contact Details: Bipmar Telecomunicações

Company Name Bipmar Telecomunicações

Name of interviewee Manoel José Pereira dos Santos

Title of interviewee Executive Director

Email [email protected]

Telephone + 55 (98) 9 8114-3409

Web site https://www.bipmar.com.br/

Address Av. Getúlio Vargas, 79 - Monte castelo São Luís/MA - CEP: 65030-000

Interview date March 27, 2020

Recommended contact for partnering with technology providers

André Fonseca – Technical Director

https://www.bipmar.com.br/


Company Profile 1 - Bipmar Telecomunicações


Mission critical services offered Radio, Software and Applications, and Others

Company type Integrator, Sales Representative, Installation Representative and Maintenance Representative

Company relationship network and experience with government actors (e.g., Armed Forces, Military Police etc.)

Police and Others

Professional background of company leadership (e.g., if previously worked in relevant industry players)

Companhia de Saneamento Ambiental do Distrito Federal (CAESB)


Company Profile 1 - Bipmar Telecomunicações (Continuação)


Number of employees in Brazil 20-99

Leader (s) of the company speak English Yes

Region of coverage of the solutions (which are the main states for the company)

National (Maranhão is the main state)

Company revenues in 2019 R$ 1 million to 10 million


Company Profile 1 - SWOT Analysis and Case Studies: Bipmar Telecomunicações

14

CAPABILITIES FOR INSTALLATION AND MAINTENANCE CASE STUDIES

STRENGTHS WEAKNESSES

• Technical team is trained and qualified with certification from vendors

• Product inventory meets short-term demand • Logistics are well structured and prepared for

short-term demand • More than 20 years of experience in the market

• Price • After sales (e.g. parts replacement and technical

adjustments) • Other

• Polícia Militar do Estado do Maranhão(PM/MA) • Empresa Maranhense de Administração

Portuária (EMAP) • Grupo Mateus • Companhia Energética do Maranhão (CEMAR) • Terminal de Grãos do Maranhão (TEGRAM) • Security Bureau - Government of Maranhão • Serviço de Atendimento Móvel de Urgência

(SAMU)

• Service Level Agreement (SLA) • Technical and team capacity • Reputation (market track record, stability,

financial health)

Bipmar Telecomunicações


Company Profile 1 - Suppliers and Growth: Bipmar Telecomunicações

15

EXCLUSIVITY AGREEMENTS MINOR TECHNOLOGY PROVIDERS

COMPANY GROWTH IN 2019 (R$) MAIN TECHNOLOGY PROVIDERS

• None

• Motorola Solutions

• Hytera • Bosch

• About 12% to 15%



Company Profile 1 - Satisfaction Level and Probability of Adding New Suppliers: Bipmar Telecomunicações

16

PROBABILITY OF MIGRATION TO OTHER VENDORS

PROBABILITY OF MIGRATION TO FINNISH VENDORS

VENDORS SATISFATION LEVEL FINNISH VENDORS AWARENESS

• Likely

• Airbus • Nokia

• Very likely

• Very satisfied: Motorola and Bosch • Satisfied: Hytera



Company Profile 1 - Value Proposition: Bipmar Telecomunicações

17

PREFERRED ATTRIBUTES MAIN VENDORS BENEFITS

UNMET NEEDS MAIN VENDORS WEAKNESSES

• High product reliability • Best technical performance • Better durability in tough conditions • Previous product experience in other applications • Good customer service / technical support • Fast delivery time • Specific product details that make installation easy • Service availability regarding engineering or installation • Commercial terms options • Easy buying process • Brand trust • Vendor´s experience in the market • Ability to easily talk to vendor´s experts

• None

• Training

• Price



Company Profile 2 - Contact Details: Digyradio Telecomunicações

Company Name Digyradio Telecomunicações

Name of interviewee and recommended contact for partnering with technology providers

Luiz Francisco Viera Recco

Title of interviewee Technical Manager


Telephone +55 (12) 93500-1177

Web site https://www.digyradio.com/

Address Rua Barão de Jacareí, nº 74 Sala 105 Jacareí - São Paulo CEP: 12308-001

Interview date 24 March, 2020

https://www.digyradio.com/


Company Profile 2 – Digyradio Telecomunicações

Company Name Digyradio

Mission critical services offered Radio, LTE, and Software and Applications



Police and Others


Control Telecom and Companhia Energética de São Paulo (CESP)


Company Profile 2 – Digyradio Telecomunicações

Company Name Digyradio



Region of coverage of the solutions National



Company Profile 2 - SWOT Analysis and Case Studies: Digyradio Telecomunicações

21



• Technical team with proven expertise in several segments

• Product inventory varies according • Logistics suitable for large companies • Small but efficient and constantly evolving

commercial structure • High customer satisfaction with active after sales

• Price • Location • Other

• Corpo de Bombeiros em São José dos Campos, SP • Siemens • Safra • Companhia de Saneamento Básico do Estado de São

Paulo (Sabesp) • RFS • Johnson and Johnson • Consigaz • Computeasy • Alstom • ABB

• Delivery time and conditions • After sales (e.g. parts replacement and technical

adjustments) • Technical and team capacity

Digyradio Telecomunicações


Company Profile 2 - Suppliers and Growth: Digyradio Telecomunicações

22


MAIN TECHNOLOGY PROVIDERS

• None

• Hytera

• Motorola Solutions • Tait • Digifort • Pelco • Nokia • Axis • Grandstream • Alhua • Mobotic

• Transition • Bosch • NEC

• 10%

Digyradio Telecomunicações COMPANY GROWTH IN 2019 (R$)


Company Profile 2 - Satisfaction Level and Probability of Adding New Suppliers: Digyradio Telecomunicações

23




• Likely

• Airbus • Bittium • Nokia

• Very likely

Very satisfied • Hytera • Pelco Satisfied • Digifort • Nokia • Axis • Transition

• Bosch • NEC • Motorola Solutions • Tait • Grandstream • Alhua • Mobotic



Company Profile 2 - Value Proposition: Digyradio Telecomunicações

24



• High product reliability • Best technical performance • Better durability in tough conditions • Good customer service / technical support • Fast delivery time • Service availability regarding engineering or installation • Commercial terms options • Easy buying process • Brand trust • Vendor´s experience in the market • Ability to easily talk to vendor´s experts

• None

• Not disclosed

• None



Company Profile 3 - Contact Details: Radio Mobile Telecomunicações

Company Name Radio Mobile Telecomunicações


Gilmar Elisiario da Silva

Title of interviewee Manager Partner


Telephone +55 (27) 3329-0750/3239-3464

Web site http://radiomobile.com.br/

Address R. São Pedro, 175 Glória, Vila Velha – ES 29122-350


http://radiomobile.com.br/


Company Profile 3 - Radio Mobile Telecomunicações


Mission critical services offered Radio, Software and Applications, and Video Surveillance



Armed Forces, Police and Others


Centro de Integração Empresa-Escola – CIEE


Company Profile 3 - Radio Mobile Telecomunicações (Continued)





National (Espírito Santo is the main state)



Company Profile 3 - SWOT Analysis and Case Studies: Radio Mobile Telecomunicações

28



• Technical team is close and trained • Balanced product inventory

• After sales (e.g. parts replacement and technical adjustments)

• Location • Other

• Army • Navy

• Price • Delivery time and conditions • Reputation (market track record, stability,

financial health)

Radio Mobile Telecomunicações


Company Profile 3 - Company Profile 3 - Suppliers and Growth: Radio Mobile Telecomunicações

29



• None


• Hytera • Tait • Panduit

• 27%

Radio Mobile Telecomunicações COMPANY GROWTH IN 2019 (R$)


Company Profile 3 - Satisfaction Level and Probability of Adding New Suppliers: Radio Mobile Telecomunicações

30




• Not at all likely

• Airbus • Bittium • Mentura • Nokia • Sunit

• Very likely

• Very satisfied: Motorola Solutions and Hytera • Satisfied: Tait • Not satisfied: Panduit



Company Profile 3 - Value Proposition: Radio Mobile Telecomunicações

31



• High product reliability • Better durability in tough conditions • Fast delivery time • Service availability regarding engineering or installation • Best value - low price for value obtained • Lowest absolute price - assuming all brands work properly • Easy buying process • Brand trust • Vendor´s experience in the market • Personal relationship with brand sales person • Ability to easily talk to vendor´s experts

• Tait: small business volume

• None

• None



Company Profile 4 - Contact Details: Gtcell

Company Name Gtcell


Luciana E de Sousa

Title of interviewee Executive Director


Telephone +55 (85) 9 9944-6464

Web site https://www.gtcell.com.br/

Address Rua Doutor José Lourenço 1790 Aldeota – Fortaleza – CE


https://www.gtcell.com.br/


Company Profile 4 - Gtcell

Company Name Gtcell

Mission critical services offered Radio, LTE, Software and Applications, and Video Surveillance

Company type Integrator, Sales Representative, Installation Representative or Maintenance Representative


Yes


Other group companies


Company Profile 4 – Gtcell (Continuação)

Company Name Gtcell






Company Profile 4 - SWOT Analysis and Case Studies: Gtcell

35



• Technical team is qualified • Product inventory of the main commercial

offerings • Commercial structure suitable for national

service

• Delivery time and conditions • Location • Other

• Not disclosed

• Price • Service Level Agreement (SLA) • Reputation (market track record, stability,

financial health)

Gtcell


Company Profile 4 - Suppliers and Growth: Gtcell

36



• None

• Hytera

• Motorola Solutions • Hikvision

• 22%

Gtcell

COMPANY GROWTH IN 2019 (R$)


Company Profile 4 - Satisfaction Level and Probability of Adding New Suppliers: Gtcell

37




• Not likely

• Airbus • Nokia • Sunit

• Very likely

• Very satisfied: Hytera • Satisfied: Motorola Solutions and Hikvision

Gtcell


Company Profile 4 - Value Proposition: Gtcell

38



• High product reliability • Best technical performance • Better durability in tough conditions • Good customer service / technical support • Fast delivery time • Service availability regarding engineering or installation • Best value - low price for value obtained • Commercial terms options • Easy buying process • Brand trust • Vendor´s experience in the market • Personal relationship with brand sales person • Ability to easily talk to vendor´s experts

• None

• Commercial terms options

• None

Gtcell


Company Profile 5 - Contact Details: Tecnet Radiocomunicação

Company Name Tecnet Radiocomunicação


Edson Vagner de Almeida

Title of interviewee Administrative Manager


Telephone +55 (94) 99178-8024

Web site http://tecnetradios.com.br/

Address Rua 'A' N°:656 Bairro: Cidade Nova, Parauapebas - PA


http://tecnetradios.com.br/


Company Profile 5 - Tecnet Radiocomunicação


Mission critical services offered Radio, LTE, Software and Applications, Video Surveillance, Services and Others



Police and Others


Brasil Telerádio e PRK7 Telecomunicações e Engenharia


Company Profile 5 - Tecnet Radiocomunicação (Continuação)







Company Profile 5 - SWOT Analysis and Case Studies: Tecnet Radiocomunicação

42



• Reasonable technical team, constantly improving • Product inventory of the main commercial

offerings • Logistics is improving



• Municipality of Parauapebas

• Delivery time and conditions • Service Level Agreement (SLA) • Technical and team capacity

Tecnet Radiocomunicação


Company Profile 5 - Suppliers and Growth: Tecnet Radiocomunicação

43



• None


• Hytera • Digifort

• 15%




Company Profile 5 - Satisfaction Level and Probability of Adding New Suppliers: Tecnet Radiocomunicação

44




• Very likely


• Very likely

• Satisfied: Hytera and Digifort • Not at all satisfied: Motorola Solutions



Company Profile 5 - Value Proposition: Tecnet Radiocomunicação

45



• High product reliability • Better durability in tough conditions • Good customer service / technical support • Fast delivery time • Specific product details that make installation easy • Service availability regarding engineering or installation • Best value - low price for value obtained • Commercial terms options • Easy buying process • Brand trust • Vendor´s experience in the market • Personal relationship with brand sales person • Recommendation from other peers and experts • Ability to easily talk to vendor´s experts


• Training

• Quality-of-Service (QoS) of after sales



Company Profile 6 - Contact Details: Kofre Tecnologia

Company Name Kofre Tecnologia

Name of interviewee Davi Duraes

Title of interviewee Sales Executive


Telephone +55 (19) 98131-9771

Web site http://www.kofre.com.br/

Address Rua Cruz e Souza, 6A Acupe de Brotas Salvador/BA CEP 40290-280



Marcelo Bellatini - Senior Sales Executive

http://www.kofre.com.br/


Company Profile 6 - Kofre Tecnologia


Mission critical services offered Radio, Software and Applications, Video Surveillance, Services and/or Others



Police and Others


Sepura


Company Profile 6 - Kofre Tecnologia (Continuação)





National (São Paulo, Rio de Janeiro, Bahia and Pernambuco are the main states)



Company Profile 6 - SWOT Analysis and Case Studies: Kofre Tecnologia

49



• Technical team is highly skilled • Product inventory of the main commercial

offerings • Lean commercial structure with focus on the

main capitals and CRM use • Responsible for the logistics of all Carnival in

Salvador

• Price • Delivery time and conditions • Other

• Aeroporto Internacional do Rio de Janeiro / Galeão / Tom Jobim

• Government of Bahia • Banco Central do Brasil • Companhia de Eletricidade do Estado da Bahia

(COELBA) • Companhia Hidro Elétrica do São Francisco

(Chesf)


financial health)

Kofre Tecnologia


Company Profile 6 - Suppliers and Growth: Kofre Tecnologia

50



• None


• Hytera • Digifort • Pelco • Avigilon • ISS • Bosch

• 25%


Kofre Tecnologia


Company Profile 6 - Satisfaction Level and Probability of Adding New Suppliers: Kofre Tecnologia

51




• Not likely

• Airbus • Mentura • Nokia

• Very likely

Very satisfied • Motorola Solutions • Hytera • Pelco • Avigilon • Bosch

Satisfied • Digifort • ISS

Kofre Tecnologia


Company Profile 6 - Value Proposition: Kofre Tecnologia

52



• Best technical performance • Better durability in tough conditions • Good customer service / technical support • Fast delivery time • Specific product details that make installation easy • Brand trust • Vendor´s experience in the market • Personal relationship with brand sales person • Ability to easily talk to vendor´s experts

• None

• Reputation (market track record, stability, financial health) and brand awareness of Motorola Solutions

• Clearer relationship rules

Kofre Tecnologia


Company Profile 7 - Contact Details: Mirasys

Company Name Mirasys


Luis Figueiredo

Title of interviewee Director


Telephone +55 (11) 3774-6230

Web site https://www.mirasys.com.br/

Address Av. Queiroz Filho, 1700, Torre D, Cj. 614 Vila Hamburguesa, São Paulo, SP, Brasil

Interview date 21 February, 2020

https://www.mirasys.com.br/


Company Profile 7 - Mirasys


Mission critical services offered Software and Applications



Armed Forces


D-Link and Tremnet


Company Profile 7 – Mirasys (Continuação)





Latin America



Company Profile 7 - SWOT Analysis and Case Studies: Mirasys

56



• Closed Circuit Television (CCTV) system and video analysis are offered through software in open platform, which provides advanced features for controlling environments and preventing losses in organizations

• Local pre and after sales support, wide availability of training and free remote assistance



• Access control in military installations • Surveillance of critical areas in military

installations


financial health)

Mirasys


Company Profile 7 - Suppliers and Growth: Mirasys

57



• None

• Not disclosed

• AXIS • Bosch • ACTi • HIKVISION

• 17%


Mirasys


Company Profile 7 - Satisfaction Level and Probability of Adding New Suppliers: Myrasis

58




• Likely

• Airbus • Nokia • Sunit


• Not disclosed

Mirasys


Company Profile 7 - Value Proposition: Myrasis

59



• High product reliability • Best technical performance • Better durability in tough conditions • Good customer service / technical support • Fast delivery time • Specific product details that make installation easy • Best value - low price for value obtained • Lowest absolute price - assuming all brands work properly • Commercial terms options • Brand trust • Vendor´s experience in the market

• Not disclosed

• Not disclosed

• Not disclosed

Mirasys


Company Profile 8 - Contact Details: Abix Tecnologia

Company Name Abix Tecnologia

Name of interviewee Hebert Richard Suchs

Title of interviewee Not disclosed


Telephone +55 (41) 3022-0500

Web site https://www.abix.com.br

Address Alameda Augusto Stellfeld, 1175 - Bigorrilho, Curitiba - PR, 80430-140



Helio Santana – Partner - [email protected]

https://www.abix.com.br/


Company Profile 8 - Abix Tecnologia


Mission critical services offered Radio, LTE, Software and Applications and Video Surveillance

Company type Installation Representative and Maintenance Representative


Police and Other


No previous experience


Company Profile 8 - Abix Tecnologia (Continuação)





National (São Paulo, Rio de Janeiro, Curitiba e Porto Alegre are the main states)



Company Profile 8 - SWOT Analysis and Case Studies: Abix Tecnologia

63



• Quality management system certified by ISO9001, ISO14001 and OSHAS18001 from INMETRO for rental, installation, maintenance and projects of radio data communication systems, voice and video monitoring systems

• excellence in customer service • Product inventory strategically planned • Outsourced logistics • Commercial structure with specialized technical

consultants


• Reputation (market track record, stability, financial health)

• Location

• City Hall of Caxias do Sul - RS • Brazil's navy • Government of Paraná • State Department of Tourism Culture and Sports

of Santa Catarina • Agência Reguladora do Estado do Ceará (Arce ) • Companhia Paranaense de Energia (COPEL) • Companhia de Saneamento do Paraná (Sanepar) • Rock in Rio

• Price • Delivery time and conditions • Service Level Agreement (SLA)

Abix Tecnologia


Company Profile 8 - Suppliers and Growth: Abix Tecnologia

64



• None


• Hytera • Pelco • Huawei

• 20%


Abix Tecnologia


Company Profile 8 - Satisfaction Level and Probability of Adding New Suppliers: Abix Tecnologia

65




• Likely


• Very likely

Very satisfied • Motorola Solutions Satisfied • Hytera • Pelco • Huawei

Abix Tecnologia


Company Profile 8 - Value Proposition: Abix Tecnologia

66



• High product reliability • Best technical performance • Better durability in tough conditions • Previous product experience in other applications • Good customer service / technical support • Fast delivery time • Lowest absolute price - assuming all brands work

properly • Easy buying process • Brand trust • Personal relationship with brand sales person

• None

• High product reliability • Commercial terms options

• None

Abix Tecnologia


Company Profile 9 - Contact Details: Stocktotal Telecomunicações

Company Name Stocktotal Telecomunicações


Caroline Cavalcante

Title of interviewee Commercial Manager


Telephone +55 (11) 9 9838-9477

Web site http://www.stocktotal.com.br/

Address Rua Capitão Otávio Machado, 997 - Chácara Santo Antônio São Paulo - SP 04718-002


mailto:[email protected]

http://www.stocktotal.com.br/


Company Profile 9 - Stocktotal Telecomunicações


Mission critical services offered Radio, LTE, Software and Applications, Services and Others



Police and Other




Company Profile 9 - Stocktotal Telecomunicações (Continued)







Company Profile 9 - SWOT Analysis and Case Studies: Stocktotal Telecomunicações

70



• Technical team with training and ongoing updating • Product inventory of the main commercial offerings • Dedicated installation team, without outsourcing and

constantly expanding • Internal and external salespeople and sales

representatives use a management system for control and availability

• ISO 9001 certification


• Military Police of the State of São Paulo • CPFL Energia • Serviço de Atendimento Móvel de Urgência

(SAMU) 192 • Companhia Paulista de Trens Metropolitanos

(CPTM) • Protege • SOS Mata Atlântica


financial health)

Stocktotal Telecomunicações


Company Profile 9 - Suppliers and Growth: Stocktotal Telecomunicações

71



• None


• Panduit • Digifort • Pelco • Axis • Genetec

• 20%




Company Profile 9 - Satisfaction Level and Probability of Adding New Suppliers: Stocktotal Telecomunicações

72






• Very likely

Very satisfied • Panduit • Digifort • Pelco • Axis • Genetec

Satisfied • Motorola Solutions



Company Profile 9 - Value Proposition: Stocktotal Telecomunicações

73



• High product reliability • Best technical performance • Previous product experience in other applications • Good customer service / technical support • Fast delivery time • Service availability regarding engineering or installation • Brand trust • Vendor´s experience in the market • Ability to easily talk to vendor´s experts

• None

• Technical material and advanced support from Motorola Solutions

• Ability to easily talk to vendor´s experts, agility in responses and requests



Company Profile 10 - Contact Details: Grupo Ferrante

Company Name Grupo Ferrante


Lucas Ferreira Gameiro

Title of interviewee Commercial Director


Telephone +55 (17) 9 8131-1526

Web site https://www.grupoferrante.com.br/

Address Avenida Harry Gianechini, 593 - Jardim Centenário - Olimpia/SP - cep 15400-000


https://www.grupoferrante.com.br/


Company Profile 10 - Grupo Ferrante


Mission critical services offered Radio, Software and Applications and Others



Yes




Company Profile 10 - Grupo Ferrante (Continuação)







Company Profile 10 - SWOT Analysis and Case Studies: Grupo Ferrante

77



• Technical team with agribusiness specialists and assistance capacity

• Logistics prepared for assistance in national territory

• Product inventory with prompt delivery, inclusive for maintenance services

• Lean commercial structure, but specialized in the portfolio solutions

• Extensive experience in radio system



• City Halls • Civil Guard • Serviço de Atendimento Móvel de Urgência

(SAMU)


financial health)

Grupo Ferrante


Company Profile 10 - Suppliers and Growth: Grupo Ferrante

78



• None


• Huawei • Avigilon

• 9%


Grupo Ferrante


Company Profile 10 - Satisfaction Level and Probability of Adding New Suppliers: Grupo Ferrante

79




• Not likely


• Very likely

Very satisfied • Motorola Solutions • Avigilon

Satisfied • Huawei

Grupo Ferrante


Company Profile 10 - Value Proposition: Grupo Ferrante

80



• High product reliability • Best technical performance • Better durability in tough conditions • Previous product experience in other applications • Good customer service / technical support • Fast delivery time • Specific product details that make installation easy • Commercial terms options • Easy buying process • Brand trust • Vendor´s experience in the market • Recommendation from other peers and experts • Ability to easily talk to vendor´s experts

• None

• High product reliability

• None

Grupo Ferrante


Company Profile 11 - Contact Details: Axiom Eletronics

Company Name Axiom Eletronics


José Natalino

Title of interviewee Commercial Manager


Telephone +55 (11) 9 9109-5833

Web site https://axiom-eletronics.com.br/

Address Rua Aluisio Azevedo, 202 - Santana, São Paulo - SP


https://axiom-eletronics.com.br/




Company Profile 11 - Axiom Eletronics


Mission critical services offered Radio, Software and Applications, Video Surveillance, Services and Others



Yes


Yokogawa and Emerson Process Management


Company Profile 11 - Axiom Eletronics (Continued)







Company Profile 11 - SWOT Analysis and Case Studies: Axiom Eletronics

84



• Technical team with training and previous experience in the market and years of company

• Product inventory of main offerings based at the headquarters

• Logistics based at the headquarters where all projects are developed and has a good location

• Commercial structure is dedicated to identifying customer needs, offering the best option

• Focus on industries, with specialized technicians and certified in Mission Critical Communications

• Enabled to run from small to large projects


• São Paulo Subway • Companhia Hidrelétrica do São Francisco (Chesf) • General Electric (GE) • Companhia Paranaense de Energia (COPEL) • CPFL Energia • Empresa Energética do Mato Grosso do Sul S.A.

(Enersul)

• Delivery time and conditions • Technical and team capacity • Reputation (market track record, stability,

financial health)

Axiom Eletronics


Company Profile 11 - Suppliers and Growth: Axiom Eletronics

85



• None

• Hikvision

• Motorola Solutions • Hytera • Digifort • Pelco • Avigilon • Axis • ISS • Genetec • Grandstream • Bosch

• Not disclosed


Axiom Eletronics


Company Profile 11 - Satisfaction Level and Probability of Adding New Suppliers: Axiom Eletronics

86




• Likely

• Nokia

• Very likely

Very satisfied • Motorola • Hytera • Digifort • Bosch

Satisfied • Hikvision • Pelco • Avigilon • Axis • ISS • Genetec • Grandstream • Bosch

Axiom Eletronics


Company Profile 11 - Value Proposition: Axiom Eletronics

87



• High product reliability • Best technical performance • Better durability in tough conditions

• Previous product experience in other applications • Good customer service / technical support • Fast delivery time • Specific product details that make installation easy • Service availability regarding engineering or installation

• Lowest absolute price - assuming all brands work properly • Commercial terms options • Easy buying process • Brand trust • Vendor´s experience in the market • Personal relationship with brand sales person • Recommendation from other peers and experts • Ability to easily talk to vendor´s experts

• None

• Service availability regarding projects

• Ability to easily talk to vendor´s experts, agility in responses and requests

Axiom Eletronics


Company Profile 12 - Contact Details: Alcon Engenharia de Sistemas

Company Name Alcon Engenharia de Sistemas


Simone Kawahira

Title of interviewee New Business Developer


Telephone +55 (11) 4240-2269 / 4240-2272

Web site http://alcon.com.br/site/

Address R. Paulo Orozimbo, 1190 - Cambuci, São Paulo - SP, 01535-001

Interview date 16 April, 2020

http://alcon.com.br/site/


Company Profile 12 - Alcon Engenharia de Sistemas


Mission critical services offered Radio, LTE, and Software and Applications

Company type Integrator


Police and Others


Not disclosed


Company Profile 12 - Alcon Engenharia de Sistemas (Continued)





National (units in São Paulo, Paraná, Rio de Janeiro, Espírito Santo, Goiás, Distrito Federal, Bahia, Sergipe, Mato Grosso, Ceará, Maranhão, Minas Gerais: Ouro Preto, Ouro Branco, Nova Lima, Jaceaba, Divinópolis, Congonhas, Itabira , Vargem Grande , Ipatinga, Conceição de Mato Dentro, Curvelo, Pará: Ourilândia, Parauapebas, Marabá, Paragominas)



Company Profile 12 - SWOT Analysis and Case Studies: Alcon Engenharia de Sistemas

91



• Highly trained team in offering complete solutions in several market segments, with tailor-made projects, guarantee of coverage, documentation of the entire system and agility of maintenance

• Technical laboratory certified by INMETRO as a Repair Shop, for the maintenance of communication radios for explosive atmospheres

• More than 30 years' experience in the Brazilian market • Certtifications: NBR ISO 9001, NCC IEC 60079-19, ONIP,

DUNS 901271064


• Prefeitura de Vitória

• Prefeitura de Serra

• Prefeitura de Contagem

• Prefeitura de Osasco

• Guarda Municipal do RJ

• Secretaria de

Estado do Governo (Segov)

• Assembleia Legislativa do Estado do Rio de Janeiro (ALERJ)

• Porto Sudeste • Terminal Porto

de Praia Mole

• Petrobras • Vale Fertilizante • Vale Serra Leste • CSN • Anglo American • Arcelor Mittal • Anglo Ferrous

Brazil • Anglo Níquel • Serra Azul


financial health)

Alcon Engenharia de Sistemas


Company Profile 12 - Suppliers and Growth: Alcon Engenharia de Sistemas

92



• None

• Hytera

• Tait • Grandstream

• 12.5%




Company Profile 12 - Satisfaction Level and Probability of Adding New Suppliers: Alcon Engenharia de Sistemas

93




• Likely

• Airbus • Nokia • Mentura • Bittium

• Very likely

Very satisfied • Hytera • Grandstream Not satisfied • Tait



Company Profile 12 - Value Proposition: Alcon Engenharia de Sistemas

94



• High product reliability • Best technical performance • Better durability in tough conditions • Previous product experience in other applications • Good customer service / technical support • Fast delivery time • Specific product details that make installation easy • Best value - low price for value obtained • Commercial terms options • Easy buying process • Brand trust • Vendor´s experience in the market • Personal relationship with brand sales person • Recommendation from other peers and experts • Ability to easily talk to vendor´s experts

• Lack of clear information on the business partnership (Tait)

• Easy buying and negotiation process • Ability to easily talk to vendor´s local team • Fast delivery time and Service Level Agreement

(SLA)

• None



Company Profile 13 - Contact Details: Radioscan

Company Name Radioscan


Renato Barbiero

Title of interviewee Partner


Telephone +55 (44) 99972-0019

Web site https://www.radioscan.com.br/

Address Avenida Brasil, 61, Zona 08, CEP: 87050-465, Maringá/PR

Interview date 23 April, 2020

https://www.radioscan.com.br/


Company Profile 13 - Radioscan


Mission critical services offered Radio, Software and Applications, and Video Surveillance and Others



Police and Others


Not disclosed


Company Profile 13 - Radioscan (Continued)







Company Profile 13 - SWOT Analysis and Case Studies: Radioscan

98



• Highly trained technical and sales team, both able to meet current demands

• On-demand product inventory • Good logistics structure, always up to date


• Prefeitura de Curitiba

• Delivery time and conditions • Technical and team capacity • After sales (e.g. parts replacement and technical

adjustments)

Radioscan


Company Profile 13 - Suppliers and Growth: Radioscan

99



• None

• Hytera • Digifort • Grandstream


• Between 7% and 11%


Radioscan


Company Profile 13 - Satisfaction Level and Probability of Adding New Suppliers: Radioscan

100




• Likely


• Very likely

Very satisfied • Motorola Solutions • Hytera • Digifort • Grandstream

Radioscan


Company Profile 13 - Value Proposition: Radioscan

101



• High product reliability • Best technical performance • Better durability in tough conditions • Previous product experience in other applications • Good customer service / technical support • Fast delivery time • Specific product details that make installation easy • Service availability regarding engineering or installation • Best value - low price for value obtained • Commercial terms options • Easy buying process • Brand trust • Personal relationship with brand sales person • Ability to easily talk to vendor´s experts

• None

• Good support and training material

• None

Radioscan


Company Profile 14 - Contact Details: L8 Service Providers

Company Name L8 Service Providers


Leandro Kuhn

Title of interviewee Founder and CEO


Telephone +55 (41) 99101-2121

Web site https://www.l8networks.com/

Address RUA JOSÉ IZIDORO BIAZETTO ,1210 2º ANDAR, CURITIBA, PR


https://www.l8networks.com/


Company Profile 14 - L8 Service Providers


Mission critical services offered Radio, LTE, Software and Applications, Video Surveillance, Services and Others



Armed Forces, Police and Others


Ericsson


Company Profile 14 - L8 Service Providers (Continued)





National - PR (Curitiba and São José dos Pinhais), RS (Porto Alegre), MG (Belo Horizonte), SP (São Paulo), DF (Brasília), RJ (Rio de Janeiro) and Florida (Pompano Beach) are the main focus



Company Profile 14 - SWOT Analysis and Case Studies: L8 Service Providers

105



• Certified professionals with experience in large installation projects

• 0800 support, as well as 24x7x365 service with customized SLAs

• Pre-scheduled maintenance with on-site or remote service

• Product inventory of main offerings • Logistics is facilitated by capillarity throughout

the country, including distribution centers

• Price • Reputation (market track record, stability,

financial health) • Other

• Polícia Civil de Brasília • Polícia Científica do Paraná • Assembléia Legislativa do Estado de Santa Catarina • Instituto Geral de Perícias • Secretaria da Fazenda do Estado do Rio Grande do Sul (Sefaz RS) • Ministério Público do Estado do Paraná • Tribunal Regional Federal da 4ª Região (TRF 4) • Justiça do Trabalho (TRT 4) • Tribunal de Justiça do Estado do Paraná • Defensoria Pública do Estado do Rio Grande do Sul • Tribunal de Justiça do Estado do Rio Grande do Sul • Prefeitura de Foz do Iguaçu

• Service Level Agreement (SLA) • After sales (e.g. parts replacement and technical

adjustments) • Technical and team capacity

L8 Service Providers


Company Profile 14 - Suppliers and Growth: L8 Service Providers

106



• None

• Not disclosed

• Axis • Hikvision • Hanwha • Bosch • Huawei • AgentVi

• 100%




Company Profile 14 - Satisfaction Level and Probability of Adding New Suppliers: L8 Service Providers

107




• Not likely

• Nokia

• Very likely

Very satisfied • Huawei • Axis • Hikvision • AgentVi Satisfied • Hanwha • Bosch



Company Profile 14 - Value Proposition: L8 Service Providers

108



• High product reliability • Best technical performance • Better durability in tough conditions • Good customer service / technical support • Fast delivery time • Service availability regarding engineering or installation • Commercial terms options • Easy buying process • Brand trust • Vendor´s experience in the market • Personal relationship with brand sales person • Ability to easily talk to vendor´s experts

• None

• Not disclosed

• None



Contact Details

Carina Gonçalves Senior Consultant ICT

[email protected]

Renato Pasquini Research Director ICT

[email protected]





brazil's mission critical communications ecosystem

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