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Lenel moves to reassure customers

As readers of Hi-Tech Security Solutions will know, Lenel was recently acquired by United Technologies Corporation, and is now part of UTC Fire & Security. This division also includes Kidde Fire Safety and Chubb Security. Lenel, under the direction of its founding management team, will report directly to the President of UTC Fire & Security. In a recent VAR announcement, Elena Prokupets (president of Lenel) and Olivier Robert (president of UTC Fire & Security) emphasised that the "combination of Lenel's technological leadership and UTC's financial strength and resources will accelerate the security industry's transformation to IT-centred, truly open, software-driven solutions and services. Our companies' joint vision is to lead the convergence of electronic and IT security, seamless integration and remote managed security services, and create unique opportunities for you, our VAR, to offer your customers the best solutions in the industry." As with any industry consolidation, there is always some uncertainty for both end-users, wondering what will become of their strategic suppliers, and for the channel, as potential new channels partners vie for possible new business opportunities. It is in this light that Lenel and UTC have sought to reassure existing Lenel VARs and customers of their commitment to continuity. Said Prokupets and Robert, "We are committed to continuing with Lenel's highly successful VAR strategy. Lenel products will continue to be sold through the VAR channel as they are today. To support Lenel's existing channel partners, we intend to maintain our policy of selecting only the best VARs from the industry that meet our rigorous training and certification requirements to represent Lenel products to end-users."

"As mentioned, Chubb is also part of UTC Fire & Security. Chubb will not have automatic access to Lenel products. Prior to the acquisition of Lenel, Chubb was a Lenel VAR in two locations. To avoid channel conflict and protect Lenel's valued channel partners, no additional Chubb locations will be able to sell Lenel products unless selected and authorised by Lenel under the same strict guidelines met by Lenel's current VARs."

Mike Smiles, MD of Masc Solutions, a premier VAR of Lenel's in South Africa had this to say, "I have been associated with Lenel for over six years and have never had cause to doubt Lenel's absolute commitment to their existing Reseller network, I believe the statement issued by Elena Prokupets and Olivier Robert sends a clear message to our existing and potential client base that 'it is business as usual' and they can be assured the availability and continued support for this excellent product in southern Africa will continue through an independent, professional and totally committed supply channel such as that provided by Masc Solutions."

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