BAE Systems breaks into the security market

BAE Systems breaks into the security market

Military contractor faces a dearth of customers despite major deals being signed

Major military contractor, BAE Systems, is aiming to grow its security systems integration business but has admitted customer recruitment is difficult.

BAE commercial manager, Gary Hooper, said the company decided to push into the security systems integration market including surveillance.

“We’re slowly getting known as a security systems integrator,” he said. “We’re hoping there’s a niche. We’ve done two projects already and we’re hoping it won’t be hard to crack, but it does seem to be hard.”

It recently signed a $4 million deal to upgrade the security and video systems of Parliament House. Hooper said at least 20 staff are working ont he project, which is using Axis Communications cameras. BAE also completed a major contract with Tasmanian-based electricity provider, Transend, to secure over 45 sites with video cameras, which earned the company a high commendation from Engineers Australia.

“We’re hoping to have another couple [of deals] in the pipeline,” Hooper said. However, he admitted customers were still not placing a high enough priority on asset security.

“Customers are being held back because they think they have good asset security. People only think about these things when they actually have a breach or someone tries to break in or do something,” he claimed.

Although BAE traditionally upgrades armoured personnel carriers and integrates anti-ship missile systems, Hooper insisted it had the skills to own a slice of the security market.

Besides catering for the Government sector, Hooper said the company would also like to break into the oil, gas and mining industries.

“What we provide is a complete system that talks to many products and is integrated. We’re not the cheapest and we’re not low on quality,” he said. “We’re not locked in with any vendors and that’s one of our benefits.”

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