I was requested by a big corporate to analyse a report done by a strategic research company within the Retail and CPG, Finance and Professional Services, Government, Infrastructure and Defense, and International Industry. Their report was a of very poor quality. i prepared a brief analysis and expanded the analysis of that report. In realy very little time much more substantial data and leads were generated. Now, the report is at your disposal. Good Luck

1. © 2011 by Client Systems | Client Systems Proprietary
David Sugarman
Train / Railway
Transportation Security
business opportunities

2. © 2011 by Client Systems | Client Systems Proprietary
• Scope of presentation
• Lead priority according to Research Company report
• Additional leads
• Market prospect
• Go To Market Strategy
Table of Contents

3. © 2011 by Client Systems | Client Systems Proprietary
Scope of presentation
 Analyse report by Research Company and propose priority for
various leads.
 Describe high priority leads in a nutshell.
 Present in brief market analysis leading to the priority setup.
 Propose priority for new/additional leads.
 Summarize and ascribe action items to be conducted in order to
promote business opportunities and sales for Customer.
 Opportunities are presented according to territory.

4. © 2011 by Client Systems | Client Systems Proprietary
But just before we embark on the market study….

5. © 2011 by Client Systems | Client Systems Proprietary

6. © 2011 by Client Systems | Client Systems Proprietary
The picture is a movie in the actual presentation

7. © 2011 by Client Systems | Client Systems Proprietary

8. © 2011 by Client Systems | Client Systems Proprietary
Lead priority
Influencing data on report analysis
 Online links of Research Company report.
 Websites of service providers, agencies, governments and news.
 Procurement / Tender Websites.
 Relevant reports by leading consulting agencies and technology
firms (Frost & Sullivan, Axis).
 Report by the International Union of Railways and the
 International Railway Research Board.

9. © 2011 by Client Systems | Client Systems Proprietary
Lead priority
Top Priority
Country Project Budget Time Table Priority
1 Britain Closed circuit television
services
₤ 16 million December
2017
Immediate
2 India Real time video monitoring of
crowds at railway stations
Unknown Unknown High
3 India Installation of CCTV cameras
at railways stations
$ US 78 M Unknown High

10. © 2011 by Client Systems | Client Systems Proprietary
Lead priority
Medium Priority
Country Project Budget Time Table Priority
4 Germany Facial recognition at Berlin
railway station
Unknown Unknown Medium
5 Hong Kong Installation of a unified IP-
based CCTV system on the
metro and light rail networks
in Hong Kong
$ 50 M Commenced.
Ends 2023
Medium
6 Poland Drone patrol of railway
tracks and areas
Unknown Unknown Medium

11. © 2011 by Client Systems | Client Systems Proprietary
Lead priority
Low Priority
Country Project Budget Time Table Priority
7 Belgium Security gates for Brussels South train station €17 million commenced in
July 2017
Low
8 France New security gates for TGV high-speed trains € 15 + 30 M In progress. Low-Medium
9 Senegal design and implementation of train infrastructures € 373 M Awarded Low
10 Singapore Automated technology for inspecting of MRT and road
tunnels
USD 3.6M Awarded Low
11 India Firefighting systems USD 9M Passed due date Low
12 USA Security Upgrade at New York City's Penn Station USD 3B (USD 22
m)
Unclear. Ends
2019.
Low
13 USA Light Rail Vehicle (LRV) Mobile CCTV Unknown Passed due date Low
14 USA Furnished Security Camera Installation Unknown Passed due date Low
15 Mexico North-bound freight train Security Unknow Unknown Low
16 Australia Safety improvements to Salisbury public transport
interchange
USD 700k – 1.65
M
Unknown Low
17 Australia Increased security on Adelaide Metro USD 3.2 M Unknown Low

12. © 2011 by Client Systems | Client Systems Proprietary
Lead priority

13. © 2011 by Client Systems | Client Systems Proprietary
Additional Leads

14. © 2011 by Client Systems | Client Systems Proprietary
Additional market prospect
Country Project Budget Time Table Priority
1 Britain CCTV for Train stations ₤ 5.4 m Unclear High
2 Britain CCTV for Train stations ₤ 1-5 m Open High
3 USA IT Solutions incl Security USD 20 m Unclear High
4 Singapore Security Services for Thomson-
East Coast
Unclear 03-10-2017 Low
5 India CCTV for trains USD 1.6m In a pilot Medium
6 India Station renovation USD 16m Unclear High
7 Canada CCTV , Identity & Access
Management
USD 1m Unclear Medium

15. © 2011 by Client Systems | Client Systems Proprietary
Additional
market
prospect

16. © 2011 by Client Systems | Client Systems Proprietary
Additional market prospect

17. © 2011 by Client Systems | Client Systems Proprietary
Additional market prospect

18. © 2011 by Client Systems | Client Systems Proprietary
Go To Market Strategy
Influencing concerns
1. Client Strategic presence in India and USA
2. Client ongoing presence in GB
3. Financial breakdown of market projects and tenders
4. Change in Emerging markets
5. Security concerns in the EU
6. French presence and influence in Africa
7. Customer Management, BD, Marketing & Sales Strategy
8. Client Systems BD, Marketing & Sales Strategy

19. © 2011 by Client Systems | Client Systems Proprietary
Go To Market Strategy

20. © 2011 by Client Systems | Client Systems Proprietary
• First Priority –
• GB – Using Client presence and publication of tenders.
• USA – Using Client presence and publication of tenders.
• India - Using Client presence, publication of tenders as well as enhancing private/corporates
network, participating in local conferences etc.
• Second priority –
• EU– Aiming at pan-EU Train/Railway companies such as PKP and others. Using basis of recent
terror attacks and general public safety concerns.
• Studying relevant African markets and establishing/expanding networking.
• Mexico & Brazil.
Go To Market Strategy

21. © 2011 by Client Systems | Client Systems Proprietary
Within Customer / Client
• Enhance study of products, projects and management marketing, BD and
sales goals (by territory and unit)
• Build digital DB for easing project proposals
• Setting priority for projects and territories according to management scope
• Expanding network and leads based on internal cooperation within Customer
and desk managers @ HQ.
• Coordinating methodology for following up leads and projects
Go To Market Strategy

22. © 2011 by Client Systems | Client Systems Proprietary
Conferring to managements approval – independently promote:
• Enhancing use of personal international network
• Initiating meetings with local representatives of foreign governments and companies
(Alstom, etc..).
• Initiating meetings with local companies for promoting cooperation (Cyber, IoT,
Telecom, Logistics)
• Participating in local and international relevant conferences (Transport Security ,
Border & Transport security , Metro & Light Rail)
Go To Market Strategy

23. © 2011 by Client Systems | Client Systems Proprietary
Thank You

24. © 2011 by Client Systems | Client Systems Proprietary
Europe
Great Britain
Belfast Station: Closed circuit television services
Project Focus: Consulting services (General, Technical, Legal) mainly for CCTV installations.
Technology: Consulting services
Relevant parties: TRANSLINK. (brand name of the 3 operating companies which operate scheduled bus
and rail services in Northern Ireland).
Additional info: Requirement for the supply, installation, commissioning and maintenance/support of CCTV
Security equipment. Includes site security, operational policing support, video product
presentation, control and training.
Time table: December 2017
Budget: ₤ 16 million.
Project potential scope: 3+1+1 years.
Status: Prior information notice
Proposed Priority: Immediate

25. © 2011 by Client Systems | Client Systems Proprietary
Asia
India
Real time video monitoring of crowds at railway stations
Project Focus: CCTV installations.
Technology: HW + SW
Relevant parties: Indian Railways
Additional info:
Time table: Pilot commenced in 2016
Budget: Unknown.
Project potential scope: Less than 10% of 8000 Train stations have relevant solutions.
Status: Unclear
Proposed Priority: High

26. © 2011 by Client Systems | Client Systems Proprietary
Asia
India
Installation of HD CCTV units at stations and trains
Project Focus: CCTV installations.
Technology: HW + SW
Relevant parties: Indian Railways
Additional info: Install about 19,000 high definition CCTV cameras at 983 stations across the
country and onboard leading trains.
Time table: Unclear
Budget: USD 80 million.
Project potential scope: Less than 10% of 8000 Train stations have relevant solutions.
Status: Unclear
Proposed Priority: High

27. © 2011 by Client Systems | Client Systems Proprietary
Europe
Germany
Facial recognition at Berlin railway station
Project Focus: Face recognition
Technology: SW
Relevant parties: Ministry of the Interior, the Federal Police, the Federal Criminal Police Office and
Deutsche Bahn
Additional info: Under public scrutiny
Time table: Unknown
Budget: Unknown
Project potential scope: 6,000 CCTV cameras across Germany’s 900 or so stations
Status: In Pilot
Proposed Priority: Medium

28. © 2011 by Client Systems | Client Systems Proprietary
Asia
Hong Kong
Installation of unified IP-based CCTV system
Project Focus: CCTV installations.
Technology: Unified IP-based CCTV system
Relevant parties: MTR (Hong Kong Railway Corporation), Univision (Service Provider)
Additional info: installation of a unified IP-based CCTV system on the metro and light rail networks.
Time table: 2017-2023
Budget: USD 50 million.
Project potential scope: Renew 22 stations, add additional 47.
Status: Univision awarded contract.
Proposed Priority: Medium.

29. © 2011 by Client Systems | Client Systems Proprietary
Europe
Poland
PKP CARGO drones guard the trains
Project Focus: Drone purchase for trains and railways security.
Technology: Drone based CCTV
Relevant parties: PKP Cargo (Railway company), Dron House S.A. (solution provider).
Additional info: Project already in use. Future purchase of additional drones may take place.
Time table: Unknown
Budget: Unknown.
Project potential scope: Unknown.
Status: Already in place
Proposed Priority: Medium.

30. © 2011 by Client Systems | Client Systems Proprietary
Europe
Belgium
Security gates for Brussels South train station
Project Focus: Installment of passenger security gates.
Technology: HW+SW
Relevant parties: Securail.(French Train company).
Additional info: None
Time table: Unknown
Budget: €17 million (government)
Project potential scope: Unknown.
Status: Project commenced in July 2017
Proposed Priority: Low

31. © 2011 by Client Systems | Client Systems Proprietary
Europe
France
New security gates for TGV high-speed trains
Project Focus: Access control to train stations.
Technology: Unknown. Yet it does not include full x-ray scanners.
Relevant parties: SNCF - French National Railway Corporation.
Additional info: Already installed in Montparnasse, planned to be installed at: Gare de Lyon, gare de l’Est in Paris, Marseille, Rennes,
Nantes, the Aix-TGV stations, Lyon-Perrache, Part-Dieu, Bordeaux, Saint-Pierre-des-Corps, and Tours.
Time table: Unknown, some gates have probably already been installed.
Budget: € 15 Million with additional € 3 million for maintenance and support for each year in the
following 10 years. Total € 45 million.
Project potential scope: Approximately 10-12 years.
Status: Some gates are already in place.
Proposed Priority: Low - medium

32. © 2011 by Client Systems | Client Systems Proprietary

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42. © 2011 by Client Systems | Client Systems Proprietary
‫ג‬‫מספר‬ ‫רף‬1:‫בתחנה‬ ‫אזורים‬ ‫לפי‬ ‫בחלוקה‬ ‫אבטחה‬ ‫במצלמות‬ ‫שימוש‬

43. © 2011 by Client Systems | Client Systems Proprietary
‫ג‬‫מספר‬ ‫רף‬2:‫טכנולוגיה‬ ‫לפי‬ ‫בתחנות‬ ‫בשימוש‬ ‫וידאו‬ ‫מצלמות‬ ‫סוגי‬

44. © 2011 by Client Systems | Client Systems Proprietary
‫ג‬‫מספר‬ ‫רף‬3:6‫וידאו‬ ‫במצלמות‬ ‫בשימוש‬ ‫המובילות‬ ‫האפליקציות‬
‫לאבטחה‬

45. © 2011 by Client Systems | Client Systems Proprietary
‫מספר‬ ‫גרף‬4:‫אבטחה‬ ‫מצלמות‬ ‫בנושא‬ ‫ההחלטה‬ ‫את‬ ‫מקבל‬ ‫מי‬

46. © 2011 by Client Systems | Client Systems Proprietary
‫ג‬‫מספר‬ ‫רף‬5:‫רכבות‬ ‫בסוגי‬ ‫שימוש‬ ‫אחוז‬ ‫התפלגות‬

47. © 2011 by Client Systems | Client Systems Proprietary
‫ג‬‫מספר‬ ‫רף‬6:‫שונים‬ ‫במיקומים‬ ‫אבטחה‬ ‫במצלמות‬ ‫שימוש‬ ‫התפלגות‬
‫רכבת‬ ‫בתחנות‬

48. © 2011 by Client Systems | Client Systems Proprietary
‫ג‬‫מספר‬ ‫רף‬7:‫בתחנה‬ ‫מיקום‬ ‫לפי‬ ‫אבטחה‬ ‫מצלמות‬ ‫הקלטות‬ ‫התפלגות‬

49. © 2011 by Client Systems | Client Systems Proprietary
‫ג‬‫מספר‬ ‫רף‬8:‫תחנות‬ ‫בתוך‬ ‫במצלמות‬ ‫שימוש‬ ‫התפלגות‬

50. © 2011 by Client Systems | Client Systems Proprietary
‫ג‬‫מספר‬ ‫רף‬9:‫בתחנות‬ ‫אבטחה‬ ‫מצלמות‬ ‫הקלטות‬ ‫התפלגות‬

51. © 2011 by Client Systems | Client Systems Proprietary
‫ג‬‫מספר‬ ‫רף‬10:‫מרכזיים‬ ‫תחבורה‬ ‫תשתית‬ ‫באתרי‬ ‫אבטחה‬ ‫מצלמות‬ ‫מיקום‬ ‫התפלגות‬

52. © 2011 by Client Systems | Client Systems Proprietary
‫ג‬‫מספר‬ ‫רף‬11:‫תשתית‬ ‫באתרי‬ ‫אבטחה‬ ‫מצלמות‬ ‫שימוש‬ ‫התפלגות‬
‫מרכזיים‬ ‫תחבורה‬

53. © 2011 by Client Systems | Client Systems Proprietary
‫ג‬‫מספר‬ ‫רף‬12:‫בתחנות‬ ‫אבטחה‬ ‫במצלמות‬ ‫השקעות‬ ‫תכנית‬ ‫התפלגות‬
‫רכבת‬

54. © 2011 by Client Systems | Client Systems Proprietary
‫ג‬‫מספר‬ ‫רף‬13:‫בהקלטות‬ ‫השימוש‬ ‫ואחוז‬ ‫במצלמות‬ ‫שימוש‬ ‫התפלגות‬
‫מתוכן‬

55. © 2011 by Client Systems | Client Systems Proprietary
‫ג‬‫מספר‬ ‫רף‬14:‫במצלמות‬ ‫שימוש‬ ‫התפלגות‬Real-Time‫בתחנה‬ ‫מיקום‬ ‫לפי‬

56. © 2011 by Client Systems | Client Systems Proprietary
‫ג‬‫מספר‬ ‫רף‬15:‫אירוע‬ ‫במהלך‬ ‫אבטחה‬ ‫במצלמות‬ ‫השימוש‬ ‫אחוז‬ ‫התפלגות‬

57. © 2011 by Client Systems | Client Systems Proprietary
‫ג‬‫מספר‬ ‫רף‬16:‫ב‬ ‫השימוש‬ ‫אחוז‬ ‫התפלגות‬Live streaming video‫צרכני‬ ‫בקרב‬
‫המערכת‬

58. © 2011 by Client Systems | Client Systems Proprietary
‫ג‬‫מספר‬ ‫רף‬17:‫מצלמות‬ ‫להתקנת‬ ‫חיובית‬ ‫השפעה‬ ‫סוגי‬ ‫התפלגות‬
‫אבטחה‬

59. © 2011 by Client Systems | Client Systems Proprietary
‫מספר‬ ‫גרף‬18:‫אבטחה‬ ‫מצלמות‬ ‫להתקנת‬ ‫הסיבות‬ ‫התפלגות‬

60. © 2011 by Client Systems | Client Systems Proprietary
‫מספר‬ ‫גרף‬19:‫הקיים‬ ‫האבטחה‬ ‫מצלמות‬ ‫במערך‬ ‫האתגרים‬ ‫התפלגות‬

61. © 2011 by Client Systems | Client Systems Proprietary
‫ג‬‫מספר‬ ‫רף‬20:‫להצלחת‬ ‫הקשור‬ ‫בכל‬ ‫ביותר‬ ‫המשמעותיים‬ ‫האתגרים‬ ‫סוגי‬
‫מצלמות‬ ‫מערך‬ ‫הקמת‬CCTV

62. © 2011 by Client Systems | Client Systems Proprietary
‫מספר‬ ‫גרף‬21:‫ניתוח‬Analytics awareness‫ה‬ ‫מערכות‬ ‫של‬CCTV

63. © 2011 by Client Systems | Client Systems Proprietary
‫מספר‬ ‫גרף‬22:‫ב‬ ‫תחומים‬CCTV Analytics‫עניין‬ ‫מגלים‬ ‫מקצוע‬ ‫גורמי‬ ‫בהם‬

64. © 2011 by Client Systems | Client Systems Proprietary
‫ג‬‫מספר‬ ‫רף‬24:‫מצלמות‬ ‫במערך‬ ‫קיימים‬ ‫שימוש‬ ‫סוגי‬CCTV