Our customer is a Mexican company established in 2001 in Naucalpan, State of Mexico, with the objective of providing high-tech security and productivity solutions for use in mobile and semi-fixed assets. Their mission is to provide asset protection by investing in technology and consulting for mobile assets. Their vision is to grow the high-tech tracking business for asset distribution, fleet, and transport sectors in general.
The customer provides asset protection through investments in technology and consulting for mobile and semi-fixed assets. They serve the asset distribution, fleet, and transport sectors, offering innovative security and productivity solutions. They are committed to delivering advanced security and productivity solutions for mobile and semi-fixed assets, ensuring the protection and efficient management of valuable resources. They offer waterproof outdoor asset monitoring applications that can operate for extended periods, as well as specialized equipment for trailers with weather protection and long-lasting batteries.
The customer provides an anti-jammer service, the only system that responds to attacks by signal inhibitors used by organized crime. They face the challenge of offering their services such as anti-hijacking and anti-jamming protection to guard fleets against cartel activity, where cargo can fall off a truck and disappear. They require deep and continuous visibility into their fleet operations and have concerns about the physical security of cargo, drivers, and the entire fleet.
The customer is a new entrant in the market. They reached out to Aeris regarding connectivity, with assistance from a US-based consultant. They wanted cellular connectivity with a US-based number for their operating regions of Mexico and South & Central America. We were working with their CTO based in Spain, while a consultant served as our primary contact in the US. Additionally, we collaborated with their Senior Operations Manager and their Laboratory and New Technologies Coordinator, who is also responsible for implementing security controls. She was particularly interested in policy controls that would limit their devices to communicate only with explicitly allowed application servers. She asked, “How can I block certain IP ranges?”
Once they understood our features, they were satisfied that we met their security needs. Seeing per-device visibility with Watchtower Awareness in their POC increased their interest, leading them to want Watchtower’s Enforcement capabilities. They aimed to implement an “allow list” for certain IP ranges and block others, ensuring that cellular connections were used only for business purposes and provided consistent and reliable tracking of fleet and cargo.
Selling this as a bundled offer, especially when competitors do not provide similar features, makes the sale easier. If our pricing is competitive, then Watchtower becomes an even more attractive option. They tested Aeris IoT Watchtower, and everything worked and met their expectations. We approached aggressively with our pricing strategy, fully aware of the market landscape and our competitive advantage. Our price was aggressive and only slightly higher than others. As a result, we did not receive any pushback on pricing.