Lessons from Down Under: What I Learned From Actall’s Australia Expansion

Bob Hampe with contributions from Mark Winter 

Last year, Bosch’s action to issue an End of Life (EOL) announcement for its Security Escort product line created a sense of urgency among correctional and behavioral health facilities across Australia. While this EOL decision was likely planned over some time, the need to find a new supplier for mobile duress systems for Australia’s correctional operators became instantly crucial. 

“Our partnership with Actall presents a significant opportunity for Actall to expand and revolutionize safety within the prison market in Australia and across the region”, Mark Winter, CEO @ inTechnology

Actall has actively marketed our solutions in Australia for almost 15 years but has never been able to overcome the myriad of logistical challenges required to expand into this dynamic and substantial market opportunity—until now. While our work in North America has certainly garnered significant recognition, it’s a mistake to assume that potential overseas clients are familiar with our expertise, or that they are eager to change. Actall’s experience in designing and deploying mobile duress systems for more than 1,000 complex physical environments over the last 20 years proves our suitability for the task. However, entering the Asia Pacific market is anything but straightforward. 

Actall has always led with the premise that effective business development requires significant in-person effort and relationship building. That human connection forms the foundation for lasting partnerships and contributes to meaningful advancements. This methodology, while effective, takes time to produce results—time that our potential clients don’t have.  

We needed to find a partner that shared our technical and customer service passion. Fortunately, we already had a professional relationship with inTechnology Distribution, an Australian value-added technology distributor. Solidifying that into a formal distribution relationship was relatively easy for both of us. inTechnology Distribution’s extensive range of advanced technologies—including RTLS, Wi-Fi, Bluetooth low energy (BLE) equipment and clinical communications tech—coupled with their local offices and support network, make them an ideal partner.

These rollout challenges are not limited to Actall. inTechnology is adapting to new demands common to complex architecture end markets, in addition to a ‘new way of thinking’ with respect to RTLS. Gaining a full understanding of the operational nuances of jails, prisons, courts and behavioral health facilities, combined with viewing RTLS location tracking through a completely new lens can feel like trying to learn a new language. Plus, the considerable distance between Actall’s headquarters in Denver, Colorado, and inTechnology’s location in Australia makes supply logistics, shipping and communication more complex. While the country itself is smaller than the US, Australia is still a substantial land mass. Even domestic flights can take significant travel time—almost a five-hour flight from the East to West Coast. The 16-hour time difference from the US adds more friction to seamless collaborations. Because of this, over time, you will see us establish a sales engineering presence in Australia to support inTechnology and system integrators in the region.

Another significant challenge is simply training inTechnology support and sales personnel to quickly bring them up to speed. You don’t realize how deep your experience and sector knowledge are until you try to communicate it all to someone else in a short period. And inTechnology Distribution is a seasoned player in RTLS! Imagine if it were someone that had zero experience in RTLS or complex architecture. inTechnology has been knocking it out of the park since we agreed to our partnership, and doing this without them would be impossible. I am grateful for their expertise and energy. I imagine they feel like they are drinking from a firehose from time to time. Also, I’m thankful for the product and system feedback that they can give us from their experience with other RTLS vendors in different vertical markets and applications.

Delivering products in a timely and cost-effective manner is another significant consideration. Long-term servicing of this market from our US suppliers is not a sustainable enterprise. The uncertainty and increasingly high cost of continually shipping products by sea across the Pacific is not ideal, and shipping products by air adds to everyone’s costs. To succeed, we will need to forge new relationships with vendors who regularly service this market and can deliver the quality products our clients demand. Addressing these challenges has emerged as a top priority, with the need to find solutions for building Actall products within the Asia Pacific market.

“The people who are crazy enough to think they can change the world are the ones who do.” – Steve Jobs

We’re a long way from the finish line, but the required pieces are falling into place, and we should begin shipping products for installation in Australia later this year. Fortunately, inTechnology and Actall match up well for the task; this represents a true partnership where each firm’s strongest assets are crucial to success. I am proud of how this demonstrates both firm’s ability to seize opportunities, overcome challenges and cultivate meaningful relationships that lead to lasting success.

Actall’s pursuit of new markets and partnerships embodies a spirit of audacity and innovation. We believe that by forging strong connections, embracing challenges and delivering exceptional products, we can make a profound impact on the safety and security of correctional and healthcare facilities in the Asia Pacific region. Actall looks forward to years of fruitful teamwork with inTechnology Distribution, addressing the region’s profound need for RTLS innovations that enhance staff safety, security, inventory management and recordkeeping. Their technology and expertise serve as the base for ongoing achievements, while the human connection drives consequential progress and flourishing partnerships. Stay tuned as Actall continues to advance RTLS in complex architecture, one partnership at a time. We invite you to join us on this exciting journey as we strive to create a safer and more secure future for all.