Our popular DeepBrief series provides an in-depth look at Tenon Group and Soteria—a technology service company under the Tenon Group umbrella formed with the objective of providing its customers with IT-based services to optimize and monitor their Security, Operations, and Facility Management processes. In this edition, we cover everything you need to know about Tenon Group and Soteria through an interaction with Anuj Rajain, the Global Chief Strategy Officer of Tenon Group.
Inception and early days of Tenon Group
Rajain outlines the journey of Tenon Group and Soteria from their inception to the present day. Reflecting on the company’s early days, he says, “Tenon Group is an amalgamation of three of its prime verticals – Peregrine, TenonFM, and Soteria – which together provide state-of-the-art services for integrated facility management.
“Started in 1995 with security under the brand name of Peregrine by our Chairman, Major Manjit Rajain, it grew to be a Pan-India leader in the security domain in the first decade itself. By 2008, expansion into FM (facility management) services was also done under the brand of TenonFM, and in 2014, expansion into technology services occurred under the brand name of Soteria,” he adds.
Moving the conversation to the evolution of Tenon Group and its integrated service offerings, Rajain says, “Since 2014, the trajectory has been further exponentially growing, expanding business internationally, and currently at the scale of 2200+ crore revenue and over 80,000+ resources globally, we are one of the leaders in IFM services in the three countries that we are in, i.e., India, the UK, and Singapore.
Speaking about Soteria, the technology arm of Tenon Group, which provides technology-enabled solutions using IoT technology to its customers to optimize business operations in the sphere of security and facility management, Rajain says, “Since its inception in 2014, it has been delivering customized solutions to its customers – creating a platform of services custom-fit to its customers’ requirements and monitoring the same from its shared service model state-of-the-art command center in Gurgaon.”
Soteria’s operations in India
Highlighting the expansive growth of the AI, IoT, and electronic surveillance sectors, Rajain says, “This industry is expected to reach $254 billion in FY2024. This sector includes $200 billion from exports and $54 billion from the domestic market, showing a steady growth rate of 3.8% annually.
“The AI market was valued at $6.4 billion in 2022 and is projected to reach $21 billion by 2025, growing at a CAGR of 33%. IoT integration has been significant in driving smart city projects and industrial automation.
“The electronic surveillance market in India is robust, driven by the need for heightened security and smart infrastructure. The market for electronic security solutions, including CCTV cameras, intrusion alarms, and access control systems, is highly competitive, with numerous players including Soteria,” he adds.
How Soteria is capitalizing on technological shifts
Based on these growth numbers for the industry, Rajain outlines how Soteria is capitalizing on the technological shifts and the growing demands. He says, “For a company like Soteria, the market for AI, IoT, electronic surveillance, and IFM is expanding rapidly, driven by technological advancements and increasing security and digital facility needs.
“The shift triggered by digital transformation and adoption, especially in banking, manufacturing, logistics, warehousing, and smart infrastructure, is generating multiple opportunities where our services can be crucial for achieving an absolute ROI concept in administrative operations.
“With the onset of AI and computer vision,” he adds, “the scope has started expanding into operational efficiency as well, where the contribution of security systems is changing business outcomes by sharing crucial data analysis in real-time, such as heat maps, compliance, and inventory checks.”
Soteria’s growth trajectory
Discussing how Soteria has grown from a single command center to a sophisticated network managing more than 3,000 locations, Rajain says, “Soteria was incorporated in 2014 as a 100% subsidiary of Tenon Group, focusing on delivering technology-enabled solutions using IoT technology to optimize business operations in the sphere of security and facility management.
He continues, “Soteria currently has more than 3,000 locations connected to its servers, delivering services ranging from smart monitoring using IoT sensors and AI. The company started with one command and control center, operational around the clock, providing monitoring services for CCTV assets via tools and technology provided by various partners, including IBM.”
Elaborating on Soteria’s growth trajectory, Rajain says, “Today, in response to the rapid and custom requirements of the market and our customers, we have evolved to use our in-house developed platform to manage monitoring. This solution is custom-built to manage multiple customers with independent SOPs while utilizing the command center on a shared service model (Command Center as a Service [CCaaS]).
“From CCTV, we have expanded our horizon to monitor fire alarm systems, intrusion alarm systems, and access control systems. We also offer a SaaS platform called Merlin, focused on providing computer-aided facility management services backed by monitoring services from the command center,” he adds.
To support all of the above, Rajain notes that Soteria has a pan-India presence with a robust and resilient team, ensuring industry-leading uptime in its services through trained engineers stationed across the nation. The parent company’s spread further enhances Soteria’s penetration capabilities.
Rajain also states that in the last five years, growth has averaged 50%–70% year-over-year, and the aim is to sustain this growth trajectory.
Soteria’s core offerings
Outlining Soteria’s core objective, Rajain says, “The major objective of the company is to eliminate foreseen risks using technology and digitizing security and facility management operations, enabling its customers to achieve a better ROI from their administrative operations. Soteria also provides risk assessment services, intelligence services, and the setup of on-premises command centers.
“Our offering is not a single product but a platform as a service (PaaS) that can be customized to the unique requirements of our customers. Bespoke solutions are executed on the ground, and monitoring is conducted from our state-of-the-art command and control center.
“We are now also adding an Energy Monitoring System (EMS), enhancing our capabilities in energy management to support our commitment to helping customers achieve their ESG goals,” he adds.
Soteria’s USPs
Highlighting Soteria’s competitive edge in the Security and FM sector, Rajain says, “The Security and FM space since COVID has been evolving and it has placed CREM, Admin, and Security operations as an integral part of the running operations rather than an additional support function. The shift from the backend to the forefront of operations demands multi-skilled and integrated services.
He continues, “Soteria holds the USP here – in-house technology, in-house workforce – net zero outsourcing. This allows better control of the ecosystem and delivery of the services. From the platform that is being used, built in-house, which allows for customizations needed at a faster pace and affordable price, to the resources who need to manage the ecosystem being in-house, including the security response – this is a unique combination that is not offered in the market as a pick-and-choose bundle.”
Rajain further states that since 2014, Soteria has been utilizing AI for people counting, heat maps, and other applications through camera analytics. Starting in 2023, Soteria has also begun developing its own AI algorithms for CCTV feeds, generating business intelligence that enhances operational efficiency and adds a new unique selling point to the company’s portfolio.
Soteria’s business model
Describing how Soteria operates and its business models in India, Rajain explains that the company’s offerings can be broadly categorized into several key areas. The first is CCaaS – Command Center as a Service, where any customer with assets capable of online communication, such as CCTV, FAS, IDS, or ACS, can connect to Soteria’s advanced Command & Control center in Gurgaon. This service provides customers with 24×7 monitoring and a guarantee of 100% uptime, ensuring high-quality oversight.
The second model, he says, is PaaS – Platform as a Service. This, he explains, is for customers who prefer not to share the command center. Soteria sets up a monitoring platform using a Build, Own, Operate, and Transfer (BooT) model. This approach involves installing and managing the platform on the customer’s site, transferring Soteria’s evolving expertise and quality training, and overseeing the relevant management activities and infrastructure setup.
Explaining the third model, SaaS – Software as a Service, Rajain notes this is where Soteria offers its own cloud platform for customers who wish to operate independently but require technology transfer. In this model, Soteria provides the software management service while the customer handles operations.
Finally, Rajain also adds that Soteria provides AMC – Annual Maintenance Contracts for aging infrastructure, particularly for customers with aggressive expansion plans. In this case, Soteria helps maintain and manage the infrastructure through its extensive resources and nationwide presence, leveraging a broad ecosystem of integrations and support from the OEMs of ELV assets.
Marketing Soteria
Moving on to Soteria’s marketing strategy, Rajain says, “Marketing has many layers, and we are firm believers that the best marketing is word of mouth. Our customers have been our primary channel to market to date; however, we have also started using publications, social media advertising, and events, which have added value to brand growth.”
To market Soteria, Rajain continues, “We employ a diverse media mix and strategic marketing approaches. Our efforts include the Tech Drive Road Show, which has a pan-India reach to engage our customer base, sister concerns, and prospective new clients.
“We also participate in events like DigiFM and various gatherings hosted by numerous publications. These events are focused on showcasing the requirements we address and the assurance of quality services provided by Soteria,” he adds.
Soteria’s clients
Discussing Soteria’s clients, Rajain highlights a diverse portfolio. While he refrains from disclosing individual client names due to contractual limitations, he says, “We have some of the most reputed companies, including leaders and unicorns in their market domains over the last few years.”
He adds that, “The client group spans Banking and Non-Banking Financial Institutions, Automobile, Manufacturing, Logistics, Warehousing, Retail, Educational Institutions, Real Estate Management, ITES, and more.”
Building an effective team at Soteria
Exploring Soteria’s approach to training and development, Rajain says, “Training encompasses both brand management and operations management. With the diverse set of delivery models that Soteria employs, bespoke training is required, as industry-standard training and certifications generally don’t address core services management. We have devised a set of specific training modules internally to manage our services effectively.”
Detailing Soteria’s internally developed training modules, he continues, “The resources we have onboard, not only within Soteria but across the group, have a high tenure with the organization, which is crucial for maintaining the company culture and core values that have built our reputation.
“There is a unique leadership chain management program that was introduced in the organization about seven years ago by our chairman that has helped build future leaders within the organization – allowing the sustenance of the company culture and the brand,” he adds.
Five year plan and navigating challenges
Looking ahead, the company is setting ambitious goals. “Over the next five years, we aim to be the largest E-Surveillance company in the country, with further enhancements in our services and offerings,” says Rajain.
In the same vein, Rajain also outlines the opportunities in the market that hold promise for Soteria. He says, “Soteria is a unique proposition in the market and the understanding of the services and the matrix to measure the performance of such services are still maturing. This limits the plotting of an ROI matrix that is established and hence the exact ROI on the services has been varying. The onset of the ESG trend provides a large contribution towards the matrix that allows the measurement of the services.
“Technology is the way forward and the services delivered via technology are the need of the hour however India being a price-sensitive and value-driven market, the standards for measurement are key for any services to be opted for that has been the challenge so far to have this concept understood for achieving business ROI,” he adds.
Advancements in AI-driven security technology
The security industry has relied on AI for over two decades, but the current wave of innovation is escalating the need for tech-savvy experts, building on this thought Rajain says, “AI, though being a new buzz in the market, the security industry has been reliant on these tools for more than two decades now. The current evolution is definitely going to impact the demand for more technology-savvy resources, i.e., the demand for skilled resources is going to rise. The change is already happening as we speak, with systems getting smarter and so does the response team.
“The security risk portfolio is one of the most volatile matrices in any business, and with the evolution of the risk portfolio, the security mitigation plan also needs to change rapidly.”
Rajain also believes that “AI is going to shorten the learning curve and allow organizations to stay ahead of evolving security risks.” He explains that AI’s new predictive and early warning systems enable stakeholders to gain a better understanding of situations and develop mitigation plans.
AI and ML at Soteria
Speaking about how Soteria and the Tenon Group use AI and machine learning to proactively identify and mitigate security risks, Rajain comments, “Soteria, a tech company under the Tenon Group, has developed an advanced security system that leverages the power of Internet of Things (IoT) devices, Artificial Intelligence (AI), and Machine Learning (ML) to create a proactive approach to security.
“The system begins with the installation of IoT sensors throughout a facility, which monitor critical parameters such as temperature, pressure, and access points in real-time. This constant data collection provides a detailed and dynamic overview of the site’s operational health and security status.”
The data collected by these IoT devices, he explains, is “then analyzed by machine learning algorithms, which establish normal operating baselines for the facility. When deviations from these baselines occur, such as unexpected temperature changes near sensitive equipment or unauthorized access attempts, the system immediately triggers alerts, ensuring that potential issues are addressed promptly.”
Rajain continues that “AI further enhances this system by analyzing historical data to identify patterns and predict possible security threats. For example, the AI can recognize sequences of events that have historically been linked to security breaches, providing an additional layer of protection.”
“The integration of IoT sensors and AI analysis allows for real-time monitoring of the facility’s security, with security personnel being alerted to potential threats as they arise. This proactive approach offers several key benefits: early intervention to prevent security breaches before they escalate, improved efficiency by automating routine security tasks, and data-driven decision-making that enhances the overall security strategy,” he adds.
Evolution of Facility Management and current trends
Outlining the current trends in and benefits of facility management that are driving the industry forward, Rajain says, “The integration of the Internet of Things (IoT) and sensor technology is transforming the concept of smart buildings, enabling them to collect real-time data on various parameters, such as energy consumption and equipment health.
This technological advancement, he explains, allows facility managers to optimize energy usage, predict maintenance needs, and automate routine tasks, ultimately resulting in cost savings and increased efficiency.
Also, he adds, “the vast amounts of data generated by smart buildings and facility management software are driving a data-driven approach in the industry. Through data analysis, facility managers can identify trends, make informed decisions on resource allocation, and prioritize maintenance, leading to a more strategic and proactive management style.”
Outlining another trend, he says, “Sustainability has also become a significant focus within facility management, driven by growing environmental concerns.”
Facility managers, he says, are now implementing energy-efficient solutions such as lighting and HVAC systems while optimizing space usage to reduce a building’s environmental impact. These practices not only contribute to environmental preservation but also offer financial benefits through reduced utility costs.
Speaking about other trends, Rajain notes that the rise of hybrid and remote work models has “necessitated a shift towards flexible workspace management. Facility managers are leveraging technology to implement desk booking systems, optimize space allocation based on occupancy data, and create collaborative workspaces that accommodate a more dispersed workforce. This flexibility is crucial in adapting to modern work trends.”
Underscoring how the role of facility management has also changed, Rajain says, “The role of facility management is evolving from a reactive to a proactive one, with predictive maintenance and preventive measures becoming the new standard. By anticipating potential issues before they arise, facility managers can minimize downtime, reduce disruptions, and lower associated costs. This proactive approach also contributes to enhanced safety and well-being for facility occupants.”
Competitive advantage with Integrated Security and FM
Rajain also speaks about the ways in which integrated security and facility management solutions provide a competitive advantage in today’s market. Commenting on this, he says, “Integrated security and facility management solutions provide several key advantages that can offer businesses a significant competitive edge in today’s market.
“One of the primary benefits is enhanced security and risk mitigation. By merging security and facility management systems, businesses gain a unified view of their entire facility, which enables better coordination and quicker responses to security incidents.
Also, he says, “The integration of data from security cameras, access control systems, and building automation systems with AI and machine learning technologies facilitates proactive threat detection, allowing potential threats to be predicted before they materialize. This approach also streamlines incident management by using a single platform to handle both security events and facility issues, resulting in faster response times, reduced downtime, and minimized potential losses.”
Rajain says that integrated solutions contribute to improved operational efficiency and cost savings. Centralized management eliminates the need for multiple software programs, simplifying workflows for facility managers and enhancing overall efficiency.
He explains that “Routine tasks such as access control, lighting control, and preventive maintenance can be automated, freeing up personnel to focus on more strategic work. Furthermore, the availability of real-time data from integrated systems supports data-driven decision-making, helping businesses optimize resource allocation and identify opportunities for cost savings in both security and facility management.”
Real-time data is crucial
Underscoring the importance of real-time data in modern security solutions and the essential technologies for real-time threat detection, Rajain explains that real-time data is crucial. He notes that traditional security systems often rely on historical data analysis, which can leave a window of vulnerability.
In contrast, real-time data enables immediate detection of suspicious activity, allowing for a much faster response to potential threats. Rajain likens it to catching a burglar in the act versus merely finding footprints the next day.
A piece of advice
Concluding this in-depth and insightful chapter on Soteria and the Tenon Group, and shifting focus from the technical aspects of security and facility management, Rajain also shares some of his key learnings. He says, “Change is inevitable and growth can only be attained by embracing the change. Not just in technology but in the resources that come onboard. The current Alpha generation is very different from Gen Z who too were different from my generation.”
In closing, Rajain offers a key piece of advice: “Build resilience in the system that is owned by the team and the system itself.”
