So what do people think? Is that a fringe case or is that a template for future surveillance industry success?
transfering cost's from one contract to another contract that you know you have locked up has been around forever. The days of just doing one thing in a company is going to become harder and harder in the bid market. as companies continue to diversify.
IPVMU Certified | 06/03/15 06:06pm
It's actually not a bad business plan, and may explain why Cisco VMS is still hanging around while being so derided. If some other integrator comes along and replaces the Cisco VMS with something better, so what? Cisco still got the networking business.
We had to and have become more diversified in our solutions. It's not just security anymore.
IPVMU Certified | 06/03/15 07:06pm
Didn't the customers suffer by, you know, having a Cisco VMS? Everything I have seen with them has been terrible.
IPVMU Certified | 06/03/15 07:19pm
Maybe, but what are you going to do? Write congress to have them pass a bill against Cisco VMS? From a strictly business point, it works for them. Cisco, not the customer of course. If anything it makes it might make it easier for another integrator to come in later with another product because most likely the customer experience can only go up. We've replaced a couple Cisco installations and it made the customer's experience better, so made us look better. Sometimes it helps having the other guy lower the bar, provided you can raise it.
This has been going on for years in the IT business. We used to sell servers, work stations and printers at razor thin margins. Then make it up on services, additions or even rebates (many years ago).
The strategy is not only to sell more profitable products or services but also position for future business. There is a high sales cost associated with selling to a new client. Alarm companies bought and sold all the tie based on an existing client list. It cost less to sell to an existing customer that it does a new one. Take a look at the percentage of wins from proposals to existing clients vs those to prospects.
We're a large IT company and offer end to end IT services. . We have just completed a green fields site where we supplied CISCO thoughout Cisco VSM 7.6 and CPAM physical security all integrated running off UCS platform, 160 doors and 190 cameras. Very happy with the outcome and performance of both VSM and CPAM. There is a really good business case to be a full solutions provider, as you add value throughout.