List Of Major Video Analytics System Integrators + Debate About Startup Go To Market Tactics

There's not a specific list of system integrators that do analytics vs those that do not.

Give you are a video analytic manufacturer, I am guessing you are looking to market / sell to them. If so, the best way is by hiring a local US security sales professional to visit and convince them. The reason is that overwhelmingly integrators are going to be cautious trying a new video analytics supplier.

That security sales professional will not only know what integrators to call, s/he will also have existing relationships with many, helping to reduce the fears / concerns of an unknown company.

i basically agree however we are looking for research information for planning the market strategy and sales force.

Can you recommend on reliable sources where we can find the major video surveillance system integrator  (e.g. honeywell)?

We are going to establish a local presence in the US and in all our target markets by end of year.

Regarding the marketing strategy except from selling direct we partner with solution-providers/system-integrators.

by solution-providers/system-integrators i mean companies that own the solution architecture and decide how the solution will look like and which products will be part of it. another example to such company is motorola-solutions.

This is the list i am looking for.

another example to such company is motorola-solutions.

You are going about this the wrong way. In particular, Motorola Solutions owns Avigilon, so it is going to be especially hard to convince them to sell a competitor's offering with no name recognition.

More generally, it is really hard, if not typically impossible, for a startup to win large integrators.

You'd frankly be better off selling direct to large end users at first and convincing them. The channel is typically more conservative as they better understand the risks and downsides of selling startup analytics.

it isn't hard for a startup with superior product to work with big integrator. 

anyway, this isn't the point of the discussion - but seeking information.

Asaf -

Look up "Security Company" in "Desired City" and all of them will tell you that they do security analytics. If I were you, you should be looking for strong regional integrators, as their maze will be easier to maneuver for product approval etc.

As someone who moved into the industry via the integration space, I can tell you that they will be very, very apprehensive to selling any form of analytic. Typically, a lot of software-centric vendors don't follow the typical chain of command in the industry - i.e. sell direct to integrator or through distribution. A lot of software companies want a direct contact with the end-user and will give the integrator a "cut" of the profit margin.

Just spam security consultant companies, the young ones will give you all the information you seek.

What John said is correct. You don't just walk in and say "I'M THE GREATEST THING EVER! TALK TO ME IF YOU WANT TO WIN!" As someone in the analytic world with success it still is not easy.

Also, you are trying to get a list of manufacturers/developers/brands and not integration companies based on your responses.

Good luck.

One of the last analytic companies not bought up by Avigilon is Mate Intelligent Video. Server based Boolean logic product that is quite accurate in logging in desired events. Owned by Mango DSP.

Why don't you start by offering IPVM a demo of your solution so they can test it?  If it works well lots of integrators will be exposed to the results and will help generate interest.  

As an integrator, I get calls, emails, linkedin invites from a new analytic provider every week.  All have the "best" solution, and all have figured out something that no one has yet.  I'm not saying your analytic isn't great, I'm just guessing that it's nothing new or isn't going to dramatically "wow" anyone.  As John pointed out, getting into larger integrator takes time, training and patience.  Most integrators like myself, have already narrowed down our offerings to 1 or 2 manufacturers.  So if you're going to persuade us to flip, it's going to take a lot.  Our customers are not going to say, "flip us to that new analytic platform that no one has heard of yet."  I agree with Michael Miller, maybe get IPVM to test you out.  If you are as superior as you claim, you'll definitely get some recognition (as well as free marketing) and integrators will start coming to you.

This is a strange thread. Seems to me there are two different discussions at the same time; one is the sales channel and two is the technology. 

Bottom line when it comes to technology and software, accuracy, ease of configuration, ease of use and compelling real world use cases of increased user efficiencies are the only important issues. Use any "intelligent, deep learning, machine vision, neural,etc" language you want. It's all BS unless it can be proven to solve problems for less money. Prove it. High probability of detection, very low nuisance rate for expected event.

I find it hard to comment on the channel of an "analytics integrator." There is not really such an entity. Manufacturers or software companies develop analytics using video to detect events that need attention (generally speaking). National and regional integrators evaluate and chose their suppliers/technology of choice through an extensive vetting process of the technology's performance (amongst other intangibles such as relationships, market position, market potential, strategic relationships, etc). They sell the technologies that they've vetted.

Ambitious manufacturer/software incubators think they can go directly to the end user and roll in millions cutting out traditional channels. Often forgot is service, support and longevity. Seen it many times 

If one thinks they can be channel committed and end user sales centric simultaneously, you need a local business executive with a lot of industry experience and be willing to listen.

Maybe it will be better to try and work your way into the market through partnering with a VMS company or a camera manufacturer? they already have an established channel with integrators and you can "piggyback" on that.