Member Discussion

What's Happening To The Traditional Routes To Market?

What's happening to the routes to market for Video Surveillance products - Major end user buying direct from the manufacturer / Distributors selling direct to end users and System Integrators buying direct from the manufacturer. The 'race to the bottom" has no doubt influenced the change in the traditional Manufacturer / Distributor / System Integrator / End user route. But does integration, VSaaS and the Cloud give the SI more leverage to buy direct from the Manufacturer. What proportion of sales do you expect to be handled direct from the manufacturer to the System Integrator route this year.

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** ****** ** **** it ** **** ********-******* than **** ** *** bottom *******. *********** *********** *****************.

**** *** ************ ***** it ** *** *********** who ***** ** ** the ********** *** ***** it ** *** ***-****, it **** ************* ** the *****. ** ************* and ***-***** **** **** incentives ** *** **** out.

** ** *****, * am *** ****** *** channel **** *** **** value *** *** ***** overall ** *** ******* is ******* ***** **** it *** ** ***** or **** ** ***** ago ******* *** ******** has **** ** ****** not **** ** *** information *** ** ***** and ******* ********.

**** ******* - **** call ** *** ***** to *** *****, ** zoom ******** ** *** users, ******** ****** ***** equipment *** *** *****, etc.

**** ********** ** ***** do *** ****** ** be ******* ****** **** the ************ ** *** System ********** ***** **** year.

*** **** ** **** overwhelmingly ** ** ***** going **** ***** *** that ** ** ******* year ** ****.

* ***'* ********** *** integrator's ****** ****** **** manufacturers ** *** **** of * **** ** the "***********" ******* ***** affected. *** **** *************, particularly **** ***** ****** manufacturers, ***** *** ******** to ***** ******* ************. However, *** **** *************, they *** **** ** process ******** *** ****** shipments ********, ******** *** value *** **** *** them ** ** ******* distribution.

********** * ***** *** internet ***** * *** role ** **** **** like **** *********. * think **** *** ***** who **** ** *** an *** ***** ****** tend ** **** *** the ****** ***** *** pay ****** ********* ** installation *******. ****, *** we *** ** **** poorly ********* *******. ****** the *** ***** ** the **** *** ** pay ** ****** ** have ** *********, **** trunk ******** ** *** high ****** *** **** the ****** *** **** to ****** ** ** the ***.

* ***** ***** ** no *********** *** **** security ************* *** ** out ** ** ******* customers ** *** *** why ****** ****** ** done ** * ******* way. ***** ****** *** far ***** *** **** in *******.

*** ****** ****** ** the ' *** ******** Security ***** ****** ****-****' shows **** ************ ** Video ************ *** ****** share **** *** **** account ** *** ******** that ** ****** ******* the ****** ****** ** China. **** ****** **** reason ** ******* **** the ****** ** ****** for ****** ******* *** more ** **** ****** to **** ***** **** sales ****** ***** ******* the ****** ********** *** bypassing *** ***********.

************ ** ***** ************ are ****** ***** **** you **** ******* ** the ******** **** ** traded ******* *** ****** sector ** *****

** *** ****** ** China, ******** ** ****** share *** *** ***** companies, ****** *********.

* ***'* ***** ** makes ***** ** *** China *** ***-***** ***** as *** ***** ****** is ** ********* **** the **** ** *** world ** ***** ** blocking ** *********** ***-***** companies.

****** **** - *** I *****; *********** *** products *** ** ****** in ***** ** *** appropriate ****. ******* **** mentioned **** *** ****** reviewing *** ***** ** does ****** *** ************ share.

***** ** ********** *******. There **** ****** ** room *** ************. **** volume, *** **** ***** such ** ***** ****, tools, **** ********, ********* all ** ********, *** will ** *********** *****. Would ** **** ***** for *********** ** ***** these *****, **. ** would **** **** ** sense *** ************* ** handle ******** *** ******* for ***** *****. ************ also ***** ***** *** heavy ***** ***** **** as ****, *********, ***'*, monitors, *** ***** ******** a ******* ******** ******'* make ********* *****. *** shipping ***** ** ** high ** * ********** of *** ****** **** of *** *******. *** manufacturers *** **** ****** quantities ******* **** ****** everyone *****. **** ***'* to *** **** ************ doesn't **** ** ******. Many ********** **** **** to ***** ***********/************ *******. The ***** ******** ******* this *** ***** *** and **** ** ************/*********** centers **** **** ** them **** ******** **** support. ************ ***** ** offer **** **** ********.

*** ****** **** ** this ** ***-***** ****** direct ** ******* ************. I ******** **** ** the *** **** * had *********** ******* ** they ******'* **** ** product ** * ****** up ***********, **** *** warnings **** ***** ** companies. **** ***** ****** districts ****** ************. ******* school ********* ** ** area ***** ********** *** service ***** **** **** integrators ** **** *** acting ** ***********. * know ** * ***** grocery ***** ***** **** had **'* *** ************ team. **** ***** **** growth ****** *** **** they **** **** *** and *** *** * successful **********. * ** not ****** **** * am *** ** ******* end-users ****** ******* ************, just ******* ** ************. The ******** ***** ** network ******** *** ********** been ******* **** ****** in *** ******** ** buying ********. ** **** differently **** *** *********** security ******. **** *** accustomed ** ****** ******* distribution **** ****** *****, Synnex, ***.

****, ********* ****** *******. Access ******* ***** ** be ****** ** ******** commoditized **** *****. *************** seems **** ** ***** direct ** ***-*****. * should ***, ********** ****** control ** ******. ******** access ******* ************* **** distribution ******** *** ****** products. *** ************ ******** are *** ***** **** volume, * **** *** under *******. *****-***** ******* have ******* *** ****** there. *** ************* **** direct ******* **** *** end-users ********* ******* *******. If *** ***'* ******* to *** *****, ** you **** *** ************ or *** **********?

*** ******* - * agree ***** ***** ******* looks ** ****** ** will *****-***-****** ************ **** SI's ** *** ****** Control ******** *** **** keen ** ******* *********** across ***** ********* ******* in *********.

** ** ************ ******* and ******** ***********, ***** companies *** ************ *** starting ** "**-*****" **** discipline. *** **** *** "IT ***********" ** ** (electronic ********) ** ********, they *** ********* *** cost ******* ** ******* out *** ****** *** (Integrators). "****" ***** *** end **** *** *** Manufacturers. * **** ****** for *** *********** **** and *** *** **** side, *** *** *** most ** *** **** I ****** ** *** Integrators **** ** *** profit *** *********** ******, as ******* ** ******* driven ** *** ***** side. *** ******* *********** companies * ****** *** seemed ** ***** ****** quality **** *** ******. With *** ****** *********** companies, ******* **** ******* often **** **** ******* many ** ***** ******** realized. ** ***** ************* are ******** *** **** and ******* ****** ** focus ** **** ********. My ***** ** **** the ****** ******** *********** can ******* *** ****** if **** **** **** than *** *** ***** about **** ******** *** therefore *** ***** ** systems *** *** *********** of **** *******.

********** * ****** *** appreciate ***** ** *** end **** ****, *** still ********* **** ** friends *** ********** **** are ** *** ***** side.

* ******* *** **** in ****** ***** ************ is *** **** *** any ***** **** *********** manufacturer ** *********** ** installer (**********) ** *** user ** ****** ** a *********.

** *** **, ************* have **** ******* ****** to *********** *** *******.

***** ** ********** ** largely ******* *****, **** place ***** ****** *** have **** **** **** for *** *** ***** availability. ************, *** ***** integrators *** ** *** volume ** ******* ********* the *********** ******** *** manufacturer *** *** ******* strategy ** ***********.

* ***********'* *********** ********* are ** *****, ******* and **********. ** *** doesn't **** *** ** two ** ***** ********** then *** ******** **** for ****** ****** **** the ************ **** ***** compelling. ***** **** **** relationships ** *** ** that *** **'* **** to ** ****.

*** ** *** ******** based *** ******** *** more ************ ***** ******** long **** ******** ******* but ************ **** **** found ** ********* ** deliver ** *** ** the *********** ********* *** that's ******* ******** ***** because ** **** ** finance. **** **** * reasonable ****** ** ***** technical ******* ** ******* packages ** ******** ******** that ***** **** ******** some * ***** ***. But *** **** ** has ****** ******** **** service ** *** **** important *** **'*.

** ***'* ***** **** distributors *** ***** ** go *** ** ******** but **** *** *** going ** ** ***** game **** **** ******** to **** ***** ****** share