John, first happy St. Patrick’s Day!
I am happy to state that I do read IPVM and am encouraged by your readership. It is for that reason why we respond purposefully and candidly on these threads. We recognize you have some top-tier integrators / solutions providers that are here to gain insights from manufacturers and from each other. We certainly want to reach those readers.
What we may agree on, is that it is a bit difficult to go into a feature-for-feature comparison on a question thread. We have over 427 features in our software, and our competitors have similar numbers. Some installations they are a better fit for, others we are a better fit. It will of course vary on the needs and use-case of the customer. On blanket simplistic comparison charts, each of us manufacturers tend to use different names for these features to market the product to users. And if you are really looking for marketing information, sure, we have information on our website with features listed and videos on our value proposition etc. (www.LENSEC.com/pvms).
However, the fact is, features evolve every quarter and it is not the features you had yesterday, or even today, it is how those features are implemented/used and how you can adapt-to and solve the problem for the customer’s demand as it evolves tomorrow. That was my intention to covey for the readers of this posting. The so-called “workings behind the curtain.” If anything, as CPO of LENSEC I was trying to provide direct insights to how we think when engineering product. I did not intend to offend or spin.
Recently IPVM posted criticizing another manufacturer for charging for software maintenance but not releasing product in over a year. I have mentioned before on this thread, but that is one specific area where we differ, we learn from and evolve our product regularly. We believe that helps our partners succeed.
Regarding our approach towards markets. We do talk directly with integrators in markets everyday (I am speaking MSA or geographic markets) and it is a common concern amongst them when a provider distributes their product to 10 or 15 other re-sellers (integrators, fire guys, burg guys, or even trunk-slammers) all within the same MSA, and then they (the reseller) has to caution end-users to beware of the lowest-bidder when the integrator was heretofore doing the work of specifying a solution for that user. Typically, that lowest-bidder does not have all the information or wherewithal and does not provide a good solution for the user, thus everybody loses.
In the distribution of Perspective, our approach is different, we target geographic markets purposefully and want a few qualified and certified integrators per market. So no, we are not about to post a Super-bowl ad, or even host a large open bar at Tao during ISC. Our marketing and sales approach is more targeted. Our team members look to find partners in a region-by-region basis that we can work with together. It is to those integrators reading this post I would like to talk with, to see how together we can help their current customers and together how we can gain future customers.