2018 Top Sales Interest For Integrators

By: Brian Karas, Published on Dec 20, 2017

130+ integrators answered:

This is a key question, especially for manufacturers, as it impacts what areas to focus more on and what opportunities they may target.

In this report, we break out the 4 key areas selected, share detailed commentary and analzye the results.

***+ *********** ********:

**** ** * *** question, ********** *** *************, as ** ******* **** areas ** ***** **** on *** **** ************* they *** ******.

** **** ******, ** break *** *** * key ***** ********, ***** detailed ********** *** ******* the *******.

[***************]

*******

********* *** *** ****** most ********* **********, ****** as ********* ***** ****, "analytics" *** **** ****** different ****** ** ***********.

****** ******* *** ********** systems, ******* *** * new ******* ** ********** by *** *****, **** had * ***** ********** of ******** ******* *******. 

*********

** * ********, ********* was *** **** ******** cited ******. *******, ****** the ******* ** *********, responses ******* *********** ***** from ****** *********** ** ******** intelligence ** ****** ***********, and ****. ** *** encouraging ** *** *********** often ****** ******** ************ for ********* *** *** just ***** ******** **** "deep ********" (****** ** did *** * ********). This ********* **** *********** may ** ****** **** concrete **** ** *********** analytics **** ********* ************.

* ***** ******** **** may ******* *********** **** selling **** ********* ** 2018 ** **** ********, easy ** ****** ********* with ****** *** ************ are ***** ** ***** supply.

  • "***** *********, *********, ***. This **** ******* ** be ******* ***** ** become **********."
  • "***** ***** ********* *** better ***** ***** *********. Also ******** ********* **** video **** ** ******* scanning *** *** ***** information *** *** ** logistics *** ******* ********."
  • "******* ********* *******. **'** signed ** ** * partner *** **** **** year, *** ******* **** sold ***** * *** systems. * ***** ******** love * **** **** on **** *** ****."
  • "** ***** **** ** step ** *** ***** of *** *******, *** that ****** ** *** area *** ***** **** to ******** ******* ******** for *** ***********."
  • "*** *** **** **** in * ***, *** winner **.... *********."
  • "**'** ****** ********** ** the ****** ***** ****** and ********* *****, ** add-ons ** *** ******* we **** ********* ***. Avigilon **** ** **** to *** ******** **** this, *** **'** **** a ****** *******, *** other ******** *** ****** to ******, *** ** see ******* *** **** growth ** **** *****."
  • "**** ****** ***** ********* in ****. ***** **** detection, **** ***********, ***."
  • "***** ***** ********* ** help **** ******** ******** needs."
  • "***. ***** *** **** unique ************ ***** ******* plate *********** *** ** used, *** **** *** security ******** *** **** for ***********. * ** looking ******* ** ********* the ******* **** ***** not **** ******* ***** this ********** ** *** past."
  • "***** *********. *** ********** is *******, *** ***** is * **** ****** out *****."
  • "********* *** ****** ***** smarter ** **** ** can **** ** **** than ** **** *** for *** *******. * think ** *** **** scratching *** ******* ** what *** ********* *** be. ******* ************ **** continue."
  • "**** ******** **********."
  • "********* ** ******* *****. Again, **** ****** ******* in *****, *** ***** are ***** ** ** looking *** **** **** to *** ***** ** their ******** ***********."
  • "****** ***********, ***"
  • "****** ********* *** ********* product ***** ************."
  • "********* *********** ******* *** our ******** ******** ****. So **** ****** **** trying ** **** ********* new ** *** *********."
  • "** **** * ******* the ***** ** ** the *********** ** ******** analytics ********* *** *** user **** * ****** pane ** ***** ******* to **** ****. "
  • "* ** ********** ** selling **** ******* **** analytics. ********* **** ****** so **** ****** ** the **** ****** ** years *** ***'* **** the ***** *** **** used **."

Cloud / ******* ********

***** ********* *** ******* services **** ******* *** theme, *** *** ***-***** here *** ***** ***. Integrators *** ******* *** ways ** ****** *** revenue **** **** **** to *** ****** ****** eroding ****** *** *** profit, *** *** ******* services ** * *** to ******* **** *****.

  • "***** ******* ***** *********** Covert *******"
  • "** *** ******* **** closely ** ******* ****** that **** ********* *******, either **** ******* ******** or ********* *******. ** equipment ****** ******** ** commoditize *** ****** ********, but *******/******* ***** ****** remain *** ****, ** need ** **** * way ** ******* *** now ******* ****** ******* that **** ****** ******* service ****** ** *** past.
    ****** *********. *** **** RMR *** ******. ********** without ****** ** ****** on *** ************."
  • "***** ***** ***** *** Medium *** *** ** based ******** *******"
  • "****** ****** ********** *** improved ***."
  • "******* ********, **** ** video ********** *** ***** door ****** *******. *********** revenue *******."
  • "*** *** ***** * am ******* ** *** on ** ***** ***** video, **** ** ***** Eye. ** ***** **** they *** ****** **** decent **-***** *** ******* some **** ********. **'** started ** *** **** success **** ***** ***, but *** *** * very ******** **** ** customer."
  • "***** ********. ** *** looking *** **** *** opportunities *** ***** ** the ******* ******."
  • "**** *** ******* ********"
  • "******* ******** (****** ***** monitoring, ****** ******* ********** (as ** ******* ** security ******* ***/** **** networks *** ********** *******."
  • "***** ********, ******** *****, analytics, *** *** **********. Cowbell."
  • "****** ***** ***** ******* for *** *** ******. We ************ *********** ***** based ****** ******* ******* for ******** ********* ** 2017 *** **** **** extensive ****** *** ******* on ****** ***** ***** video **** ** **** begin ******* ** ****."
  • "*********-******* ***** ****** *** video ************ ********."

Cloud *********

* ***** ****** ** integrators ******** *** *** two ****** **** * single ******: ***** *********.

  • "***** *********/***** ***** ******** (if **** ****** ***** enough ** ****)"
  • "***** *********. ** **** of *** ******* ** video **********, ** *** been ***** ***** *** Innovi ******** *** ****** the ******** ***** *** better *********."
  • "***** ******, ******* ******** based ***** *********. ***** someone ****'* ********** *** maximizing * **** ***** machine ******** ***** ******* boosts *** ************* *** simplicity ** ******** ** often ********* *** ********** tool."

Access *******

*** ******* ****** ***** out ** ****** ******* related *********: **********, *** access ******* ** * replacement *** **** ******* (similar ** *** ******* for ***** ************).

********** *** ******* ******** responses, **** **** *********** naming ******** ******** *** ************:

  • "** ***** **** ** do **** ****** *******/********* stuff. ***** **** **** ** do **** ****** ***********."
  • "***** ******* ** **************. More ********* ********."
  • "********* ******** **** *******"
  • "**********. **** **** ** have **** **** ** take ***, *** ** are ***** ***** **** and **** *** ****, so ** ** * matter ** **** ****** we *** **** ***** in. ** **** **** seen ** ******** ** elevator ******** *** *** area."
  • "* ***** ***** **'** going ** **** **** readers *********, *** * would **** ** *** more ****-***** **********, **** as ****** *********** *** hand-wave *******."
  • "******* **** ************** *** been ******* **** ******** with *** ****** ******, hospitals *** **** ******** facilities."

*** *** ***** ****, access ******* ** ****** as ***** **** ********* and ********** **** ***** surveillance *******, ******** *********** opportunities ** ******* **** to *** ****** ******* in *****:

  • "****** *******. ****** ******* and ******, ****** ******* still *** *** **** need *** ** ********** to ******* *** ************."
  • "**** ****** - ** are ****** ** ****** out *** ***** **** services ** **** ** declining ** *************"
  • "****** ******* ** ********* more ********** **** ****. There *** **** ***** companies *** "*** *** bands" ****** *** ***** purchase ***** ******* *** Alibaba ***."
  • "****** ******* ********"
  • "****** *******... *** ***** and ****** *********"

Integrated *******

*** ******* ** ********** systems ** *** ***, but ******* *********** *** anticipating ****** **** * priority ******** ** ****. This ** ****** *** in **** ** ******* innovations *** ************* ********* in ****** *****, ******** more ****** *********, ******* to *********** ***** ****** to ******* **** ****** APIs *** ********.

  • "** *** **** ********** to **** **** ** cameras *** **** ************ with ***** (*** ********) systems."
  • "* **** ** *** a **** ********** ******** between ****** *******, *********, fire *** ***** ************. We **** ********* *** that ***** *** **’** patiently ******* *** *** of *** ******* ** finish ***** ***********. **** will ** *** *** us."
  • "*********** **** ***** *** video, ****** **** ******* video."
  • "** **** **** ****** with ***** *********** ** what ** *** ****** to ** ******* ****."
  • "******** ********** ******* *** combining **** **** ****** security ******** *** ********** from ***** ********* ******. This **** *** ********* the **** ***** *** gives ** * ****** and *********** ******"
  • "**** ********* ******* **** alarm *** ****** ***********."
  • "********* *** *********** **** other *******. ** ** are ****** **** ** sell ********* *** *** products *** ******* **** from *** *** *******"
  • "******** ********** **** *** HR **** ** ********, safety *** ******** **********."
  • "** **** **** ****** with ***** *********** ** what ** *** ****** to ** ******* ****." 

Traditional ***** *** ******

** *** *.*** **** received * ******** ****** of ******** ** ************ integrators ******* ** **** more ** ** ****. However, ******** ** **** a *** ***** *** where ********* ** ********** and **** *** **** in ****** ******* **** major ***** *******, **** do *** ****** ** be *********** *** *********** going **** ****.

Cybersecurity *** * *** ******** *** *******

***** ********,* *** ***** ** 2017, *** **** *** mentions ** ********* *********** were ********** ** ******* for ****. **** ** not **********, ** ***** are *** **** *** security *********** ** **** cyber ******** ************ ** customers, ****** ** ** anticipate ** ***** **** of *** *****-*** *********** from ******/**** ******** ***********.

Not **** *** ****** ** ******

**** **** *** ** the **** *** ****** or ******, ********* ** integrators. ****** *** **** 1 *******, *** ***** drones *** * ********, none ********* **** **** interest ** *** **********, not ***** ** ******** offer *****-***** ********.

Comments (3)

Indeed integration of Video, ACS,Fire, Intrusion is exciting to focus on in 2018. However, i want to believe that integration is the mother to unified systems and this deserves to be given an attention. Systems like Genetec, symmetry have unified solution and i feel it will be geat to talk about it.

What was in the Other 28% Interest category?

Mentions of 4K and H.265 (combined), were about 1/3 of "Other".

Beyond that, there was mentions of wireless products, bodycams, burg/fire systems, video intercoms, and VMS/IP based systems (integrators migrating away from HD analog or Dahua/Hikvision-style NVR appliances).

 

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