Luxriot VMS Profile

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Sean Patton
•Published Aug 23, 2018 13:23 PM

Luxriot is more popular than Hikvision and Milestone products according to ASMAG which was probably even surprising to Luxriot.

The company has been offering VMS software for many years but has never become one of the top used offerings.

Luxriot released the latest generation of their VMS in 2016, called Evo. It has many Enterprise VMS features, including integrated access control, video analytics, failover, etc.

In this profile, based on a discussion with Luxriot, we examine:

  • Company Overview
  • OEM is Significant Portion of Business
  • Software Overview
  • 3rd Party Analytics Integration
  • Software Pricing
  • Company Growth
  • Company Outlook

Company ********

******* ** * ***** ************, **** by ************ ******** *********. ***** **** are ********** ************* ** *** **, their ******** *********** ** ** ******. They ****** ** ********* *****, ** are ********** ** ******.

******* **** ***** *** ***** ********* are ****** ****** *** *** ********** Industry, ******** ** ***** ********* *** license ***** *********** ************ ** ******** technologies *** ***** *******.

******* ** *** *********. *******, ***** their ******** ***** *** **** ** market ***********, ** ****** ******* ** be ***** $** ******* *** ********.

OEM *********** ******* ** ********

******* **** **% ** ***** ******* is ******* *** ***** ** ************ manufacturers ***********************. ******* ** ****, **** ********* *** ***-**-**** *** ***** ***** Luxriot ***** ***** **** *****:

**** ** *** ********* *** ***** from ****** *** ***** **** ********* and ******** ** *** ******* ***, the *** ****** ** **** ****** many ** ********** *** ********, *** *** ******* ** ******* VMS...

***** **** * *********** ********** ** their ******* ** **** ** *** manufacturers, ***** ** * **** *** Luxriot ** *** ***** ***** ********. They **** *** ******* ******* ** a ********* **** ************* ******** *** legacy *** ************* *** ********* ** Evo-compatible ********, *** **** *** ******* entire ******* ** ** ******* **** scratch.

Software ********

******* ****** * ********-**** *******-***** ***. It ** * ******-****** ************, ******** a ****** *** ** ***** *** client. *** *** ****** ********* ******* for ****** *** ***** ******** ****** typically ***** ** ********** *****. **** is * ****** **** *** ****, showing ****** ********* ****** ****** ******** detected:

************, **** ***** ****** ******* ************ with ****, *******, *** ***. **** also ***** ******* ********** *** ******** like ***** ****, ****** ********, *****-**-**** integrations, *** ******* ******* ******* ********* OpenStreets ****. **** ** * ****** of *** ****** ********* **** *********** mapping:

3rd ***** ********* ***********

******* **** **** ** *** ******* their *** ***** *********, ******* ******* on ************ ******* **********, *** ****** *********** ******** ******************* *** ********** ******-***** ********* ******.

3 ******** ** ********

***** *** * ******** ** *** Evo ***:

  • ***: **** ** * **** ********, supporting ** ** * *******, *** a ****** ****** **********. ** ** the **** **** ******** ** *** Evo * **** ******** *******, **** no ******* *** ***** *********, ***, or *** ***** ************. ******* ******* they *** ******** ** **** ******* activations *** *****.
  • *** *: **** ******** ** ******** *** server, ** ****** ** *, **, 24, **, **, **, ** ********* quantities. ***** ** ** ****** ********** licensing. ** ******** *** *** ***** analytics *** ************, *** ** ******* management ** *************.
  • *** ******: **** ** **** **** *** base ****** ********, *** ********** *********** can ** ***** ** ****** ** 10, ***, **** *** **** *******. It ****** *** **** ******** ** Evo * **** ******* ********** *** server ********. ******* ******** ********** ** technical ************* ***** ** ******* *** Global.

No ***** ********

******* **** *** ***** ***** ************ or ***** *******. ** *** ****** for ***** *********, ********** *** ********** VMS *************, **** **** **** ** develop **** ** **** ***********.

Software *******

*******'* *** ** ****** ************* **** other ***-**** *****, ***** **** ******** analytics ******* ** * ******* ************** in ***** ******* *******. ******* ** priced ************* ***** **** *** ********** VMSes **** *** ****** ** ****** deployments.

  • *** *: ~$** *** ****** **** (********* in *****-****** ******)
  • *** ******:~$**-** *** ****** **** (********* ** multi-camera ******)
  • ******* ***** ***********: $*,*** **** *** ******* ** in ******
  • ***** ****** *** ****** ******** *********: $**-*** **** *** ******* ** in ******
  • ******** *********, *********, *********, ********* ****** Analytics: $***-*** **** *** ******* ** in ******
  • ****** ***********: ~$*** **** *** ******* *** low *******/***** **** ** ~$**** **** high *******/***** ****

******* ******** *** ***** * ***** of ******** ******** **** *** **** purchase ** *** *** *** ****** 2 ***** ** ** * ***** additional ******** ** *%-**% ** ***** system ****. **** ** ************ **** expensive **** ******** ******* ***** **** most ********-**** ********** *****.

Company ******* ** ********* ** *** ***

******* **** ***** *****-**** **** *** to ********** *** ******** **** ****** VMS ** ******* *** * *** Luxriot ******, ***** ** * ****** revenue ********. **** **** ***** ***** to **** **-******, **** **** ******* single ****** *************, ********* ***-**** *** large ****** *************.

Comments (9)
JH
John Honovich
•Aug 23, 2018
IPVM

For VMS companies to be major players, they have to invest more in sales and marketing. There are too many large competitors to try to bootstrap or do it on a tight 'budget.'

Features and technology are no doubt important but I'd argue that you simply cannot get in front of enough customers and that the competitors who do strongly invest in sales and marketing get to those customers instead.

Companies that don't invest enough in sales and marketing from my view include (alphabetically) Camio, ISS, Luxriot, OpenEye, to name a few off the top of my end.

A company that excels at sales and marketing even though the product is not great is Eagle Eye.

(6)
(2)
U
Undisclosed #2
•Aug 23, 2018
In reply to John Honovich

Great point. I would be curious to know how many of these companies are "engineering-led" vs. "sales-led".

Camio and OpenEye I know are engineering-led. Eagle Eye is definitely sales-led.

I would classify Genetec as being one of the more successful engineering-led companies that I am aware of.  Avigilon is and was sales-led.

A sales-led company can still have great products of course, but I think that overall a sales-led company with a mediocre product will far outperform an engineering-led company with a fantastic product in most cases.

(3)
Avatar
Sergey Bystrov
•Aug 24, 2018
NetworkOptix
In reply to Undisclosed #2

I'm not sure how about sales vs eng. Probably you are right. But I think it's better be somewhere in between: it should be product driven. And I believe product driven are more successful long-term.

For example Apple with Steve Jobs - product led. Microsoft with Ballmer - sales led. While Microsoft under Ballmer did well financially short term, they lost long term. 

Besides, I believe a company has more chance to become product driven if the engineer or designer is in charge. Tesla?:-)

I bet there are a lot of sales people on this forum, so I will likely be a minority:-)

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UI
Undisclosed Integrator #3
•Aug 23, 2018
In reply to John Honovich

Is John saying "sales people add value"?  I'll be back shortly, I have to get to the hospital for heart murmurs....

(5)
JH
John Honovich
•Aug 24, 2018
IPVM
In reply to Undisclosed Integrator #3

Sales and marketing fill an information gap. If it was easy and clear to understand what and why was the best solution for each person, sales and marketing would not be valuable. But figuring out what is best for yourself is expensive (time = money, etc.), so an investment in sales and marketing cuts down the time, money and headache a buyer has and in the process allows the seller to make profits on strong sales and marketing.

(1)
UI
Undisclosed Integrator #1
•Aug 23, 2018

I absolutely hate their pricing structure. Their”premium” partner pricing involves you tying up $10k of your cash with them as a retainer with them to get lower pricing. Sounds like a BS way for them to just keep their own cash flow high. Just price it low from the get go and stop playing pricing games!

(2)
Avatar
Vitaly Bondarenko
•Aug 23, 2018
Luxriot
In reply to Undisclosed Integrator #1

$10K retainer is our way of screening out integrators/resellers/channel partners for Premium Partnership. I agree that this is not the best screening solution, but it works for us. 

(3)
UI
Undisclosed Integrator #1
•Aug 23, 2018
In reply to Vitaly Bondarenko

It would make better sense to have a formal certification program where you charge a small fee for the certification, maybe $500-1000/person, and have it be that you need to be certified to get the premium pricing. This will also reduce the customer support burden on your support department. I would send my employees for the cert for the simple fact that it would save me time. The more people that know your product inside out, the less your tech team has to contend with, and can focus more on product development. My $10k can be better used elsewhere in my company rather than letting you sit on it to have a nice cash cushion.

I had to wing it and self teach on your product which was frustrating.

Avatar
Vitaly Bondarenko
•Aug 24, 2018
Luxriot
In reply to Undisclosed Integrator #1

We do have a two day Intensive Training Program with the Certification Test after it. Which is mandatory to pass for 2 people in the company in order to qualify for Luxriot Evo Global installations. 

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