Avigilon Shifts To 'Channel' (End User) Sales Executives

By Isabella Cheng, Published Apr 07, 2021, 09:51am EDT

This year, Motorola has ramped up Avigilon 'Channel Sales Executives' that focus on calling on end users.

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How does this impact Avigilon's long-standing channel business model and will this help or hurt Avigilon partners in the long-term?

Inside this note, we share feedback from Motorola, examine this shift, the pros and cons and how this fits into a broader trend of manufacturers developing closer relationships to end users.

Channel ***** ********* ********

*** '******* ***** *********' (CSE) ******** ** ******* on ********** ************* **** end ***** ***, ***********, hunting *** *** *** user ********. *** *** role ** ************* ******* to** *** ****(*.*. ******* *** ****** Avigilon ******** *** ********, conduct ***** *****, ***.) but **** ** ***** focus ** "*** ******* development" ************ **** *** customers. ******* *** ********** ** **** ******** CSE ******** ** ******* New **** ********* *** job.

*** *** ******* **** outlines ****************, *** ** which *******:

  • *******new ******** **** *** ********* that will be fulfilled via our partner channel.
  • ******** **** ** ****** onnew ******* development.
  • **** **** ******** ********* teams ** ********end **** engagement opportunities through associations, conferences, and tradeshows. [emphasis added]

*******, *** ***** '******* sales *********' ** ****** a ******** ** ********* in **** ***** *********** are ********* ******* ** end *****, *** ******* partners.

**** ****** ** *** Regional ***** ********, *** many *** ***** **** been ******** ** ** transitioned ** *** *****. There ***, ** *****, still **** ** *** Avigilon ***** *********, *** CSEs **** ****** * significant ******* ** *** salesforce. ***** *** ******** of **** *** **** and ****** *** ************ from *** ***** ** the **** *** ******:

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******** *** ************ ******* this ******** ** ***** radio ***** ***** *** has *** ******** ** to ***** ***** ********* teams, ****** ***** ***** structure **** ******* ****** the *******.

Motorola ********

**** ***** ***** ******** on **** *** ****, Motorola ********* ** ****, saying:

** ******* *** ******* sales ********* ******** ** create **** ***-**** ***** for *** ******* ********.

***** *********** *** ** concerned **** ** ***** diminish ***********' ***** *** role, ******** *********:

** ****** **** ******** to **** ******* *** relationship **** **** *** integrators *** *** ***-*****.

Pros ** ******* ***** **********

*** *** *** **** at ******** *** **** promote ******** ******** ** end ***** *** *** ultimately ********** ***** *** Motorola *** *** ******** who ********** ******* *** business. ********/********'* *** *********, on *******, *** ****** to **** **** ***** their ******** **** ***** partners *** **** *** help ** ******* *** end *****.

*** *** **** ****** Avigilon *********** ** ******* new *** **** ***** and ********* *** **** of **** ******** *********** and ******** ******* ******** relying ** *********** ********.

Cons ** ******* ***** **********

* *** ******** ** how ********* *** ******* sales ********** **** ** in ********** *** ***** versus *** **** ** doing **. ***** **** video ************ ***** *** in *** ******** ** dollars, **** *** **** or * *** **** of ********* ** *******. Indeed **** ** *** using * ******* ************ has **** **** ********* because *********** *** **** send *** ***** *** salespeople ** ******** ***** opportunities.

***********, ** ******** ************ also ***** ** **** concerns **** **** "**** found *********" ** ***** paid ********** *** ********** end **** ********. ******* of ******** ** ***** and ******* **** *** leads, **** *** ******* integrators **** **** ******* have ************* **** *** ask *** ***** ***** to ** ******** ** already ******** ******** ** it ***** **** **** are ******* ***-*** *****.

******, ******* ********* *** personalities *** ***** ********* for ******** *** ******* vs. ********** *** **** leads. *** ***** ******** from *** *****, **** may ** ** *****.

Broader ***** ** *** **** ***********

**** *** ******** *** the **** ** ***** conferencing, ** ** ******** easier *** **** ****** to *********** ******** ** and ******* ****** ************* with *** *****. ******* is *** **** ******* with **** ******** *** their ****** ** ******* tens ** ********* ** end ***** ********** ** a ***** *******. *******, this ** * **** of * ******* *****.

*********, ******** *** ** end ***** ***** ***** integrators, ** *** ************* can ***** ** ** without ********* ******* ******** is ********. *****, *** long-term ***** ** ******* in **** ********* *** manufacturers **** ** *** do ** **** ****** to ***** ************* **** do ****** **** ********.

Poll / ****

Comments (57)

Undisclosed Manufacturer #1

04/07/21 10:13am

***** ***********. * ******* the ***** ** **** manufacturers *** **** ****** for * **** ****. Do *********** ******** ****** solutions? ** *** **** my ********** **** **** chase *** ******* ***** mostly *** ** * poor *** ** ************ certain ************* **** **** truly ********* ********* *** the *** ****.

Agree: 19
Disagree: 11
Informative: 3
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Undisclosed Integrator #3

In reply to Undisclosed Manufacturer #1 | 04/07/21 02:37pm

******'* ******** **** **** more. ** ** **********, I ****** *** **** out ** *** *************. We *** **** ********** by *** ************* *** they ***** **** ** lift * ****** *** appreciate *** **** **** we ** ** *****. It *** **** **** way *** **** ** years.

***** *** ****** ***** yourself **** * ****** class ** **********.

Agree: 21
Disagree: 1
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Undisclosed Manufacturer #1

In reply to Undisclosed Integrator #3 | 04/07/21 10:42am

**** ** *****. * fear *** *** *** exception. *** **** *** my ********** ** *** integrator ***** *** **** years.

Agree: 14
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John Honovich

IPVM | In reply to Undisclosed Integrator #3 | 04/07/21 02:42pm

* ***** *** ***** is **** *******. ******, some *********** *** ********* the **** *** ** their ************* *** **** percentage *******? *** **** do ************* ** ** say **** ** ***** integrator ******* ** *** market ****?

* ** ******* **** integrators ** **** *** many ** *** *** so *** ********* *** most ************* ** *** to **** **** ****.

Agree: 10
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Craig Bruce

In reply to John Honovich | 04/11/21 09:29pm

* ***** ***** *** made ** *** ******* about *** **** ** is ** ***** ***-*****, with *****'* **********.

**'* *** **** ********* for ************* ** **** their *** ***** ***** and **** **** *** trends **** ***** ***********.

**** *** **** ** which **** ** ******** it's **** ** *** manufactures ******* ** *** sales ***** ** **** way.

******** *** * ****** protected ******* ****** *** ultimately * ******* ***** will ****** ** * place *** *** ***** on *** ******. *** don't *** *** ************ grabbing * **-*** *** installing *** ******* **********.

Agree: 1
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Craig Bruce

In reply to Undisclosed Integrator #3 | 04/11/21 09:22pm

** *** **** **** way *** **** ** years.

***** *** ********, *** manufactures **** ****** **** more ********* **** ** do. ******* *** ****** and *** ***** ******** relationships ** ******* **** own ******. **** ** not *** *** ** integrator ***** *****, *** the *********** ******* **** own ****.

Agree
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Undisclosed Integrator #4

In reply to Undisclosed Manufacturer #1 | 04/07/21 03:11pm

** *** **** ****** specific *********, *** ** have **** **** ********* that **** **** *&** to *** *** ********* specified ** ************ ********.

Agree
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Informative: 2
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John Honovich

IPVM | In reply to Undisclosed Integrator #4 | 04/07/21 03:15pm

** *** **** ****** specific *********, *** ** have **** **** ********* that **** **** *&**

****'* **********, *** ** fairness, ******, ****'* *** the **** *** ***********.

*** ***** ******* **** manufacturers **** ** ******* or *** *********** **** push **** ** ***** manufacturer's ***********. *******, ** a ********* **** *****, each ************ *** ** worried **** **** ** the ********** ** ******* with *&**, *** ********** may ***** ** **** any ******* ** **** as *** ********** **** the ********.

** ******, *** ******** is **** *** ************ calls ** *** ***** too ****, ** *** extent **** *** ********** favors ***** ************* *** do *** ** ****.

Agree: 11
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Undisclosed Integrator #4

In reply to John Honovich | 04/07/21 03:21pm

* *****. * ***** both ************* *** *********** have * ***** ** be ********* *** ********. That's **** *** ****** of *** ********. ******** a ****** *********** **** a ***** * ******* of **** *** ******** each ***** ***** ** more *** ****** ********, in ** *******, ******.

Agree: 4
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Craig Bruce

In reply to Undisclosed Integrator #4 | 04/11/21 09:34pm

******. **'* *** ***** the ************ **** *** create.

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Craig Bruce

In reply to John Honovich | 04/11/21 09:33pm

****, * ******* ********* act.

**** ** *** **** communication **** *** ***********?

***** **** **** ***** when * **** **** would **** *** *** others, ***** * **** felt **** *, ***** have ***** **** **** support.

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Undisclosed Manufacturer #1

In reply to Undisclosed Integrator #4 | 04/07/21 03:32pm

****’* ********* **** ** far ** *********** **. Good *** *** **** you ****** ** ** roles ******* **** ********* projects ******* *********** ********. That ** * ***** nut ** ***** *** that *** ******** ********* resources ** * ********* to **** ********.

Agree: 3
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Undisclosed Manufacturer #2

04/07/21 10:15am

****** **** **** *** Business *********** ******** **** large ************* ****. **’* all ** * ****.

Agree: 12
Disagree: 1
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Hauke Kerl

04/07/21 03:10pm

**** *******!

** **** ** *********** to ***** **** ***********. I ******* ** **** burglar ****** **** ** Germany. ****, *** *** buy **** ** *** stores *** ** *** Internet, *** ******* *** Jablotron *** ***** ******** their ***** **** ***** year. *** **** **** for *** **********. ***** it's **** * **** thing ** **** ******* end ********* ********* *** you *** *********** **** on "********** ********"...

**

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Undisclosed Integrator #5

04/07/21 04:31pm

******* *** *** **** model *** **** ***** and * ** *** sure ** *** ****** out **** *** ***** security *****. ** ** experience **** **** *** last *********** * ****** to **** **** ******* they **** ********** ***** into ***** ****** ***** end **** * *** to ******** *** "******* of *** ****", **** products * ****'* **** access ** ** *** not **** ** *******. One *** ******** **** then ********** **** ** did *** **** ** include **** ** ***** projects ** **** *******.

** ** ********** **** term **** **** * would ****** ** ***** take ***** ************* ******* the ******** **** *** integrators ** ******* ** going ** *** ***** toes ******* **. * know **** ***'* **** to **** **, *** no *** ******* *** is *** **** ******** for *** *** ***** / **********, ******** ********.

Agree: 7
Disagree: 2
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Undisclosed Manufacturer #6

04/07/21 04:39pm

*** ************ **** *****'* have * ***** **** (internal ** **********) *** directly ******* ** ***-***** is ***** ** ***** and ******** ***'*' ******* long. *********** ****** *** to **** **** (**** are **** ****** ** get * ********** *** certification ** *** ********* manufacturer) *** ***** *** very *** **** **** a ************ ******* ******** to ********* *** ****.

**** ******** ***'* ********** until *** ****** ** that ******** ***** ****** to ***-***** ** ***** parts ** ***** ********. It *** ** **** a ****** ** **** before *********** ******* *** distributors *** ********* ******* the **********.

Agree: 11
Disagree: 1
Informative: 3
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Undisclosed Integrator #7

04/07/21 05:41pm

* ** * **** time ********** ** * major ******, **** **** spent **** **** ******* for * ************ ** a ****** ** *** user ******** *********** ****. I *** **** *** that ******** ***'* *** only *** **** ** focused ** **** ********.

* **** **** **** both ***** ** *** equation ** **** ******** being *** ********** *** the ************. ***** ** my ***** **** ** an ********** ** **** a *** *** *** of *** ***** ***** and ***** **** ******** from *** ************* **** they ****** **** ** were ******* **** "*** other ***". ** **** first **** ** ** integrator ** ****** ****** to ******* *** ************ with *** *** **** and ******* **** **** direct ************* **** *** manufacturer. **** * **** to **** *** *** manufacturer, * **** ***** myself ******* ** *****-**** integrators ** ************ ******* to **** ******** **** it **** *** ****. The *********** **** ******** my ************* **** *** manufacturer's **** **** *** end **** ***** ** having * **** ****** connection ** *** ******* and ***** *** ****. It *** **** **** of * *************. **, now **** * ** back ** *** ********** side, * ******* **** line ** ************* *** I **** **** ** leads ** * **** more ***** ************ **** my ********.

** *** ** ******* direct ** ********* ** Undisclosed ************ *, **** would ** * ***** sentence ** ** ************ with *** ******* ******* it ** * *********** as ********* ** *** or * ************.

Agree: 6
Disagree
Informative: 3
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Funny: 1

Undisclosed Distributor #8

04/08/21 03:13am

* ***** ** ** a ***** ****, ******** more **** *** *** integrator's **** ***.

Agree: 2
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Undisclosed #9

04/08/21 11:53am

**** **** ******* ****** to *********** ** ******** also ******* *** "***" Channel ******* ****** ********, with **** ********* ** to ******* *** ******* of ********/******** ********** ********.

Agree: 5
Disagree
Informative: 4
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John Honovich

IPVM | In reply to Undisclosed #9 | 04/08/21 02:14pm

******. ** ***** ********/******** to ******* ** *** role ** ****. *** LinkedIn, ** ***** **** many ** *** **** were ******** **** *** roles.

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John Honovich

IPVM | In reply to John Honovich | 04/12/21 03:45pm

** ***** ********:

*** ******** ******* *** current ************ ******* ******* Sales *********, ******* ******* Manager *** ***? *** there ***** **** *** Avigilon? ** ***** **** or **** **** **** been ***** ** *** or *** *****. *** clarity?

******** ******* **** *** uninformative ******* **:

*** ******* ******* ******** are ********* ********** ** ********** *** channel ******** ** ***** America.

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Undisclosed Integrator #10

04/08/21 12:47pm

** **'* * ******* brand **** ** ********, they ****** **** ** end-users. **** ** ***** projects *** **** ******* before ** ********** ** even ****** ***** ****** of ****** **** ** be *********. *********, ***'** relying ** ******* **** integrators **** ******* **** relationships **** ***** *********/*****. By ******* ******** **** the ***-**** ** ***** the ************ **** ******* you. **** *** **** often *** ***** ** speak ** *** ********* they're ****** **** ******* (genetec *** *******) **** archaic ************ ****** *** good *** *** ***** where * ********* ** a ***** *** **** and ******* *** ******* and ****** ** *** normal **** *** ** this ****.

Agree: 5
Disagree: 1
Informative: 5
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Undisclosed Integrator #11

04/08/21 01:58pm

*** *** ***** ***** how **** ****** *** -- **** ** **** despise ******** ***** ** end *** ** ***** customers.

**** ** ***** **** / ******* ***** -- the ***** ***** **** to ******, **** ******** came **** **** *** edict **** **** *** to *** ****** **** Motorola *********.

Agree: 3
Disagree: 3
Informative: 2
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Dennis Widdows

In reply to Undisclosed Integrator #11 | 04/08/21 07:48pm

****...*** ****...******** ****** *** Two *** ******** ** so **** **** *** to **** *** *** worst ** **** ****...*********** sneaky *** ********** ** the *** ***** *** restrictive, ***** *** ********** to *** ***** *** there...Cant *** ****** *** about *** ******** ***** of ******** ** **** area...

Agree: 2
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Undisclosed Integrator #12

04/08/21 02:34pm

* **** ***** ***** it **** * ************ attempts ** **** ******** to *** *** ****. I **** *** **** instances (****** ******* ****) where ***** *********** **** the **** *** ****** confusion. * **** *** a ********* **** * was ****** *** ******** with ***** ****** *** then * ******* * call **** *** ******* rep **** **** ***** with ** ******** *** now ***** ** **** with ** ** ************ their ********. ********** ** direction *** *** ******* this ************* ******** ** now * **** *** possibility ** *** ************ (whom ** ***** ***** their *******) *** ******** in ******* ********** ** compete ******* **. **** then ***** ** *** want ** *** **** manufacturer *** ***** ********. Manufacturers **** ** **** in ***** **** *** provide ******* ** *** integrators **** **** ****** to ********* ***** ********.

Agree: 3
Disagree: 2
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John Honovich

IPVM | In reply to Undisclosed Integrator #12 | 04/08/21 02:36pm

************* **** ** **** in ***** **** *** provide ******* ** *** integrators **** **** ****** to ********* ***** ********.

* ***** ********* *** of ****, ** *** level ** *******, *** not '******* ** ***** lane'. **'* * *** of * ******* (** virtuous ********* ** ***'* point ** ****) *****, the **** ***** ************* call ** *** ***** directly, *** **** ***** competitors **** ** ********* to ** **? *****/********?

Agree: 3
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Undisclosed Integrator #13

In reply to John Honovich | 04/08/21 02:45pm

****, * ******** ***** with *** ** **** Manufacturers **** ****** ****** to *** ***** ** order ** **** ****** share. **** *** **** 10 ***** ** ** we **** *** ************* market ******. **** ** possibly ******* **** *********** are **** *** *** busy ********** ****** **** out ** *** ****** selling. * ******** **** Genetec ***** ** **** (not *******) ******** ** the *** ****, * was ******** ******* ** this *** **** ***** they *** *****. ***** is **** ******** **** strategy *****.

Agree: 1
Disagree: 1
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Undisclosed Integrator #12

In reply to John Honovich | 04/08/21 02:55pm

** * ************ ***** that **** *** **** to **** **** ******* other **** *********** **** should ***** ***** ********* on *** ******** ** the *&* ******. * have **** ** *** business *** **** ** years *** **** **** servicing **** ** ** customers *** **** ** years. ***** *** ************ is ******* *** **** rep ** ********* ** cold ***** **** ****** typically **** *** **** much **********. ** ** extremely ******** ** **** someone **** ** *** middle ** * ***** complicated ****** **** * am ********** ******** **** as **** ** *** associated ******** *** *** like **** *** *** expert. *** ************ ***** to **** ** *** integrator ** ******** **** that ***** ******* ** the **** ******** ** well ** **** **** up ** **** ** new ****** ******** ** provide *** ***** ** the ********** ** **** the *******.

Agree: 3
Disagree: 1
Informative: 2
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Undisclosed Manufacturer #1

In reply to Undisclosed Integrator #12 | 04/08/21 02:44pm

* ** ******* *** connection ** ********** ************* direct **** *** ***** to ******* ****** ** end *****. *** ****** Anixter ** ** ******* is *** *** ** they *** * *********** and **** ** ******** that **** ***********. * can ********** ** *** develop ************* **** *** not ******* ******* ************* however, **** **** *** same *******. ** *** desire *** ************* ** remain ********** ** ***** lane **** *** ***** have ********* ********** ** supply ***** *******. * have *** ** *** many ****** **** **** in **** ******** ******* some ********** **** **** some ********** ******** ** the ******.

Agree: 1
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Undisclosed Integrator #12

In reply to Undisclosed Manufacturer #1 | 04/08/21 03:03pm

* **** ******* ** remarks. * *** ********* to *** ************* *** calling ** ** ******** customer **** ** ******** system ** *****. ** there ** * *** project *** *** *** user **** *** ******* have * ******** ****** that **** ******* ** their ***** ********** **** I ***** *** **** an *****.

Agree: 1
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Undisclosed Manufacturer #6

In reply to Undisclosed Integrator #12 | 04/09/21 11:57pm

* ******* ** *** common ********* **** **** competitors *** *** **** other *********** *** **** every ****** ************'* ***** force ** ***** **** end-user ********** ***** *******. **** is *** ** ** very ********* *** *** integrator ** ***** ****** hard ***** **** ************ they **** ** ******* with, ****** **, *** dedicate ********* **. **** sales ****** (**** *** more ****** ** **** you *** **** ******* out ** **** ***-****) diversify **** ****** *** then **** ******* ********* the ******* ******* **** the ****** ******* ******** possible.

Agree: 1
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Undisclosed Integrator #11

In reply to Undisclosed Integrator #12 | 04/08/21 02:51pm

****** - *'** *** similar ***********, ******** *** a ******** ***** ******** for * ***** *** which *** **** ********* designed **** *** ******** and *** ******* *** calls ** ****** *****'* a ******* ***** ** his ************ **** *** end **** *** ******* a *** ** *********.

******* **** *********** *** they **** ***** *** lots ** *************. ***** down *** ***** *******, and ***** ** ** if **'** ********** *** we ***'* **** **** you.

Agree: 3
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Michael Votaw

04/08/21 04:58pm

**** ******* *** ********, Anixter *** ** *** problem.

* **** ** ***** with * ************ ******* sales ** **** ** it's * ***********. * few **** * **** that ** **** *** great *****.

Agree: 5
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Undisclosed #14

04/08/21 12:25pm

*** *** **** ****, I ***** **** *** strategy, ******* **** **** need ** **** **** all ** ***** ***-**** business **** ******* *** channel, ********* **** **** be ****** (**** ******* and ******) ** ***** a ********** ****** **** a *******. ***** **** normally ******* * ********* is **** ***-***** *** are "****-***********" (*.*. **** their *** ***** *** install ***** ************). ** this ****, ********** **** a ******* ******* ** a *** ** **** as * *** **** will **** **** ******** out ** *********.

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Undisclosed Manufacturer #15

04/08/21 06:50pm

* ** ****** ******** about *** *********** ***** be ***** **** * manufacturer ****** ** ***** sales ** ***** **** to ***** *******. ** long ** **** ** not **** ****** ** introduce ******** *** ***'* have ****** **, ** should *** ** ** issue. ***** *** **** your ************ ******** ** just **** *** *** to ***** **** ***** or *********** ** ****** to ***** *** ********?

** ** ***'* ******** new ********, *** ******** will ***, "***** *** the *****?" ** "* manufacturer ***** ** ***** every ***** ** ****'* why ** *** ******* their ******* *** *** yours". ****, *** ** an *** (** ***) supposed ** **** *** leads ** ** ****** reach *** ** *** users? ** *** **** shoot **** **** ***** of ******* *********, *** I ****** ***** ****'* really **** ** ********** wants, ****** ***** ******* into * **** **** that ** *** *** already ******. * ***** so **** ** ** partners ******* ** ******** them *** ********, * just ***'* ********** **** argument.

**** ****** ** *** CSE ****, **** ****** like ** ************************* ** ********. * can **** ******* *** metric ***** ***'* *** judged *** **** *******. "How **** *** **** did *** *** **** week?" "*** *** **** 30 ***** ***** ** new *** ***** **** week?". *****.

Agree: 3
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Undisclosed Manufacturer #15

In reply to Undisclosed Manufacturer #15 | 04/08/21 02:53pm

** *** ** ****, I ** ******** ***** greenfield *************. **** * understand ** *** ************ is ***** **** **** existing ******** *** ******* the **** ** ******** in *** ********, *** for *** *** *****, I ****** *** *** issue.

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John Honovich

IPVM | In reply to Undisclosed Manufacturer #15 | 04/08/21 06:56pm

* ** ****** ******** about *** *********** ***** be ***** **** * manufacturer ****** ** ***** sales ** ***** **** to ***** *******.

*** ******* ** **** the ************ **** **** hand ***** ***** ** one ** ***** ***** competitors ** * *** mover, ***.

******* *** ********** ** Avigilon, *******, ** ******, the **** * ************ puts ***** ******** **********, the ***** *** ***** it ** ** **** integrator ********.

Agree: 5
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Undisclosed Manufacturer #15

In reply to John Honovich | 04/08/21 07:01pm

****, **********. * ***** you ****** ***** * added ** "**** * understand ** *** ************ is ***** **** **** existing ******** *** ******* the **** ** ******** in *** ********, *** for *** *** *****, I ****** *** *** issue."

* ***** *** * matter ** ****** *** your ***. * ***** never ***** ** ***** into *** ** ** partners ******** ********* *** try ** ***** ** another *******. **** **** this *** **** ******** is ** *** ******* of *** *** **** and * ****** ******* this **** *** ********* and *** ** **** salvage *** ************.

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Undisclosed Manufacturer #16

In reply to Undisclosed Manufacturer #15 | 04/09/21 12:05am

**** ******* ******** ** "A-n ** *-**" ***-****-***'* shoes:

- **** *** **** on ** ******** **********/************ channel. *** *** ***** to ********* **** ****, but ** **** ****** want *** ** ***** out ** ***** ***-*****? Who ** **** ******** as "***** ***-*****"? "* had * **** **** the *** *** ***** ago ** * ****** industry *****, ** **'* my ***** *****/******** **** lead" - **** **** of ******** ** *** uncommon. **** ********* **** leads *** ***** ****** from ***, **** ***** the **** **** *** green ***** *** ***'* interfere **** ***** ******** ones... **, ****...

- **** ******* ******* you ** **** ******* KPIs *** ****. *** when ** ***** ** an ****** **** *********** - ** ** *** always ***** *** *** his **** ** *** top - ** ** yours? *** **** **** the ******** ***** ***** not *****. *******.

- **** **** ***** lords "*-**" - **** are ** ********** ***. And, ***** ****, **** are ***** *********** *** don't **** **** ***** the ***** ** **** lead-sourcing ******. *** ***'* sell ****** (******), *** "M-la" ********* ****.

*** *** ***** ** just ** ********* ********* and *** ***** *** fictional.

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Craig Bruce

In reply to Undisclosed Manufacturer #15 | 04/11/21 10:00pm

* ***** ***** ***** of ***** **** *** of ** ******** ******** customers *** *** ** bring ** ******* *******. Only **** **** *** ever ******** ** ** the ******* ** *** end **** *** * always ******* **** **** the ********* *** *** to **** ******* *** relationship.

*** ************ **** ** to ****** *** ******. If *** ******** ******* messed ** *** ******* or ****'* ***** *** client ******** **** *** very **** **** *** manufacture ** ********.

**** ** * ****** simple ******** ******** ** looking ***** **** *******.

Agree: 1
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Undisclosed Distributor #18

In reply to John Honovich | 04/09/21 11:39am

******* *****! *** ******* is **** ****. *** risk ** *** ************ handing *** **** ** a *** ***** **** lower ******* ****** ** be ******* (***** ***********). Distributors ** *********** *** offer ***** **** * greater ****** ** *** the ****** *** *** this ***** **** ******** needs.

******** ** *** *****. IMHO ** *** ** the **** **** *************, and *** ******* ***** is **** ********* **** great *******, *** **** the *******. **** ******* is **** ******** ** the ***** ********.

Agree: 1
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Craig Bruce

In reply to John Honovich | 04/11/21 09:53pm

*** ******* ** **** the ************ **** **** hand ***** ***** ** one ** ***** ***** competitors ** * *** mover, ***.

**** *** ***** ** be ****** ******** ****** quickly ** **** ****** happening.

* ******** ******* **** if **** **** ** happen ** *** ** my *****, **** **'* something * ** ***** wrong.

*** *** **** ****, clients *** *** ********** their *** *******, **** need **.

** ******** ***** ** exist ****'* * **** problem *** ************ ***, ultimately **** **** ** shift ******** ** *** most ********* *** ********.

Agree
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Undisclosed Integrator #17

04/09/21 11:52am

** ******** ** ****: Are *** *** ***** to **** *** ** Projects ********, *** ******* the ******* ******* *** distributors, **** ****** *********** to ********* *** ******** installation?

***: *** ******** ******* Engineering, ***********, ************, *** Commissioning. *** ** ******* after-sales *******.

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Craig Bruce

04/11/21 05:18pm

*********** ** *** *** poll ** ****** ** Support ** ****. * do, ** ******, **** agree.

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John Honovich

IPVM | 04/11/21 09:48pm

**** ***+ *****, *** voting ** ******** ***** with (**************) *********** ******** and ************* ********** ******* on *** ***** ********:

IPVM Image

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Craig Bruce

In reply to John Honovich | 04/11/21 10:03pm

**** ** * **** better ****** ** *******, Any ****** ** ****** this ********* ***** *** new *****? ** ***** change *** ************.

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John Honovich

IPVM | In reply to Craig Bruce | 04/11/21 10:05pm

****** **** *** ****** have * ******** ********** amongst ******, **** **** do, ** **** *******.

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Undisclosed Integrator #17

In reply to John Honovich | 04/12/21 12:22am

** ****, *** **** results *** ***-*****? **** will ** **** *********** to *** *** *** market ******.

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John Honovich

IPVM | In reply to Undisclosed Integrator #17 | 04/12/21 12:24am

** **** ****, **** 7% ** *********** **** end ***** ** *** enough ** **** * confident ***** ** ***** perspective ** ****.

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Undisclosed Integrator #17

In reply to John Honovich | 04/12/21 12:28am

******, ****. * ***** it ** ** ** the ***********, ************, *** Integrators ** ******* *** analyze ***** ******* *********.

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Undisclosed Integrator #19

04/12/21 11:21am

* *** *** ******, the ************ ** ********** demand.

*** ********, ** * new ******* ******, **** are ** ***** ** see ***** *****?

* ***** ****** **** will ** ****** ** the *********** *** *** doing **** ******, **** a ****** ***** **** etc. * ***'* ** mad, ******* *** ****** dealers *** ******* ******** for ***** ******, *** it **** **** ****** harder *** **. ********** if ** *** *** trying ** ****** **** business *** *** ************ is *** ***** ** well *** ******* ***** to ***** ***********.

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Undisclosed Integrator #20

04/12/21 02:04pm

*** *** * *** had ***** ** ********** with **** ** *** radio *****. **** **** in ***** ***** **** to **** ** **** customers, **** *** **** maintained *** *****, *** pretty **** **** *** M's ******** *** *** are ***** ** ***** be ******* *** ****. If **** *** ** good ** **** **** the ********** ******** *** valued, ** ** ***'* a **** *** ** will ******** *** ***** of *** ********** *** you'll ** *** ** you ***'* ****** *** pittance **** ***** ***. Big * ** *** your ******, **'* *** guy *** ********** ***** you *** ** ***** about.

Agree: 1
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Undisclosed Integrator #21

04/12/21 04:01pm

** * ****** ** I ******** **** **** let ** ** *,*** outside ****** **** ** go **** ****** *******. One ** *** ********* us ****** **** ***** how **** *** *** answer **** **** *** weren't **********, ** ******* you ***** ***** ** to ** **** *** count *** ********.

***** *** ** *** comes **** **** ******.

Agree: 1
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Undisclosed Manufacturer #1

04/12/21 04:07pm

* ** ******* ** all ** *** ******** claiming ********* ** *** client. *’* ******* * poll ** *** ***** would ***** **** ** quite *******. ** ** all ** *** ***** to **** ***** *** customers, ******* *** **** but ** ** **** are *** ** ***** a ***** ******* ** ourselves.

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Undisclosed Integrator #19

In reply to Undisclosed Manufacturer #1 | 04/12/21 05:04pm

******* *** ****** **** to *** *** **** want.

*** ***** ** * big ********** ******* ******** cold ******* *** ******, versus ** ********** ******** the ************ ** *** giving **** ****** ** the ******** ******.

Agree: 1
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Undisclosed Integrator #21

04/12/21 04:46pm

*********** ******* *'** ***** the ****** ******* ** this ****** ** ** is ** *** *** relationship *** *** *** security ********** (**). **** way ** *** ** messes ** *** ******* the *********** *** ** in *** **** ** thereby ********** ***** ******** base. **, **** * tangled *** ** *****!

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Undisclosed Integrator #22

04/12/21 05:51pm

* ***** **** *** manufacturer ****** **** *** the ******* **.

** ******** ** **** why ** **** ********* dealers, ** ******** *** their ****** ***** **** to **** ********? **** drives *** ***** **** and ***** ***** ******** opportunity ** ** ******* situation. *** **** **** a ******* ***** *** manufacturer's ********* **** ** harder ** **** *** the ******** *** **** to ** ** *** less ******?

Agree: 1
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