This year, Motorola has ramped up Avigilon 'Channel Sales Executives' that focus on calling on end users.
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 ***** ********* ********
*** '******* ***** *********' (***) ******** is ******* ** ********** ************* **** end ***** ***, ***********, ******* *** new *** **** ********. *** *** role ** ************* ******* **** *** ****(*.*. ******* *** ****** ******** ******** and ********, ******* ***** *****, ***.) but **** ** ***** ***** ** "new ******* ***********" ************ **** *** customers. ******* *** ********** ** **** ******** *** ******** in ******* *** **** ********* *** job.
**** ******** ***** ******** ********, * remember *** ** *** ******* ******** in * ***** ********* ********** * difference ** ****** *** ***** "******** driven" *************. ** *** ****(****-***) ** was **** **** **** ***** ******** from ****. **** **** ***** * lower ****** ** *** ******* *** the *****, *** **** ****'* **** to **** ******* ** *** ********* as * **** *****. *'** ***** similar ****** ***** *******'* ************ **** opportunities **** *****( **** *** ****** on *** ******* *** *** *****), but * ***** ** *****.
** **** ***** *** ****** ** this *********** **** ********? *** *** of ***** **** **** **** ** offset *** **** **** **** ******* head ***** ** **** *********** *** now **** ** ****** ** ********* cost ** *****?
** *** ************ ********* *** *** opportunity ****** **** ***** ******* ******** and **** ******** ******* *** ********, how ** ******** **** ***** ********* more ******* ** *** ***** ** their ****** ******* **** ****** ***** new ******* ******* "******"?
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Comments (61)
Undisclosed Manufacturer #1
***** ***********. * ******* *** ***** by **** ************* *** **** ****** for * **** ****. ** *********** actively ****** *********? ** *** **** my ********** **** **** ***** *** hanging ***** ****** *** ** * poor *** ** ************ ******* ************* much **** ***** ********* ********* *** the *** ****.
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Undisclosed Manufacturer #2
****** **** **** *** ******** *********** position **** ***** ************* ****. **’* all ** * ****.
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Hauke Kerl
**** *******!
** **** ** *********** ** ***** this ***********. * ******* ** **** burglar ****** **** ** *******. ****, you *** *** **** ** *** stores *** ** *** ********, *** Telenot *** ********* *** ***** ******** their ***** **** ***** ****. *** same **** *** *** **********. ***** it's **** * **** ***** ** some ******* *** ********* ********* *** you *** *********** **** ** "********** projects"...
**
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Undisclosed Integrator #5
******* *** *** **** ***** *** many ***** *** * ** *** sure ** *** ****** *** **** for ***** ******** *****. ** ** experience **** **** *** **** *********** I ****** ** **** **** ******* they **** ********** ***** **** ***** decent ***** *** **** * *** to ******** *** "******* ** *** week", **** ******** * ****'* **** access ** ** *** *** **** to *******. *** *** ******** **** then ********** **** ** *** *** want ** ******* **** ** ***** projects ** **** *******.
** ** ********** **** **** **** this * ***** ****** ** ***** take ***** ************* ******* *** ******** reps *** *********** ** ******* ** going ** *** ***** **** ******* on. * **** **** ***'* **** to **** **, *** ** *** product *** ** *** **** ******** for *** *** ***** / **********, Avigilon ********.
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Undisclosed Manufacturer #6
*** ************ **** *****'* **** * sales **** (******** ** **********) *** directly ******* ** ***-***** ** ***** it ***** *** ******** ***'*' ******* long. *********** ****** *** ** **** spec (**** *** **** ****** ** get * ********** *** ************* ** the ********* ************) *** ***** *** very *** **** **** * ************ selling ******** ** ********* *** ****.
**** ******** ***'* ********** ***** *** factor ** **** ******** ***** ****** to ***-***** ** ***** ***** ** their ********. ** *** ** **** a ****** ** **** ****** *********** dealers *** ************ *** ********* ******* the **********.
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Undisclosed Integrator #7
* ** * **** **** ********** in * ***** ******, **** **** spent **** **** ******* *** * manufacturer ** * ****** ** *** user ******** *********** ****. * *** tell *** **** ******** ***'* *** only *** **** ** ******* ** this ********.
* **** **** **** **** ***** of *** ******** ** **** ******** being *** ********** *** *** ************. While ** ** ***** **** ** an ********** ** **** * *** for *** ** *** ***** ***** and ***** **** ******** **** *** manufacturers **** **** ****** **** ** were ******* **** "*** ***** ***". In **** ***** **** ** ** integrator ** ****** ****** ** ******* the ************ **** *** *** **** and ******* **** **** ****** ************* with *** ************. **** * **** to **** *** *** ************, * soon ***** ****** ******* ** *****-**** integrators ** ************ ******* ** **** whatever **** ** **** *** ****. The *********** **** ******** ** ************* from *** ************'* **** **** *** end **** ***** ** ****** * much ****** ********** ** *** ******* and ***** *** ****. ** *** much **** ** * *************. **, now **** * ** **** ** the ********** ****, * ******* **** line ** ************* *** * **** that ** ***** ** * **** more ***** ************ **** ** ********.
** *** ** ******* ****** ** mentioned ** *********** ************ *, **** would ** * ***** ******** ** my ************ **** *** ******* ******* it ** * *********** ** ********* by *** ** * ************.
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Undisclosed Distributor #8
* ***** ** ** * ***** move, ******** **** **** *** *** integrator's **** ***.
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Undisclosed #9
**** **** ******* ****** ** *********** is ******** **** ******* *** "***" Channel ******* ****** ********, **** **** objective ** ** ******* *** ******* of ********/******** ********** ********.
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Undisclosed Integrator #10
** **'* * ******* ***** **** as ********, **** ****** **** ** end-users. **** ** ***** ******** *** hard ******* ****** ** ********** ** even ****** ***** ****** ** ****** need ** ** *********. *********, ***'** relying ** ******* **** *********** **** already **** ************* **** ***** *********/*****. By ******* ******** **** *** ***-**** it ***** *** ************ **** ******* you. **** *** **** ***** *** towns ** ***** ** *** ********* they're ****** **** ******* (******* *** example) **** ******* ************ ****** *** good *** *** ***** ***** * companies ** * ***** *** **** and ******* *** ******* *** ****** 3x *** ****** **** *** ** this ****.
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Undisclosed Integrator #11
*** *** ***** ***** *** **** worked *** -- **** ** **** despise ******** ***** ** *** *** on ***** *********.
**** ** ***** **** / ******* sales -- *** ***** ***** **** to ******, **** ******** **** **** with *** ***** **** **** *** to *** ****** **** ******** *********.
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Undisclosed Integrator #12
* **** ***** ***** ** **** a ************ ******** ** **** ******** to *** *** ****. * **** had **** ********* (****** ******* ****) where ***** *********** **** *** **** has ****** *********. * **** *** a ********* **** * *** ****** the ******** **** ***** ****** *** then * ******* * **** **** the ******* *** **** **** ***** with ** ******** *** *** ***** to **** **** ** ** ************ their ********. ********** ** ********* *** not ******* **** ************* ******** ** now * **** *** *********** ** the ************ (**** ** ***** ***** their *******) *** ******** ** ******* integrator ** ******* ******* **. **** then ***** ** *** **** ** use **** ************ *** ***** ********. Manufacturers **** ** **** ** ***** lane *** ******* ******* ** *** integrators **** **** ****** ** ********* their ********.
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Michael Votaw
**** ******* *** ********, ******* *** be *** *******.
* **** ** ***** **** * manufacturer ******* ***** ** **** ** it's * ***********. * *** **** I **** **** ** **** *** great *****.
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Undisclosed #14
*** *** **** ****, * ***** with *** ********, ******* **** **** need ** **** **** *** ** their ***-**** ******** **** ******* *** channel, ********* **** **** ** ****** (like ******* *** ******) ** ***** a ********** ****** **** * *******. Where **** ******** ******* * ********* is **** ***-***** *** *** "****-***********" (i.e. **** ***** *** ***** *** install ***** ************). ** **** ****, partnering **** * ******* ******* ** a *** ** **** ** * box **** **** **** **** ******** out ** *********.
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Undisclosed Manufacturer #15
* ** ****** ******** ***** *** integrators ***** ** ***** **** * manufacturer ****** ** ***** ***** ** bring **** ** ***** *******. ** long ** **** ** *** **** direct ** ********* ******** *** ***'* have ****** **, ** ****** *** be ** *****. ***** *** **** your ************ ******** ** **** **** for *** ** ***** **** ***** or *********** ** ****** ** ***** new ********?
** ** ***'* ******** *** ********, our ******** **** ***, "***** *** the *****?" ** "* ************ ***** us ***** ***** ***** ** ****'* why ** *** ******* ***** ******* and *** *****". ****, *** ** an *** (** ***) ******** ** find *** ***** ** ** ****** reach *** ** *** *****? ** can **** ***** **** **** ***** of ******* *********, *** * ****** doubt ****'* ****** **** ** ********** wants, ****** ***** ******* **** * warm **** **** ** *** *** already ******. * ***** ** **** of ** ******** ******* ** ******** them *** ********, * **** ***'* understand **** ********.
**** ****** ** *** *** ****, this ****** **** ** ************************* ** ********. * *** **** imagine *** ****** ***** ***'* *** judged *** **** *******. "*** **** new **** *** *** *** **** week?" "*** *** **** ** ***** calls ** *** *** ***** **** week?". *****.
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Undisclosed Integrator #17
** ******** ** ****: *** *** RSM ***** ** **** *** ** Projects ********, *** ******* *** ******* through *** ************, **** ****** *********** to ********* *** ******** ************?
***: *** ******** ******* ***********, ***********, Installation, *** *************. *** ** ******* after-sales *******.
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Craig Bruce
*********** ** *** *** **** ** mostly ** ******* ** ****. * do, ** ******, **** *****.
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John Honovich
**** ***+ *****, *** ****** ** strongly ***** **** (**************) *********** ******** and ************* ********** ******* ** *** users ********:
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Undisclosed Integrator #19
* *** *** ******, *** ************ is ********** ******.
*** ********, ** * *** ******* dealer, **** *** ** ***** ** see ***** *****?
* ***** ****** **** **** ** handed ** *** *********** *** *** doing **** ******, **** * ****** sales **** ***. * ***'* ** mad, ******* *** ****** ******* *** getting ******** *** ***** ******, *** it **** **** ****** ****** *** us. ********** ** ** *** *** trying ** ****** **** ******** *** our ************ ** *** ***** ** well *** ******* ***** ** ***** integrators.
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Undisclosed Integrator #20
*** *** * *** *** ***** of ********** **** **** ** *** radio *****. **** **** ** ***** sales **** ** **** ** **** customers, **** *** **** ********** *** years, *** ****** **** **** *** M's ******** *** *** *** ***** to ***** ** ******* *** ****. If **** *** ** **** ** will **** *** ********** ******** *** valued, ** ** ***'* * **** rep ** **** ******** *** ***** of *** ********** *** ***'** ** out ** *** ***'* ****** *** pittance **** ***** ***. *** * is *** **** ******, **'* *** guy *** ********** ***** *** *** to ***** *****.
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Undisclosed Integrator #21
** * ****** ** * ******** when **** *** ** ** *,*** outside ****** **** ** ** **** Radius *******. *** ** *** ********* us ****** **** ***** *** **** and *** ****** **** **** *** weren't **********, ** ******* *** ***** asked ** ** ** **** *** count *** ********.
***** *** ** *** ***** **** full ******.
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Undisclosed Manufacturer #1
* ** ******* ** *** ** the ******** ******** ********* ** *** client. *’* ******* * **** ** end ***** ***** ***** **** ** quite *******. ** ** *** ** our ***** ** **** ***** *** customers, ******* *** **** *** ** no **** *** *** ** ***** a ***** ******* ** *********.
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Undisclosed Integrator #21
*********** ******* *'** ***** *** ****** purpose ** **** ****** ** ** is ** *** *** ************ *** not *** ******** ********** (**). **** way ** *** ** ****** ** the ******* *** *********** *** ** in *** **** ** ******* ********** their ******** ****. **, **** * tangled *** ** *****!
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Undisclosed Integrator #22
* ***** **** *** ************ ****** know *** *** ******* **.
** ******** ** **** *** ** from ********* *******, ** ******** *** their ****** ***** **** ** **** Avigilon? **** ****** *** ***** **** and ***** ***** ******** *********** ** to ******* *********. *** **** **** a ******* ***** *** ************'* ********* make ** ****** ** **** *** the ******** *** **** ** ** it *** **** ******?
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Undisclosed Integrator #23
**'* * *** ******, *** ** long ** *** ***** **** ******* aware ** ***** *** ***** *** being ****** ** ** *** ***, it *****. ** **** ****** ****** with *** ***'* ** ******* ** leads. **** ** *** ** *********. However, ** *** **** ******* ***** of ******* **** * ***- ******* Account ******* - *** ******* ****** and ***** ****** *** **.
*** ****** ******** **** ******** *** the ******** **** ** ***** ** Mobilecomm ** * ********* ******* , and ***** **** ** ******* **** integrator ********.
***** ** *** ********** ***** ** Pelco *** *** ************ *******. ** Avigilon **** **** ************, ** **** likely ****** *** ***** ** ******* their ****.
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Undisclosed Manufacturer #24
*** #* ********* ** * ************ is ** ****** ****** *** *** product. ** **** * ******* ******* for ***** ****.
********* ********** ********
*** **** *********
********** ************* ***********
*** ***** **** *** ** ******* is ** ** ** ************* ******** for **Certified ********** ********** ** *** ******* ****** ****** for ** ******* **** *** *** user. **** ** ***** **** ** at **** **** ******* ********** *** is *** ********* ** *** ***-****. Oftentimes (*** *** ******) ** **** tried ************** ** ***** **** ********** on ** * ********* *******. ******* we **** * ******** ********* ******* and ** ******* *** ******** **** brought ** **** ** *********** ** can ** ***** ********* ** ********* as ***********.
End **** ********* / *********- *** ******* ***** ***** ******** Orders **** ***-*****. ** ** *** publish **** ** *** ********. ** don't **** ******* ** ******** *** Portal. ** **** **** ****** *** Certified ********. **, ** * ** calling ** ** ***-**** ** ** either ** *** ******** ********* ***** or ****** ****** ** ******* ** end-user ** *** ************.
** **** **** *** *********** ** work ***************** ******* * ************* *** ***** of **** *** ** ******** ***-**** project. **** ******* ******* ** ****** the *********** (*** ***-*****) ***** ** our ************.
**** *********** *** *** ********* ** a ********* ** ********, ***** **** ours, *** *** **** ** ******** in ******** * ********* ******* **** issue **** ** ********* *** ***-****, then ***** ** ** **** *** some **** **********. * ******* *** loyalty *** ******* **** **** ** their ************ ************. ***** *** ******* the **** ** ******** * ** looking ***. ***, *** ************, **** suddenly ******* * **** ******** ** our ******* ******* *** ******** **** the ***-**** **** ***** **. **** of *** **** ******** **** ********* this ***.
*** *** ** ** *** ****** "that ************" **** *** * ******** earth ******** **** ** ***** ** meeting ***** *****, **** ******** *** market **** * **** ** *** bottom ********* ***/** *** ** *********** in **** ********** *********. ** **** all **** * *** ** *****.
*** ***** ** *** *****. ****** your ************ ******** ******, ** **** and ********** ** *** ****, *** accept **** *** ***'* ** **** uninterested ** ***** * ******* *** upset **** **** ******** *** ***-**** on * ******* ** ******* *** don't ***** ******* **** ******* ********.
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Undisclosed Integrator #17
** *** ****** ****, "** *** can't **** ****, **** **** ****."
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Undisclosed Manufacturer #25
**** ******** ***** ******** ********, * remember *** ** *** ******* ******** in * ***** ********* ********** * difference ** ****** *** ***** "******** driven" *************. ** *** ****(****-***) ** was **** **** **** ***** ******** from ****. **** **** ***** * lower ****** ** *** ******* *** the *****, *** **** ****'* **** to **** ******* ** *** ********* as * **** *****. *'** ***** similar ****** ***** *******'* ************ **** opportunities **** *****( **** *** ****** on *** ******* *** *** *****), but * ***** ** *****.
** **** ***** *** ****** ** this *********** **** ********? *** *** of ***** **** **** **** ** offset *** **** **** **** ******* head ***** ** **** *********** *** now **** ** ****** ** ********* cost ** *****?
** *** ************ ********* *** *** opportunity ****** **** ***** ******* ******** and **** ******** ******* *** ********, how ** ******** **** ***** ********* more ******* ** *** ***** ** their ****** ******* **** ****** ***** new ******* ******* "******"?
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