Avigilon Tightens Channel

Author: John Honovich, Published on Oct 03, 2014

Avigilon is tightening their channel structure, according to multiple independent sources discussing this at ASIS 2014.

In the note, we examine what is happening, what it means for integrators, end users, Avigilon and their stockholders, who have suffered the company's stock dropping more than 50% from its peak this year.

******** ** ********** ***** ******* *********, ********* ** ******** *********** sources ********** **** ** **** ****.

** *** ****, ** ******* **** ** *********, **** ** means *** ***********, *** *****, ******** ******** ************, *** ************ **********'* ***** ******** ******** **% **** *** **** **** ****.

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

**********

******** *** **** ******** ** ****** ******* *** ******* *** those **** ** *** ***** ** ******* ********. **** ** causing *********** ******** *** ******* *** *********** ****** ** ****.

Benefits ** **********

********** ****** ** **-**** ******** ** ********* ********** ** ***********. Not ****** ** ******* ******* ****** ****** ** *** ******** or ******* ** ******** **** *** ************ ** ***** ***** deals ** * **** ********* *******. *** **** **** ** deliver **** ****** ****** *******, ** ********* *** **** ** winning *** ********** ****.

* ******* ********** *******, **** ** *** ***** ************ ******, has **** *** ** ********'* *** (*** ****************) '*******' ** their *******. ****** *** ******** *** ******** **** *** **** ***** ** *** - Lose.

Scaling **

***** ************* *** ****** ******** ****** ** ***** ****** ******* is ****** ******* ****** ****** ** *** ***** *******.

*** **** ******* ************* *** ****** **** ****** ****** ****** by ****** **** *** *********** - ********* ***** ** *** world ** **** **** ****** ***** ** ******** *********.

Avigilon's Getting ***

*** *********, ***, *** ********, ** **** **** ***, *** surveillance *********, ***** *****. ***** ******* ****** *** **** ** ~$260 *******, ***** ** **** **** **** * ******* ** the ******* ************ ************* ** *** *****, **** *** ***** much **** **** ******.

*** *******, ******** ** ** **** *** ~$*** ******* ****** ******* just ** *** ****** ******. *** ******* ******* **** *,*** partners ********.

How ** *** ****?

**** ************* ****** **** ** **** ******* / ***** **** companies ** **-**** ***** ******** ** **** *******. *** *******, Axis ******* *** **** '********' **** ********, ** * ********** 65,000.

** ******, *** ******* ** **** **** ***** ** ****** for ******* ** **** ***** *** *** **** ******* **** are ********* *******, ****** *********, ********. *** *************** ** **** larger ******* *** ******* ********* (*, **, ** ******) *** that ** ******* ** ******** ** ****** ******** ****** **** accessing the *******.

Avigilon's ********

******* ** ****** **** *******, ******** ** ********** ** ******** ******* per ******, ** ******* *** ****** ******* ** ******* *** can ***** *** **** ******* ** ********.

Impact ** *********** *** *****

*** *** *********** *** **** *** '***', **** *** * valuable '*********' **** ******* ***********. ** *** ***** ****, **** too **** ***** ****** *** *** ****** *** *** ***** **** revenue.

**** *** ** ******* ** *** ***** ** *** ******** dealers **** **** ********** **** ******** ********. *******, ** ******** incents *** ********** ** **** ******** **** ** ** *********** offering ***** ** ****** / **** ********* *** ***** *****.

Avigilon ****** *** *****

********'* ****** *** ***** *********** *** ********** ****.

*** *** ******** ******* *** **** *** ******** ****, *** for *** ****, ** ********** * ******* ********** *******. **** argued **** **** ***** *** **** **** ** **** ***, but **** ****. **** **** ** **** ** ******** **? This ** **** ** **** ** *** ***** ** ***** approach ** ************* ** *** ************ ********.

Comments (12)

*******, **** *** ****. “***** *** ****** ******** *** **** are ********* ** ****** **.”

*** **** ***** ** * ***** ****, ****** * *** more *********** **** *** ******* *********** *** ******** *** ***** opposite ***** ************.

******** *** * ****** ********.**** ********** *** **** *** **** of ******** ** ** *** * ******* **** **** ******** openned ** ** * *** **** **** **** ***** **** liked ** ** **'* **** ** **** ** ** * bit. ** *********** ** **** ******** ******** **** *** * high *** ******** - *** **** ***. **** **** **** - *** "***** *****" ***** **** ** **********. ********* *** channel ** ******* **** **** ** *** *** **** ********** coverage ********* ******** ****, ******** ******** *** *** ******** *******. Aviglon ******** **** *********** **** *** ***** ** *** *********. This ***** **** ***** **** ** ***** *** ********* *** grow *** ******* ** * ******** ********. **** ** **** allows *** ********* ******** ** ***** ***** **** ** *** most ********** ******. *** **** **** *** ** ******* ***** or ********* ************* **** *** ******** ** ******* *** **** activity ** **** *** ** *** ***** *******. **** ******** territory ******* ** *********** *** *** ** *** ********* *** must **** ********** **** ****** **** *** ****** ********, ******** and ** ******* ******** ****** **** **** *********.

**** **** ***** **** *** ******** **** ******* (*********, ******, Axis ***..). *** ****** ********* *** **** ***** ***** ******** love **** *** ***** **** ********. ** *** **** ***** it ***** **** ** **** ** *********** ******* ** **** can ********** ***** *** *********** **** ** ** **** *** sell ******* **** (**'* ******** ** *** ** **).

******** **** ** **** ******* ********** *** ******* ***. ** a **** **** * *** *** ******* ** ****, ****** up *** ******* ******* ************* ********* ******** *** ******* *** revenue **** *** **** * ***** ** ***** ** ******. Avigilons ******** *** ***** ****** ****** ****** ******* ********** ** reach * ******** ****** ** *****. *** *** ** ***** success **** ** * *** ****** ******* ******* **** ******** snippet ***** ******** - ********* *** ******* **** ******* ******* their **'* *** ***** ******'* **** *** ** *** *****. The **** ******** ******** ******* **** ********* ******* *** ******* and **** ** **** **** ************* **** *** ****** *** assist **** **** (** *** *** ******** - ******* ****). Combining *** ***** **** ** ********* ************** ******** **** ***** them ****.

********** - ******** **** ******** ** **** *** ** **** be ****** ** ****** ******* ** **** * ********** ******* strategy. *** **** *********** **** ***'* **** ** *** *** ones ** *** ******* ******* **.

****** *** *** ********** ********.

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

"* *** *** ******* ** ****, ****** ** *** ******* support********************** ******** *** ******* *** ******* **** *** **** * years ** ***** ** ******"

*** *** ** **** ** *** ************ ********? ******* **** would ** **********. *** ********, ****** ***** *** **** ** the ************ ******** **** **** ********* **** ****.

** - **** *** **** *******, *** ********** & ****************** company *** *** ***** **** ********* ** ********, *** ******* Telecommunications ******* ** *** ***** *** ** ** ******* ****** revenue ** ****. *** ************** ******** ******** ******* (*** **********) is ** * ******** ** *** **** *** ********* ** be ** *.* ******** ** **** - (******** ******** *****). The ************ ******** ** *** ****** ** ******* *** ********* quickly ** ** ** **** ** *** **** ******* ********** will ***** **** *** **** *** *****. * **** **** quite * *** ******** ************ *********** ****** ******, **'* **** for **** ** ****.

**** ****** ** *** ******* *********** - *** ** ** speed **** ** **, ****** ** ****** ***.., *** *** your **** ********** ****** ** *****. **** **** ********** ************* or ****** * ******* ********** ** *** ***** **** ******** getting *******.

*********** (** ********) ******** *********** ***** **** ** ** * things **** **** **** *** ***** **** *** ***** ********* Managers:

*) ** *** *** **** ******* ** **** ******** - be ******* ***** **** **********. *** ** ** ***** ** the ********** ******* - **** ********** *** ***** ******** - don't **** *** ******* ** **** *** *** ** ********* training ********. ****** ********** ****** ** *** ***'* **** *** horses ***. **** *** ******** *** *** ** ******** **** inside *** *** ** *** ******* ** ***** **** *** core ******* ****.

*) ******** ********* ************* *** **** ********* **** *** ***** in * ********** ********. ****** ********'* **** **** ****** ***.., when **'* *********, *** ***'* ** "**** ***********". ***'* **** for *** ****** ** "***** ***" **** *****, ****'* *** realistic. ** ***** ****** ********** ** **** *****. ** *** claim ** **** **** ******** ** **** ** ******* **'* easy ** **** **** ****.

* ***** ****** ** ****** ** *** ************ ******** ** a **** **** **** ** ** *** *** ** ******** for. * ** ****** ******* ** **** ** ** *** I ********** ** **** ** **** *** **** *********** ** adapt.

***** **** *** *** *** **********, ** ** *** * reasonable ********** ** *** ************ ********. ****** **, ** *** note ***+ ***** ****** **** ************, *** **** *** *** it (*** *** *** ****), *** * ******** ********* ****************.

* ***** **** **** ****** ** *********** ******** *******, ***** can ** ****** ** ** ** **** **** ** ********** and ****** ********'* *******!

******,

** ** ****, *** ****** ******* ** **** ******** **** you **** **** ** ****** ********** ** ******** *** * few *****. ***** ** ** **** ** **** *** **** remarks **** * *** ** * **** **** **** ** them. ** ***** ***** *** ********* ** ***** ****** ** billion ******* ** ****, ******* ****** **** **** **** ** 2012. ****** ***** ***** *** ******** ** ***** ****** ** billion ** ****. * ***** *** ******* **** ** "****".

******* ** ***** ** ********* ** * ****** **** (*** it ****** ***** **** ** *** ** *****). ** ** a *** ******** **********. ** *** **** **** ** *** industry *** * ****** ** ***** **** * ****** ****** on ********* *** ******* **** **** ******* ***** *****. *** customer **** ****** **** ** ** **** *** ********* ** "stop". *** **, *** *** ********.

****, ***** *** *** ******* **** ******* ****? ************ ** videos ***** ******** ******* **** *** ****? **** ***** **** 31.6% ****, ***** ** ******* ****** **** **** ** *** seeing, **** *** / *** ** ********* **** *************, ***.

** *** ****** ***** *****, *** ********* ** **** *** already ********* ** ***** ******* *** ******. **'* **** *** Latin ******* **** *** ******* **** **** ******* *******.

**** ** *** ******* **** *** ***** *** *** ****** issue, *** *** ***** ******, ** **** ****** ** **** in *** **** * *****, ***** ** ******* *** ********* today (****** * ** ******* **).

****, *** ******** **** " ** ********'* ********** ** *** channel **** ** ***" * **** ** **** **** ***** on **. ****** ****** *** ********, * ** ***** **** along **** * ****** ** ***** *******. * ** **** a *** ***** ******* *** * *** ******** * ***** sales ******** ** *** ******** (*** ** ****) ** * have ***** **** ********** ******* ******* **** *** ******** ******** it *** ** *** ***** ***** ***.

** ******* **** ** ** ****** **** ** *** ******** Surveillance ********** ** ********* ** ****** *** ***** **. ***** will ** **** *********** *** ****** *** * ****** ** time *** **'* ******** **** - **** *****'* ******** *** great ****** *** ******** ******** **** *******. *** **** ********* component ** **** ** **** ** *** *** **** ** the ****** ****************** ******** *** ** ** **** *********** - Cisco ***** **** - **** ****** ***** *** **** *** Surveillance ******** *** ***** ** **** ** ** ** *** way. * **** **** ********* ****** **** ********* ** * large ******* ** * **** ** *** ** ****. ** is ******** **** * ****** ******* ******* **** **** ********. We **** *** **** ****** ******* ******** **** *** *** tier ************ ******* ** *** ****** ***** **** **** ******* additional ********** ********* - ******** ** ******* *** ** ***** of **** *** **'* * **** ****. **** ** *******.

"** **** *** **** ****** ******* ******** **** *** *** tier ************ ******* ** *** ****** ***** **** **** ******* additional *******************"

* ***** *****'* ***** *** **** ***** ************* ** ****** a ******* ******* ********.

***** * ***** **** **** **** ** ****, * ****** of *** ***** ****** ******* ***** ******* **** ******* **** sales **** *** ******** *** '************' *******.

** ***, ***** *** *** **** * *********** ***** ** this ********* **** ***** *********, *** * *** *** ******** (e.g., * ***** ****'* ******* **** *** *****/**********).

*** ***** **** **** **** * ********** ******* ** * manufacturer ***** ******* ********** ******** ** **** * ******** ** first, **** ****** **** ****** ** * "**** *** ***" or **** *****?

*** ******* ***** **** * *** *** ******** ** **** are ******** ** **** ** **** *** ********. * **** found **** *** ************ **** **** ***** ***** ** **** is ***** *** *** ******** *** **** ** ***** *** the *********** ******* ***** **** **** *******.

**** ***** * ******* ***** ** *** ******** ***** *** their ********** ******. ***** *** **** ** ******** **** * won’t *** ** **** *** *********** *** **** ** ********. In ** **** ** *** ********** ***** *** ** ***** value ** *** *******, ************ **** ** ******* **** *** focus ** ***** *** ***** ******** * **********.

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