Avigilon's Sales Expansion and Policies Examined

By: John Honovich, Published on Feb 16, 2011

In this note, we examine the sales expansion and policies of Avigilon, an HD surveillance manufacturer, which has grown at a very high rate over the last few years using an atypical, if not contrarian, sales approach. 

In the past 12 months, Avigilon has roughly doubled the number of their sales managers, adding 10 new members in the last few months (3 announced in December [link no longer available] and 7 announced in February [link no longer available]). This comes on the heels of a reported 300% year over year growth rate since 2007 and approximate revenue of $40 Million CAD in 2010.

While the IP surveillance market is growing robustly (somewhere in the area of 40% growth), Avigilon's rate is notably strong.

Avigilon reports that the goal of the new hires is to increase density of coverage in existing territories within North America and Europe.

One of the most interesting aspects of Avigilon is their strong focus on integrator driven sales. While channel sales are obviously common in the industry, a few practices of Avigilon are not:

  • Avigilon does not use traditional big name distributors - the product is not available through ADI, Northern, Anixter, Scansource, etc.
  • Avigilon is especially vigilant about enforcing and removing online product availability. It is quite hard to find their products for sale online and when one does, it is usually pulled within days.

These steps have helped make them a 'fan favorite' of many integrators who want to have greater exclusivity / restrictions on outsiders buying products. On the other hand, this can prevent others, such as end users who want to self-install, from using Avigilon.

Certainly, Avigilon financial results speak for themselves. We do believe it will be interesting to see how their model scales as they move closer to $100 Million in revenue. While there is some precedent for larger manufacturers tightly controlling their channel (Verint and NICE come to mind), most of the larger providers in the market have broad product availability (e.g., American Dynamics, Axis, Panasonic, Pelco, Sony, even Milestone on the software only side).

1 report cite this report:

Mobotix Partner Program Changes Examined on Oct 02, 2011
In September 2011, Mobotix announced a new partner program that shifts the company's channel approach in favor of stronger protection of...
Comments : Members only. Login. or Join.

Related Reports

IPVM's 12th Anniversary - Thank You! on Apr 07, 2020
IPVM is proud to celebrate it's 12 anniversary expanding our commitment to providing the industry independent and objective information on video...
Free IPVM All Access - Concluded! on Mar 18, 2020
The 2-day event has concluded. Thanks to everyone who accessed the IPVM community and saw why IPVM is the world's leading authority on video...
IDIS Presents 12MP IR Panoramic Fisheye on May 26, 2020
IDIS presented its 12MP IR panoramic fisheye camera at the April 2020 IPVM New Products show. Inside this report: A 30-minute video from...
Wesco Wins Anixter on Jan 13, 2020
Despite Anixter earlier arguing that Wesco's bid was inferior to CD&R's by nearly 10%, Anixter confirmed that they are taking Wesco's 3.1%...
LILIN Presents NDAA-Compliant P2 Cameras on May 26, 2020
Merit LILIN presented its NDAA-compliant P2 camera series at the April 2020 IPVM New Products show. Inside this report: A 30-minute video...
Verkada Raises $80 Million, Triples Valuation To $1.6 Billion on Jan 30, 2020
Verkada's rocketing valuation continues. 9 months ago, they got a half-billion valuation and now they have announced more than triple that, at $1.6...
Cisco Acquiring Fluidmesh on Apr 09, 2020
Cisco announced it is acquiring niche wireless manufacturer Fluidmesh. Both Cisco and Fluidmesh have been offering video surveillance solutions...
OnSSI Founders Return, Start Corsight on May 25, 2020
The OnSSI founders are back, less than 2 years after selling OnSSI to Qognify, they have returned to Corsight, a spin-out of an Israeli AI...
Ditek Presents 10 GbE Surge Protection on Apr 23, 2020
Ditek presented its 10 Gigabit Surge Protectors at the April 2020 IPVM New Products show. Inside this report: A 30-minute video from Ditek...
Proxy Acquires Ring Maker Motiv on Apr 29, 2020
Fresh off of raising $42 million, access startup Proxy has acquired Motiv. Motiv, itself, had raised tens of millions of dollars to develop a...

Most Recent Industry Reports

Remove Dahua and Hikvision Equipment "Immediately" Or Else Banned From US Government Contracts on Jul 10, 2020
The US government has directed contractors to remove covered equipment, such as Dahua, Hikvision, and Huawei Hisilicon products, "immediately." If...
ZeroEyes Presents Firearm Detection Video Analytics on Jul 09, 2020
ZeroEyes presented its Firearm detection Video Analytics system at the May 2020 IPVM Startups show. A 30-minute video from ZeroEyes...
Directory of 162 "Fever" Camera Suppliers on Jul 09, 2020
This directory provides a list of "Fever" scanning thermal camera providers to help you see and research what options are available. There are...
Clinton Public View Monitor (PVM) Mask Detection Tested on Jul 09, 2020
Face mask detection, or more specifically not wearing one, is expanding amidst the pandemic. Clinton Electronics has added this capability to their...
These Florida Real Estate Agents Are Now Selling "SafeCheck USA" Temperature Detectors on Jul 09, 2020
The "Kakon Brothers", William and Nathan, are self-described "south Florida Power Agents specializing in Luxury Real Estate" who "have closed over...
Avigilon ACC Cloud Tested on Jul 08, 2020
Avigilon merged Blue and ACC, adding VSaaS features to its on-premise VMS, offering remote video and health monitoring that was previously limited...
Hikvision's India Dominance Faces Threat on Jul 08, 2020
While Hikvision has become a dominant video surveillance provider in India, recent tension between the governments of India and the PRC is...
The US Fight Over Facial Recognition Explained on Jul 08, 2020
The controversy around facial recognition has grown significantly in 2020, with Congress members and activists speaking out against it while video...
Sperry West / Alibaba Tablet Temperature Measurement Tested on Jul 07, 2020
In April, we ordered a ~$500 temperature tablet from Alibaba. We set it to the side while doing 18 other temperature screening tests but, after...
Facial Recognition: Weak Sales, Anti Regulation, No Favorite, Says Security Integrators on Jul 07, 2020
While facial recognition has gained greater prominence, a new IPVM study of security systems integrators shows weak sales, opposition to...