Axis Sales and Support Programs Examined

By: Ethan Ace, Published on Dec 19, 2011

Axis recently ran a webinar overviewing their various sales and support programs for partners. In this update, we examine these programs, and how they may affect integrator partners.

As background, we recommend reviewing the detailed 19 page powerpoint reviewing Axis's sales and support programs.

Large Sales Force

The first thing which stands out in this presentation is the sheer size of Axis' sales force. Axis employs nearly 40 inside and outside salespeople for the US alone. This number does not include national account managers or business development managers. Offsetting this is that Axis does not use manufacturer's reps, unlike most major manufacturers, such as Sony, Pelco, Panasonic, etc. However, relative to Axis's sales volume (over $200 Million in the Americas alone), the size of their sales force is not surprising.

We have heard feedback from integrators throughout our survey process naming Axis sales reps as some of the most responsive they deal with. We suspect this may partially be due to the Axis sales force all being Axis employees. With only a single manufacturer's product line to focus on, instead of the numerous lines a rep firm may carry, they may be more knowledgeable and incented to support Axis.

Discount Programs

Axis offers a number of interesting discount programs:

  • Trade-in/Upgrade Program: The most interesting of Axis' discount programs, the trade-in/upgrade program supplies up to a 20% discount when users upgrade existing, discontinued Axis product or replace competitor's products. This practice is quite uncommon among hardware manufacturers, but is more common among VMS providers, a number of whom also have competitive replacement programs. Interestingly, nearly none of the integrators we spoke to knew this program existed, and Axis was unable to tell us what typical discounts amount to beyond that it depends on the particular project. As such, we are not sure if the actual average discount is closer to 2% or 20%.
  • Demo/NFR Discounts: Axis supplies a 40% discount for products which will be used for demonstration or other not-for-resale purposes. Programs such as this are commonly used by partners for cameras for their own facility.
  • Project Pricing: On projects consisting of $10,000 or more of Axis product, integrators may seek additional discount, assuming they have worked with the end user (specifying, performing Axis product demos, etc.). This is not unusual, as most of the major manufacturers run similar programs. Sources we spoke to inform us that 3-5% is the average expected discount.

Technical Support

The last area Axis touches on in this presentation is their technical support. Partners may call in on a different toll-free number than the general tech support line, and Axis claims an average answer time of less than one minute. Higher-level partners (silver and gold) also have access to second tier technical support, speeding support requests further. Integrators we've spoken to comment that most trouble tickets are solved within a day. In one integrators words, "They almost badger you until the problem is solved."

Axis also claims an expedited RMA process. If a product is found to be defective, users can request an RMA via tech support, either online or via telephone. Unlike many manufacturers, no troubleshooting is required for Axis partners to request an RMA. Axis offers free overnight shipping for DOA products, and a 24-hour turnaround for other RMAs. One integrator shared an instance with in which an older model PTZ camera was returned twice for repair. After the second return, Axis shipped a new, current model to replace the older model and avoid future repairs.

Comments : PRO Members only. Login. or Join.

Related Reports

NJ Law Requires Apprenticeship For Public Works Integrators on May 24, 2019
Few integrators do a formal apprenticeship program. However, now a NJ law is requiring any integrator on public works projects (such as state...
Average Frame Rate Video Surveillance 2019 on May 23, 2019
What is the average frame rated used in video surveillance systems? In IPVM's 2011 statistics, the average was 6-8fps increasing to ~10fps in...
Dahua USA Celebrates 5 Years of Errors on May 22, 2019
Dahua USA is, in their own words, 'celebrating' 5 years in North America or as trade magazine SSN declared: Dahua Technology finds success in...
Bank Security Manager Interview on May 15, 2019
Bank security contends with many significant threats - from fraudsters to robbers and more. In this interview, IPVM spoke with bank security...
Bluecherry Open Sources Entire VMS on May 13, 2019
Bluecherry announced they have "released the entire Bluecherry software application open source with a GPL license". We spoke to Bluecherry's...
Mining Company Security Manager Interview on May 10, 2019
First Quantum Minerals Limited (FQML) is a global enterprise with offices on 4 continents and operations in 7 countries with exploratory operations...
10 Facial Recognition Providers Review (Secutech) on May 09, 2019
Adding to our 19 Facial Recognition Providers Profiled report from ISC West, IPVM focused on facial recognition technology for our Day 2 coverage...
ADT's Top Dealer "The Defenders" Sued 20+ Times on May 07, 2019
ADT's largest authorized dealer, The Defenders, has been sued more than 20 times since 2012, IPVM has verified through analyzing legal...
Dahua and Hikvision Products Illegally Sold To US Government GSA on May 06, 2019
Dahua and Hikvision products are being widely and illegally sold to the US government GSA. The sellers are falsely claiming these China products to...
Ranking Manufacturer Favorability 2019 on May 06, 2019
24 manufacturer's favorability was ranked based on 170+ integrators feedback. Voting plus in-depth comments revealed insights on which brands were...

Most Recent Industry Reports

NJ Law Requires Apprenticeship For Public Works Integrators on May 24, 2019
Few integrators do a formal apprenticeship program. However, now a NJ law is requiring any integrator on public works projects (such as state...
Security / Privacy Journalist Sam Pfeifle Interview on May 24, 2019
Sam Pfeifle is best known as the outspoken former Editor of Security Systems News. After that, he was publications director at the International...
Verkada Video Quality Problems Tested on May 23, 2019
Verkada suffers from numerous video quality problems, not found in commercial IP cameras, new IPVM testing of Verkada vs Axis and Hikvision...
Average Frame Rate Video Surveillance 2019 on May 23, 2019
What is the average frame rated used in video surveillance systems? In IPVM's 2011 statistics, the average was 6-8fps increasing to ~10fps in...
Access Control Job Walk Guide on May 22, 2019
Significant money can be saved and problems avoided with an access control job walk if you know what to look for and what to ask. By inviting...
ASCMA / Monitronics Declares Chapter 11 Bankruptcy Plan on May 22, 2019
Monitronics is entering into Chapter 11 bankruptcy. The company, also called Ascent Capital Group Inc., aka ASCMA, aka Brinks Home Security,...
US Considers Sanctions Against Hikvision and Dahua on May 22, 2019
The US government is considering blacklisting "up to 5" PRC surveillance firms, including Hikvision and Dahua, Bloomberg reported, with human...
Dahua USA Celebrates 5 Years of Errors on May 21, 2019
Dahua USA is, in their own words, 'celebrating' 5 years in North America or as trade magazine SSN declared: Dahua Technology finds success in...
Axis ~$150 Outdoor Camera Tested on May 21, 2019
Axis has released the latest in their Companion camera line, the outdoor Companion Dome Mini LE, a 1080p integrated IR model aiming to compete with...
Covert Facial Recognition Using Axis and Amazon By NYTimes on May 20, 2019
What if you took a 33MP Axis camera covering one of the busiest parks in the US and ran Amazon Facial Recognition against it? That is what the...

The world's leading video surveillance information source, IPVM provides the best reporting, testing and training for 10,000+ members globally. Dedicated to independent and objective information, we uniquely refuse any and all advertisements, sponsorship and consulting from manufacturers.

About | FAQ | Contact