Axis Sales and Support Programs Examined

Author: 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

Buy Arecont: Top Bid $10 Million Cash on May 22, 2018
Last year, Arecont had a deal for a purchase price of $170 million (see Failed Arecont China Acquisition). This year, Arecont has a deal for a...
Exacq Improving Technical Support, Responding To Integrator Complaints on May 21, 2018
Exacq had been a long-term favorite of integrators, but since their 2014 Tyco acquisition, Exacq has fallen in IPVM integrator studies (though...
Best Manufacturer Technical Support 2018 on May 21, 2018
While 5 manufacturers made the worst technical support 2018 list, only 3 stood out as providing the best technical support to 190+ integrators in...
Stealth / UCIT - Remote Video Monitoring Provider Profile on May 18, 2018
Can 2 remote video monitoring companies, Stealth Monitoring from the US and UCIT from Canada combine to impact the market and compete in a changing...
Worst Manufacturer Technical Support 2018 on May 16, 2018
5 manufacturers stood out as providing the worst technical support to 190+ integrators in new IPVM results. These integrators answered: In the...
Top Benefits Of Attending Trade Shows (Statistics) on May 15, 2018
150 integrators told IPVM: What are the top benefits of going to trade shows? The clear top 2 responses in order: (1) Networking (2) New...
March Networks Targets Cannabis Market on May 10, 2018
Will the next March Networks customer appreciation event be held a steakhouse or at a Taco Bell at 2 am? Can March sell the types of systems to the...
Canon Acquires Briefcam, Now Owns Briefcam, Milestone and Axis on May 09, 2018
Canon already owns two of the biggest names in video surveillance, Axis (acquired in 2015) and Milestone (acquired in 2014). Now, Canon...
Integrator Technician Field Software Usage (Statistics) on May 07, 2018
Maintaining accurate notes and documentation from field technicans is a difficult and important task for a security integrator operation. Keeping...
Integrators Divided On Website Importance to Business (Statistics) on May 04, 2018
Are websites important? Still quite a number of integrators have no websites.  New IPVM statistics show that nearly half of all integrators find a...

Most Recent Industry Reports

Buy Arecont: Top Bid $10 Million Cash on May 22, 2018
Last year, Arecont had a deal for a purchase price of $170 million (see Failed Arecont China Acquisition). This year, Arecont has a deal for a...
Installing Box Cameras Indoors Tutorial on May 22, 2018
This tutorial starts our physical installation for video surveillance series, starting with Box Cameras, one of the oldest and most basic types....
The Hikvision Smart Classroom Behavior Management System on May 22, 2018
Hikvision's rapidly growing offering of analytics, which we most recently examined with Hikvision's ethnic minority analytics, is now going into...
Dahua Intrusion Analytics And VMD Tested on May 21, 2018
Dahua ships basic analytics on practically all their cameras, ranging from low cost to high end. To see how these analytics work in real world...
Exacq Improving Technical Support, Responding To Integrator Complaints on May 21, 2018
Exacq had been a long-term favorite of integrators, but since their 2014 Tyco acquisition, Exacq has fallen in IPVM integrator studies (though...
Best Manufacturer Technical Support 2018 on May 21, 2018
While 5 manufacturers made the worst technical support 2018 list, only 3 stood out as providing the best technical support to 190+ integrators in...
Stealth / UCIT - Remote Video Monitoring Provider Profile on May 18, 2018
Can 2 remote video monitoring companies, Stealth Monitoring from the US and UCIT from Canada combine to impact the market and compete in a changing...
Cybersecurity for IP Video Surveillance Guide on May 18, 2018
Keeping surveillance networks secure can be a daunting task, but there are several methods that can greatly reduce risk, especially when used in...
Forced Entry / Duress Access Tutorial on May 17, 2018
Even though access control normally keeps people safe, tragedies have revealed a significant issue. If users are forced to unlock doors for...
ADT Stock Drops 50% Since IPO on May 17, 2018
It has been a brutal 4 months for ADT. They first expected to IPO at ~$18. They IPOed at $14, dropping immediately to $12.39 And now, not even...

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