BCDVideo Expansion And Switch From HP To Dell Examined

By: IPVM Team, Published on Mar 11, 2019

BCDVideo says they have more than tripled revenue in the past 5 years and are continuing to grow, powered most recently by switching their lead provider from HP to Dell.

In this note, based on our talks with CEO Jeff Burgess and CTO and Co-Founder Tom Larson, we look at:

  • Company overview
  • Revenue, growth & funding
  • Partnership with Dell
  • OEM partnerships with VMSes & analytics providers
  • Why BCD versus Competitors
  • Why Competitors versus BCD
  • Direct to integrators
  • No HiSilicon or Supermicro usage
  • Growing built-in manufacturer rep network
  • Ex-Seneca Reps end up at BCD
  • Onsite support
  • Cloud competition
  • Analytics
  • Appliance sales
  • Outlook

******** **** **** **** more **** ******* ******* in *** **** * years *** *** ********** to ****, ******* **** recently ** ********* ***** lead ******** **** ** to ****.

** **** ****, ***** on *** ***** **** CEO**** ********** *** *** **-********** ******, ** **** **:

  • ******* ********
  • *******, ****** & *******
  • *********** **** ****
  • *** ************ **** ***** & ********* *********
  • *** *** ****** ***********
  • *** *********** ****** ***
  • ****** ** ***********
  • ** ********* ** ********** usage
  • ******* *****-** ************ *** network
  • **-****** **** *** ** at ***
  • ****** *******
  • ***** ***********
  • *********
  • ********* *****
  • *******

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

Company ********

*** ******* *** ****** servers ~** ***** ***. Currently, *** ******* ******* 72 *********, ** **** 12 ** ****, ****** that ******** *********** ******* of *** **. **** excerpt **** ******** ***** the *****:

**** *** ************* ** a **,***-******-**** ******** ** Buffalo *****, **, ********* with * ***** *** shipping, ******* **** ** growth, ********* ** *** CEO:

** **** ******* **,*** square **** *** *** we *** **,*** ****** feet... ** ******** ***** over * ******* ******* last **** **** *****. It's **** **'** ********.

*** **** **** **** 2 ***** ******* ** their ********* ************. *** is ~*,*** ****** **** comprising ** ************ **** can ****** ******** *** systems ** *** ****. The ***** ** * new *** ***** ****** for ****** ********. ******** they *** **** *** do **** *** ****** builds ** *** **** between *** *** ** needed, **** *** *** emphasizing "*****'* ** ******** line ****. ** ***** everything ** ****."

Revenue, ****** & *******

*** ******* ***** **** revenue ** $** *******, ~ $* ******* *** employee, ****** **** *** relationship ******* ******** ***** and ******* *** **** consistent:

***** **** **** *** last * *****, **'** sustained **% ****** ****-****-****. Five ***** *** ** had ***** ** ********* and **** ** $** million ** *******. *** we're ** ****** $** million.

**** *** *********** $**-$*** million ** ****, ** which $** ******* ***** be **** **** *********.

** ****, *** **** they **** ~$** ******* of ********* ****** **** various ***** *** ****. They **** **** ******* capital ***** **** ******* out ** ****, *** it ** *** ********* the ******* ** ********** in.

Dell ******

*** **** *** ****** to **** *** ****** because ** **'* ******** to *** ********** ************** **** *** *****, a ****** ********* ****** for **-****** *** ***** systems.

***** *** ** **** problem **** ****, ***** offered **** **** ****** to ****** ****, ******** opportunities, ********* ** ***:

*********, **’** *** ********* that *** ***** **. But ****** ** **** just ****** * ***** lot ** ***** *** us. ****’** *** *** just * *** ** models, *** * *** of *****-***** ******. ** opened ** * ******* discussion.

*** ***** **** **** will ***** ***** ******* HP ****** *** **** support *** ******** ******** continuity.

Product ********

*** ****** * ***** of ********-******* ******** (**** video **********************************) ** **** ** access *******,***** ********* ************ **** ** ******* switches *** *****.

*** **** **** ******* ~16,000 ******* ** **** and ***** ******* ********** time *** * ****** is * ****.

"Guarantee" ** ****** ***********

*** ***** **** **** they **** **** ** integrator ** **** * server,**** ********* *** ****** will ******* ** **************, ** **** **** replace *** ****** ** no ****. *** **** they **** ***** **** less **** ** ** these ****** ** *****. While *** **** ***** is ** '**** *****', the **** ** **** only ********* **** **** "calculate *** ****** *** bandwidth *** ******* ********* to ******** **** *******."

** ***** ****** *** to ** ******** ************ with ***** ********* ******** requirements ** ******* **********, at *** **** ** losing **** *****-********* *****.

Pro - *** *** ****** ***********

*** ************ **** *** not ******* * '***** solution' ** ******* ****** sauce, *********** ***** ** "**** ********* ***********" ** ********:

  • *-**** **** ******** ***, on-site ************ ***** *******, ********* a ******* ****** "**** Your *****", ***** ******** replacement **** ****** ******* the *** **** ****** to ****** *** ******** failed *****, ***** *** notes ***** ****** **** privacy ** **** ******.
  • ****** **** ******* **** have *** **** ********* at ** **** ** the ********** (***** ********)
  • ***** ***** *** ********* weeks ******* **** **** or **

Con - *** *********** ** ***

*******, *** ** ********* 15%-20% ****** **** **** compared ** ******* ** or **** *******. *** cost ************ ******** ** Supermicro *** ***** ***-**** manufacturers ** **** *******. However, **** ****** ************* do *** ***** * 5-year **** ***** ********, which ** ******** **** BCD *******. *** ********* with **** **********, *** says **** *** ************* priced ** ***** ****** than **** ** ***********.

************, ** *** **** are ********* ***** *** significantly ****** ********* ******* of ***** ************. **** enterprise ** ****** *** standardized ** * ***** server ************ *** **** not ******* ******** **** a ***-***** ******.

*** **** **** ******** their ******* *********** ** be *********** **** *** capability ** ***** ***** own ******* **** **** servers. ****** *** ******** servers *** **** ************ systems ** *** * specialized ***** *** **** tech-savvy ***********, ******** ** 10-15 ***** ***.

OEM ************ **** ***** & ********* *********

*** **** **** **** 40 *** ********* *** offer * ******** ********* of ******** *** **** of ***** *********, ** addition ** ********* ***** 2 ******* ** *********** with ***** ************ ******* teams. ***** ******* *** customer *********, ***** ******** ******* Briefcam *** *********.

******* *** *********** ***** storage *************, *** *** load-tested *** ********* **** each ***, ****** *** difference ** ************ ** each *** ***** ** the ***********. *** **** it ** ********* **** know *** *** ************ because ** *********** ** how **** ****** *****, performs ***** ****** ********* and ******** ****** *** processors.

No ********* *** ********** ********

*** **** **** ** not *** *** ****** Hisilicon ***** *** ********** devices.****** ********* *** ****** a ***** ******** ** *** ** government *** *** ******** over ********** **** ******** ********* ********* ***** hack ******.

*** **** **** **** not ********** ** ** pushing *********** ** ****** low-end *******, *** *** not ******* ** *******, Chinese-sourced ********.

Direct ** ***********

*** **** ******* ****** to *********** *** ******* the *********** ************ ******* out ** *** ******* is * **************:

** *** *** ** the ************ *****, ***** had ** ***** *** us. **** **** **** that **** ****** *****. Integrators *****’* ******* **** terms **** ***** *********. We’re ******** ****** *** a ****** ******. ** own **** *******, ** we’re ****** ***** ***** and **’** *** ******* the *********** ******* *** ringer ** '** ** turned **?'

**** **** **** ****** their "**** *** ** the ************ ******" *** into *** *** ************* had **** ***.

Growing ************ *** *******

*** ** *** ***** manufacture *** *****, ****** hired * ** *** past *** ****** **** the ********* ** ********* their ***** *******:

** *** **** *** asked ** **********, '****’* your **** ***** *** Video?' ****’* ***, '****’** not ** ** ****** enough.' ****** *** **** year, ****** *** *** rep *****' *********** ** half. ** ******* ** watch ** ********* ** we ****’* ****** ******** for *** *** ****** and **** ** ******* to **** ******* **** the *** *****.

*** * ***** **** former ****** ********** ****** representatives:

**** ** * ****** sales ***** ** ***** surveillance, *** ******* **-****** sales **** ***** ******** sales **** ** *** training.

****, *** ******** ********* *********(**** ******* ***** ******) as ***** *** ******** of *** *****/******** *********** Manager.

Cloud *********** *******/***** ********** ******

*** **** **** ** not *** **** *********** from ***** *********, *** they **** *** ********* a ****** *****/***** ******** strategy. **** ***** **** with ***** ** ****** systems, *** ***** *** TB ********* ** ****, which ****** ******* ****** video. ****, **** *** that **** ***** *** not ********* *** *****, which **** **** *********** cost *** **** ** migrate.

**** **** ** ********** their *** *****-***** *******/******* monitoring ******, ***** **** from * *********** **** a ****-***** *** ***-***** surveillance *********.

Video ********* ************* ******

**** ****** **** ~*% of ***** ***** **** from ***** ********* **********, with **** ** *** analytics ***** ******** ** startups, ** ***** ****-****-****** companies **** ******* ******/***** support. *** ***** **** many ********* ********* *********** RAM ************ ************* (***+** RAM *** ******), ***** inflates *** ***** *************. Because ** ****, **** said **** *** ******* up **** *** ******** specifically *** ******* **** video ********* ********* ** size ******* *************.

************, **** **** ****** is ******** ******** ********** a ***** ** ****, without **** ********* ** what ******** **** ****** be ********* ** ******* their ******** ***, ***** on ******** ****.

Comments (14)

**** **** *** ****** boxes *** ***** **.

**'** **** ***** *** for *****, **** **********! They ***** ** **** a ******* *** *** always **********. ***** **** offer ******* ****** *** storage *********, ***** *** just **** ****** ** an ********** **** *** want ** ** ********, and ****'** ****** **** very ************* **** *** build-to-order ********.

** * ***'* ***** my *** *** * use ******** **** **** a **** ****. * have ***** ****** ********, VVSST ****** *** **** Supermicro. * ** *** a *** ** ******** manufacturer ***** ***** **** as *****, *****, *********, Vicon, *******, ***-***. **'* not **** **** ** not ****, **** **** don't **** *******. **** sharp ** ********* **** VMS **** *****, ***, San ******* *** ** local ** *****.

** *** **** ** geek ***, **** ******* on **** ***** ****** here:****** ** *******

**** ****! **** ** are *** ******* ** this ***?

*********

***Con - *** *********** ** *** sections has been updated with a note related to BCD pricing.

*** **-**% ******* ************ comes **** ** ********** from **** ***** ** a *** *******, ***** 1 **** ***. ** a ***** ******** ******* comparisons ******* ****, **, BCD (*** ***** *************), BCD *** ********* ****** than **** ********* ** that ****** (***** ********* a ****** ***** ** service *** ******** **** could **** ** ****** out **** **** **** manufacturers).

***********/******** *** ******* ******** or ******** ***** *** related ** *******, ******* or ******* **********.

* ****** **** **** findings ****. *'** ***** actually **** *** ** I *** ****** ** it ******* **** ** or **** ******.

**'** ****** *** * lot ** ***-- * can *** * ***** comparison. *** **** ***** and ***** ******* *** now ** ********* ******** is ******* *** **** dell ******** **** ****'* push **** ***** ************. Check *** *** *** specs *** ****-- ******** is ******* *** **** 12bay *** **** ** intel **** ****** **** or **** ** ***. Your ****** ******* *** the ** *** **** e.g. ******** ***.

*** **** ***** *** BCD ** ***** **** is *** ***** **** equipment *** ***** ******** is ***** *** *** get **** ****** *** a *** **** **** direct **** *** ***** manufacturers. **** ***** ****-- you *** ***** ******** source **** * *** points **** *-**% ** you **** *** ** work *** ***** ***** reps ** **** ******** game.

******** * ****: * have ***** ** * seminar **** *** ***** are ******** ******* **** Dell *** ****** ***** surveillance ************ ** **** actually ****** ******** ********** that *** ********* ** Dell ****** ******* ********* (which *** ** ******** for ******* **** ****** storage ************ *** *** necessarily ****** *** ***** surveillance ******* ************)? * don't **** *** *** that ** **** ** if ** ** **** marketing ****** ** * vendor?

** *** *** *** almost ***********( ********* *** of *** ******* ******* we ****) *** ************ and *** ***** ********* the *** *** ******** and ********** ** ****** inline **** *** ****** Dell *******( ** *** actually * **** *** partner *********) *** ** get **** ** *** BCD ******* ****** * week ***** ** ***** longer **** ** *** a ***** **** ****. Their ******** ******* ** outstanding *** ***** *** extra **** ** ***** is ***. ****, ***** most ** *** ****** base ** ** *** SLED ********, **** ******* are ****** ************ ** Dell.

* ***** ***** **** any ********* ***** **** BCD *** ******** ************ offset ** **** *** technical ******* *** *** from *** ** **** as *** *************-****** ********** times *** *** **** them ******** **** ***** direct ** ****. *** tech ******* *** (*** will) **** *** ******** and ****** ****** ****** that ***'* **** **** from ******** ** ***** product, *.*. ** ******* that ***** ****** ** the *** *********** ****. Plus, **** ******* *** take ***** ** ******* at *****. *** **** issue ** **** **'* such ** *******, ***** isn't * ******* **** BCD.

** ** ****. *************, ***** *** *** **** ***** **** in *** ****** ********. **** ******* *** *** ****** *** minuses. ** ***** ** ***** ********* ***** *******, * ***** give * **** ****** *** ** **. ** ***** ** customer *******, ******, * ***** ******** ********* ****, ********** *** Enterprise ********** *****.

**'* ********** ******* ******* ** ** ****** ** * ***** of ****** ******* ****** *** **** **** *** ** **** from * ******. ***** ******** ** ***** ******* ******* *** "Upgrade **** ******** *** ********.". ** ****'* ****** **** *** reported ******* ***, * ********* ****** *** **** **** ****** response.

****** ***? "******* **** ******** *** ********."

****** ***** ***? "******* **** ******** *** ********."

*** ***** * ******* ***** ******* ** ********** ** ***** to *** **** *****. * *** ** ***** **** *** same ****** ***** * ***** *** ********* ****** **** * ran **** ** ***** **** *** *********** *** *** ***** HBA. ******* *** ****** ****-********* ***** *** ***** ****** ** capture * **** ****, *** ***** * *** **** ************ threw ** *** ***** *** ******'* ******* *** *****.

*******, * **** ******** ** ** ******** ** *** ****** room ********** *** ********* **** *** ****** ****'* ***** ** front ** **. *** **** ****** ****** ********* ** *** effect **** ********.*** *** ****** * *******. * *** ********* that *** *** ***** * *** ******* ******* ** ******** to ** *********. **** * **** *** **** *** ********* during *** ****, ** ****** "****, ** ******** *** * problem **** ********.***."

****, ** *** ***** ****, **** ******* ********* ******** ****** early ** *** *******, ** ***** **** ********** ** ** effect. **** *** *** **** ************* ***** ***** ******** *** have ** ****** ***** ********* *** **** ** **** ****** levels **** ********** ** ***** ************ ******** ********.

** **** *** *** **** ***** ** ******* **** ** purchased **** *** ** *** **** ******** *** **** ******* was *** ********.

*** ** ????? *** might ** **** ** get * "*******" ***** from **** ***** *****. But ********; *** *** what *** *** ***.

**'** **** ***** *** for ***** * ****** or ****. ** **** to *** *** ******** of ******* ******, *** the *******, ******* *** support ** *** *** still *** **** *** is ***** ** ****. Custom ******, ******** ****-******, pre-sales *******, **** ***** support *** **** ***** behind *** ******* ************ that **** ****. * don't **** *** **** is ** ** ***** level ** ******* *** support.

*** ****** **** ** BCDVs **** **** ** ISC **** ** *** their *** ************** ********? While * ***** ** was *** ******** ** do * **** **** on *** *** ******* in *** **** ********, the ******* ********* *** responsiveness ** *** ****** was ********** *** ****** who ** ******* *** hyperconverged *********. **** *** a **** **** ******* live ******** ***** ********* from * ******* ****** and ** *** ****** seamless.

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