BCDVideo Expansion And Switch From HP To Dell Examined
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
Company ********
*** ******* *** ****** ******* ~** years ***. *********, *** ******* ******* 72 *********, ** **** ** ** 2009, ****** **** ******** *********** ******* of *** **. **** ******* **** LinkedIn ***** *** *****:
**** *** ************* ** * **,***-******-**** facility ** ******* *****, **, ********* with * ***** *** ********, ******* sign ** ******, ********* ** *** CEO:
** **** ******* **,*** ****** **** and *** ** *** **,*** ****** feet... ** ******** ***** **** * million ******* **** **** **** *****. It's **** **'** ********.
*** **** **** **** * ***** centers ** ***** ********* ************. *** is ~*,*** ****** **** ********** ** workstations **** *** ****** ******** *** systems ** *** ****. *** ***** is * *** *** ***** ****** for ****** ********. ******** **** *** they *** ** **** *** ****** builds ** *** **** ******* *** two ** ******, **** *** *** emphasizing "*****'* ** ******** **** ****. We ***** ********** ** ****."
Revenue, ****** & *******
*** ******* ***** **** ******* ** $70 *******, ~ $* ******* *** employee, ****** **** *** ************ ******* employee ***** *** ******* *** **** consistent:
***** **** **** *** **** * years, **'** ********* **% ****** ****-****-****. Five ***** *** ** *** ***** 25 ********* *** **** ** $** million ** *******. *** **'** ** around $** *******.
**** *** *********** $**-$*** ******* ** 2019, ** ***** $** ******* ***** be **** **** *********.
** ****, *** **** **** **** ~$35 ******* ** ********* ****** **** various ***** *** ****. **** **** that ******* ******* ***** **** ******* out ** ****, *** ** ** not ********* *** ******* ** ********** in.
Dell ******
*** **** *** ****** ** **** was ****** ******* ** **'* ******** to *** ********** ************** **** *** *****, * ****** typically ****** *** **-****** *** ***** systems.
***** *** ** **** ******* **** Dell, ***** ******* **** **** ****** to ****** ****, ******** *************, ********* to ***:
*********, **’** *** ********* **** *** still **. *** ****** ** **** just ****** * ***** *** ** doors *** **. ****’** *** *** just * *** ** ******, *** a *** ** *****-***** ******. ** opened ** * ******* **********.
*** ***** **** **** **** ***** offer ******* ** ****** *** **** support *** ******** ******** **********.
Product ********
*** ****** * ***** ** ********-******* hardware (**** ***** **********************************) ** **** ** ****** *******,***** ********* ************ **** ** ******* ******** *** UPSes.
*** **** **** ******* ~**,*** ******* in **** *** ***** ******* ********** time *** * ****** ** * days.
"Guarantee" ** ****** ***********
*** ***** **** **** **** **** with ** ********** ** **** * server,**** ********* *** ****** **** ******* to **************, ** **** **** ******* *** server ** ** ****. *** **** they **** ***** **** **** **** 10 ** ***** ****** ** *****. While *** **** ***** ** ** 'fine *****', *** **** ** **** only ********* **** **** "********* *** ensure *** ********* *** ******* ********* to ******** **** *******."
** ***** ****** *** ** ** somewhat ************ **** ***** ********* ******** requirements ** ******* **********, ** *** cost ** ****** **** *****-********* *****.
Pro - *** *** ****** ***********
*** ************ **** *** *** ******* a '***** ********' ** ******* ****** sauce, *********** ***** ** "**** ********* ***********" ** ********:
- *-**** **** ******** ***, **-**** ************ ***** *******, ********* * ******* called "**** **** *****", ***** ******** replacement **** ****** ******* *** *** user ****** ** ****** *** ******** failed *****, ***** *** ***** ***** create **** ******* ** **** ******.
- ****** **** ******* **** **** *** been ********* ** ** **** ** the ********** (***** ********)
- ***** ***** *** ********* ***** ******* than **** ** **
Con - *** *********** ** ***
*******, *** ** ********* **%-**% ****** cost **** ******** ** ******* ** or **** *******. *** **** ************ compared ** ********** *** ***** ***-**** manufacturers ** **** *******. *******, **** server ************* ** *** ***** * 5-year **** ***** ********, ***** ** included **** *** *******. *** ********* with **** **********, *** **** **** are ************* ****** ** ***** ****** than **** ** ***********.
************, ** *** **** *** ********* names *** ************* ****** ********* ******* of ***** ************. **** ********** ** groups *** ************ ** * ***** server ************ *** **** *** ******* hardware **** * ***-***** ******.
*** **** **** ******** ***** ******* competition ** ** *********** **** *** capability ** ***** ***** *** ******* from **** *******. ****** *** ******** servers *** **** ************ ******* ** not * *********** ***** *** **** tech-savvy ***********, ******** ** **-** ***** ago.
OEM ************ **** ***** & ********* *********
*** **** **** **** ** *** customers *** ***** * ******** ********* of ******** *** **** ** ***** companies, ** ******** ** ********* ***** 2 ******* ** *********** **** ***** manufacturer ******* *****. ***** ******* *** customer *********, ***** ******** ******* ******** *** Anyvision.
******* *** *********** ***** ******* *************, BCD *** ****-****** *** ********* **** each ***, ****** *** ********** ** capabilities ** **** *** ***** ** the ***********. *** **** ** ** important **** **** *** *** ************ because ** *********** ** *** **** stores *****, ******** ***** ****** ********* and ******** ****** *** **********.
No ********* *** ********** ********
*** **** **** ** *** *** any ****** ********* ***** *** ********** devices.****** ********* *** ****** * ***** issue*** ** *** ** ********** *** and ******** **** ********** **** ******** ********* ********* ***** **** ******.
*** **** **** **** *** ********** in ** ******* *********** ** ****** low-end *******, *** *** *** ******* at *******, *******-******* ********.
Direct ** ***********
*** **** ******* ****** ** *********** and ******* *** *********** ************ ******* out ** *** ******* ** * differentiator:
** *** *** ** *** ************ layer, ***** *** ** ***** *** us. **** **** **** **** **** credit *****. *********** *****’* ******* **** terms **** ***** *********. **’** ******** credit *** * ****** ******. ** own **** *******, ** **’** ****** those ***** *** **’** *** ******* the *********** ******* *** ****** ** 'Is ** ****** **?'
**** **** **** ****** ***** "**** out ** *** ************ ******" *** into *** *** ************* *** **** off.
Growing ************ *** *******
*** ** *** ***** *********** *** firms, ****** ***** * ** *** past *** ****** **** *** ********* of ********* ***** ***** *******:
** *** **** *** ***** ** integrator, '****’* **** **** ***** *** Video?' ****’* ***, '****’** *** ** my ****** ******.' ****** *** **** year, ****** *** *** *** *****' commissions ** ****. ** ******* ** watch ** ********* ** ** ****’* create ******** *** *** *** ****** and **** ** ******* ** **** forward **** *** *** *****.
*** * ***** **** ****** ****** competitor ****** ***************:
- *** *********** *** *********
- *** *********** *** *******
- ******* *** **** ******/******* ******
- ********* *** **** ****** (*****, ********, and *********)
- *** ******* ***** *******.
**** ** * ****** ***** ***** in ***** ************, *** ******* **-****** sales **** ***** ******** ***** **** up *** ********.
****, *** ******** ***** **** ********* [link ** ****** *********] (**** ******* rival ******) ** ***** *** ******** of *** *****/******** *********** *******.
Cloud *********** *******/***** ********** ******
*** **** **** ** *** *** much *********** **** ***** *********, *** they **** *** ********* * ****** local/cloud ******** ********. **** ***** **** with ***** ** ****** *******, *** price *** ** ********* ** ****, which ****** ******* ****** *****. ****, they *** **** **** ***** *** not ********* *** *****, ***** **** take *********** **** *** **** ** migrate.
**** **** ** ********** ***** *** cloud-based *******/******* ********** ******, ***** **** from * *********** **** * ****-***** but ***-***** ************ *********.
Video ********* ************* ******
**** ****** **** ~*% ** ***** sales **** **** ***** ********* **********, with **** ** *** ********* ***** supplied ** ********, ** ***** ****-****-****** companies **** ******* ******/***** *******. *** noted **** **** ********* ********* *********** RAM ************ ************* (***+** *** *** server), ***** ******** *** ***** *************. Because ** ****, **** **** **** are ******* ** **** *** ******** specifically *** ******* **** ***** ********* companies ** **** ******* *************.
************, **** **** ****** ** ******** software ********** * ***** ** ****, without **** ********* ** **** ******** they ****** ** ********* ** ******* their ******** ***, ***** ** ******** cost.
**'** **** ***** *** *** *****, zero **********! **** ***** ** **** a ******* *** *** ****** **********. While **** ***** ******* ****** *** storage *********, ***** *** **** **** things ** ** ********** **** *** want ** ** ********, *** ****'** always **** **** ************* **** *** build-to-order ********.
** * ***'* ***** ** *** box * *** ******** **** **** a **** ****. * **** ***** others ********, ***** ****** *** **** Supermicro. * ** *** * *** of ******** ************ ***** ***** **** as *****, *****, *********, *****, *******, LNL-NVR. **'* *** **** **** ** not ****, **** **** ***'* **** forever. **** ***** ** ********* **** VMS **** *****, ***, *** ******* and ** ***** ** *****.
** *** **** ** **** ***, stay ******* ** **** ***** ****** here: ****** ** *******
***Con - *** *********** ** *** sections has been updated with a note related to BCD pricing.
*** **-**% ******* ************ ***** **** my ********** **** **** ***** ** a *** *******, ***** * **** ago. ** * ***** ******** ******* comparisons ******* ****, **, *** (*** other *************), *** *** ********* ****** than **** ********* ** **** ****** (while ********* * ****** ***** ** service *** ******** **** ***** **** be ****** *** **** **** **** manufacturers).
***********/******** *** ******* ******** ** ******** about *** ******* ** *******, ******* or ******* **********.
* ****** **** **** ******** ****. I've ***** ******** **** *** ** I *** ****** ** ** ******* with ** ** **** ******.
**'** ****** *** * *** ** BCD-- * *** *** * ***** comparison. *** **** ***** *** ***** against *** *** ** ********* ******** is ******* *** **** **** ******** with ****'* **** **** ***** ************. Check *** *** *** ***** *** 2019-- ******** ** ******* *** **** 12bay *** **** ** ***** **** either **** ** **** ** ***. Your ****** ******* *** *** ** bay **** *.*. ******** ***.
*** **** ***** *** *** ** since **** ** *** ***** **** equipment *** ***** ******** ** ***** you *** *** **** ****** *** a *** **** **** ****** **** the ***** *************. **** ***** ****-- you *** ***** ******** ****** **** a *** ****** **** *-**% ** you **** *** ** **** *** phone ***** **** ** **** ******** game.
******** * ****: * **** ***** in * ******* **** *** ***** are ******** ******* **** **** *** larger ***** ************ ************ ** **** actually ****** ******** ********** **** *** available ** **** ****** ******* ********* (which *** ** ******** *** ******* data ****** ******* ************ *** *** necessarily ****** *** ***** ************ ******* requirements)? * ***'* **** *** *** that ** **** ** ** ** is **** ********* ****** ** * vendor?
** *** *** *** ****** ***********( including *** ** *** ******* ******* we ****) *** ************ *** *** price ********* *** *** *** ******** and ********** ** ****** ****** **** our ****** **** *******( ** *** actually * **** *** ******* *********) and ** *** **** ** *** BCD ******* ****** * **** ***** it ***** ****** **** ** *** a ***** **** ****. ***** ******** service ** *********** *** ***** *** extra **** ** ***** ** ***. Also, ***** **** ** *** ****** base ** ** *** **** ********, they ******* *** ****** ************ ** Dell.
* ***** ***** **** *** ********* costs **** *** *** ******** ************ offset ** **** *** ********* ******* you *** **** *** ** **** as *** *************-****** ********** ***** *** get **** **** ******** **** ***** direct ** ****. *** **** ******* can (*** ****) **** *** ******** and ****** ****** ****** **** ***'* even **** **** ******** ** ***** product, *.*. ** ******* **** ***** things ** *** *** *********** ****. Plus, **** ******* *** **** ***** to ******* ** *****. *** **** issue ** **** **'* **** ** unknown, ***** ***'* * ******* **** BCD.
** ** ****. *************, ***** *** the **** ***** **** ** *** server ********. **** ******* *** *** pluses *** *******. ** ***** ** their ********* ***** *******, * ***** give * **** ****** *** ** hp. ** ***** ** ******** *******, though, * ***** ******** ********* ****, especially *** ********** ********** *****.
**'* ********** ******* ******* ** ** manned ** * ***** ** ****** trained ****** *** **** **** *** to **** **** * ******. ***** response ** ***** ******* ******* *** "Upgrade **** ******** *** ********.". ** didn't ****** **** *** ******** ******* was, * ********* ****** *** **** same ****** ********.
****** ***? "******* **** ******** *** ********."
****** ***** ***? "******* **** ******** *** software."
*** ***** * ******* ***** ******* to ********** ** ***** ** *** next *****. * *** ** ***** with *** **** ****** ***** * agent *** ********* ****** **** * ran **** ** ***** **** *** replacement *** *** ***** ***. ******* the ****** ****-********* ***** *** ***** unable ** ******* * **** ****, the ***** * *** **** ************ threw ** *** ***** *** ******'* suggest *** *****.
*******, * **** ******** ** ** standing ** *** ****** **** ********** the ********* **** *** ****** ****'* right ** ***** ** **. *** blue ****** ****** ********* ** *** effect **** ********.*** *** ****** * problem. * *** ********* **** *** the ***** * *** ******* ******* in ******** ** ** *********. **** I **** *** **** *** ********* during *** ****, ** ****** "****, hp ******** *** * ******* **** storport.sys."
****, ** *** ***** ****, **** support ********* ******** ****** ***** ** the *******, ** ***** **** ********** is ** ******. **** *** *** more ************* ***** ***** ******** *** have ** ****** ***** ********* *** help ** **** ****** ****** **** attempting ** ***** ************ ******** ********.
** **** *** *** **** ***** of ******* **** ** ********* **** the ** *** **** ******** *** Dell ******* *** *** ********.
*** ** ????? *** ***** ** able ** *** * "*******" ***** from **** ***** *****. *** ********; you *** **** *** *** ***.
**'** **** ***** *** *** ***** a ****** ** ****. ** **** to *** *** ******** ** ******* direct, *** *** *******, ******* *** support ** *** *** ***** *** from *** ** ***** ** ****. Custom ******, ******** ****-******, ***-***** *******, post ***** ******* *** **** ***** behind *** ******* ************ **** **** make. * ***'* **** *** **** is ** ** ***** ***** ** service *** *******.
*** ****** **** ** ***** **** room ** *** **** ** *** their *** ************** ********? ***** * admit ** *** *** ******** ** do * **** **** ** *** the ******* ** *** **** ********, the ******* ********* *** ************** ** the ****** *** ********** *** ****** who ** ******* *** ************** *********. They *** * **** **** ******* live ******** ***** ********* **** * Genetec ****** *** ** *** ****** seamless.
** ****** **** ***'* ******** **** is ***** **** *** ***** ** support **** ***, *** ****'* *****. But *'* ******** ** ** **** else *** ******** **** * ********** standpoint. *** **** *** **** ******* Genetech ** *** ** * **** server *** ************ **? *** "*****-********* solution" ** **** *** ******* ******** else's ************** ********, *****? ***, *'* all *** ***** ******* *** *******, that ** ********, *** *'* **** trying ** **** *** **** *** actual ********** ********* **?
*** **** **** *** *** ****** to **** ********* ***** ** ******* from * ********* **********. **** ***** differentiation ** ****** *** ******** *******/******** and ******* ********** ****** *** ***********:
Pro - *** *** ****** ***********
*** ************ **** *** *** ******* a '***** ********' ** ******* ****** sauce, *********** ***** ** "**** ********* ***********" ** ********:
- *-**** **** ******** ***, **-**** ************ ***** *******, ********* * ******* called "**** **** *****", ***** ******** replacement **** ****** ******* *** *** user ****** ** ****** *** ******** failed *****, ***** *** ***** ***** create **** ******* ** **** ******.
- ****** **** ******* **** **** *** been ********* ** ** **** ** the ********** (***** ********)
- ***** ***** *** ********* ***** ******* than **** ** **
*** **** ******* ** ************ ****. Very *****, **** *********. ****** *********.
****
******:*** **** ******* *** ******** **** Inc ******* ******* ******* ** $**.* ******* ** from $**.* ******* ****** ** ****. Inc **** ******** **********.
**** **** *** ****** ***** *** agent **.