BCDVideo Expansion And Switch From HP To Dell Examined

Author: 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

******** **** **** **** **** **** ******* ******* ** *** past * ***** *** *** ********** ** ****, ******* **** recently ** ********* ***** **** ******** **** ** ** ****.

** **** ****, ***** ** *** ***** **** ******* ********** *** *** **-********** ******, ** **** **:

  • ******* ********
  • *******, ****** & *******
  • *********** **** ****
  • *** ************ **** ***** & ********* *********
  • *** *** ****** ***********
  • *** *********** ****** ***
  • ****** ** ***********
  • ** ********* ** ********** *****
  • ******* *****-** ************ *** *******
  • **-****** **** *** ** ** ***
  • ****** *******
  • ***** ***********
  • *********
  • ********* *****
  • *******

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

Company ********

*** ******* *** ****** ******* ~** ***** ***. *********, *** company ******* ** *********, ** **** ** ** ****, ****** that ******** *********** ******* ** *** **. **** ******* **** LinkedIn ***** *** *****:

**** *** ************* ** * **,***-******-**** ******** ** ******* *****, IL, ********* **** * ***** *** ********, ******* **** ** growth, ********* ** *** ***:

** **** ******* **,*** ****** **** *** *** ** *** 51,000 ****** ****... ** ******** ***** **** * ******* ******* last **** **** *****. **'* **** **'** ********.

*** **** **** **** * ***** ******* ** ***** ********* headquarters. *** ** ~*,*** ****** **** ********** ** ************ **** can ****** ******** *** ******* ** *** ****. *** ***** is * *** *** ***** ****** *** ****** ********. ******** they *** **** *** ** **** *** ****** ****** ** one **** ******* *** *** ** ******, **** *** *** emphasizing "*****'* ** ******** **** ****. ** ***** ********** ** hand."

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

*** ******* ***** **** ******* ** $** *******, ~ $* million *** ********, ****** **** *** ************ ******* ******** ***** and ******* *** **** **********:

***** **** **** *** **** * *****, **'** ********* **% growth ****-****-****. **** ***** *** ** *** ***** ** ********* and **** ** $** ******* ** *******. *** **'** ** around $** *******.

**** *** *********** $**-$*** ******* ** ****, ** ***** $** million ***** ** **** **** *********.

** ****, *** **** **** **** ~$** ******* ** ********* credit **** ******* ***** *** ****. **** **** **** ******* capital ***** **** ******* *** ** ****, *** ** ** not ********* *** ******* ** ********** **.

Dell ******

*** **** *** ****** ** **** *** ****** ******* ** HP's ******** ** *** ********** ************** **** *** *****, * ****** ********* ****** *** **-****** and ***** *******.

***** *** ** **** ******* **** ****, ***** ******* **** more ****** ** ****** ****, ******** *************, ********* ** ***:

*********, **’** *** ********* **** *** ***** **. *** ****** to **** **** ****** * ***** *** ** ***** *** us. ****’** *** *** **** * *** ** ******, *** a *** ** *****-***** ******. ** ****** ** * ******* discussion.

*** ***** **** **** **** ***** ***** ******* ** ****** and **** ******* *** ******** ******** **********.

Product ********

*** ****** * ***** ** ********-******* ******** (**** ***** **********************************) ** **** ** ****** *******,***** ********* ************ **** ** ******* ******** *** *****.

*** **** **** ******* ~**,*** ******* ** **** *** ***** typical ********** **** *** * ****** ** * ****.

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

*** ***** **** **** **** **** **** ** ********** ** size * ******,**** ********* *** ****** **** ******* ** **************, ** **** **** ******* *** ****** ** ** ****. BCD **** **** **** ***** **** **** **** ** ** these ****** ** *****. ***** *** **** ***** ** ** 'fine *****', *** **** ** **** **** ********* **** **** "calculate *** ****** *** ********* *** ******* ********* ** ******** that *******."

** ***** ****** *** ** ** ******** ************ **** ***** estimated ******** ************ ** ******* **********, ** *** **** ** losing **** *****-********* *****.

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

*** ************ **** *** *** ******* * '***** ********' ** special ****** *****, *********** ***** ** "**** ********* ***********" ** ********:

  • *-**** **** ******** ***, **-**** ************ ***** *******, ********* * ******* ****** "**** **** *****", which ******** *********** **** ****** ******* *** *** **** ****** to ****** *** ******** ****** *****, ***** *** ***** ***** create **** ******* ** **** ******.
  • ****** **** ******* **** **** *** **** ********* ** ** cost ** *** ********** (***** ********)
  • ***** ***** *** ********* ***** ******* **** **** ** **

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

*******, *** ** ********* **%-**% ****** **** **** ******** ** similar ** ** **** *******. *** **** ************ ******** ** Supermicro *** ***** ***-**** ************* ** **** *******. *******, **** server ************* ** *** ***** * *-**** **** ***** ********, which ** ******** **** *** *******. *** ********* **** **** assessment, *** **** **** *** ************* ****** ** ***** ****** than **** ** ***********.

************, ** *** **** *** ********* ***** *** ************* ****** marketing ******* ** ***** ************. **** ********** ** ****** *** standardized ** * ***** ****** ************ *** **** *** ******* hardware **** * ***-***** ******.

*** **** **** ******** ***** ******* *********** ** ** *********** with *** ********** ** ***** ***** *** ******* **** **** servers. ****** *** ******** ******* *** **** ************ ******* ** not * *********** ***** *** **** ****-***** ***********, ******** ** 10-15 ***** ***.

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

*** **** **** **** ** *** ********* *** ***** * specific ********* ** ******** *** **** ** ***** *********, ** addition ** ********* ***** * ******* ** *********** **** ***** manufacturer ******* *****. ***** ******* *** ******** *********, ***** ******** ******* ******** *** *********.

******* *** *********** ***** ******* *************, *** *** ****-****** *** certified **** **** ***, ****** *** ********** ** ************ ** each *** ***** ** *** ***********. *** **** ** ** important **** **** *** *** ************ ******* ** *********** ** how **** ****** *****, ******** ***** ****** ********* *** ******** memory *** **********.

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

*** **** **** ** *** *** *** ****** ********* ***** nor ********** *******.****** ********* *** ****** * ***** ******** ** *** ** ********** *** *** ******** **** ********** rose ******** ********* ********* ***** **** ******.

*** **** **** **** *** ********** ** ** ******* *********** to ****** ***-*** *******, *** *** *** ******* ** *******, Chinese-sourced ********.

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

*** **** ******* ****** ** *********** *** ******* *** *********** distribution ******* *** ** *** ******* ** * **************:

** *** *** ** *** ************ *****, ***** *** ** value *** **. **** **** **** **** **** ****** *****. Integrators *****’* ******* **** ***** **** ***** *********. **’** ******** credit *** * ****** ******. ** *** **** *******, ** we’re ****** ***** ***** *** **’** *** ******* *** *********** through *** ****** ** '** ** ****** **?'

**** **** **** ****** ***** "**** *** ** *** ************ basket" *** **** *** *** ************* *** **** ***.

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

*** ** *** ***** *********** *** *****, ****** ***** * in *** **** *** ****** **** *** ********* ** ********* their ***** *******:

** *** **** *** ***** ** **********, '****’* **** **** about *** *****?' ****’* ***, '****’** *** ** ** ****** enough.' ****** *** **** ****, ****** *** *** *** *****' commissions ** ****. ** ******* ** ***** ** ********* ** we ****’* ****** ******** *** *** *** ****** *** **** we ******* ** **** ******* **** *** *** *****.

*** * ***** **** ****** ****** ********** ****** ***************:

**** ** * ****** ***** ***** ** ***** ************, *** signing **-****** ***** **** ***** ******** ***** **** ** *** training.

****, *** ******** ********* *********(**** ******* ***** ******) ** ***** *** ******** ** *** Sales/Business *********** *******.

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

*** **** **** ** *** *** **** *********** **** ***** solutions, *** **** **** *** ********* * ****** *****/***** ******** strategy. **** ***** **** **** ***** ** ****** *******, *** price *** ** ********* ** ****, ***** ****** ******* ****** video. ****, **** *** **** **** ***** *** *** ********* for *****, ***** **** **** *********** **** *** **** ** migrate.

**** **** ** ********** ***** *** *****-***** *******/******* ********** ******, which **** **** * *********** **** * ****-***** *** ***-***** surveillance *********.

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

**** ****** **** ~*% ** ***** ***** **** **** ***** analytics **********, **** **** ** *** ********* ***** ******** ** startups, ** ***** ****-****-****** ********* **** ******* ******/***** *******. *** noted **** **** ********* ********* *********** *** ************ ************* (***+** RAM *** ******), ***** ******** *** ***** *************. ******* ** this, **** **** **** *** ******* ** **** *** ******** specifically *** ******* **** ***** ********* ********* ** **** ******* appropriately.

************, **** **** ****** ** ******** ******** ********** * ***** of ****, ******* **** ********* ** **** ******** **** ****** be ********* ** ******* ***** ******** ***, ***** ** ******** cost.

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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