Brivo CEO Speaks On Enterprise Expansion & Sales Organization Growth
For many years, Brivo was primarily focused on SMB and had a relatively small sales organization. But, with compounding growth and $92 million of new funding, Brivo's CEO tells IPVM they are now expanding in enterprise with a rapidly growing sales team.
In this note, based on the interview with Brivo CEO Steve Van Till, we examine Brivo's strategies, how it plans to grow, and how Brivo's growing size contrasts with LenelS2.
Executive *******
***** ***** **** ** ** *** disclosing ******* ******* *********** ** ***** $*** ******* ****** revenue ** ****, ** ** ******** ******* ** almost ******** *** ***** **** *** shifting ********* ******* ** ****** ********** customers ************* $** ******* ** ******* **** Secom**** ****, *****'* *** ***** *** Till **** ****.
***** *** ***** ***** **** **** 50% ** *****'* *******, *** **** emphasized **** "*****'* ****** ** ***** into ********** ** *** ******* *********** arena" *** **** ** ** ********* "enterprise-class ********."
Emphasis ** ********** *********
***** **** **** ** *** **,*** commercial ***-***** *** **** *** **********-**** subscription ******** ** ** ***% *** in ****. *** **** ********** **** most ** *** **** ****** ******* features *** ********* ** ********** *********:
*** ****** ** ********** **** ********* or *********** **** ** **** ** 150%+ **** **** ****, *** ** people *** ****** ** ** *** more ********* ********* **** ** ****, and **'* * ***** *** *** size ** *** ************ ******* **** larger **********-***** ********* *** ***** ** need *** *** ****** **** *** in **** ******.
***** **** ** *****'* ******* ***** comes **** *** ** *** ************ sold ** - *** ***** ** medium-sized **********, *** ******* *** ***** both *********** *** ********* ******* ** shift ** ****** **********-**** ****** ****, Van **** **** ****:
*** ******** ** *** ********* *** still **** **** **% ** *** revenue ** **** *** *********** ******** base, ***** ** ****, * **** healthy ***** ** ***-****** **** *********.
*** ******, *******, ** ***** **** enterprise ** *** ******* *********** *****. So **** ** **** **'** ***** that's ***; ** *** ****** ** how **** ** *** ****** *** spending ***** **** *****, **'* ** enterprise-class ********.
** ***'** ******* ** **** **'** doing **** *********, **'** ******** * big **** ** *** ********* ****** away **** *** ***-****** *** ****** enterprise. ** **** ** ***** ** are ****** ******* *** ******* ****** of *** ******, *** **'* **** where **'** ****** ** **** **** faster.
Brivo's ********** *********
*** **** **** ** ** ******** conference **** ********** ***** **** *** manufacturer's ******* *********** ** *** ********** process ********* ******** ****** ********. *** example, *** ** *****'* *********, ***** Outfitters, * ****** ******* ***** **** 23,000 *********, ***** ******** ************ ** functionality ***, ** *** **** ****, centralized ****. ** ******** ** **** need, *** **** **** **** *****'* enterprise-level ****** *** "****** ******* **,*** - ***,*** [****** *****] ** * time."
*****'* **********-**** ************, ******** ** ****, is **** ***** **** ********* **** its ******* ************, ********* ** *** Till. ** **** **** ***** ***** was * "****** ******" *** **** a ******* **** ** ****** *** more ****** ********, *** ******* ***** to *** *** "****** *****" *** this **** *******, ************ ** *** 153% ********** ***** ****** ** ****.
Strategies ** ****** ********** *********
** ******* *** ********** *********, ***** attended ****** *** ******* ** ******* conversation **** ******* *** *********** ** better ********** ***** *****:
** **** ****** ****** *********** ****, *** **** * **** ****** dialogue **** *** ** ***** **********, engineers, *** *********** **** ** **** to. ** *** * *** **** interest **** ****. ** **** ** hear **** **** ** *** ** these ********* ** *** *** ** a ***** ********, **** *** ******* at ** *** ***** **** ********** refresh, ***** ***** ** * **** away ** *** ***** **** ** something **** ****. *** * ***** they've ******* ****** *** ****, ** to *****, *** *** ******* ** move ** ****** ************ **** *****.
**** ********** ********* **** ** ******* to *** ***** ** * ******* manner, ****** *** ** ******* ********* at * ****, *** **** *********:
*** ** *** *** ********** **** enterprises **** ***** *** ** ****'** got ** ********* ********* ** ********* ages, *** **** ** **** *** AMAG, *** **** ** **** *** Lenel, *** ***** ***** *** * few ****** ***** ***** ******* ******. When **** ****** ***** ** ***** a ********* ** *** *****, *** do **** ** ** ** ** incremental ***?
******* *** ********** *****, *** ****** system ******, *** ****, **** *** gray **** ** *** ****** ** how *** ** ** ******* ** the ************* **** * **** **** CSOs, ***, ** ********, ***** **** have * ******* ****** ** ****** every ****. ** **** **** ** do * ***** ********** ******, **** often **** **** ** **** **, they **** ** ***** ** *** over ***** ***** **** *****, ** five ***** ******* **** *** **** afford ** ** **** ** **** they **** ** **** ****. ****'* one ** *** ********* ********* ** the ******** *** ********* ** ** platforms, ** *** *****, ** ***** wallet. **'* ****'* *** **** **** they *** **** ***** ** ***** budgetary ***********.
** *** ********** *********, *** **** pointed *** *** ********* ** ********** Brivo *** ** ******* ** ***** offerings ** *** ******:
- **** ******** *** *** ******* (******** consolidations)
- ********** ** ******** ************
- ***** **********
- ********: ***** **** ******* **** ********* models/feature ****** *** **** ***** ***** directly ** *****, *** ***** ******* Eagle ***. (********* ****** **** ******* they **** *** *** *** *****; they *** **** **** *** ****-************ device)
*** **** ******** ** *** ******** of *** ***** **** ******* *** company ************ *** ***** **** ** *** website:
*** ***** ***** ******** ** ** for ****** **** ****** ***********, ****** detection, ** ****** *********. **'* ****** directly ** ** *** *** ***** doorbell ******* ****'* ***** ** ** released. **'* ****** ******** ** ** for *** ******** ******* **'** *** for * **** ****, ***** **** grabs *** **** ****** ***** ** a **** ******.
*** *** ***** ****** **** **** to ** ***, **'** **** ****** an ***** ********* **** **** ****** so **** *** ***** ****** ** any ****** **** *** **** ** an ***** ****** *** **** ** that ***. ********, ** ******, *** talk ** ** ***** ******, ** can ******* ****, ** **** *** open ** * ****** ******, ** a ******** ***** *** ** **** a ****** ****** ****** ** *** have *** ***** ** ** *** all ***** ******** ****** ******* **** things *** **** ******* ****** ***** over ***** *** *********** ********* *****.
80-People ******** ** *** ***** **** ** ~*** ****** ** *****
*****'* ****** ***** *************** ***** ****** ** ********** ******** **** **** *** ******* has ***** ** ****** ** *** sales **** ** *** **** ****:
**** *** ********, ********* ** *****'* investment, ***** *****'* ***** **** ~*** people *** *** ***** ******** ***** ~440, *** **** **** ****. ******** shows ***** **** **% ********* ****** in ****:
****** **% ** *** *** ***** hires **** ** ******, ** ***** tripled *** ****** **** ** ~** people, *** **** *********:
**'** ******* *** **** ** *** sales **** *****. ** *** * small ******. **'* *********** ** ****** now *** ******. ***** ** *** of *** ** *** ** ******* support ***** ** *** ****** *********** reps, *** *** ***** ******* ***********.
*****'* ******** ****** ** ****** ******** an *** **** ****** **** ****** up ** ********* "** *** **** winter," *** **** ****.
Bigger ***** **** **** *******
***** *** *** * ****** ***** team *** ******* ** **** ***** employees ** *******, ******* ******* ***** far **** ******* **** *****:
*******, *****'* ******* ****** ** *** faster **** *****'*. ** ******** *** report ** *********** **** *** *** company's *********** *******.
No ******* ** ********* + ******* **** *** ******** ***** ** ***********
*** **** **** **** **** ** the *** ** * **********, ** is *** *** ***** ** ******* on*** ********* / ******* / ******* deal. ** *** ********* **** ***** supports ******* ****** *** *** ****** migration **** *** ****** ********* ***** the ******* ******** **************:
**** * *** **** *** [** that] **'** ********* ******* ****** *** [around] **** ***** *** **** **** other ********* ****, *** ** ****** can ******* **** *** *** ** those ****** ********* **** ** ***** without ******* *** ********* *** ** that ******* ***** ********. *****'* * little *** ** **** **** ********* on **** ******* **** **** *** if **'* *** *** *** ****** like ****, *** *********, **'* **** to *** **** ****** *** ******* over ** ***** ** ******* ********.
Building ************* **** *********** *.*. *** *****
*** **** * ****** ***** **** than ******* *** ***** ***********, *** Till ********* **** ** ***** * well-staffed ***** **** ** ***** ************* with *** ********** *******:
** ***'** *** ** * ************ with **** ***********, **** *** **** person *** ***** **** *** ****** may ****** ** **** ************. * channel, *** ******** *********** *******, ** particular, ** * ******, ********* ************, and *** ***'* **** *** ** sit *****. ** **** * *** of ***********, *** ****'** ********* ** making ********** ****.
*****'* **** *** ********* ****** ** engagement **** ********* ***** ** *********** and *** *****, *** **** **** IPVM. *** ****** *********** **** **** marketing **** **** *****:
***** *** **** ** *** *********** who ** **% ** ***** *** lead ***. *** ** *** ***** entities **** **'** *** ******** ****, the *** *****, ****, ** **** in *** ********, **** **** **********, and ** **** *****, ************* ***** recognition, **** **** **** ********* ***********, and ****'** **** ****-********** **** ***, so ** *** * ***** **** of **** ******* **** ****.
***** ***** * ****** **** ** lead ********** *** *** ******* ********** partners **** *** ********* *********, *** Till ****:
*** ******* **** ***'* **** ** many *********, *** ********* *********, ** the ***** ** ***** ** *** the ******** ******** *** ******** *********. We *** ****** **** ** ** lead *** *** **** *** **** do *** *********. ** **** **** ways.
******* ********** *************, ***** ****** ************* with ****** *** ***** ** **** since **** *** **** ****** ** have * **** ********* ** ********. Van **** *****:
*** ***** ******* **** ***'** ****** to *** ******* ** *** *** national *********** ** **** *** ****** the *** [**], *** **** ****** it ** **** *** ***-**** *** contacted ** ********. *** ** *** reasons *** **** ** **** **** the ******* ********* **** ********* ******** personnel, **** *** ****** *** ** to *** *** *** ********* ** who's *** ** *** ********. ****'** also **** **** ****** ** **** to ** * **** ****** ******* of *** ************, *** **** ******** in *** ****, *** ** **** initiate ***** ************* **** **, *** then, ** ******, ** **** *** channel **** ** *** *********.
Third-Party ***********
***** *** ********** *** ************ ** third-party ************ **** **** ** ********* part ** *** ********** *****, ********* with ***** ****** *** ***** ********** APIs. *** **** ********* **** **** is * ******* ** ***** *** industry ** ********* **** ** ********* applications **** ***. ***** *** *** API ******** ****** ****** *****, ******** management, *********, ********* ************, ***. *** Till ********** **** *** ******** *** added ************ *** ******** *** ***** and *** ****** * ****-******* ******.
Integration **** ***** ************
*** **** ******* ***** *** ******* on *********** **** ***** ************ **** an ****** ******* ********'* **********. ** said **** ***** ** *** **** there ***** ** ******* ***********, ** has ******* **** *********** ************* ************ the *** ***** ** *** ********:
** *** ******* ** ***** * bit ** *** ***** **** * think *** *** ***** *** ****** primarily ******* ** ****** ******* *** different **** ***** *** ******** ********* using ** ******** *** * ***** system. ** ******, *** *** *** be ******** ** *** ******** ********.
**** ********'* ******* ** *** ***** through *** ****** ******* ****, **** the ****** **** ****'** ***** ** want **** ***** ** **** **** context **** **** **** ** ** with ***** ****** *** ** *****. It's **** **** ** ** * lot **** **** ***** *********** *** simplistic ****** **** **** ***** **** recently **** ** *** *** ******* very, **** ******** ******** *********** *** you **** ** ******** ** *** comings *** ****** ** *** ********.
*** **** **** ** ***** ******* to **** *** *********** ******* ****** control *** ***** ************ ***** *******:
* ***** **** ** **** ** it, ** **** ** *** ***********, for *******, *** *** ****** **** we **** ******* **** *** * camera ** **. *'** *** **** dream *** *****, ***** * **** the ****** ** ***** ****. [**'*] very, **** ********* ** ******* ******* it's * *** ** ***** ******* to *** * ****** ****** *****. People ***** **** ** ** *** say, *'* **** ** **** **, but **'* *** ****, ** **** might *** **** **'* **** ** that's ************. **** *'* ****** ** that ** ********** ****** **** ****** changes **** ********. **, ** *** API ****, **** *********** ****** ** extract **** *** ******** ** ****** control ** *** ****** ****, *** devices **** *** ******** ** *** that **** ** **** **** ********* to *** *********** ****** ******* ***** or ** *** ****** ******* *** process ** *** **** ** *** know, **** ********** **********.
Goal: **** **** ** ****** ******* ******* ** * ******* *********
*** **** **** **** **** *****'* final **** ** ** ***** * platform **** ***** ********* *** ****** control ***** *** ** **** *******:
**** **'** **** ********* ********* *** both ***********, ************ *** *** ******* relationships **** ** ******, ** ** be * ******** **** ****** *** plug **** ********* ****** ****. **'** continuing ** ***** *** ********** ************** in **** ********* ** **** ** two *****' ****, ** ****** ** would ** ******** *** ******** ** be * ******** ** **** ******* having *** ****** ******* [*********] ******* that'll ** *** ** **** ********* options **, ***'* ***, ******** ******* software **** ***'** ** **** ** get **** **.
** **** ** ** ****** * superset ** ****** ******* *** ******* lots ** ***** ****** *********, ** really * ************** ** *** ******* from *****, *** * ***'* **** this ************, ** ******, **** ** access ******* *******, ** ***** * company **** ******** **** ** ********* services *** ******** ****** *** *********. Workplace **********, ***** ***** ** ******.
*** **** **** ******* ********** ** an ******* ** ********* ****** ****** control *** **** ** *** ** an ***** ***** *** ********* **** Brivo **** *** **** ** **** out **:
******* ********** ***** ** * ***** example. ****'* ******** **** ******* ********** is ** ******* ***** **** ***** what *** **** ********. *** *** it's **** ***** ************, *** **'* morphed **** *** ******* *** ****** to **** *** ****** *** *** those ***** ** ******. **'* ****** spreading *** **** **** ** ********* areas. * ***** *** ***** ***** are ********. **** ** **** *** becoming *** ***** ***** **** ****** control *** * *** ** ********** real ****** ****** *** ********* ** well ** * *** ** ****** enterprises. *** ** ** ***'** *** participating ** **** *****, ***'** ******* out ** *************. ** **** ***** be ** *******.
*** **** ********* **** *****'* ******* visitor ********** ****** ** **** *** SMBs, *** *** *** ********** *********, but ** ******* *** **** ***** works **** ******** ** ******* ****** customers **** ******* **********:
*** ******* ********** **** ** **** is ** ***-***** ******* *****. **'* not ** **********-***** ******* ********** *******. And * ***** ***** *** ** was. ** ** **** ******* ********.******* * *** ***, *** *******, where ** ** ** *** ** opportunity **** ******** * **** ******, more ****-******** ******* **** ****, ** will ***** **** **. **** ********* return *** ***** **** *****. ** that's **** ** * ***********. *** I ***** **'* * **** ******* of ***** * ******** **** *** participate ** ***** ***** ** *************.
* "******* *********" ** **** ***** views ** *** ***** ****, *** Till *****:
***** *******, ****'* *** **** *'* looking ***, ******* ********** ****** ** a *******. *** ***** ****** ******* system *** ** ****.
****'* * **** **** **** ** us ** *** ******* ***** ******** realistic *** * ***** **** *** what **'** ***** ****.
*** **** ********* **** ***** *********** this ****** ****** ******* ** **** a "***** *******" ********* *** *** pure ****** ******* ********* *** ****, and ** ***** ** ** ****** that ****:
**'* **** **** ** ***********, **** the ********* ** *****, ***** *** been * *** ** * ***** ceiling ** ****** *******, ** ***** traditional ****** ******* ***** *****'* * whole ***** ** ********* **** *** like ***** $** ** $** *******, there's ******* ******** ****'* ******** ** on $** ** $** ** $** million
* ***** **** ** **** ** if *** ********* ** ******** ***'* broaden ****** **** *** **** ****** control *****, **** ****'** *** ***** to *** ** **** *** ** a *********.
************, *** **** ******** **** *** industry ** ********, *** *****'* **** capital ******** ** ******* *** ****** of ****** ******* ********* *****:
****, *****'*, *************, *** ** **** capital **** *** **** ** **** beyond **** ***** ******* ** **** industry, *** ****, ** ******, ** changing ***. ** *** **-**** ***** that *'** **** ** **** **** in **** ********, * ***** **** is *** *** **** *** **** interesting **** *** ****** *******.
Broader ****** ******* ***** *** **** ******* ***** ** ****** *******
********* ** **** *****, *** **** said ** ** ******** ********** **** access ******* ******* ** **** **** attention **** ***** ********** *********, **** as ****** *** *****, *** **** it ** "**** *** **** ***** people's *********** **** **** ****** ******* of **** ******** ******** ************** ******."
*** **** ********** ** *** ********** access ******* *** * ***** ******** in *** **** **** *****, *** the **** ***"***** **** *** ******** ** *** office ** *** ***" *** "***** out ** *** ******* ****** *** HR." ********* *** *** ************* ****** experience *** ********* ********** **** ****** control *** ******** **** ** ****** as ******* ** **** ********** ******* in *** ********.
** ***** *** ******* ** **** access ******* ************ ** ***** ****** a **** **** ** *** ********* system, **** ********* * ****** ** the ******* *** ********** ** ****** control, ********* ** *** ****. *** Apple ******, "*.* ******* ** * billion ****** ******** *** *** ********** to ******** **** ****** ******* *******, Van **** ****, ******* **** * "big ***** ** *** ******." ******* Apple, *** **** **** ********* *** Amazon *** **** ****** ** ******* available ** ***** *****, * **** forward **** ******* *** **** ****** in *** ****** ******* *****.
*********** ** *****'* ********* ** ****** access ******* *****, *** **** **** that ***** *** * ******* ****** *****, many *** ********* **** *** ******** Bluetooth ** *** ***-***** ******* (***** Wallet). ** **** ********* **** **** of ***** *** "****** ******" *** entrants, **** **** ****** ** * company ***** ****** ** ******* ** only * ******** ****** *** ****.
From ************* ** ********* ** ****** ** ************* *****
*** **** ********* *****'* ****** ******* from ***** ********** ** ******** ** growth *** ********* *** ******* ** be ****** ******* ***** ** "*** too **** ********":
** *** **** ** *** ******* trajectory, ** **** ********** *** **** years, ***** **** **** *** *****, and **** ** **** * ******** to ****** ** ******. ** **** [we're] *********** ************ *** **** ****** of ****, *** **** *** ******** sentiment ***** **** ** ** *****, you've *** ** ****** ** *************. So ** *** ***** ****, **'** making ***** *** ***********, ** ***** they're ***** ** *** ***, *** you're ***** ** *** ** **** on *** **** **** *** *** too **** ********.
** **** ********** ** **** **** even ** ***** ** *** ********** revenue ******* ** ****** ******** ** the ******, ** **** ** ******* "well ***** ******** *****."
***** ** ******* ******* *** ****** than ******** ******** (********* *******), ********** ** *** **** **********. **** **** ** ** *********** financial *******. **** *****'* ****** ****** rate ********** **** ** *** ******* access ******* ******* *** *** ** deliver ********** ******* ** ** ******?