Brivo Business Profile 2020

By John Honovich and Brian Rhodes, Published Jan 27, 2020, 10:01am EST

Brivo has been doing cloud access for more than 20 years. Is the 2020s the decade that cloud access becomes the norm?

CEO Steve Van Till recently briefed the Imperial Capital Security Investor Conference and talked to us about Brivo's positive growth, high retention rate, and new products on the roadmap. We spoke with him after for further details.

Inside we examine:

  • The Fundamentals Behind Brivo's Growth
  • Van Till Claims 'The Cloud' Is No Longer Negative For Access
  • The Company's High Retention Rate Claims
  • Local Staff 'On-ground' Expansion Into Europe
  • Brivo's Odd Definition of 'Enterprise Access'
  • Upcoming AI Analytics Release
  • New ACS100 Single Door Controller
  • Update On Brivo Buy Now Campaign
  • Brivo's Outlook For 2020 and Beyond

Brivo's ****** ****

*** ******* ******* **% CAGR, ************* *** ** the *********** **** ** increased *****, *** ********* by * **** ********* rate.

*******, **** ** *** share ********/****** ******* ** it ** ********* *** big **** ***.

***** *** *** ******** count ** *******, ** over *** ********* ***. LinkedIn ***** **** ****** trend, ****** *** ***** count *** ** * factor ** **** ***** employees *** ****** ******** profiles:

Cloud ****** **** ******

*** **** ****** **** Brivo ***** *****-***** ** becoming * ********, **** consultants ****** '*****' ** often ********* ** *** '2nd ** ***' ******** when ********* ***** ************. Van **** **** '[*** Cloud] **** *** **** erased **** ** ***** ago, ****** **** **** [Cloud *********] ***** ***, commerce, ***.'

Hardware / ************ *******

*** ************ ****** ***** sales ***** **** **** 60% ******** / **% subscription *****, **** *** subscription ******* ************ * recurring ******* ******* ** users, * ********* ******* stream **** **** ******** manufacturers *** ******* ***** struggle ** *******.

*** ******* **** ******* over ** ******* *****, 'closer ** ** ******* users', *** *** ***** the ********. *** ******* of ***** ** * fitness ***** **** ***** use *** ***** *** to ****** ******** ** thousands ** ***** *****.

'95%+ *********'

***********, *****'* ********* ** low **** *** ********* rate ********* ~**% (*.*., ~5% *****) **** ** the ***** ****** ** doors *********.

**** ******* ** ** reasonable ** ********* ****** control ** ****. ** comparison, *********** **** ******** churn ** **** ******** 10-15%.

Europe ******

*** ******* ******** *********** expansion *** ****** ** Europe, ********** **** **** have ***** ***** **** about * ***** *********, roadshows, **** ******* *** a ********* ** *** region:

***** *** ****** ** Europe ************, ** ***** the *****-***** ********* **** ******* ******** customers/****** ******** ** *** USA.

***** ********* **** ***** European *********** ******* *********** have **** '*** *** in *****', *** *** is ******* **** *** the ******* ******* ** 'significant *********' **** **** or ***** ******* ***********:

***** ** ********* **** to ** **** ******** in ********* ******** *** privacy *******, *** ** is ******* ******** ** due ** *** ****** of ****** ********* ***** here *** *** *********** like *** ****. ** have *** *********** *** significant ********* ** ****** either ** *** ** or ** ****** *** to ******* ** ******** issues.

Enterprise *********

*** **** **** ***** is ******** ** **** product *********** ******* '**********' customers.

*** ******* ** ********** given **** *****-***** '**********' access ******* **** ************* been ****** **-******* ******, locally ********** ****** *********, unlike *****'* ******** *********, RMR, ******* ******* ********** systems.

*******, *****'* ********** ** 'enterprise' ****** ** **********. Van **** ******* ** as '******* **** / Potential **** / ****** of *** ********', ********** Brivo's ********** ** *** different **** **** *** use **** *** *********** complexity ** * ******.

Expanding **** **** ** ****

***** **** * ****** of ******** ** *** they **** ******* **** smaller ** ********** ********** with ********** ********* **** ambitions ** **** **:

  • ****** ***** ******* ***** of ***** *************** ****** but *** ******** ****
  • ********** ** ****** ** acquisitions *** *** ***** HQ
  • ***** ******* **** ***** business *** ****** **** towards *** ******

****** *** ***** ********, "Once *** *** * taste *** *** ***** to **** **** ** this".

AI ******

** ***** ** *** product, ***** ****** **** are ********** ** ********* using ******* ******** ********* to ** ****** ********* for ******, ***** **+ others:

***** ******** ******* ** the ******** *******, ********* the ****** ** ** 'camera ********' *** ******* to ******* '**** ** want **** ** ********** video *****' *** ****** control-specific *********:

*** ******** ** ** be ****** ******** *** focus ** **** ******** analytics **** *** ********** in *** ******* ** access ******* (*.*., ****** detection). ** **** ** extracting **** ** **** from ** ********** ***** layer (*.*., ***** ***) that *** ******* ******** and ****** *** *** video ** ********. ** find ****** ******* ** access ****** *** ******* them ** ******* ********* other ******* ****.

New ****** **** **********

*** ******* ****** ***** to ********* * *** line ** ***** ******/*********** that *** **** ******** than *********** ****** *******, citing ******** **** ******-*** properties *** ***’* **** 'ugly ******' ** ******* up ********:

***** **** ** **** expect * '** ****' release *** *** *** ACS100 **** **** ******** a ****** ** ****** including **** *****, *******, and ****** ********.

*** *** ****** **** support '*****' ** ***** features, *** **** ********:

***** ***** **** ******* what ** *** ******* “fluid ******” ***** ******* users ** **** ******** intent (*** *****) ** enter * ***** **** a ****** **********.

*** *******'* ************ ****** the ******* ** **** of *** ******* **** verifies **** ********** ******* need ** ******* * traditional **** *** *** a ****'* ***** ***:

*** ******* ********* *** new ****** **** ******* physical **.** *** ****** and***** ****** ***************:

******* **’** ****** ******* to ****** * *********** reader/edge ****** ********** ****, MIFARE *** ****** *********** that **** ******* ******** update *** ****** ************* changes ** ** ********* via *** ***** ******** platform.

**** ***** ** **** ACS100 **** *********.

Mobile ********** ***

**** ***** ********* ****** credentials, *** **** '**********' was ****.

*** ******* ****** ** 'explosion' ** ****** *********** sold, **** *** ************ showing ** ******** **** YTY ****** **** ** ~80% **** ****** **** credentials ****:

Adding ******* **********

***** **** ********* ***** to *** ** ***** own ******* ********** ******** acknowledging **** **** *** driven ** ******** ****** to **** **** *** in ***:

** ********, *********** ******** players **** **** ********** to **** ** **** the ****** ** ******* Valley ***** ********************* $** ******* ** 2018.

Brivo *** *** ********

** *********, ** ***** Brivo '*** ******** ****** on *********** *** ********? ** ** ***** going? *** *** ** go?'

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

**** *** ** *********** experiment *** ** ******* a *** **** **. We’ve ***** ******** *** program ** ***** **** a ***** ***** ** response ** ******** **** our *******. *** ******* now **** ******* ******* who **** ** ******* the **** ***** ***** prop ** *** *****, so ********** **’** ********* the **** ********** ** creating * ******* ****** experience **** * **** subscription ********* *********. ** see ** ******* **** faster ** **** *** that **** ** *** dealers **** ************ ** into ***** *** ***** approach.

***********, *** ******* ** a **** ** ******* and *** ********* '** least * **** * dozen' ******* ***** ** dealer ********.

*******

*****-***** ****** ******* ** still ****** ** ** a ***** ********, ********** given **** ** ********* monthly **** ***** ******* from** ****,*****, [*** **********]********************* ******* *** ******, competing *** ***** *********** with *********** *******-***** ******** and *** ********* *****. The ********* ******* ******* costs **** ****** ***** hinder *****'* ********** *** many ********** *********.

***** *****-***** *******, ***** faces ********* *********** **** established ********* **********,*******,********** (***)*** ******** ******************** ******.

*** ********* *********** ** cloud ****** ** * positive **** ** ****** for *****, ** *** approach ******* **** ******** in *** ******. *****'* early ********, *********** *****, and ********** ****** *** support ******** **** ** a ***** ****.

*******, **** ***** **** challenges **** *** ***** - *****-*** ** ********* options *** *** ********** incumbents. ** *** *** side, ***** ******* ****** ****,**************,*****, ***. **** ******* the ******, ********* *** small *********** **** *********** premise-based ******** *** *** operation *****. ** *** other, ********** **** ********* and ******* *** ******* up *** *****. **** it ** *** ******, too **** ** **** their ********** ******** ***** staying **** **** ** the **** **********?

*** ***** ****** **** against **** ***** **** be * *** ******* for *** *** ******'* access ******* ******.

Comments (5)

*'* ********* **** **** little ** ** ******* of ***** ***. * wonder **\*** *** *** sales ***** ********* ** pass ***** *** *** much ****** ***** **** that. **** ***** **** to ******** *** *** to ***** *** ** they *** ********* ** agnostic?

*** ** ******* *****? Brivo/Eagle *** ** *** of *** *** ***** access/video ****** *** *****, but **** ****'* * single ********... ***.

*'* ********* **** **** little ** ** ******* of ***** ***

***** *** ** ******* of ***** *** ** the ******** ************. ****, they *** ******** *********, not ** *** ***** / **** / ********* sense, *** *********** *****, *** ******* of ***** ***, ****** Brivo ********.

*** ** ******* *****?

**** *** ** *** shortly ******** ** **** their ***** *******. ** plan ** **** ** in *** **** ******.

****** = **** *** for *** ****** *********. Have ** ****** ***** seeing * ** ******* of ****.

****** = **** *** for *** ****** *********.

*** ** *** *** this? *** ****? ** device ***********?

******** **** * ****** of ******* ** * result ** ***** ****** acquisition (*** ****** *********) that ****** ****** ** edge ****** ********** *** to ********. *** ** mention *** ** **** with ***** **** ****** controllers.

***** ***** ** ************ property ********** ** ***** between ******* **** ***** affect *** ***** *** go ** ****** **** this **** ** *******. Depending **** *** ** making **** ******* *** Brivo (*********** **** ** most ** *** ****** firmware *** ******** ********** would **** ** ** likely) ** ***** *** issues ***** **** ***** heads.

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