If You Have 4 Cameras, You Can Throw Them Away, If You Have 400, They Throw You Away

By: John Honovich, Published on Jan 19, 2018

Do users care about anything but price?

Do user care about cybersecurity?

Do users care about trusting their supplier?

These have become pressing questions given the fall in pricing, the surge in cybersecurity issues (e.g., widespread hacking) and the growing ethical concerns of surveillance manufacturers.

A critical difference is the size of systems. A user who buys 4 cameras, is generally content to throw them away, ignore them or try to fix it themselves if they work poorly. However, a user who buys 400 cameras is generally going to fire, blame or punish the manager who specified a system with such problems.

Cost

Users with small systems are generally content to live with problems or to spend time nights and weekends trying to fix things, downgrade firmware, try workarounds, etc. Users with large systems simply have too many cameras / too large a system to do that without hiring or spending significant money. Moreover, larger system users generally recognize the business cost of staying up all night to downgrade firmware or other DIY techniques.

Cybersecurity

Most people with a handful of cameras do not really care about cybersecurity. If someone sees inside their backyard or pizzeria, they typically can laugh it off. But users with large systems typically are protecting the assets of a corporation or a governmental entity and those organizations generally have a lot more to lose across a combination of brand damage from attacks, their Intellectual Property, their IT equipment, the productivity of their people, etc.

Trust

Get Notified of Video Surveillance Breaking News
Get Notified of Video Surveillance Breaking News

If you are only buying a few cameras, you are generally willing to 'trust' whatever is on the Costco shelf or has decent Amazon reviews (even if faked). The sheer time to learn and analyze various competitive options is generally not worth it. Most will make do with the most readily available seemingly decent option, especially if it has much lower pricing. And if it really breaks, through it away and repeat.

But larger system buyers who are committing to capital expenditures and long-term staffing and maintenance spending have a lot more motivation and typically resources to evaluate purchasing decisions. For them, it makes sense to meet with various suppliers, to research things, to hire people with experience using various systems. Moreover, throwing away large systems is impractical. You buy it in 2018, you are going to be dealing with it good or bad, in 2023 and sometimes even to 2028. So trust in the quality, ethics and commitment of the manufacturer one selects is typically quite important. 4 years from now, if a buyer has serious problems with a system, telling people "Yeah but I saved you 30% back then" is not going to go far given the various operational problems and costs when systems malfunction or underperform.

Rule of Thumb, Not Universal Law

Surely, there are exceptions to this pattern. Some people buying 4 cameras will study it obsessively and only buy the 'best'. And some people buying 400 cameras will take whatever cheap offering a friendly salesperson will offer them. But those are exceptions, given the more common differences across these groups.

Impact on Competitive Positioning - Small vs Large System Market Success

Some ignore this contrast and come to conclusions that everyone uses whatever is cheapest or no one would use that cheap stuff. The reality, though, is more nuanced. Many manufacturers can do very well in smaller systems and then struggle mightily with larger systems. The reason is simple - the needs and the risk that larger system buyers take is typically vastly different than their small counterparts.

Comments (30) : Members only. Login. or Join.

Related Reports

Fever Camera Sales From Integrators Surveyed on Jun 01, 2020
Fever cameras are the hottest trend in video surveillance currently but how...
Coronavirus Hits Manufacturers, Standing Now, Worse To Come on Apr 06, 2020
Coronavirus is hitting security manufacturers, though overall modestly for...
Facial Recognition: Weak Sales, Anti Regulation, No Favorite, Says Security Integrators on Jul 07, 2020
While facial recognition has gained greater prominence, a new IPVM study of...
Masks Cause Major Facial Recognition Problems on Feb 24, 2020
Coronavirus is spurring an increase in the use of medical masks, which new...
Faked Coronavirus Fever Detection, Athena Used Hikvision; Responds - Selling NDAA Compliant Cameras, Pledging 50% Of Profits to Victims on Mar 24, 2020
US company, Athena Security, faked its coronavirus fever detection marketing,...
"He Is An Idiot!" Exclaims SIA Director John Mack on Mar 23, 2020
Here is another inside look into the "leaders" of the security industry. SIA...
Uniview Deep Learning Camera Tested on Jul 14, 2020
Uniview's intrusion analytics have performed poorly in our shootouts. Now,...
Fever Cameras Are Medical Devices, Per The FDA, Dahua, Feevr, Hikvision, InVid Contrary Claims Are False on May 28, 2020
Fever cameras are medical devices, despite what euphemisms various sellers...
Verkada: "IPVM Should Never Be Your Source of News" on Jul 02, 2020
Verkada was unhappy with IPVM's recent coverage declaring that reading IPVM...
Industry Study: 83% of US Temperature Screening Sellers Falsely Say Not Medical Devices on Jun 29, 2020
83% of US companies selling temperature screening devices, aka 'fever'...
Anixter Runs Fake Coronavirus Marketing Using Shutterstock Watermarked Images on Jul 24, 2020
Coronavirus faked marketing is regrettably commonplace right now but Anixter...
Disruptive Free Lead Generation Added To IPVM on May 15, 2020
IPVM has added lead generation for sellers, for free, disrupting the...
Add Door Operators To Fight Coronavirus on Mar 31, 2020
IPVM recommends that integrators advocate and end-users consider adding door...
FDA "Does Not Intend to Object" To Unapproved Fever Detection Cameras If No 'Undue Risk' on Apr 17, 2020
The US FDA has declared it will not go after the many companies marketing...
Worst Camera Manufacturers 2020 on May 06, 2020
Which camera manufacturer have integrators had the worst experience with in...

Recent Reports

SIA Coaches Sellers on NDAA 889B Blacklist Workarounds on Aug 05, 2020
Last month SIA demanded that NDAA 899B "must be delayed". Now that they have...
ADI Returns To Growth, Back To 'Pre-COVID Levels' on Aug 05, 2020
While ADI was hit hard in April, with revenue declining 21%, the company's...
Exposing Fever Tablet Suppliers and 40+ Relabelers on Aug 05, 2020
IPVM has found 40+ USA and EU companies relabeling fever tablets designed,...
Indian Government Restricts PRC Manufacturers From Public Projects on Aug 04, 2020
In a move that mirrors the U.S. government’s ban on Dahua and Hikvision...
Directory of 200 "Fever" Camera Suppliers on Aug 04, 2020
This directory provides a list of "Fever" scanning thermal camera providers...
Face Masks Increase Face Recognition Errors Says NIST on Aug 04, 2020
COVID-19 has led to widespread facemask use, which as IPVM testing has shown...
Dahua Loses Australian Medical Device Approval on Aug 04, 2020
Dahua has cancelled its medical device registration after "discussions" with...
Google Invests in ADT, ADT Stock Soars on Aug 03, 2020
Google has announced a $450 million investment in the Florida-based security...
US Startup Fever Inspect Examined on Aug 03, 2020
Undoubtedly late to fever cameras, this US company, Fever Inspect, led by a...
Motorola Solutions Acquires Pelco on Aug 03, 2020
Motorola Solutions has acquired Pelco, pledging to bring blue back and make...
False: Verkada: "If You Want To Remote View Your Cameras You Need To Punch Holes In Your Firewall" on Jul 31, 2020
Verkada falsely declared to “3,000+ customers”, “300 school districts”, and...
US GSA Explains NDAA 889 Part B Blacklisting on Jul 31, 2020
With the 'Blacklist Clause' going into effect August 13 that bans the US...
Access Control Online Show July 2020 - On-Demand Recording of 45+ Manufacturers Presentations on Jul 30, 2020
The show featured 48 Access Control presentations, all now recorded and...
Face Detection Shootout - Dahua, Hanwha, Hikvision, Uniview, Vivotek on Jul 30, 2020
Face detection analytics are available from a number of manufactures...
Sunell is The First China Manufacturer to Market NDAA Compliance on Jul 30, 2020
Most China manufacturers are going to be impacted by the NDAA 'Blacklist...