Dell EMC Surveillance Division Profile

By: Brian Karas, Published on Apr 20, 2017

With revenue growth from traditional IT customers slowing, Dell has set a focus on the security industry as a market where the company can offer its products to customers with less focus on price and more on performance. Security buyers are often price sensitive, yet Dell has managed to create a sizable revenue stream in the security industry, though their products are rarely, if ever, the lowest cost.

IPVM spoke with a Dell executive about their approach to the security market, total revenue, and how/where their products have been most successful in the industry.

** **** ****** ** share ******* ** ****'* revenue ** *** ******** industry, **** ****** ***** and ***'*, ***** **** what **** ** ***** to ************* ********** **** their **** *********** *** storage *** *******.

Dell ************ ********

******* *** ****'* ************/******** ******** ** ******* ******* ******* dollars ********, ********* ** Dell. ** **** * sense ** **********, **** makes *** **** / EMC ******** ******* *** size ** ********, ** terms ** *******. 

******* **% ** *** revenue ** **** ******* solutions, ****** **** *** legacy *** ********, *** the ******* ** ******* and **** ********** *********. Dell *** *** ********** favorite ** ******* ******** *******/****** ******

*** **** ********* ** Security ** ********** *****, a *** ******, *** they **** **** ****'* larger ***** **** ** help **** ********-******** ******** opportunities.

*** ********

** ********* ******** ********* ********* *** *** ~$67B, *** ******* **** merger ** *******. **** Dell's ******* ** *** security ******** ****** ********* from ***** ******* *********, the *** *********** ***** a ***** **** ** Dell's ******* ** ***** a ******** ******** ** market **** ******* ******** users.

OEM ********

* ****** ** ******** companies **** **** ********* on ***** *** ***** sheets, ***** *********** ** the ******* ** *** security ********. **** ******* Avigilon, *********, *****, ******, ******* and ****** *** ******* and ******* ********* **** Dell. ****** *** *** business ** *** *** majority ***** ** ******* in *** ************/******** ********, it **** *** ** to * $****+ ******** *** Dell.

Security ********

*** ******** ** *** security ******** ** ** use ********* (**** *********, and * ******* *** outlined *****) ** **** integrators, ***-*****, *** ************* with ********* ******* *** large-scale *******. ****** **** do *** ************ **** a ******* ******* ****, they ********* ***** ** large *********** **** ******** or ********* ** ******* where ********* ***** *********** operation. *** ******* ****** it ** *** ******** * low-cost/value-driven ******, *** **** not *** ** ** *** cheapest ******** *** * given ******.

Test *** ** **

**** **** **** **** *******, NC **** *** **** can ** ********** ** mimic **** ****** ********* environments. * "**** ** fail" ******** ** ****, where * ***** ************* is ****** ** ***** there ** ** ************ failure (*.*.: ******* ********** limitation), ** * ******* introduced (*.*.: **** **** or ***** *******). **** these *****, **** *** provide ********* **** * deployment ****** **** *** will ***** ********** *** predictable *******, *** **** stand ****** *** ****** if ***** ******* *** not ********.

*** **** *** ******** equipment *** **** **** Dell's ******* *** **** switches **** ******* **** Cisco *** **, ******* (and ****** ****** **********) from ******* ****** ********* (Avigilon, ****, *****, *********, etc.) *** **** ****** VMSes.

******** **** *****, **** as **** ******* **** Genetec ** ******* ** a *********** *********** **** 500 ******* *** * 10PB ******* ***** ** max ******** ********** *** simultaneous ***** ********, *** be *** ** ******** request. **** **** **** level ** ******* *** design ****** ******** ** a ************** *** **** in *** ********, *** the *** ****** **** to **** ********* ****** what **** ************* *** simulate ** ***** *** testing ****.

Upcoming *****

***** **** ****, **** plans ** ******* * tool ***** ** *********** they **** ********* **** their ***. **** **** will ***** *********** ** input ******* ****** ********** (e.g.: *** ********, ****** of *******, ********* **** required, ********/********** ************, *** other *******) **** ***** the **** **** *** out * *********** ************, based ** **** ********, to **** *** ******* design *****. **** **** this **** **** *********** who *** *** **** done ******* *********** **********, and ** *** **** their *** ********* ** draw **** ** ****** a ****** ************ ******.

Typical ********

*** ***** ** ********* most ****** ** ******* from ****'* *********** ** project ****** **** ** be ***** **** ******* hundred ******* (** ****). These **** ** ** large **************, *****/************** ****, or ***** ********** *********. 

Enterprise ******* ****** ******

********* ** ****, **** are ****** *** **** growth ** *** ********** customer *******. **** *** their ********** ******** ******** growth ** *-* ***** the ****** **** *** in ****** ********** ** sales, ***** ** ~*-*%. This ** *** ** an ********* ********* *** demand *** ********/************, ******* with ** *********** ******* back ** ******** *** focusing **** ** ********** existing ******** *********** ** be **** *********.

Dedicated ******* ** **** ******

*** *** **** ********, Dell **** ********* *** purchasing ********* ******* ******, typically **** ***** ****** ******* ****, *** ************ infrastructure. ********** *********** *** ********* looking *** ****** ********* times *** ******* **** trend, ***** ******* ************ for ***** ******* *** often ******* *********, **** more **** **** *** typical ************ *** **** ** an ******** **********.

Limited ******** ******** ********

** ****, **** *** done **** ****** ****** marketing ** *** ******** industry. **** *** **** will ****** *******, ** they ***** ** **** up **** ********* *********, and **** ******* ********** in *** ******** ******** have **** **** ******** out *** ***, *** other *****, ** ****** a *** ** ************* themselves **** ***********.

Leveraging ****'* *********

*********** ******* ** ****** projects *** ****** **** directly, ********* ******* ***** OEMs, ** ************ **** Anixter ** **********. *** company ** **** ******* to ******* *****-*-***** ******** with *** ** ***** integrators ** *** ******** in ***** ****** ********** activities.

***********

**** *** ** ******** of *********** ** *** security ********:

  • ** ****** * ***** of ****** *** ******* solutions ******* ** ****, and *** * ********* server/storage ****** *** *********** in *** **** ******, through **'* *******/*********** ********.
  • ********** **** ****** ****** *** storage ********* ***** ** price-conscious *********.
  • ***** *********, **** ******* *******,***, ******* [**** ** ****** available], and ****** ***** **** ** *** storage ************, ***** ** where **** ** ***** the ******** ** ***** revenue ** ********.
  • ********* **** ******** **** ******* on *******, **** * different ******** ** ******** disks **** ****** ** reduce *********** ********, ******* it ***** ****** *** integrations *** *** ***** trade-offs (*** **** ********* older *****, ******* ******* for **********).
  • *** ** ****** *****-***** ****** ****** ******, *******, *** networking *********, ** ************ lower ******, ****** **** have ********* ** **** acceptance ** *** **. 

Comments (2)

I would think most, if not all, large companies (fortune 1000 or above?) have a standard when it comes to servers?  I know if I don't buy a Lenel NVR for a project I have to go with whatever that IT standard is at the time.  So if there are more than ten or so cameras I normally put together our own system with the IT department so they manage it.  If I went with a one off (anything other than Dell/HP)  my staff would have to manage it, which is not feasible.

Eye opener indeed. 

Btw, intelligent and information-rich report like this is what I came for and been staying for years.

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