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.

Read this IPVM report for free.

This article is part of IPVM's 6,382 reports, 860 tests and is only available to members. To get a one-time preview of our work, enter your work email to access the full article.

Already a member? Login here | Join now

Related Reports

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 security systems integrators shows weak sales, opposition to...
Fever Camera Sales From Integrators Surveyed on Jun 01, 2020
Fever cameras are the hottest trend in video surveillance currently but how much are integrators selling them? 220 integrators answered the...
Hazardous & Explosion Proof Access Control Tutorial on Feb 27, 2020
Controlling access to hazardous environments requires equipment meeting specific ratings that certify they will not start fires or will not...
The Booming Multi-Billion Coronavirus Fever Camera Market on Apr 21, 2020
The market for elevated body temperature detection cameras, aka 'coronavirus cameras' aka 'fever detectors', may be worth billions of dollars this...
Integrators Rising Against Coronavirus on May 27, 2020
IPVM integrator statistics make it clear - Coronavirus's impact on business is lessening and many are anticipating even better news in weeks...
Disruptive Free Lead Generation Added To IPVM on May 15, 2020
IPVM has added lead generation for sellers, for free, disrupting the long-standing practice of shows and publications charging. We are adding this...
Manufacturers Doing Better Than Expected Against Coronavirus on May 05, 2020
Coronavirus impacts are not hitting manufacturers as badly as they feared, and the situation is modestly improving for many, new IPVM survey...
Breaking Into A Facility Using Canned Air Tested on Jan 28, 2020
Access control is supposed to make doors more secure, but a $5 can of compressed air may defeat it. With no special training, intruders can...
Convergint Coronavirus Cuts on Mar 25, 2020
One of the world's largest security integrators, Convergint, has made a major move to handle the impact of coronavirus, with cuts across the...
Opgal ThermApp MD Thermal Screening System on Apr 21, 2020
Israeli thermal provider Opgal claims they were first on the market detecting body temperature during the SARS epidemic. Now, with their Therm-App...

Most Recent Industry Reports

Ban Rules Released: Use Dahua or Hikvision, No Government Contracts on Jul 13, 2020
The US government has released the rules implementing the "Prohibition on Contracting with Entities Using" Dahua, Hikvision, and Huawei based...
JCI Sues Genetec For Patent Infringement on Jul 13, 2020
Surprisingly, security giant JCI has sued their partner, security software developer Genetec, for patent infringement. Inside this note,...
Remove Dahua and Hikvision Equipment "Immediately" Or Else Banned From US Government Contracts on Jul 10, 2020
The US government has directed contractors to remove covered equipment, such as Dahua, Hikvision, and Huawei Hisilicon products, "immediately." If...
ZeroEyes Presents Firearm Detection Video Analytics on Jul 09, 2020
ZeroEyes presented its Firearm detection Video Analytics system at the May 2020 IPVM Startups show. A 30-minute video from ZeroEyes...
Directory of 164 "Fever" Camera Suppliers on Jul 09, 2020
This directory provides a list of "Fever" scanning thermal camera providers to help you see and research what options are available. There are...
Clinton Public View Monitor (PVM) Mask Detection Tested on Jul 09, 2020
Face mask detection, or more specifically not wearing one, is expanding amidst the pandemic. Clinton Electronics has added this capability to their...
These Florida Real Estate Agents Are Now Selling "SafeCheck USA" Temperature Detectors on Jul 09, 2020
The "Kakon Brothers", William and Nathan, are self-described "south Florida Power Agents specializing in Luxury Real Estate" who "have closed over...
Avigilon ACC Cloud Tested on Jul 08, 2020
Avigilon merged Blue and ACC, adding VSaaS features to its on-premise VMS, offering remote video and health monitoring that was previously limited...
Hikvision's India Dominance Faces Threat on Jul 08, 2020
While Hikvision has become a dominant video surveillance provider in India, recent tension between the governments of India and the PRC is...
The US Fight Over Facial Recognition Explained on Jul 08, 2020
The controversy around facial recognition has grown significantly in 2020, with Congress members and activists speaking out against it while video...