Digifort's Brazil Business Examined

By Robert Wren Gordon, Published Feb 22, 2021, 11:09am EST

Brazil's oldest VMS, Digifort, says they have grown over 50% in the last 3 years and says they are Brazil's largest VMS, by far.

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IPVM has been in Brazil for the past few months meeting with local Brazilian professionals, gaining a better understanding of the market.

In this post we examine Digifort's Brazil business, discussing the Brazilian manufacturer's market positioning, recent successes, and challenges within its home market.

  • Estimated Market Positioning
  • Distributors
  • Integrators
  • Pricing
  • End-Users
  • 4 Success Factors and 5 Challenges
  • New Opportunities Abroad

This is the fifth in a series of posts examining the Brazilian businesses of various video surveillance manufacturers. For previous coverage, see:

Estimated ****** ***********

******-***** ******** ***** ** employees *************, ********* ** ******** president****** *******, *** **** ******* in *** ********* ****** for ** *****, ****** than *** *********** **** as ***, *******, *********, etc.

** ********* ** ************************* ** **** ** in ******* ******** ******* *******, **** ********* ******** to ** *** ******* manufacturer ** *** ********* VMS ******, **** * ~70% ******* *** ****** share ************, *** ***** of *********** ***, *******, and *********.

** * **** **** IPVM, ******** ******** ****'* view ** ******** ** primarily * ***-********** ************ with ******** ** *** lower *** ** *** domestic *** ******, ********* the ***** ********** ** evidence ** ********'* ******** in ***** ******** ** Brazil:

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************, ********, * ****** company ***** *** ******** 19 ********* *** ** sold ** *** *********, claims ** **** ***** 15.9% ** **** ***** having ********** ***** **% and **.*% ** **** of **** *** ****, respectively.

************

******** ********* **** ** has ** ************ **********, giving ** ** **** over *** ***-********* *********** in ******* ****** ** distributors:

** **** ** ************, but *** **** **** are: ***, ***** *****, ScanSource, *** *******.

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***********

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******** **** **** ** has **** *** *********** nationally, ******** *** ** Brazil's ************.

**** ****, *** ******** of ***** *********** *** not ********-**** *** **** with ***** ***** ** well:

** **** **** ***********, among **** ******, ** Tecnologia, ****, ** **********, Coringa, ******, **** ******, ATGB, ********, ********, **********, Sidel, **, ******* **********. Some **** **** **** with ********, ****** **** work **** ***** ********.

***** **** ***********, ******** also ***** ****** ************* Dahua, *********, *** ******-**************** "***** ********."

*******

******** **** **** ****, like ********** *********, *** Brazil ******* ** ******* to **** ** ***** countries. ************, ****** ********** ISS, ******** **** *** offer **** ***** ** ********, **** ******** Explorer, *** ******** *******, going *** ** **** of $**. ********* ** Digifort:

** ******, *** *********** edition ** *** **********, which *** *** *** operational *** ************** ********* developed.

***** *** *** ****** suggested *** *** *** customer, *** ** **** a ****** **** *** greater *** ****** ** licenses, *** ******* *** discount ******** ** ********.Always ********** *** ************ / *********** *****. [emphasis added]

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** *** ***** ***** shows, ********'* ******* ********, Digifort **********, ***** *** roughly **** *** ***** of ********* ******** ********* or *** ******* **********.

******** ****** *** *******, along **** **** ********* support *** ********, **** allowed ** ** **** millions ** ******** ********:

Today ** **** **** **** * ******* ******** **** *********, including VMS, conventional video analytics, neural network analytics, license plate reading, forensic analysis, facial recognition and alarm and automation licenses. [emphasis added]

* *ã* ***** ********** similarly *********** ********'* ******* as ** ********* *******:

******** ** **** ****** in ****** ******* ** is ******** ** ****** and *** ****** *** feasible.

***-*****

********'* ********* ******* ********** that ******** ********* ***** in *** ***** *** of *** ********* *** market, ******* ****:

**-*** *** ** **** large ******** ** ** have.

********, ***** **** **** sell ~***,*** ******** ********,****** ** ******* ********* all ************ ****** ******** ******** of *** ~** ******** with ** ***** *,*** licenses, ********* *** ********* large-scale, ********** ******** **** major, ******** ***-***** **** as ***** *** (******** Walmart ** ******) *********** *****:

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Success: ****** *****

******** ****** * **% market ***** "***** **** on *** ******** ******* in ******" ***** * Digifort ********** **** **** that "**** **** **** than **% ****** *****."

Success: ****** ****** ************

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********'* ******* (*** *****) underscores ********'* ******** ** the ****** ******, ************ "governments," "***********," "***** ******," "military," *** "************, *******, and ********" ** ********* markets, ** ***-*****.

** * **** **** IPVM, ******** **** **** claims ***** *** ****** sector ********, ******* ****:

  • ******** ** *** ****** 1 *** ****** *** Brazilian ********** *************** (*.*. federal/state/local ********),
  • **% ** ********* ********** projects **** *** ******** integration,
  • **** **** **** ** state ************ ** ******** use ********, ***
  • ~** ************ *** ********, each **** ** ******* of *** ********.

************, ******** ******** **** with ******** ** ******* public ****** ***-*****, ********* the ********* ******** ******* with ** ***** *,*** Digifort ********:

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******** ******* *** *** Prefecture ** ***** ****** (mentioned *****) ** * particular ****, ****** *** the **** *** ******** an ***** ** ******** solutions:

** * ********* ** cities, ** **** *** city ** ***** ****** with *,*** ******** ** VMS, *,*** ******** ** video *********, *** ******** of ******** ********, *** licenses ** *** *** 240 ******** ** ****** recognition.

******** **** ***** *** public ****** ** *** to ********* ****** ************:

*** ********** ******* * lot.

********'* ********* ********* *** there *** *,***+ ****** throughout ******, *** ******** of ***** ** *** yet ****** **** *********. As ****** ****** ********** from *** *********** ******** and **** ****** ***** become ********* *** ************* solutions, ******** ***** **** there **** ** ** opportunity ** *** *** government ******** ****** *** next *** *****.

Success: ****-******** *******

********'* ********* ***** ** his *******'* **********, ******* IPVM:

**-*** ***** *** **** our ******* ***'* ****... Digifort ** ******* *** most **** *** ** the *****.

********'* ********* ******* ** awards **** ******'* ******* Digital ********, ***** ***** Digifort ** *** "**** VMS ********" ** ***************, ******* *** ********* manufacturer ***** ** ******** competitors ********* *** *******. The **** ****** ****** 5,000 ***** *** ** do *** **** *** reputable ** ******** **** voting **.

******** **** *** ******** Seventh, ***** ** ***-******* owned ** *********, ** be * **** ********** and **** **** **** its ******* ** **** better **** ******** ** offer ** *********:

Intelbras **** ** *** ********** ******* ********. [emphasis added]

* ******** ********** ****** with ***** ******, ******* to **** **** ********'* software ** ****-******** *** "easy:"

[*]*’* * ******** ********. And ****** *** ***’* have *** **** *********, love **. ***** **’* easy.

** *** ***** ****, a *** ** *******-***** integrator *** **** *******, telling **** **** ******** is **** "**:"

******** ** **. *** good, *** ** ***.

Success: ****** **** ******** *******

**** ****** ********* *******************************, ******** ********** *** customer *******:

*** ******* ** ******** support ** ***********.

******** **** **** ****, while *********** ******** ******** support ** ** * cost, ** ********* ******** support ** ** ** investment *** *********** * client *********** ****, ******** it ** ********** ************* with ******** ********* *** encourage **** ** ******* more ******** ********.

Challenge: ** ********* ********** ** "*** ********"

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** **** ******** ** September ****, ********* *** ********* the ******* ********* ** Brazilian *** ******* **********.

** ****, ***** ** no ***** ********** ** "Buy ********" ***, ********* to ********, ****** **** not ***** ******** ********* as **** ** *** U.S. ********** ****, **** local ********** ********* **** paying *** ******* ** preferring ********* ********* *** federal/state/local ********* *********** ************ the ****** ** ****** Brazilian:

** *** *** *** lowest ***** ****... ** we *** ****, ******** would *** ********.

***********, ******** **** **** being * ******** ******* is ******* ** *** private ******, *****, ******* normally ******* ** *****, being ********* ** ** advantage *** ** **** to *** ********* ** the ***-**** *** *** ability ** ***** ****** customer ******* ** ********** during ********* ******** *****.

Challenge: ****** ************* ******** *** ******

**** ******** ** ********* ***** ****** * direct *** ** **** of * ******* ***** of ****** ************* (****** Dahua *** *********) ******* direct *** ****** ******** in ******.

**** ***** ***** **********, Digifort ********** "**** ****** manufacturers" *** ******* **** VMS ******** ** "*** biggest *********:"

Today *** ******* ********* ** ****** ** ****** *********** **** **** ****** ************* who insist on offering their software, which does not have the same quality as the big software like Digifort, Milestone, Genetec, and ISS, with low costs and sometimes, in a negotiating to sell their cameras, end up providing this software for free. [emphasis added]

******* ***** ********* ***** by ** *** *** competitors ** **** **** of ***** ****** ************* act ******** ** *** end ******** ** **** their ********, ******** *** entire ************ *** *********** chain ******* ** *** VMS *************.

**** ****, ******** ** ultimately ********** **** ***** end-users **** ********** **** camera *************' ***** *** turn ** ******** *** to **** ** ********:

** **** *****, **** time ***** ********* ******* that **** **** *** done * **** **** and *** ** ******* Digifort, ** *** ***********, to ******** *** ********, either *** ** ********* problems (**** ** *********** and ************** ********** **** large *** *****), ****** by ******* *** *****-***** service.

Challenge: ******** *******

** ****'* **** **** the ********* ************, ********'* president ****** **** ** was ****** **** ********* employees ** ******* ************* speak ****** ** *** quality ** ********'* ********, claiming **** ** **** not ***** *** ********* to ***** ********** ** Digifort *********** *** ******* IPVM **** **** ** these ********* ***** *************** at *******-***** *********** *** at ******* ***** ****** of ******** **** ** the ****** ** ****** him *** * ***:

***, ** *** ***** that *** ******** ** denigrate ********'* *****, ** an ******** ****** ** this ****** ** ******, this **** *** **** directly **** *** ****** end ** *** ***********, but **** *** ********* and ***** *********** ** the ***** **** *********, which ** *** ***** try ** **** ***** products. ** **** ******* examples ** ****, *** one ** *** **** common ** **** ******** was ********* **** *** small **********, ***** ** not ****, **today ** **** *** ******* ***** ** ***** ** ******** ** ****** and we serve all types of business, from home to big cities and companies. [emphasis added]

Challenge: ****** *****, ********** *********

** ***** *****, ******** competitor *** ****** ***** cost ********, *** * distributor *** ******** ********** both ****** **** ********'* VMS ** ********-*****, ******* it ** ** **** expensive **** *********** *******.

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

******** [** *] ***** VMS.

**** ***** ***** ********'* server *****, * ****** Digifort **** *** ******* Digifort ********** **** **** that "*** ***’* ******* how ** **," ******:

[*]* *** **** ** TCO (***** **** *********) you *** ***. *****, need *** **** *********, you **** *** **** license, **** ** *** for ********** *** ****. Everyone ****** ******* [**** better **** ***].

**** ********** **** ******* that ******** ***** ******* 10 ******* ** ******* approximately *** *******.

******** ************ ********* ** claims **** *** ******** is *****, ******* **** "an *******" *** ******* that *********** *** **** information "** *** *****:"

******* ******* ** ** say **** ******** ** very ***** ******** *** the ******* ** *** support **** *******, ***** an ******* ******* ** have ******** ** ********* with **** **** *** cameras *** ** ** 800 ******* ********* *** using **** * ****** market *******. ***** ** the ****** *** ********** center *********, ** **** customers **** **** **** 5,000 ******* ********** ** a ****** ****** *** alarm **********.We ** *** **** ** ***** ****** ** *** **** *** **** ******** ** *** *** ** ** **** *** **** *********** ** *** *****. [emphasis added]

Challenge: ******* ********

** * ************, * distributor ******** ********'* ***** to ******* *** ******* and ***** "****** ***** to *** *** ********" as * ******* **** Digifort.

** ********** *** * Digifort ********** ************* ********* Digifort ******* ** *** same ******* ******* ******** integrators ** * ******* when ******* **** *** company:

*** ***** ***** *** opportunity *** *** *********** and **** **** ** win **** ******* *********** in *** **** ***.

*** ******* ******** ** fail.. ********* ***** **.. worse **** *********. **, it’s **** ** ******* a *** ******* ***** everyone **** *** *** same *****.

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

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******** **** **** **** the *******'* ******* ***** is ** ********* ******* of ****** ***** ***** are ******, **** ********* projects.

******** ****** **** *** non-Brazil ******** ********* ******** for **% ** *** total ******** *** **** while **** ****** ******** only **** ~*** *******, international ******** ***** **** as **** ** ~*,*** cameras.

******** ***** ** ****** beyond *** ******* *** countries *** **** **** there ** ***** ***** for ****** ***************, ************ in *** **** ******* where ********'* ****** ***** is manufacturer **** ******** **** its ***** ******** ******** (especially ** *********) ** very ****** ***** ** considers ****** ** ** weak ** *** ******* such ** *****.

******** *********** **** **** 66 ****** ********* ** well ** **** *** nuclear ****** ** *** U.S. ** ******** ** its *********** **** ****** markets *** ******, ** addition ** ********* ** new *******, **** ** seeks ** ***** **** “intelligence” ** ******** ******** customers. *******, **** ****** sees ******** ** *** U.S. ***** ******** *** relatively *** ****** *****.

**********

**** **–**% ****** ****** share, ******** *** *********** reached ****** ********** ****** Brazil, * **** ********* by *** ****** ** expand *************** *** ***** new *******. ** * Brazilian ******* **** ********* executives *** ********** *** locally *********** *******, ******** is ****** ** ******** market ***** ** **** and **** ********* ***** governments *** ********* ******* towards *** *********.

**** ****, **** ** Digifort ***** ** ***** more "************" ** ******** customers, *** ******-***** ************ will **** ** **** harder ** *** **** enterprise ******* *** ***** otherwise ****** ******* ** Milestone ***** **** ********** with ***** *** *********'* direct **** ***** *** but *** *** *** manufacturers **** ********* ********.

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