Digifort's Brazil Business Examined

By Robert Wren Gordon, Published Feb 22, 2021, 11:09am EST (Info+)

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

******-***** ******** ***** ** ********* *************, ********* ** ******** *************** *******, *** **** ******* ** *** Brazilian ****** *** ** *****, ****** than *** *********** **** ** ***, Genetec, *********, ***.

** ********* ** ************************* ** **** ** ** ******* ******** ******* *******, **** ********* ******** ** ** the ******* ************ ** *** ********* VMS ******, **** * ~**% ******* VMS ****** ***** ************, *** ***** of *********** ***, *******, *** *********.

** * **** **** ****, ******** disputed ****'* **** ** ******** ** primarily * ***-********** ************ **** ******** in *** ***** *** ** *** domestic *** ******, ********* *** ***** statistics ** ******** ** ********'* ******** in ***** ******** ** ******:

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************, ********, * ****** ******* ***** VMS ******** ** ********* *** ** sold ** *** *********, ****** ** have ***** **.*% ** **** ***** having ********** ***** **% *** **.*% in **** ** **** *** ****, respectively.

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

******** ********* **** ** *** ** distributors **********, ****** ** ** **** over *** ***-********* *********** ** ******* number ** ************:

** **** ** ************, *** *** main **** ***: ***, ***** *****, ScanSource, *** *******.

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***********

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******** **** **** ** *** **** 800 *********** **********, ******** *** ** Brazil's ************.

**** ****, *** ******** ** ***** integrators *** *** ********-**** *** **** with ***** ***** ** ****:

** **** **** ***********, ***** **** Mahvla, ** **********, ****, ** **********, Coringa, ******, **** ******, ****, ********, RadioCom, **********, *****, **, ******* **********. Some **** **** **** **** ********, others **** **** **** ***** ********.

***** **** ***********, ******** **** ***** camera ************* *****, *********, *** ******-**************** "***** ********."

*******

******** **** **** ****, **** ********** Milestone, *** ****** ******* ** ******* to **** ** ***** *********. ************, unlike ********** ***, ******** **** *** offer **** ***** ** with ******** ********, *** ******** *******, going *** ** **** ** $**. According ** ********:

** ******, *** *********** ******* ** the **********, ***** *** *** *** operational *** ************** ********* *********.

***** *** *** ****** ********* *** the *** ********, *** ** **** a ****** **** *** ******* *** volume ** ********, *** ******* *** discount ******** ** ********.Always ********** *** ************ / *********** *****. [emphasis added]

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** *** ***** ***** *****, ********'* premier ********, ******** **********, ***** *** roughly **** *** ***** ** ********* XProtect ********* ** *** ******* **********.

******** ****** *** *******, ***** **** free ********* ******* *** ********, **** allowed ** ** **** ******** ** licenses ********:

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

* *ã* ***** ********** ********* *********** Digifort's ******* ** ** ********* *******:

******** ** **** ****** ** ****** because ** ** ******** ** ****** and *** ****** *** ********.

***-*****

********'* ********* ******* ********** **** ******** primarily ***** ** *** ***** *** of *** ********* *** ******, ******* IPVM:

**-*** *** ** **** ***** ******** as ** ****.

********, ***** **** **** **** ~***,*** licenses ********,****** ** ******* ********* *** ************ ****** ******** ******** ** *** ~70 ******** **** ** ***** *,*** licenses, ********* *** ********* *****-*****, ********** projects **** *****, ******** ***-***** **** as ***** *** (******** ******* ** Brazil) *********** *****:

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

******** ****** * **% ****** ***** "based **** ** *** ******** ******* in ******" ***** * ******** ********** told **** **** "**** **** **** than **% ****** *****."

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

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********'* ******* (*** *****) *********** ********'* presence ** *** ****** ******, ************ "governments," "***********," "***** ******," "********," *** "universities, *******, *** ********" ** ********* markets, ** ***-*****.

** * **** **** ****, ******** made **** ****** ***** *** ****** sector ********, ******* ****:

  • ******** ** *** ****** * *** across *** ********* ********** *************** (*.*. federal/state/local ********),
  • **% ** ********* ********** ******** **** for ******** ***********,
  • **** **** **** ** ***** ************ of ******** *** ********, ***
  • ~** ************ *** ********, **** **** an ******* ** *** ********.

************, ******** ******** **** **** ******** of ******* ****** ****** ***-*****, ********* the ********* ******** ******* **** ** least *,*** ******** ********:

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******** ******* *** *** ********** ** Praia ****** (********* *****) ** * particular ****, ****** *** *** **** has ******** ** ***** ** ******** solutions:

** * ********* ** ******, ** have *** **** ** ***** ****** with *,*** ******** ** ***, *,*** licenses ** ***** *********, *** ******** of ******** ********, *** ******** ** LPR *** *** ******** ** ****** recognition.

******** **** ***** *** ****** ****** as *** ** ********* ****** ************:

*** ********** ******* * ***.

********'* ********* ********* *** ***** *** 5,500+ ****** ********** ******, *** ******** of ***** ** *** *** ****** CCTV *********. ** ****** ****** ********** from *** *********** ******** *** **** public ***** ****** ********* *** ************* solutions, ******** ***** **** ***** **** be ** *********** ** *** *** government ******** ****** *** **** *** years.

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

********'* ********* ***** ** *** *******'* reputation, ******* ****:

**-*** ***** *** **** *** ******* isn't ****... ******** ** ******* *** most **** *** ** *** *****.

********'* ********* ******* ** ****** **** Brazil's ******* ******* ********, ***** ***** Digifort ** *** "**** *** ********" in ***************, ******* *** ********* ************ ***** of ******** *********** ********* *** *******. The **** ****** ****** *,*** ***** but ** ** *** **** *** reputable ** ******** **** ****** **.

******** **** *** ******** *******, ***** is ***-******* ***** ** *********, ** be * **** ********** *** **** IPVM **** *** ******* ** **** better **** ******** ** ***** ** Intelbras:

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

* ******** ********** ****** **** ***** claims, ******* ** **** **** ********'* software ** ****-******** *** "****:"

[*]*’* * ******** ********. *** ****** who ***’* **** *** **** *********, love **. ***** **’* ****.

** *** ***** ****, * *** de *******-***** ********** *** **** *******, telling **** **** ******** ** **** "ok:"

******** ** **. *** ****, *** so ***.

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

**** ****** ********* *******************************, ******** ********** *** ******** *******:

*** ******* ** ******** ******* ** fundamental.

******** **** **** ****, ***** *********** consider ******** ******* ** ** * cost, ** ********* ******** ******* ** be ** ********** *** *********** * client *********** ****, ******** ** ** strengthen ************* **** ******** ********* *** encourage **** ** ******* **** ******** licenses.

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

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** **** ******** ** ********* ****, ********* *** ********* *** ******* treatment ** ********* *** ******* **********.

** ****, ***** ** ** ***** equivalent ** "*** ********" ***, ********* to ********, ****** **** *** ***** domestic ********* ** **** ** *** U.S. ********** ****, **** ***** ********** officials **** ****** *** ******* ** preferring ********* ********* *** *******/*****/***** ********* governments ************ *** ****** ** ****** Brazilian:

** *** *** *** ****** ***** wins... ** ** *** ****, ******** would *** ********.

***********, ******** **** **** ***** * domestic ******* ** ******* ** *** private ******, *****, ******* ******** ******* on *****, ***** ********* ** ** advantage *** ** **** ** *** proximity ** *** ***-**** *** *** ability ** ***** ****** ******** ******* in ********** ****** ********* ******** *****.

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

**** ******** ** ********* ***** ****** * ****** *** as **** ** * ******* ***** of ****** ************* (****** ***** *** Hikvision) ******* ****** *** ****** ******** in ******.

**** ***** ***** **********, ******** ********** "some ****** *************" *** ******* **** VMS ******** ** "*** ******* *********:"

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]

******* ***** ********* ***** ** ** and *** *********** ** **** **** of ***** ****** ************* *** ******** on *** *** ******** ** **** their ********, ******** *** ****** ************ and *********** ***** ******* ** *** VMS *************.

**** ****, ******** ** ********** ********** that ***** ***-***** **** ********** **** camera *************' ***** *** **** ** Digifort *** ** **** ** ********:

** **** *****, **** **** ***** customers ******* **** **** **** *** done * **** **** *** *** to ******* ********, ** *** ***********, to ******** *** ********, ****** *** to ********* ******** (**** ** *********** and ************** ********** **** ***** *** offer), ****** ** ******* *** *****-***** service.

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

** ****'* **** **** *** ********* manufacturer, ********'* ********* ****** **** ** was ****** **** ********* ********* ** foreign ************* ***** ****** ** *** quality ** ********'* ********, ******** **** he **** *** ***** *** ********* to ***** ********** ** ******** *********** and ******* **** **** **** ** these ********* ***** *************** ** *******-***** competitors *** ** ******* ***** ****** of ******** **** ** *** ****** be ****** *** *** * ***:

***, ** *** ***** **** *** attempts ** ********* ********'* *****, ** an ******** ****** ** **** ****** in ******, **** **** *** **** directly **** *** ****** *** ** our ***********, *** **** *** ********* and ***** *********** ** *** ***** they *********, ***** ** *** ***** try ** **** ***** ********. ** have ******* ******** ** ****, *** one ** *** **** ****** ** that ******** *** ********* **** *** small **********, ***** ** *** ****, astoday ** **** *** ******* ***** ** ***** ** ******** ** ****** and we serve all types of business, from home to big cities and companies. [emphasis added]

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

** ***** *****, ******** ********** *** offers ***** **** ********, *** * distributor *** ******** ********** **** ****** that ********'* *** ** ********-*****, ******* it ** ** **** ********* **** alternative *******.

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

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

**** ***** ***** ********'* ****** *****, a ****** ******** **** *** ******* Digifort ********** **** **** **** "*** can’t ******* *** ** **," ******:

[*]* *** **** ** *** (***** cost *********) *** *** ***. *****, need *** **** *********, *** **** too **** *******, **** ** *** for ********** *** ****. ******** ****** Seventh [**** ****** **** ***].

**** ********** **** ******* **** ******** would ******* ** ******* ** ******* approximately *** *******.

******** ************ ********* ** ****** **** its ******** ** *****, ******* **** "an *******" *** ******* **** *********** use **** *********** "** *** *****:"

******* ******* ** ** *** **** Digifort ** **** ***** ******** *** the ******* ** *** ******* **** cameras, ***** ** ******* ******* ** have ******** ** ********* **** **** than *** ******* *** ** ** 800 ******* ********* *** ***** **** a ****** ****** *******. ***** ** the ****** *** ********** ****** *********, we **** ********* **** **** **** 5,000 ******* ********** ** * ****** server *** ***** **********.We ** *** **** ** ***** ****** ** *** **** *** **** ******** ** *** *** ** ** **** *** **** *********** ** *** *****. [emphasis added]

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

** * ************, * *********** ******** Digifort's ***** ** ******* *** ******* and ***** "****** ***** ** *** end ********" ** * ******* **** Digifort.

** ********** *** * ******** ********** alternatively ********* ******** ******* ** *** same ******* ******* ******** *********** ** a ******* **** ******* **** *** company:

*** ***** ***** *** *********** *** not *********** *** **** **** ** win **** ******* *********** ** *** same ***.

*** ******* ******** ** ****.. ********* sells **.. ***** **** *********. **, it’s **** ** ******* * *** project ***** ******** **** *** *** same *****.

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

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******** **** **** **** *** *******'* current ***** ** ** ********* ******* of ****** ***** ***** *** ******, more ********* ********.

******** ****** **** *** ***-****** ******** currently ******** *** **% ** *** total ******** *** **** ***** **** Brazil ******** **** **** ~*** *******, international ******** ***** **** ** **** as ~*,*** *******.

******** ***** ** ****** ****** *** current *** ********* *** **** **** there ** ***** ***** *** ****** internationally, ************ ** *** **** ******* where ********'* ****** ***** ** The ********* ************ **** ******** **** its ***** ******** ******** (********** ** Argentina) ** **** ****** ***** ** considers ****** ** ** **** ** key ******* **** ** *****.

******** *********** **** **** ** ****** districts ** **** ** **** *** nuclear ****** ** *** *.*. ** evidence ** *** *********** **** ****** markets *** ******, ** ******** ** expanding ** *** *******, **** ** seeks ** ***** **** “************” ** existing ******** *********. *******, **** ****** sees ******** ** *** *.*. ***** Digifort *** ********** *** ****** *****.

**********

**** **–**% ****** ****** *****, ******** has *********** ******* ****** ********** ****** Brazil, * **** ********* ** *** desire ** ****** *************** *** ***** new *******. ** * ********* ******* with ********* ********** *** ********** *** locally *********** *******, ******** ** ****** to ******** ****** ***** ** **** and **** ********* ***** *********** *** companies ******* ******* *** *********.

**** ****, **** ** ******** ***** to ***** **** "************" ** ******** customers, *** ******-***** ************ **** **** to **** ****** ** *** **** enterprise ******* *** ***** ********* ****** Genetec ** ********* ***** **** ********** with ***** *** *********'* ****** **** which *** *** *** *** *** manufacturers **** ********* ********.

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