Digifort's Brazil Business Examined
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.
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:
- ISS's Brazil Business Examined
- Milestone's Brazil Business Examined
- Hikvision's Brazil Business Examined
- Hanwha's Brazil Business Examined
Estimated ****** ***********
******-***** ******** ***** ** ********* *************, ********* ** ******** *************** *******, *** **** ******* ** *** Brazilian ****** *** ** *****, ****** than *** *********** **** ** ***, Genetec, *********, ***.
** ********* ** ************************* ** **** ** ** ******* ******** ******* *******, **** ********* ******** ** ** the ******* ************ ** *** ********* VMS ******, **** * ~**% ******* VMS ****** ***** ************, *** ***** of *********** ***, *******, *** *********.
** * **** **** ****, ******** disputed ****'* **** ** ******** ** primarily * ***-********** ************ **** ******** in *** ***** *** ** *** domestic *** ******, ********* *** ***** statistics ** ******** ** ********'* ******** in ***** ******** ** ******:
************, ********, * ****** ******* ***** VMS ******** ** ********* *** ** sold ** *** *********, ****** ** have ***** **.*% ** **** ***** having ********** ***** **% *** **.*% in **** ** **** *** ****, respectively.
************
******** ********* **** ** *** ** distributors **********, ****** ** ** **** over *** ***-********* *********** ** ******* number ** ************:
** **** ** ************, *** *** main **** ***: ***, ***** *****, ScanSource, *** *******.
***********
******** **** **** ** *** **** 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]
** *** ***** ***** *****, ********'* 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) *********** *****:
Success: ****** *****
******** ****** * **% ****** ***** "based **** ** *** ******** ******* in ******" ***** * ******** ********** told **** **** "**** **** **** than **% ****** *****."
Success: ****** ****** ************
********'* ******* (*** *****) *********** ********'* presence ** *** ****** ******, ************ "governments," "***********," "***** ******," "********," *** "universities, *******, *** ********" ** ********* markets, ** ***-*****.
** * **** **** ****, ******** made **** ****** ***** *** ****** sector ********, ******* ****:
- ******** ** *** ****** * *** across *** ********* ********** *************** (*.*. federal/state/local ********),
- **% ** ********* ********** ******** **** for ******** ***********,
- **** **** **** ** ***** ************ of ******** *** ********, ***
- ~** ************ *** ********, **** **** an ******* ** *** ********.
************, ******** ******** **** **** ******** of ******* ****** ****** ***-*****, ********* the ********* ******** ******* **** ** least *,*** ******** ********:
******** ******* *** *** ********** ** 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: ** ********* ********** ** "*** ********"
** **** ******** ** ********* ****, ********* *** ********* *** ******* 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 ************ ******
******** **** **** **** *** *******'* 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 **** ********* ********.