Disaster at the Ingram Micro Pavilion

Author: John Honovich, Published on Apr 01, 2012

What a horrible first impression. Determined to take the physical security industry by storm, IT mega distributor Ingram Micro pulled out all the stops at ISC West 2012, failing in dramatic fashion. In this note, we review the effort, share pictures of their pavilion and our analysis of what went wrong.

Among the more notable elements of the pavilion:

  • Giant space comprised of 3 full halls
  • Dozens of random vendors all with small table top setups (Trendnet, SonicWall, etc.)
  • Presentation area that very few attended
  • IBM's exhibit demonstrated an out of date version of Milestone

Here it is 'busy' mid morning on Thursday:

The poor attendance was all the more startling compared to the bustling crowd and record setting attendance on the main show floor, just a few steps away from the pavilon.

Here is a view from the side showing the various table top setups:

Here is the presentation area during the middle of a talk:

Key Problems

Get Video Surveillance News In Your Inbox
Get Video Surveillance News In Your Inbox

We saw 3 key problems:

  • Low Attendance
  • Poor Look and Feel
  • Unclear Messaging

Low Attendance

While pretty much everyone walked by the pavilon, hardly anyone went in. Traffic was consistently and shockingly low. Without traffic, it does not matter how good an offering is.

Poor Look and Feel

Going from the main exhibits to the Ingram Micro Pavilion was like switching from a Cirque du Soleil show to a high school play. While the show floor features hundreds of expertly crafted boothes with scores of huge monitors and demonstrations, the Pavilion had boring table top setups and stacks of literature.

Unclear Messaging

Not only did it look bad and people largely avoided it but when you went in, it was hard to get any answer to what Ingram Micro was doing. We went in three times, asking to learn more about Ingram Micro's approach to physical security but no one could help us. Despite the pavilion having a few dozen table top stands, no area was dedicated to explaining what Ingram Micro was doing in general. The closest thing was a stack of Ingram Micro brochures.

The Future

Obviously, a bad start. Not many people learned much about Ingram Micro nor did they come away impressed. On the other hand, Ingram Micro is a mega corporation that did $36 Billion in revenue last year. While their profits are poor and they wasted significant money at ISC West, they do have the resources to recover. It will be interesting to see if they can, or if like convergence itself, their physical security efforts will crash and burn.

4 reports cite this report:

Ingram Micro: The Blind Lead The Blind on Nov 02, 2017
Ingram Micro, as a huge as they are overall, with $40+ billion in annual sales, has never been a force in physical security, despite, or perhaps...
Hikvision Big Hire - Ex Ingram Micro Exec on Sep 15, 2016
Hikvision has made another major hire. This time is it Tom Burns, previously VP at Pivot3 and, before that, GM of mega distributor Ingram...
Chinese Company HNA Buys Ingram Micro For $6 Billion ALL Cash on Feb 17, 2016
We take it back; All the things about Ingram Micro being a bunch of fools. They have totally redeemed themselves. Faced with an increasingly...
Ingram Micro is Back to Defend IP! on Nov 13, 2015
With $40+ billion annual sales, Ingram Micro is a mega distributor. But they have never been anything in physical security. Their last major push...
Comments : PRO Members only. Login. or Join.

Related Reports on Failure

Why 3VR Failed on Feb 16, 2018
3VR destroyed transformed ~$65 million in VC funding into a $6.9 million exit. The reason they failed is simple. They bet on analytics. They...
Cold Weather Dome Test on Jan 25, 2018
Cameras frequently cite super low-temperature specs, with -30° or even -40° common. But to see how popular dome models actually handle real world...
Assa August Smartlock Pro Tested on Nov 07, 2017
Failures and set backs in the smartlock business have been commonplace (e.g., Lockitron Admits Failure and issues from our 2017 Kevo test). But...
Assa Abloy Acquires August on Oct 25, 2017
The mega access control manufacturer, Assa Abbloy, has acquired one of the most well funded access control startups, smart lock...
Dell EMC Surveillance Division Profile 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...
Integrator's Top Selling Cameras 2017 on Feb 13, 2017
8 manufacturers accounted for 80% of the top selling camera lines for ~150 integrator responses. This report demonstrates which brands integrators...
Arecont Lowest Favorability Results on Jan 25, 2017
Given Arecont is 3 time defending integrator choice for worst camera manufacturer, it should be little surprise they had the lowest score in the...
Axis TCO Study Examined on Oct 31, 2016
Axis is doing a full marketing push for a new TCO study, with various Axis divisions and their media partners promoting this TCO study. This...
Axis Hosted Video Decade of Failure on Aug 29, 2016
Do you want to 'head up' Axis hosted video offerings? Axis almost never publicly promotes senior positions, but for such an unattractive job they...
Favorite Video Surveillance Hard Drive Statistics 2016: Seagate vs WD on Aug 01, 2016
What is the favorite hard drive for video surveillance integrators? Two manufacturers stood out, Seagate and WD but one of them trounced the...

Most Recent Industry Reports

Visio For Video Surveillance Design on Feb 20, 2018
Many integrators have standardized on AutoCAD for camera layouts but new users may be overwhelmed by its learning curve. Microsoft's Visio...
Health Care Insurance Integrator Benefits Statistics on Feb 20, 2018
How common and how much healthcare coverage is typically provided by security companies? 150+ integrators explained how their companies provide the...
Hikvision Deletes Genetec Support on Feb 20, 2018
There will be no peace between Hikvision and Genetec. A year after Genetec expelled Hikvision (and Huawei, citing Chinese government control...
Change Orders - Sometimes Necessary, Sometimes Unethical on Feb 19, 2018
Change orders are a common element in project sales. Sometimes they are a necessity and appropriate ways to deal with arising issues, but sometimes...
Bosch Merges Video, Intrusion and Access Businesses on Feb 19, 2018
Bosch is merging their "video systems, intrusion detection, as well as its access control and management software business units to form a single...
Why 3VR Failed on Feb 16, 2018
3VR destroyed transformed ~$65 million in VC funding into a $6.9 million exit. The reason they failed is simple. They bet on analytics. They...
"Fear Mongering": Hikvision USA Cybersecurity Director Dismisses Chinese Government Ownership Concerns on Feb 16, 2018
The facts are: The Chinese government created Hikvision and is Hikvision's controlling shareholder. Hikvision's Chairman, a Communist Party...
16:9 vs 4:3 Video Aspect Ratio Statistics on Feb 16, 2018
What aspect ratio do security integrators prefer? The 'standard' 4:3 or the 'wide' 16:9 one? 100+ integrators told us what they preferred, with...
Mercury Releases New Series 3 Redboard Access Panels on Feb 15, 2018
Mercury Security has their first major product release post-HID buyout, and things literally look different. The Series 3 SIO boards now are red...
Last Chance February 2018 Camera Course on Feb 15, 2018
This is the last chance to get into the Winter camera course, starts next Tuesday. Register now. IPVM provides the best education, live online...

The world's leading video surveillance information source, IPVM provides the best reporting, testing and training for 10,000+ members globally. Dedicated to independent and objective information, we uniquely refuse any and all advertisements, sponsorship and consulting from manufacturers.

About | FAQ | Contact