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  • IBM's exhibit demonstrated an out of date version of Milestone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

Dahua Intercom Tested on Feb 07, 2019
Video intercoms are a growing market with video surveillance manufacturers expanding into this niche. IPVM is continuing its series of video...
Intersec 2019 Show Report on Jan 23, 2019
The 2019 Intersec show, held annually in Dubai, is now complete. IPVM attended for 3 days, interviewing numerous Chinese and Western video...
Foolish Strategy: OEMing Facial Recognition on Dec 13, 2018
Almost as 'hot' as face recognition marketing right now is OEMing facial recognition. Last year, they were a who's who of company's with...
Video Surveillance Hard Drive Size Statistics 2018 on Nov 08, 2018
What is the most common hard drive size for video surveillance? 150+ integrators answered: What size hard drive do you most commonly use? What...
Favorite Video Surveillance Hard Drive Manufacturer 2018 on Nov 06, 2018
Who is the favorite hard drive for video surveillance use? 150+ integrators answered: What is your preferred brand/model of hard drive for...
Video Surveillance Hard Drive Failure Statistics 2018 on Nov 02, 2018
Hard drive failures can be significant service problems but how common of an issue are they in video surveillance? How long do drives last when...
Favorite Request-to-Exit (RTE) Manufacturers 2018 on Sep 19, 2018
Request To Exit devices like motion sensors and lock releasing push-buttons are a part of almost every access install, but who makes the equipment...
Why Vivint / Best Buy Failed on Aug 31, 2018
DIY has bested Vivint. In 2017, Best Buy and Vivint partnered with Vivint employees on the floor of 400+ Best Buy stores, helping customers with...
Fail: Dahua "Didn't Check The Lux Levels but It Was Dark" on Jul 20, 2018
Dahua UK has been promoting their camera quality on LinkedIn: I, and others, asked what the lux level of the scene was. (background: Lux Rating...
FST Fails on Jul 17, 2018
FST was one of the hottest startups of the decade, selected as the best new product at ISC West 2011 and backed with tens of millions in...

Most Recent Industry Reports

Casino Surveillance Pro Interview: James Lathrop on Feb 15, 2019
James Lathrop has been working in casinos for almost 25 years. During that time, he says he has held "just about every job you can do in the...
Hikvision 2018 Revenue Tops $7 Billion USD But Growth Slows To Low on Feb 15, 2019
Hikvision's annual revenue topped $7 billion for the first time in 2018, although growth slowed sharply. In this post, we analyze the latest...
Hanwha Smaller Multi Imager Tested (PNM-9000VQ) on Feb 14, 2019
Hanwha's first repositionable multi imager PNM-9081VQ tested well, but was huge, over 12" wide and weighing in at over 10 pounds. Now, they have...
ADT And 'The Defenders' Silent About Massive Complaints on Feb 14, 2019
ADT's largest dealer, "The Defenders" has been the subject of a massive number of complaints over many years and many forums, most recently a CBS...
Hikvision Chairman Praises United Front on Feb 14, 2019
Hikvision’s controlling shareholder held a meeting last month praising the United Front, a Communist Party organization known for its secretive...
Sales Turnover At Anyvision on Feb 13, 2019
Anyvision raised a $43 million Series A and according to their newest investor: what you need to do is push the gas pedal and build an...
Cisco Meraki Cloud VMS/Cameras Tested on Feb 13, 2019
Cisco Meraki says their cameras "bring Meraki magic to the enterprise video security world". According to Meraki, their magic is their management...
Uniview / UNV Favorability Results 2019 on Feb 12, 2019
Uniview / UNV, the self-proclaimed #3 China manufacturer, while starting late, has been working to make inroads internationally. In IPVM's 2019...
Nortek Mobile Access Reader BluePass Examined on Feb 12, 2019
Nortek's Linear access control division claims to make mobile credentials "more secure and easier to use than ever before" with their BluePass...
Solink Raises $12 Million - Company Profile on Feb 12, 2019
Most industry professionals have never heard of Solink, a company whose tagline is: It's time to revolutionize the way business uses...

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