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  • IBM's exhibit demonstrated an out of date version of Milestone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

3 reports cite this report:

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...
Crazy Chinese Company To Buy 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

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...
Video Surveillance Hard Drive Failure Statistics 2016 on Jul 22, 2016
Hard drive failures are decreasing and lifespans are getting longer, according to new IPVM statistics. Failing hard drives have historically been...
Video Surveillance Hard Drive Size Statistics 2016 on Jul 18, 2016
Many low end NVRs still use 1TB hard drives, but 10TB drives hit in the market in January 2016. So what size do integrators use most often?...
US Government Agency Highlights Analytics Failure on Jul 15, 2016
Count the US government among those not satisfied with video analytics. A US government agency held a workshop on video analytics for public...
Surveillance Repair Company On Brands and Products That Fail on Jul 06, 2016
Jonathan Pine, CEO of DVR repair company Renova provided details  about which brands of DVR's/NVR's and cameras are most commonly sent in to his...
Dedicated Micros Collapses, CEO Says Shut Up, Debates IPVM on Apr 18, 2016
No one exemplifies arrogance and bad strategy quite like Dedicated Micros CEO Mike Newton. When he was not busy running around the racetrack, he...

Most Recent Industry Reports

Simplisafe is 'Blowing The Doors Off' on Feb 17, 2017
The company alarm dealers love to hate, Simplisafe, is 'blowing the doors off' according to Michael Barnes, one of the top financial advisors in...
Hikvision OEM DDNS Devices To 'Lose Remote Access' on Feb 17, 2017
The fallout of Hikvision's DDNS discontinuation is expanding, this time hitting OEM partner Supercircuits, who reports that on June 30th: The...
Milestone: "Easy Money Days Are Over" on Feb 17, 2017
Contrary to IPVM's criticisms, Milestone has reaffirmed that glory days remain. But they admit that they 'easy money days are over': Are the...
Directory of Alarm Panel Manufacturers on Feb 16, 2017
Alarm panels are the central controller of intrusion systems. The following is a list of manufacturers of alarm panels. This directory only covers...
Panasonic Favorability Results on Feb 16, 2017
Panasonic is one of the largest brands in the world and a long term provider of both video surveillance imagers and cameras. But, like all...
China Huawei Gives France Free City Surveillance on Feb 16, 2017
China is using its financial resources again, this time in France, just a month after the Chinese government funded a $100 million security /...
Hikvision Silicon Valley and Canada R&D Expansion on Feb 15, 2017
After massive growth in their sales team, Hikvision is now planning to add two new R&D centers in North America. In this report we examine...
Directory Of Wholesale Central Station Monitoring Providers on Feb 15, 2017
Wholesale central stations help smaller and local dealers providing monitoring to their customers. Dozens of options exist.  Below is the first...
Bosch/Genetec Video Cybersecurity Partnership Examined (CHAVE) on Feb 15, 2017
Surveillance products have been relatively weak when it comes to cyber security. Default passwords, open ports, and weak authentication mechanisms...
Security Alarm Industry Trends - Barnes on Feb 14, 2017
This is a review of key security alarm industry trends, taken from Michael Barnes' presentation at the 2017 Barnes Buchanan conference. Key trends...

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