Eagle Eye's Mexico Business Examined
Eagle Eye has had some big wins in its two years in Mexico City but the company is still largely unknown and far smaller than its incumbent rivals to the south of the Texas company's HQ.
IPVM interviewed the Texas cloud company to learn more about its Mexico business and the challenges that it has encountered along the way.
Inside this note, we examine:
- Extremely Niche Player Locally
- Background: Entered Mexico/Latin America in 2019
- Competitors: Verkada, OpenEye, Genetec Stratocast
- Public Safety and Quick-Service Restaurants Key Verticals
- Mexico City Mi Calle Project
- Coronavirus Positive for Cloud
- Coronavirus Negative Impact: Lost Momentum
- Coronavirus Deaths Hit Industry in Mexico
- 'Traditional Thinking' Is Biggest Challenge
This is the third in a series of posts examining the Mexican businesses of various video surveillance manufacturers. See also:
Estimated ****** ***********
***** *** *** **** **** ** the ******* ****** *** *** ***** and ** ** ********* ***** ****** locally. **** ********* **** ***** *** is **** ******** **** **** ********* from ***** *** ********* ** *** from *******, ***, *** *********.
************, ***** *** ****** **** ******* that ***** *** *** ********** * good *****, *** ******** ** ******* video ************ ************* *** ***** ********** with ***** ***.
**********
**’** ***** **** ***** *** ***, we ******* ** ****. **’** **** in *** ***** ******** ****** *** about *** *****, ** ******* **** [Hornung] ** ***** *** ***** ***. He *** * *** ** ********** in **** ****** *** *** ** the ***** ***** **** ** ******* exploring *** ******.
****** ****'* ** ******** **** **** video ************ *******,******* ** ****** ********, ** ******'* ******* ****** security ******* *** ***** *** ******* safe **** ******** ** ***** *******. Since **** ***** *** *** **** present ** ** *****, * ********-***-******* project ***** ******* **** **** *** are ********* ** *** **, *** describes *** ************** ** ** "******" of *** ****** ********:
**** ** ******* *** ********* **** we **** **** ********** **. ** were ********* ****** ***** ** *** the ******* ** *** ** ******* that ** *** ***, *** * lot ** **** *** ** ** with **** *** *** ********* ** the ****. *** *** **** ** worked *** **** *** ****** ************, so **** *** **** * **** job ** ******* ********* *** ***** Eye ** *** **** ****** *** a *** ** *** ********* ** the **** ** ***** *******.It’s **** ** ****** ***** *** **. * *** ** ***** ***** ****’* ***** ** ** ****** *** **** * ****** ** **** ** *******. [emphasis added]
** **** *** [********] ** ****** and **** ** ***** ******* ****** around ***** *********.
***********
***** *** ********* ***** *****-***** ********* such ** *******, *******, *** ******* Stratocast ** ** *** ******* ***********. That ****, *** ***** ******* ****** that ***** *********** *** ** *** large ****** **** ***** *******:
[*]** *******, *****’* ********* **** ** the ** **** *** ***** *****, but *** ******* **we ***’* **** **** *****’* * *** ** ***** ***** ********* **** ** ** ****** *** ** ***** *******. We don’t see Verkada, we don’t see OpenEye down there, we don’t see Genetec Stratocast—yeah a little bit here and there—but that’s not really competitive with us[.] [emphasis added]
** ****'* ********** ******* ** ***** America, ******* *** ******* *** ********* absent **** *** ***** ******. ******* is ****** ***** *******, *** ********* because ** *** *** *** *** because ** **********.
*********
****** ******** (*.*. ****** **** **** city *******) *** *****-******* *********** *** Eagle ***'* ******* ********* ** ******, among ******* ******:
****** ********, ******, *********, *****-******* ***********, and ***********. ** **** ******** ***** interest ** ******** *** *****[.]
***** *** **** ********* **** *** interest *** ******* *** ******** **** airports *** ********* **** **** ******* airports *** *** ************* ******** **** as****** **** ************* *******:
*** *** *** ***** *** ************* airport, *** ******** *** **** ******* entities, *** ** **** * *** of ***** ** * *** ** the *** *****.
******** ***** *** ********* ********* **** IPVM, *** ******* ******** ** ******* any ******** ***-***** (***** **** *** Mexico **** ** ***** *******, *** below) ** ******** *** ****** *****, stating **** **** "****** *** **** tremendous":
** ***’* **** ***** *** ****** count, *** *** ****** **** ****** that *** ********* *** **** ***** 15,000. ** **** *** **** *** growth *** **** **********, **’* * lot ****** **** ****, *** *** camera ***** ** *** ** *** things **** ** ** *** ********. The ****** ** ****** ***** ****** City ** ******* ** *** ****** already *** ** ******** *********** **** the ****, ** ** *** * good *****.
*********
***** *** ********* **** ** **** not *** ************ ** ****** *** sells ******** ** *** *********:
[*]*’* ******** ** *** ********. *** we **** ********* **** *** ********** our ******** **** ****** ***********.
******-***** ***** ******************* ***** ***'* ******** *** *** Mi ***** *******, ********* ** ** Eagle ******** ********** ** **************** ***** *** ******* ***** ******* describes ** ***** ** "*** ******" of *** *********** **** ***** ***:
*** ** ***** ******* *** *** origin ** *** ************* ************* ******* Eagle *** ******** *** ********* ** make ******** ** ********* ***** ****.
***** *** ******** ** ******* ******* on *** ****** *********, ********** ** speak ** ******** (*.*. ***** ********) terms *** ******** **** ** *** onboarded ***+ ********* ***** ****:
** *** **** *** *****, **’** brought ** ***** **** *** ********* across ***** *******. [*]* *** *** to ***** **** **, [**] **** them **** ************ ************** ** **** as ******** *** ********** *****, **’* a **** ********* **’** **** ******* together *** ******** ** *** ********.
Success: ****** **** ** ***** *******
****** ****’* ** ***** (**** ******** as ** ***** *** ** *****) project (*** *****), ***** ************* **,*** *******, ** *** ** ******* **** city ******** ** *** ****** **** local ********** *** ** ********* ** and ********* ** ****** ****'* ** command *** ******* ******, ***** ********** ** **** ** ********.
***** **************** ** *** ********* *** ************ of **** **,*** ******* *** ** Calle ** *** **** ******* ******-***** reseller *********.
*** ******-***** ******* ************* *** **** **** ** *** 16,000 ******* ** ** *****.
******* **** ******** *** ***** ******** market ** ****, ***** *** **** IPVM **** ** *** *** ** Calle ******* ************ ******* ****** **** officials *** *** **** "***********" ********** and **** ******** ******* * ***** solution:
[T]his ** ** **** ** **** ******* ***** **** ****’* **** * *********** ***, **** **** ********* ****** ** ** ********* *** and do something different and so we had an advantage there because of that. Obviously there’s other competitors that had a different way of doing things too, and so I think it speaks a lot to our technology. [emphasis added]
***** *** **** **** **** *** Mi ***** ******* *** "**** * great *********** *** ** *** *** way ******" *** *** ********** *** Mexico ******** ** ***** ****, *********** through (*) ******* ** * **** for ***** **** **** ********, (**) attracting ******/******* ************, *** (***) ********** new ************ *** ***** ***********.
********** *** ***** *****, *.*. ***** safe **** ********, ***** *** ********* that ***** ******** *** ******* **** the ****** **** ******* *** **** long **** *****:
*** ** *** ****** ****’* ******** with ****, ***** ***** **** ****** up **** ***** ********* ********.One ** **** ** ***** **** ******** **** *** *******, ******** ******* ** *****. Those are a little bit longer lead time and there’s several of those that we’re involved in Mexico as well as other parts of Latin America. [emphasis added]
***** *** ******* ********** **** *** public/private ************ ** ******** *** ** Mexico ****, ***** ******* ******** **** to **** ***** ******* **** *** Mexican *******'* **:
[*]*’* **** ****** ** **** *******/****** partnerships **** ******* ********** **** **** to **** ***** ******* **** *** C5. ** **** ******* ******* ********** that ** ***’* **** ***** ** the ****** ** *** ** ***** names **, *** *****, ************* ********* that **** ** ***** ***** ***** with *** **. ** **** *****, we’re ****** ***** ********* ******* ***** systems **** ***** ***. ** ***** cases, ****’** ******* ******** ****** **** already **** *** ****’** ****** * handful ** *******, ***** ** *** entrances *** ***** ** ** ******* lots. *** **, **** *********** **** have *** *******—*** ** *** ****** that **** ******* *** *** **** they’ll **** **** ** ** ******* or ***, ******** *** ****** **, that **** *** ** ***** *** for *** **** ******* ** ******* their ***** **** *** **.
** *** **** *****, ***** *** said **** **** **** ****** **** Mexico ****'* ********** ** ******* ************, including *****-**** ********** *** ***** ******* ******** ** June:
[*]** **** ***** ****** **, *** that **’** ***** * ****** ****** partnership **** *** ****** **** **********, we’re ***** * *** ** *** technology *********** **** **** ** *** them ** ************ **** ** *** things. **, ************** ** ********* ********, ** *** been ******** **** *** *** **** taking ******** **** ****** **** ******* it’s ********* **** **** ****** ** use.
Success: *****-******* ***********
***** *** ****** ******* ** ****** with **-***** *****-******* *********** **** ******* franchises:
[*]* ********* *****-***** ***********, **** ** bleed **** **** *** **, ***** we’ve *** ******* **** *****-***** ***********.
*** ******* ********** **** ******** ** word ** ***** *** **-***** *********** promoting ***** *** ****** ********** ******:
[T]hose ********* ****** *** ** ****** *********** ... *** ** ****’* **** * ******, * *** **** **’** **** ******* **** * *** ** *** ********* ********[.] [A] lot of those people ask their colleagues, ‘hey, what do you use for video surveillance?’ obviously that’s where we come in[.] [W]e’re seeing a lot of that, it’s not really word of mouth, but maybe you could call it that, from those franchises and the quick-serve restaurants from the US expanding into Mexico and Latin America. [emphasis added]
***** *** ******** ** **** *** specific *****-******* *********** ********* ** ******.
Advantage: ******* ***** ** ** *************, ********* ***** *******
***** *** ********** *** ******* ** enter *** ******* ****** ** *** of * ****-*******, ******* ****** ****** project ** *** *****-*** ****, ********* its **** ******/***** ******* ****** *****, to ** *************:
*** ***** [***** *** *** **** Drako's] ********** ** ********* *** *** success **** ** ***, ** *** a **** ********** **** *** ***, we’re ***** ** ***** ** *** United ****** *** **’** ***** ** have ******* *****, *********, *** **’** going ** ** [*************].
*** ******* ******* ********* **** *** Japanese ****** *****, *************** ****, ***** *** *** *** Latin ******* *** **** *** ******* views ***** ******* ** "* *** piece" ** *** ************* ********:
[*]* ******* *** ******** ****** *****, but ** *** ** *********** ** pave *** *** *** ***** *******, including ******, ******, *** ***** *******.
[*]* ******* **** ************* **** *** platform ** ** ***** *** *** international ******. *********, ***** ** * big ***** ** ****.
******, ***** *** ********* **** ** has * ******* **** ********* ** facilitate ***** *****:
[*]* ***** *** ******* *** *** models *** *** ******** ** **** with ********* **********, **** ** ***** things *** *******, *** *** ******* to *** ********** ** ***** ********** or ******* **** ** **** ***, is **** ** * ****. *** it’s * **** ****** **** ** you *** ** ******* **** *****.[W]e ****’* **** [*******] ***** ** *** ********* **** *** ***, *** **** ** *** *** * ******** ******** *********, ** **** ** ******* ** *** ***** **********, ** ****’* ** ***********. [emphasis added]
******* ** ***** (** ** ***** currency, ** ** *** ** *** case) ** ************ ******* **** ***-***** either *** ** ***** ******** ** budget ** ******* ** *** *** a ******* ** ** *******. ***** exchange **** ************, ********** ** ****** projects, *** ***** *** *** ***-****'* budget *** ****** ** ****** *** to **********, ****-****** *******/******** ************.
Advantage: ************* **** ****** ******* *****
The ******** ** *** ****** ** ****** **** ******** **** ***** *** *** ***** ************. And that’s strong. Not just in Mexico but across all of Latin America. And that’s out of the PropTech and the PropTech ecosystems with the new applications and technologies that are pretty much in each country specific, new applications for construction and property management. [emphasis added]
Coronavirus ******: ********* *** *****
***** *** **** **** **** ******** still **** ** ** **** ** view ****** ******** ********, ******* ******** measures, *** **** **** *** ******** in "* ****** **** **** *** cloud":
[*]** ********** ** *** ***** **** with *** ********, ** **** ****’* been * ****** **** **** *** cloud.
******* ** *** *****, *** ******* claims **** *** ******** *** *********** the ******* ** ***** *****:
[*]** ***** **** ***** *** **** across *** ***** *** ***** ***** is **** ****** ***** **** ‘***, this ** **** *** **** ** the **** ** ***** **** ***, you *** ******** ** **** ********.’
************, ***** *** ****** **** ********** and ********** *** *** ********* ** invest ** ******* *** ******* *** are **** ******** ** ***** *********:
[*]* *******, ***** ********** *** ********** organizations ****** **** ***** ******* ******** in **** ****** ***** *** *** they’re ****** *** ** ** *** they’re, ********** **** *** ** ****, much **** ***********, '** ** ****** want ** ****** ** ******* *****-**** cycle ** ****** ******* *** ******* and ******* **** *********?' **** **** gave ***** ******** **** ** ***** and **** *** **** ***** ** Eagle ***’* *********.
Coronavirus ******: **** ********
***** *** ********* *** ** ***** integration ****** *** ****** ** *** first **** ** *** ******** ** early *** **** *** ******** **** the ******** ****** ******** **** *** company *** ****** ** ********** ** locally:
[*]* ***’* **** ** ***** ****** on *****, *** **** ********* ****’* help **** *** ****** ******** ******* we’re ****** ***** **, *** *** of *** *** ********* **** ** wanted ** **** **** ********* **, we **** **** ********, ** **** some ** ** ** *****, *** to *** ********.
******* *********** *** **** ********* *** back ** ******** **** **** *** in **** ** *** ********, **** one ******* ********** ******* **** **** 2020 *** * "*********." ***** ******* spending ** **** *** *** ********** of ***** ***'* ****** **** ** Calle **** ** *** ****, ** makes ***** **** *** ******* **** momentum ** ****.
Coronavirus ****** *** ******** ** ******
***** *** *********** ** **** **** a *** ****** ** * ******* partner ******** ****** ****. ***** *** mentioned **** *** ******** *** "****** Eagle *** * ***" **** *** Mexican ********.
***** **** ***** ***, ******** ***** surveillance ************* ***** ** ****** ** well ** ***************, ************ * ******* of *********, ********* ************* *** ***********, have ***** ** **** *** **** of ******-***** *********, ******** ********, *** customers *** ** *** ******* ********.
Challenge: ***** **** *****
***** ***'* ****** ******** ** **** compared ** ******* ***** ************ ********* as ** **** *** *** ******-***** employee *** **** ** ********* ** Latin *******, * **** ******* ************ by *** *******:
We’re ** ** ** ****** ** ***** *******, ***** * **** *** **** ** ******** *******, but, again it’s a lot for us and we’re continuing to heavily invest. [emphasis added]
****, *** *******, **** **** **** it *** "**** **** ** *********" in********* ** ********** ** ********. *** ******* ************ **** *** staffing ********* ** *** ****** **** as ** ********* *** ********,********* ** ********.
***** ***'* ***** **** *** ****** on-the-ground ********, ******* **** *** **** of ********** ** *** ******, ***** the ***** ******* * ***** ********* problem—i.e. **** ******* ******** ************* **** never ***** ** ***** ***.
***** *** ************ **** ** **** time ** *** ** ****** *** projects **** **** *** *** ** Mexico:
[*]*’** ****** ******** ** *** ***. [W]e **** ** ** ****** *** whole *******, *** **’* **** *** you *** ** ********—*** **** ** a ****.
Challenge: '*********** ********'
'*********** ********' ** ***** ***'* "******* competitor" ** ******, ********* ** *** company:
*** *********** ***the *********** *** ** ********, [****’*] *** ******* **********. We know that’s not a company and we don’t know if that’s the kind of bullshit answer that you don’t want to write about, and you can quote us on that if you want[.] [emphasis added]
***** *** ********** **** *** '*********** thinking' ********* *********** ****** ** ******* potential ***-***** ** *** ****** ** its ***** ********** *** **** **** challenge ** *** ******* ** ****** but ** ***** ******* ** ****:
*** ******* ********* ** ******* ** front ** ****** *** ******* **** to ***** ***** ******, **** **** can ** *********. *** ** ** battle ****, ** ****** **** ** pretty **** **** ** *** *** markets ** ** ****, *** **’* becoming ****** *** ****** ** ***** becomes **** ****** ******* *** ***** are **** ********** ***********[.]
***** ***'* ******** **** ****'********* ***** ********* **********, ***** ***** **** **** *********** either ** *** *** ** ** not *** *** ***** ** ***** VSaaS.
Challenge: ********* ******** ******* ** ****** ****
***** ***, **** **,***+ ******* ** Mexico ****'* ** ***** *****, ** present ** ******'* ******* ******. **** said, *** ******* ********** **** ******* projects ****** *** ******** ** ******, including ** ******* ****** *** ***** states, ** * ********* **** ** has *** ** ****** ***:
***** ***’* ******** ** ** ******* the ****** ******* ** ******, *** that’s ** ****** *** ****** ** secondary ****** **** *** *********, **** our ******* *** * *** ** value *** * *** ** *** cases ** ******** *** *****-******* *********** and ***********, **********, ***** **********, ** that’sthe ********* ** *** ** ******* ****** ****** *********, *** **** *** *** ******** ******. [emphasis added]
Challenge: *************
***** *** ******* **** ************* *** generally **** ****** *** ** **** for ***********:
***** [***** ***'* ***] *** ********** globally **** *********, ** *** ******* is **** ***** ***** *************, *************, very **** ******** ** ***** *********.
**** ****, *** ******* *** *********** "minor *******" ********* **** ******'******* ********* *********(****), ** ******* ******** ***** (**** pictured):
[*]* *** **** * ****** ** minor ******* ***** *** ** ****’* disruptive, * ******’* ***, *** *********, we *** ** **** **** **.
***** *** **** ******** ******* ************* to ************* ** ** ***** ******* and ******** **** ****** "** ****** than * *** ** ***** *********":
*** **** ***** *** *** * surprise ** * ******** *****. ** was **** *** ******* *** *** cost ** ***** ******** ** * different *******, *** **’* *** ****** to ******.
******, ********, ** ****** **** * lot ** ***** *********, *** ***** are ********* ***** **** *** **** to **** **.
Challenge: ******* *********** ********
***** *** **** **** **** ******* appropriate *********** ******** *** **** * challenge ** ****** ** **** ** in ***** ***********:
[*]*** ** *** ***** ********** **** we’re ****** ***** *** **, **’** learning ** **** **** ******** ***, where ****’** ******, **** *** ****** suits *** *** *********** ********. *** of *** *** ****** *** ***** Eye, ** *******, *** ********** ************. API ************. ****’* * ********* *** of ***** ** ****** ****, *** every *******, *** ** **** ******* of *** *****, ***’** *** ******** players ** ****** *******, ** ** alarm **********, ** ** ******** **** is *** *****. *** **, ** need ** **** ** ******** **** network ** ** **** **** ** the ***** ** ****.
***** *** ***** ***** **** **** challenge ** ******* ********** ** *** fact **** ** *** *** ** work **** *** ***** *******-***** *********** partners.
Positive ******* ******* **********
***** *** ***** ******** ********** ** Mexico, ********* *** ***** **** ******** to ***** ***** ************ *********, *** newness ** *** ******, ***-***** *** are ********* ** ******** *****-***** *********, occasional ************* ************, *** * **** of *********** ********. ***********, ***** *** says **** ** ** "*********" ** Mexico *** ***** ** *** *** proceeds **** ********** **** *********** ****** **********:
**’** ********* ** ******, ** ***** America, *** **’* * *** **** of ***, ** *** ******** **** going *******. **’** ***** ** ******** to ****** *** ******** ** ******* the ******. ****’* **** ** *** mom *** ***** *** ***** ****** expect *** ** ***, *** **’* true.We *** ** ********** **** ** ********* ** ******* *** **** ** **** *** **** *********. We’re continuing to grow, especially now as the world is getting back to travel and quarantine and lockdown restrictions are ending, you’re going to see even more from us. We had a lot of plans that got sidetracked and we’re looking to pick those back up. [emphasis added]
**********
***** *** *** **** **** ** Latin ******* *** *** ***** *** has ******* ********* ** ******* * place ** * ****** ******-***** ****** sector ******* ** ******'* *******. ***********, cloud ***** ************ ******* * ********** new ********** **** *** *** ** displace ********** **** ** ********* ******* such ** *** **. ***** **** a **** ******* ** *** ******* video ************ ******** ***** ******** ****** analog ******* **** ****** **** ** Dahua, ***** (********* ****** ******* ********* by******), *** *********, ** **** ** the **** **** *************** ****** ***** *** ****** *** global *******, ** **** ****** ** ** least * *** ***** ****** ***** Eye, *** ***** ***** ************ ** a *****, ****** ***** ****** ** threaten ********** ** ******.
**** **** *** ******* ** ********* Eagle ***'* ****** **** **** **** implementation ** **** ** *** ** Calle *******, ***** ** ********* ** and ********* ** ****** ****'* ****** C5 *******, ***** ** ****** ******** as **** ** ** **** **** text ** ***** ***'********-******** ********, ** ***** ******** *******, ********* ********* *********, *** ***** ** ***** Eye's ******* ******** *** *** *******.