The Failed Ingram Micro Pitch Examined

Author: John Honovich, Published on Apr 16, 2012

The biggest failure of ISC West 2012 was the Ingram Micro Pavilon. The massive, empty, confusing exhibition hall was widely disparaged. But why did Ingram do it and what where they trying to accomplish? In this note, we examine the Ingram Micro Pavilon pitch, breaking down the flaws and issues they face in entering the physical security market.

Ingram Micro marketed their Pavilon as being "New" and "Different". Here's the heart of their pitch:

"Only Ingram Micro brings fresh vendors and technology to ISC West... You wanted something more than the usual security manufacturers and products you see from year to year... Meet leading Ingram Micro IT vendors... No matter what your experience level in IP is ... Ingram Micro will give you the training and opportunity to do more for your customers."

See the pitch from the Ingram full page SDM ad and image below:

At some level, Ingram did deliver some new and different things:

  • New: The IT vendors like Trendnet and Sonicwall were likely new to ISC West.
  • Different: Table top setups are different from the show floor but certainly far less attractive to most everyone.

Overall, Ingram's core proposition seems to be bringing in IT vendors. However, we doubt that this will be a successful strategy. 'New' companies like Trendnet and Sonicwall are of minimial value to security integrators while retreads, like IBM, showcased at the Pavilon, failed already in physical security (with big booths in the center of the show floor).

Lastly, the pitch about 'no matter what your experience level in IP' is bizarre. There are many existing distributors who have deep relationships with the trunk slammer crowd. How does Ingram, or any IT distributor, expect to make headway in this segment?

1 report 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...
Comments : PRO Members only. Login. or Join.

Related Reports on Failure

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...
Four Major Outdoor Camera Install Problems on Jun 14, 2018
Over 140 integrators told us the top four camera installation mistakes that lead to unexpected problems and failures. Their comments often...
Stats: IP Camera Dead On Arrival (DOA) Decline, Near Zero on Jun 01, 2018
New IPVM integrator statistics show that IP camera DoA rates have declined with zero dead on arrival units for many integrators and effectively...
Stats: Upgrading Cameras Far More Common Than Replacing Failed Cameras on May 30, 2018
The old saying "If It Ain't Broke, Don't Fix It" does not apply here. New IPVM statistics show that 60% of cameras that are replaced still work but...
ADT Stock Drops 50% Since IPO on May 17, 2018
It has been a brutal 4 months for ADT. They first expected to IPO at ~$18. They IPOed at $14, dropping immediately to $12.39 And now, not even...
Arecont CEO And President Resign on Apr 18, 2018
This is good news for Arecont. Arecont's problems have been well known for years (e.g., most recently Worst Camera Manufacturers 2018 and starting...
Favorite Camera Manufacturers 2018 on Mar 12, 2018
A number of major moves in integrator's favorite camera rankings for 2018: Two manufacturers make major moves up One major manufacturer moves...
Top Video Surveillance Service Call Problems (Statistics) on Feb 28, 2018
In our most recent statistics series, over 150 integrators told IPVM the most common problem their customers have with their video systems....
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...

Most Recent Industry Reports

Axis ~$100 Camera Tested on Jul 17, 2018
Axis has released their lowest cost camera ever, the Companion Eye Mini L, setting their sights on a market dominated by Hikvision and Dahua. Can...
Amazon Ring Alarm System Tested on Jul 16, 2018
Amazon Ring is going to hurt traditional dealers, and especially ADT, new IPVM test results of Ring's Alarm system underscore. IPVM found that...
Hikvision Wins Chinese Government Forced Facial Recognition Project Across 967 Mosques on Jul 16, 2018
Hikvision has won a Chinese government tender which requires that facial recognition cameras be set up at the entrance of every single mosque...
Installing Dome Cameras Indoors Guide on Jul 16, 2018
IPVM is producing the definitive series on installing surveillance cameras. This entry covers one of the most common scenarios - installing dome...
Security Sales Course Summer 2018 on Jul 13, 2018
Based on member's interest, IPVM is offering a security sales course this summer. Register Now - IPVM Security Sales Course Summer 2018 This...
US Tariffs Hit China Video Surveillance on Jul 13, 2018
Chinese video surveillance products avoided tariffs for the first two rounds. Now, in the third round, many video surveillance products will be...
Last Chance - July 2018 IP Networking Course on Jul 12, 2018
Registration ends today, Thursday. Register now. This is the only networking course designed specifically for video surveillance...
4 Most Difficult Camera Installs (Statistics) on Jul 12, 2018
Heavy housings, cumbersome brackets, heavy ladders required, and tricky field of view requirements will cause difficulties no matter the camera...
Axis Perimeter Defender Video Analytics Tested on Jul 12, 2018
Axis 'high security' video analytics offering is Perimeter Defender, OEMed / developed with Digital Barriers. But how good is Perimeter Defender?...

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