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:

"**** ****** ***** ****** ***** ******* *** ********** ** *** West... *** ****** ********* **** **** *** ***** ******** ************* and ******** *** *** **** **** ** ****... **** ******* Ingram ***** ** *******... ** ****** **** **** ********** ***** in ** ** ... ****** ***** **** **** *** *** training *** *********** ** ** **** *** **** *********."

*** *** ***** **** *** ****** **** **** *** ** *** ***** *****:

** **** *****, ****** *** ******* **** *** *** ********* things:

  • ***: *** ** ******* **** ******** *** ********* **** ****** *** to *** ****.
  • *********: ***** *** ****** *** ********* **** *** **** ***** but ********* *** **** ********** ** **** ********.

*******, ******'* **** *********** ***** ** ** ******** ** ** vendors. *******, ** ***** **** **** **** ** * ********** strategy. '***' ********* **** ******** *** ********* *** ** ******** value ** ******** *********** ***** ********, **** ***, ********* ** the *******, ****** ******* ** ******** ******** (**** *** ****** in *** ****** ** *** **** *****).

******, *** ***** ***** '** ****** **** **** ********** ***** in **' ** *******. ***** *** **** ******** ************ *** have **** ************* **** *** ***** ******* *****. *** **** Ingram, ** *** ** ***********, ****** ** **** ******* ** this *******?

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