The Failed Ingram Micro Pitch Examined

By: 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...
Comments : Members only. Login. or Join.

Related Reports

Milestone Presents XProtect On AWS on May 04, 2020
Milestone presented its XProtect on AWS offering at the April 2020 IPVM New...
Favorite Video Analytic Manufacturers 2020 on Feb 25, 2020
Video analytics is now as hot as ever, driven by the excitement of advancing...
Avigilon Open Analytics Tested on Apr 16, 2020
After years of effectively closed analytics, Avigilon decided in late 2018 to...
Uniview Deep Learning Camera Tested on Jul 14, 2020
Uniview's intrusion analytics have performed poorly in our shootouts. Now,...
Mobotix 7 Line Camera Tested on Mar 12, 2020
Mobotix is attempting a turn-around, struggling for years, then releasing the...
Dahua, Hikvision, ZKTeco Face Mask Detection Shootout on Jun 19, 2020
Temperature tablets with face mask detection are one of the hottest trends in...
Directory of 96 Video Surveillance Startups on May 20, 2020
This directory provides a list of video surveillance startups to help you see...
Milestone Launches Multiple Cloud Solutions on Feb 18, 2020
Milestone is going to the cloud, becoming one of the last prominent VMSes to...
Sunell Panda Cam Body Temperature Measurement Camera Tested on May 14, 2020
Sunell is far less well known than its gargantuan domestic competitors Dahua...
Cisco Acquiring Fluidmesh on Apr 09, 2020
Cisco announced it is acquiring niche wireless manufacturer...
Avigilon Now Available At ADI In EMEA, Not Americas on Jul 21, 2020
ADI, the home for Dahua and Hikvision flash sales, is now selling Motorola...
AI/Smart Camera Tutorial on Feb 20, 2020
Cameras with video analytics, sometimes called 'Smart' camera or 'AI'...
Leica Presents AI LIDAR / Thermal / Visible Camera (BLK247) on May 06, 2020
Leica presented its AI multispectral BLK247 camera at the April 2020 IPVM New...
Sony Launches AI Camera Sensors on May 18, 2020
Weeks after exiting the branded video surveillance business, Sony is making a...
Video Analytics 101 on Mar 16, 2020
This guide teaches the fundamentals of video surveillance...

Recent Reports

Huawei HiSilicon Shortage Impacts Surveillance Manufacturers on Aug 14, 2020
Huawei acknowledged problems and challenges for its HiSilicon chip business,...
Final Rule Does Not Expand Hikvision Dahua Blacklist on Aug 14, 2020
The final White House rule (200.216) has been added and contrary to the...
Taiwan Lilin NDAA Compliant Cameras Tested on Aug 13, 2020
Taiwan-based manufacturer Lilin is taking direct aim at Dahua and Hikvision...
White House Expands Dahua Hikvision Blacklist To Federal Funding [Final Rule Reverses] on Aug 13, 2020
The White House is expanding the NDAA to blacklist anyone who "uses" banned...
Actual Coronavirus Testing Options Examined on Aug 13, 2020
Fever cameras have emerged as an indirect and flawed way to test for...
Video Analytics Online Show September 2020 Opened - Axis, Avigilon, Bosch, BriefCam, Genetec, Milestone + 30 More on Aug 12, 2020
IPVM's sixth online show will feature 35+ Video Analytics companies...
The German Company Powering Many China Temperature Tablets (Heimann) on Aug 12, 2020
Many fever tablet suppliers market German-made Heimann thermal sensors while...
Salesforce Drops Dahua and Hikvision on Aug 12, 2020
Salesforce has dropped Dahua and Hikvision as customers, forcing the two mega...
Access Control Course Fall 2020 - Register Now on Aug 12, 2020
IPVM offers the most comprehensive access control course in the industry....
Genetec CEO Declares "We Don't Negotiate Payment With Patent Trolls" on Aug 11, 2020
Are patent trolls like terrorists? Genetec's CEO is coming out strongly...
Hanwha AI Analytics Camera Tested on Aug 11, 2020
Hanwha has released their Wisenet P AI camera, adding person and vehicle...
Alabama Schools Million Dollar Hikvision Fever Camera Deal on Aug 11, 2020
The Baldwin County, Alabama public schools purchased a $1 million, 144-camera...
Dahua Taunts Australian Government, Continues To Sell Illegal Fever Cameras on Aug 10, 2020
Dahua is effectively taunting the Australian government by continuing to sell...
HID Releases VertX Replacement Aero on Aug 10, 2020
HID is replacing two established and broadly supported types of access...
NDAA Compliant Video Surveillance Whitelist on Aug 10, 2020
This report aggregates video surveillance products that manufacturers have...