Genetec's Brazil Business Examined

By Robert Wren Gordon, Published Feb 24, 2021, 11:11am EST

Genetec is strong in its home North American market but how well can Genetec do in Brazil? In particular, Genetec has dropped support for Dahua/Intelbras and Hikvision, the two most widely used cameras in Brazil.

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IPVM has been in Brazil for the past few months meeting with local Brazilian professionals, gaining a better understanding of the market.

In this post we examine Genetec's Brazil business, discussing the Canadian manufacturer's market positioning, recent successes, and challenges within the Brazilian market.

  • Estimated Market Positioning
  • Distributors
  • Partnership with Distributor WDC Ended in 2020
  • Integrators
  • Pricing
  • End-Users
  • 2 Successes, 7 Challenges

This is the sixth in a series of posts examining the Brazilian businesses of various video surveillance manufacturers. For previous coverage, see:

Estimated ****** ***********

******* ********* ** **** that ** *** **** in ****** *** **** years:

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******* *** ******* ****** in ****** ***** **** but *** ****** ************ was ** ****. ***** Genetec ****** ******* ** people ********* **********-******** ******* agents.

** ******, ******* **, like ********** *********, * niche *** ******** ********* present ** ********** ********. IPVM ********* **** ******* ranks ***** ** *** Brazilian ********** *** ****** after ******** *** *** while ***** ** *******-***** Milestone.

**** ****, ******* ***** itself ** **** **** a *** ********, ******* IPVM **** “**’** ****** to *** **** *** more ******** ** *** operations ** *** *********” and ************ ********** *****, such ** ****** *******, intercoms, *** *********:

** ** ********* ** call *** ******** *********** as *** ******** ******** value ****** **** ***** of ******** ******** ********* video ************, ****** *******, ALPR/ANPR, *********, *********, ***. Further, ** *** **** delivering ********* **** ******* broader ******** ********** ***** puts ** ** ********* categories ******* *********** ******** security ** *** ****** technology ******.

**** ** ******* ** how ******* ********* ****** in ***** ******* ** a '*******' ******** ****** provider.

****** ********, ***, *** Milestone, ******* ******** ** quantify *** *********** **** the **** *** *****.

IPVM Image*******, ******* *** *** that *** ****-********** ******** will ** ********* **** Brazil's *** ******* *** of **** **********, ** LGPD (*** *** ************ in **********), ***** ** similar ** ***** ** Europe's ****.

************

******* ******** ** ******* on *** ************ *** this ****:

*************, ** *** ****** to ******** **** ***********.

***** ***** ********** ******** ** **** 2020 **** ******* ** a ******* *********** ** Brazil, ************, ******-***** ******************,****** *************, ************** ** ********** ******* locally.

Partnership **** *********** *** ***** ** ****

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******* *** ***** ********* distributor ***'* *********** ***** in **** ****. ******* alluded ** *** **** that *** ********* ** distribute ********* ** * motivating ****** ****** *** split:

******* *********** *** ************* of *** ******* *** felt **** *** ******** could ** ****** ** distributed ********* ******** **** have **** ******* **** ONVIF *** ***** ***** a ************ *** *********** cyber-risk.

**** *** ********** **** another ****** ***** ** the ********* ****** **** the ****** ****** ****** the *** ** *******'* partnership **** *** *** Genetec's "********** ******" ** not ********** ***** *** Hikvision.

***********

******* ******** ** ******* on *** *********** *** this ****:

*************, ** *** ****** to ******** **** ***********.

** ******** ** ****** ********* ****, ****í***-***** integrator ****** ********** *******. Additionally, ***** ******* **** confirmed ******** ****,*** ****çõ** ************, *** ********'* *ã* Paulo-based***************** ******* ********* ********** ******** **** ********** *******.

*******

** ** ***** *******, Genetec ******* ** ** the **** *** ** the ***** ** ******, though ******* ******** ** comment ** ********* *******.

** ***** ** ******* pricing, **** ***** ****** ****** **** *** document**** ********** **** ** ********** ********* ******* **** the ******* **** *** budgeted *$*,***.**, ** **$*** at *** ****-******** ****, for **** ******** *******:

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***-*****

** ******** ** ****, Genetec ********** *** ******* to ***** ******* ****** a ******* ** ********* throughout *** ******** ** Brazil:

[***] ******* **** ** focused ** ******* ********* across *** ** ******.

******* ******** *** ********* into **** ******** ******* in ******, **** ********/********** and ********** ** ************. Some ********* ** ****** that ** *** ******* include:

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*** ******* **** ** Brazil,*********, *** *** *ã* Paulo *****'* **** * (shared **** *** *** Nice) *** ********** ******* Genetec ***-*****.

* ********* ************ ************ with ********* ** *******'* business ********* "********" ** the ******** ** ***** the ******** ************ ** most ******* *******. *** industry ************* **** ********* on ******* ***** ******* with *****.

Success: ****** **********

* *ã* ***** ********** and * ******* ** a ****** ************ ************* Genetec ** "**** *******" and "**** ******," ************. A ******* ********** **** commented ** **** **** Genetec ** ****-******** ****** Brazil *** *** * loyal **** ** ***-*****.

* *-***** ********* ** the **** ********** ******** upon *** ***********'* ********:

******* ** * **** competitor... * **** ** compete ******* [****].

** * ******* ****, a ************ ********* ***** to **** **** "** really **** *******," ****** that *** ******* "********* a ***** ************" **** the ******** ************ *** expressing **** **** ** will ** **** ** sell ******* ***** ** 2021:

** *** ******* ******** (formerly ***********); [*******], ***** [we] ** ****** [********** Genetec]... *** ** ******** a ***** ************ **** Genetec *** * ***** that **** **** ** are ***** ** ****** to ************ ******* ** we ****** ** * consensus **** ****... ** really **** *******.

* ******** ******* ** a ******* ********** **** IPVM **** ******* ** easier ** ********* **** competitors *** *** ********* and **** **** ***** is * ********** ***** local ***-***** **** ******* is * **** "******" solution:

** ****** *********, *** begin ** *** ******* far **** *****... ******* is ****** *** ***** large *********.

Success: ****** ***********

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****** *** ******* ******** a *********** ** **** Hanwha ******* **** ******* through ******* ** ******, per ***** **** ***** ***** report.

** ******** ************ ******** with ******'* ******** **** IPVM **** ****** ** "doing ****" ** ******* with ******* ****** *** noted *** ******'* ** natively ******** *******:

****** ** *** ****** support **** ******* *** Milestone... ****** ** ***** more ** ******* **** the ******* ****** ****; Genetec ***’* ** ******* with *** ********* *** needs ** ******* ********** manufacturers.

** **** ************ ***********, Genetec's ******* ** ********* with *****/ *********/ ****** limits *** ********* ****** partners, **** *** **** that ****** ** ******** seeking ** ******* ****** with ******* ** * positive.

Challenge: *************

******* **** **** * lack ** ******** ** cybersecurity ** * ********* in ******:

** *********, ******* ******** it ** ******** ** help *** ***** ********** the ***** ** ***** network *** ******** ** it ******* ** *************.At ******* **** ***’* ********** **** ***** ** *** *** **** ***** ** *** *******.

Although ****** **** ****** *** *** ****** **** *********** ********** ** ******* (as we have needed to sometimes decline work on projects that we feel do not put the end users’ cybersecurity best interests first) we believe it is a manufacturer’s responsibility to help its customers and users set up secure environments that will protect their facilities, people and assets (which includes data on the network). [emphasis added]

*** ************ **** ********* of *** ***** ****** told **** **** *******'* cybersecurity ****** *** **** having * "**** ******:"

*******’* ****** ******* ******* brands *** **** ****** a **** ****** ** our ********.

*******, ********** ** ****** *******, **** ***** professionals ******* *******'* ***** on ************* *** ******* to ******* *** ********* market ******** ****** ***** and ********* *** ******* their ******* ** ***** more ********** **** **** actually ***.

Challenge: ********** *********** *** ***/*** ******** ****

******* *********** **** "********** instability" *** "******** ****" as **** ********** **** it ***** ** ******:

Given *** ********* ********* *** ********* ** ******, ** ** ***** *********** ** ******** ********** ** ********. Often larger projects are initiated and we are asked to participate on them but they do not see the light of day given government changes. This has been a challenge for Genetec. [emphasis added]

******* ****** ********* ******** a ****** ******* ** how *** ********* ******* government *********** *** ******** rate *** ********** ****** Genetec's ********.

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**** ****, ********* ************* *********(********) ********* *** ********* to ******* *********'* ********* with * ****** ******* with ** ********** ** oil *** ***. ** a ******,********* ** ************ *****, *$** ******* (**$**.* billion) *** ****** **** Petrobras's ****** ************** ****** trading ** ******, ******** 22. *** **** **** negatively ******** *** ********* real, ******* ** ** lose ***** ******* *** US ******.

* ******* ********* **** and ******** ** *** of *******'* ******* ******* will ***** ******* ***-***** with **** ***** ** deploy ********** ******* ********* and, ** **** ******** worsen, ***** ***-***** ** deploy ***** ******* *********.

Challenge: ********

******* ********* "********" ** an ******* ******* ** Brazil:

** **** * *********, dedicated *** ******* **** in ****** *** ** have ***** ********** ** a ********* ** *** region. **** *** ****** our ******* ** *** new ******* ** *** team ** ******.

Challenge: **********

******* ***** **** ******* adequate ******** ** ****** is *** ****:

***** *** ******* ** the ******* ******* ********* it *** **** ********* to **** ******** **** have *** ****** ** in-house ********* ** ******* our ******** ********. ** Brazil ***** ***** ** be * **** ******* approach ***** *********** – for *******: ******* **** VMS ********.

Challenge: ** ***** / ********* ***********

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******* ******** ******* ** sell ******** ** ******** involving ******* **** ******** manufacturers, ********* ***** (***, by *********, *********), *********, and ******.

* ******* ********** **** IPVM **** *******'* ******** was ****** ********* ** concerns **** *** ***-***** companies ***** ***** *** IP *** **** ******* is "******* ***" ** opportunities:

Genetec ******** **** ******* ******** ** ******** **** ********* *** ***** ******* ** ***** ** ******* *** *** **. Hikvision’s and Dahua’s own VMS is low-quality and both manufacturers, like many PRC companies, have a poor record of respecting others’ IP and are known to steal from others.

******* ** ******* **** decision ** *** ****** as ******* **** *** cybersecurity *************** ** ********* and ***** ******* ** end-users, *** **** ** probably *** *** ****. While **** ******** ***** be ***** *** ******* Hikvision *** ***** **** being **** ** ***** Genetec’s **,it ******** ****** *******’* ****** ********; ******* ** ******* *** ** ********. [emphasis added]

**** ***** ** ** theft *** * ********** behind *** ******** ** drop ***** *** *********, Genetec ******* **** **** was *** *** ****:

** ***** *** ************* of *** *******. ** theft *** *** * motivation ****** *** ******** to ***** *** ******* of ******* ************* ** our ********** ****** ****.

******* ******* ******** **** any ********** ****** *************, companies *** ********** ****** and ***** **, ** they ** ******. ****** / *** ************ ** not ********* ****** ** share *********** ***** ******* or **.

Challenge: ********* ***** ****** ** *********** / ***-*****

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* ***** ******** ************ criticized *** ******-***** ******* for *** ******* ******** through *** ******* **** its ***********:

*******, ****** *** *** Milestone, ***** ****** ** integrators ** **** ** to ***-***** **** ** Petrobras.

**** ***** ** ******* to ******** **** *********** and ******** ************* **** it ** ***** ***** direct ** ***-*****, ******* confirmed **** ** **** in "**** *****:"

** ***** *** ************ and *********** ********, *** it ** *** *** policy ** **** ****** to ***-*****; *******, ** do ***** **** *** end-users *** **** ******** directly ********** **** ** rare ***** ***** *** channel ******** *** *** able ** ******* ***** deployment *****.

Challenge: ********* ********* ** ******* ***** ********

* ******* ********** ********* the ******* *** *** having *** ******** ** support ******* ******* *** only ****** * *** dozen *******:

******* **** *** **** the ******* ** ******* the ***-*** ** *** market.

******* ********** ** **** that ** ******* *** Brazil ******** ** "*************, large-scale ***-*****."

**********

*******’* ****** ****** ** refusing ** ********* **** Dahua, *********, *** ****** (as **** ** **** Intelbras *** ***** *** brands) *********** ********* ** to * *****-**** ************ within ******.

***** ******* *** ***** corporate ***-*****, ** ** unlikely ** ** **** to ********* *********** ******** and *** ** ****** share ** * *****-********* market **** ** ******. This ********** ** ********** growth ****** ******** *******’* desire ** **** ********** and ****** * **** integral **** ** ***** customers’ **********; *******, ** remains ** ** **** how **** ******* *** grow ********** **** *** existing *********.

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