Genetec's Brazil Business Examined
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.
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:
- Digifort's Brazil Business Examined
- ISS's Brazil Business Examined
- Milestone's Brazil Business Examined
- Hikvision's Brazil Business Examined
- Hanwha's Brazil Business Examined
Estimated ****** ***********
******* ********* ** **** **** ** has **** ** ****** *** **** years:
******* *** ******* ****** ** ****** since **** *** *** ****** ************ was ** ****. ***** ******* ****** employs ** ****** ********* **********-******** ******* agents.
** ******, ******* **, **** ********** Milestone, * ***** *** ******** ********* present ** ********** ********. **** ********* that ******* ***** ***** ** *** Brazilian ********** *** ****** ***** ******** and *** ***** ***** ** *******-***** Milestone.
**** ****, ******* ***** ****** ** more **** * *** ********, ******* IPVM **** “**’** ****** ** *** more *** **** ******** ** *** operations ** *** *********” *** ************ additional *****, **** ** ****** *******, intercoms, *** *********:
** ** ********* ** **** *** specific *********** ** *** ******** ******** value ****** **** ***** ** ******** security ********* ***** ************, ****** *******, ALPR/ANPR, *********, *********, ***. *******, ** are **** ********** ********* **** ******* broader ******** ********** ***** **** ** in ********* ********** ******* *********** ******** security ** *** ****** ********** ******.
**** ** ******* ** *** ******* positions ****** ** ***** ******* ** a '*******' ******** ****** ********.
****** ********, ***, *** *********, ******* declined ** ******** *** *********** **** the **** *** *****.
************
******* ******** ** ******* ** *** distributors *** **** ****:
*************, ** *** ****** ** ******** this ***********.
***** ***** ********** ******** ** **** **** **** Anixter ** * ******* *********** ** Brazil, ************, ******-***** ******************,****** *************, ************** ** ********** ******* *******.
Partnership **** *********** *** ***** ** ****
******* *** ***** ********* *********** ***'* partnership ***** ** **** ****. ******* alluded ** *** **** **** *** continues ** ********** ********* ** * motivating ****** ****** *** *****:
******* *********** *** ************* ** *** clients *** **** **** *** ******** could ** ****** ** *********** ********* products **** **** **** ******* **** ONVIF *** ***** ***** * ************ and *********** *****-****.
**** *** ********** **** ******* ****** close ** *** ********* ****** **** the ****** ****** ****** *** *** of *******'* *********** **** *** *** Genetec's "********** ******" ** *** ********** Dahua *** *********.
***********
******* ******** ** ******* ** *** integrators *** **** ****:
*************, ** *** ****** ** ******** this ***********.
** ******** ** ****** ********* ****, ****í***-***** ********** ****** integrates *******. ************, ***** ******* **** confirmed ******** ****,*** ****çõ** ************, *** ********'* *ã* *****-********************** ******* ********* ********** ******** **** ********** *******.
*******
** ** ***** *******, ******* ******* is ** *** **** *** ** the ***** ** ******, ****** ******* declined ** ******* ** ********* *******.
** ***** ** ******* *******, **** found ****** ****** **** *** ************ ********** **** ** ********** ********* ******* **** *** ******* bank *** ******** *$*,***.**, ** **$*** at *** ****-******** ****, *** **** software *******:
***-*****
** ******** ** ****, ******* ********** its ******* ** ***** ******* ****** a ******* ** ********* ********** *** entirety ** ******:
[***] ******* **** ** ******* ** serving ********* ****** *** ** ******.
******* ******** *** ********* **** **** vertical ******* ** ******, **** ********/********** and ********** ** ************. **** ********* in ****** **** ** *** ******* include:
*** ******* **** ** ******,*********, *** *** *ã* ***** *****'* Line * (****** **** *** *** Nice) *** ********** ******* ******* ***-*****.
* ********* ************ ************ **** ********* of *******'* ******** ********* "********" ** the ******** ** ***** *** ******** manufacturer ** **** ******* *******. *** industry ************* **** ********* ** ******* being ******* **** *****.
Success: ****** **********
* *ã* ***** ********** *** * manager ** * ****** ************ ************* Genetec ** "**** *******" *** "**** strong," ************. * ******* ********** **** commented ** **** **** ******* ** well-regarded ****** ****** *** *** * loyal **** ** ***-*****.
* *-***** ********* ** *** **** competitor ******** **** *** ***********'* ********:
******* ** * **** **********... * like ** ******* ******* [****].
** * ******* ****, * ************ executive ***** ** **** **** "** really **** *******," ****** **** *** company "********* * ***** ************" **** the ******** ************ *** ********** **** that ** **** ** **** ** sell ******* ***** ** ****:
** *** ******* ******** (******** ***********); [however], ***** [**] ** ****** [********** Genetec]... *** ** ******** * ***** relationship **** ******* *** * ***** that **** **** ** *** ***** to ****** ** ************ ******* ** we ****** ** * ********* **** them... ** ****** **** *******.
* ******** ******* ** * ******* integrator **** **** **** ******* ** easier ** ********* **** *********** *** and ********* *** **** **** ***** is * ********** ***** ***** ***-***** that ******* ** * **** "******" solution:
** ****** *********, *** ***** ** see ******* *** **** *****... ******* is ****** *** ***** ***** *********.
Success: ****** ***********
****** *** ******* ******** * *********** to **** ****** ******* **** ******* through ******* ** ******, *** ***** **** ***** ***** ******.
** ******** ************ ******** **** ******'* business **** **** **** ****** ** "doing ****" ** ******* **** ******* Brazil *** ***** *** ******'* ** natively ******** *******:
****** ** *** ****** ******* **** Genetec *** *********... ****** ** ***** more ** ******* **** *** ******* Brazil ****; ******* ***’* ** ******* with *** ********* *** ***** ** promote ********** *************.
** **** ************ ***********, *******'* ******* to ********* **** *****/ *********/ ****** limits *** ********* ****** ********, **** the **** **** ****** ** ******** seeking ** ******* ****** **** ******* is * ********.
Challenge: *************
******* **** **** * **** ** emphasis ** ************* ** * ********* in ******:
** *********, ******* ******** ** ** critical ** **** *** ***** ********** the ***** ** ***** ******* *** business ** ** ******* ** *************.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]
*** ************ **** ********* ** *** local ****** **** **** **** *******'* cybersecurity ****** *** **** ****** * "huge ******:"
*******’* ****** ******* ******* ****** *** been ****** * **** ****** ** our ********.
*******, ********** ** ****** *******, **** ***** ************* ******* Genetec's ***** ** ************* *** ******* to ******* *** ********* ****** ******** target ***** *** ********* *** ******* their ******* ** ***** **** ********** than **** ******** ***.
Challenge: ********** *********** *** ***/*** ******** ****
******* *********** **** "********** ***********" *** "exchange ****" ** **** ********** **** 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]
******* ****** ********* ******** * ****** example ** *** *** ********* ******* government *********** *** ******** **** *** negatively ****** *******'* ********.
**** ****, ********* ************* *********(********) ********* *** ********* ** ******* Petrobras's ********* **** * ****** ******* with ** ********** ** *** *** gas. ** * ******,********* ** ************ *****, *$** ******* (**$**.* *******) *** erased **** *********'* ****** ************** ****** trading ** ******, ******** **. *** news **** ********** ******** *** ********* real, ******* ** ** **** ***** against *** ** ******.
* ******* ********* **** *** ******** at *** ** *******'* ******* ******* will ***** ******* ***-***** **** **** money ** ****** ********** ******* ********* and, ** **** ******** ******, ***** end-users ** ****** ***** ******* *********.
Challenge: ********
******* ********* "********" ** ** ******* problem ** ******:
** **** * *********, ********* *** skilled **** ** ****** *** ** have ***** ********** ** * ********* in *** ******. **** *** ****** our ******* ** *** *** ******* to *** **** ** ******.
Challenge: **********
******* ***** **** ******* ******** ******** in ****** ** *** ****:
***** *** ******* ** *** ******* product ********* ** *** **** ********* to **** ******** **** **** *** desire ** **-***** ********* ** ******* our ******** ********. ** ****** ***** seems ** ** * **** ******* approach ***** *********** – *** *******: selling **** *** ********.
Challenge: ** ***** / ********* ***********
******* ******** ******* ** **** ******** to ******** ********* ******* **** ******** manufacturers, ********* ***** (***, ** *********, Intelbras), *********, *** ******.
* ******* ********** **** **** **** Genetec's ******** *** ****** ********* ** concerns **** *** ***-***** ********* ***** steal *** ** *** **** ******* is "******* ***" ** *************:
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.
******* ** ******* **** ******** ** the ****** ** ******* **** *** cybersecurity *************** ** ********* *** ***** cameras ** ***-*****, *** **** ** probably *** *** ****. ***** **** decision ***** ** ***** *** ******* Hikvision *** ***** **** ***** **** to ***** *******’* **,it ******** ****** *******’* ****** ********; ******* ** ******* *** ** ********. [emphasis added]
**** ***** ** ** ***** *** a ********** ****** *** ******** ** drop ***** *** *********, ******* ******* that **** *** *** *** ****:
** ***** *** ************* ** *** clients. ** ***** *** *** * motivation ****** *** ******** ** ***** the ******* ** ******* ************* ** our ********** ****** ****.
******* ******* ******** **** *** ********** camera *************, ********* *** ********** ****** and ***** **, ** **** ** desire. ****** / *** ************ ** not ********* ****** ** ***** *********** trade ******* ** **.
Challenge: ********* ***** ****** ** *********** / ***-*****
* ***** ******** ************ ********** *** Canada-based ******* *** *** ******* ******** through *** ******* **** *** ***********:
*******, ****** *** *** *********, ***** direct ** *********** ** **** ** to ***-***** **** ** *********.
**** ***** ** ******* ** ******** from *********** *** ******** ************* **** it ** ***** ***** ****** ** end-users, ******* ********* **** ** **** in "**** *****:"
** ***** *** ************ *** *********** partners, *** ** ** *** *** policy ** **** ****** ** ***-*****; however, ** ** ***** **** *** end-users *** **** ******** ******** ********** them ** **** ***** ***** *** channel ******** *** *** **** ** address ***** ********** *****.
Challenge: ********* ********* ** ******* ***** ********
* ******* ********** ********* *** ******* for *** ****** *** ******** ** support ******* ******* *** **** ****** a *** ***** *******:
******* **** *** **** *** ******* to ******* *** ***-*** ** *** market.
******* ********** ** **** **** ** focuses *** ****** ******** ** "*************, large-scale ***-*****."
**********
*******’* ****** ****** ** ******** ** integrate **** *****, *********, *** ****** (as **** ** **** ********* *** other *** ******) *********** ********* ** to * *****-**** ************ ****** ******.
***** ******* *** ***** ********* ***-*****, it ** ******** ** ** **** to ********* *********** ******** *** *** in ****** ***** ** * *****-********* market **** ** ******. **** ********** on ********** ****** ****** ******** *******’* desire ** **** ********** *** ****** a **** ******** **** ** ***** customers’ **********; *******, ** ******* ** be **** *** **** ******* *** grow ********** **** *** ******** *********.