Genetec Wins Panama Canal With Direct Low-Bid

By: IPVM Team, Published on Apr 30, 2018

Genetec and low price are not two terms frequently found together. However, in a surprising and controversial move, Genetec has won a Panama Canal project beating out all dealer / distributor bidders with a direct low-cost entry.

In this note, we examine the deal, share feedback from Genetec and what such a move shows about the market.

******* *** *** ***** are *** *** ***** frequently ***** ********. *******, in * ********** *** controversial ****, ******* *** won * ****** ***** project ******* *** *** dealer / *********** ******* with * ****** ***-**** entry.

** **** ****, ** examine *** ****, ***** feedback **** ******* *** what **** * **** shows ***** *** ******.

[***************]

Selling ******

** ********* ***** / ******* award*****, *** ***** ********* describes ******* ** *** winning **********:

Bidding ** ******* / ************

** ********* ***** ***** *** sheet*** *** ******* ***** shows, ******* **** * number ** ***** **-******* / ********* *** *** win:

*** ************* ** **** in *** * - 6 **** *****, * is *** *** ******* license ******* *** *,*** licenses *** * - 6 *** *** *******/*********** licenses *** **** ** the **** * *****.

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

Genetec ********

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

****** ***** ** * prestigious *** *** **** be ** ********* *** ongoing ****** *** *** local *********** ** ******.

******* *** *** ******* to *** ***** ** selling ****** *** ******* or *** *** ***** integrators ********* **** ****.

** *** *** *** pricing, ******* ****:

*** ***** ** *** to *** **** **** this *** ** ******* of ******** ******** ********.

** **** *** **** to ************* ******* **** point *** **** *** ongoing ****** ******* ******** were **** *** ******.

Big ***** ***** ** ***** *****

***** **** ******* *** enterprise *** ******** ** relatively ****, ***** *** price ** ************* ********** to *** *** *****. This ** ********* ** covered ****:**** ********* ** ********** VMS ********

Selling ****** ** ***** *****

******* ****** ** ***** deals **** ****** (*.*., that ** ******** *** China ************ / ***** government ***** ** *****), though ** ** ***** a ************* ******, ********** for ********* **** ******* that **** ******* * controlled *** ********** ****** channel.

Vote / ****

Update: ******* ******** ** ****** *******

** ***** ******* ***** their ******** ** ******* direct. ***** ********:

*** *********** *** **** up *** ******* ******* program *** ******* ** the ******* ******** *****, and ***** ** *** continued *******. ***** *** been * **** ***** number ** ****** ******** in *** ******* (**** than *.*% ** *** global *** *****). *** when ***** **** ******** they **** **** **** highly ******* *******, ***** global, ***** ** **** taken * **** *** then ************ ****** **** integrators ** ****** **** the ******** ****** ** to ** ********* ******** (unification **** ***, ******* Control, ***.). ** ********* these ******** **** ********* and ******.

** ***** * ****** up **** ******* ***** the *.*%, ************ **** percentage ** ******* **** makes ** (*.*., ***** they *** ****** *** users **** **** ********* a ****************** ****** ********** of *******). ** **** add *** ******** ** this.

Comments (37)

Undisclosed Integrator #1

04/30/18 05:23pm

* ***** **, *** as ** ********** **** is ******** ***** ** party *****. *'* ** interested ** *** ********** viewpoints: ******* *** ***** accept * *** ************ doing * ****** **** in ******* ***** *** manufacturers *** *** ***** who ***** **** ******** to *** ******* ** more ***********.

Undisclosed #8

In reply to Undisclosed Integrator #1 | 05/01/18 10:17pm

* ***** ***.

Undisclosed End User #12

In reply to Undisclosed Integrator #1 | 05/25/18 08:38pm

** * ***** *** user *** ***** **** to *** ****** *** done ******* *** **** our ******* ************ **** integrators. ** **** *-* FTEs **** *** ******* certified. **** * *** project ** **** ** have ** *** ********* through ** ********** *** tacks ** **** ***** in ***** ** **** their ***** ***** ** fine. *******, ******* ** these ********* ** *** cost ******* ** ** configuring *** ********** *** software ** ****** ***** them ** ** ** to *** *********. ** have ******* ******* ********* for ************* ***** ******* every ****** ** **** done, ******, ***********, ****** settings, ***. **** **** incorrectly ** ******* ** to ** ********* *** brought **** ** *** standards. **** ** *** good *** ****** *** we ***** ******** **** much ******* ** ** did ** ** *** own.

***** *****, ** *** around **** ** ***** a "***** *****" ******** that ***** ** ***** price +*% *** *** Genetec ******** *** ********* still ******* *** *********** out ** *** ********.

Avatar

Sean Nelson

Nelly Security | 04/30/18 05:33pm

****, *** ** ********** that *** ** *** competing **** **** **** quoting *******?

Undisclosed Manufacturer #2

04/30/18 05:53pm

*** ***** ** *** to *** **** **** this *** ** ******* of ******** ******** ********.

** *** ** * know, ** *** ** old ** *** ******. Funny *** ******* ***** think ** ** *** as ** ******** ***

Avatar

Lynn Harold

In reply to Undisclosed Manufacturer #2 | 04/30/18 06:07pm

********* ** *** ******* of ********, **** ***** be * **** ********* (v3.5 *** *******, * believe). ****'* ****** ** believe ** **** *** security ** *** ****** Canal *** ******* ********* that *******, *** **** no *** *** **** to ******** **** ** upgrade ******.

Paul Shah

04/30/18 11:33pm

** **** *** ***** deal ******* *** **** directly?

Undisclosed Manufacturer #6

In reply to Paul Shah | 05/01/18 01:25pm

***** * ****** *******, Genetec ********** **** ****** to * **** ***** mining ******* *** **** ore & ****** ** Brazil ***** **** ** Rio ****.

Undisclosed Manufacturer #3

05/01/18 01:29am

**, *** *’* **** it ***’* ** *** last. [****: ********]

John Honovich

IPVM | In reply to Undisclosed Manufacturer #3 | 05/01/18 02:24pm

*'** ******** *** ********* to *** * ******** customers ***** ***** ******* denied ******* ****** ** them, **********, *** ** have ** ******** ** the ********.

***** ** ***** / publish ** **** *** need ********, ****@****.*** ** john@ipvm.com

Undisclosed Integrator #4

05/01/18 11:53am

******** ** ********.

Undisclosed Integrator #5

05/01/18 12:23pm

** ********** **** ******* in ****** ** **** they *** **** ********** of *** ********** *******, including *** *********** ** licenses ****.

******* ******* ** ***** countries **** ********* ** to ****** **********.?

Alexander Bakke

05/01/18 01:00pm

*** ***** ****** *** yes, **** ** *** are * ************?

John Honovich

IPVM | In reply to Alexander Bakke | 05/01/18 01:05pm

*********, **** ********.

** ***, **** *** total *****, ** ** winning **** * ********** 83 ** **. ***** just ***********, ***% ** votes *** **. ***** just *************, ** ** 73% **.

*** ***? * ***** the **** ******* ****** is **** **'* ****** to *** *****, *** manufacturer *** ******* ***** own **** *** *** worry ***** ********** *******/******* of ******. ** ******, the ******** **** ** that ** ******* *** loyalty / ********** ** their *********** '********'.

Avatar

Attila Szucs

In reply to John Honovich | 05/07/18 05:56am

***** *** **** ***** reason *** * ************ doing ****, *** *** this ** **** ** a ************/***********/*** ****. *'* just ******** ***** ******* down *** **** ****** of *******... *** *** price ** **** *** last.

Avatar

Ross Vander Klok

IPVMU Certified | In reply to Alexander Bakke | 05/02/18 01:21pm

* **** *** ******* I ** ** *** user. ** **** ** one ******. ;-)

Alexander Bakke

In reply to Ross Vander Klok | 05/02/18 01:45pm

****, *** * *** what **** *********** ***?

** *** ****** ******* pricing **** **** ******** (which ** **** **** it ********* **), **** direct ******* **** *** company ****** *** ********, or ******** ****?

Avatar

Ross Vander Klok

IPVMU Certified | In reply to Alexander Bakke | 05/02/18 04:56pm

********** ******* ******* *** I **** **** **** detail ***** **** ** other *****. ******* ******* into *** **** ****** here ** ********* ** pretty *****-***.

***** *** ***** **** an *********** ******** ******** team, ** ** **** and * ********** **** are **** **** ******* of **********, ******* ** and ******** ***/*** **** systems ** ***** ***. The ******** **** ******* is ** ******* ** have *** ******** ***** do ** ** ** outsource **. ** ** experience, *** ****** *** been ******** ******* **% of *** ****.

* ** *** **** how ** ** **** and **** *** ***** posts, ** **** **** over **** *** ****** it ******** ***** ** IPVM **** *** *****. If *** **** **** detail, ** *** *****, take * **** ** some ** ***** *******.

Undisclosed End User #12

In reply to Alexander Bakke | 05/25/18 08:54pm

*********,

** * **** ***** end **** ** **** boils **** ** ******* with ***********. ** **** manages *** *** ** day ********** ** *******, we ****** ********* *** our *********, *** *** very ******* ** *********** the ********, ** ******** certifications, **** ******* ******** with ******* ***** ********* sales *** ***********. ****** direct *** ** ** more ***** ******** *** hassle ** *********** **** saving * *** *******. We *** *** *** work **** ****** ******* involving ******. *************, **** does *** *** **** with *********** ** ** an ****** ** ******* their ******** ******* **** not **** ****** ** us **** ** ** purchase **** **** **** of ***** ******** ** our ******. ** **** since ********** *** ****** with * ******* **** sells ** ** *** 2% ***** ***** **** so ** *** **** to **** *** ***** and *** ***** ********, partly *** ** *** fully ********* *** ****** items ** **** **** request ********* **** *******.

**** ** *** ** agreement ** ***** *** even **** *** ******* of ***********. **** **** the ****** **** *** the **** ******* ***** pricing ***** ** **. We *** ***** ***** going **** *** ***** over ****** ******* **** want ** ****** ** or ***** **** *** everything *** **** ***** want, **** ******* **** $17,740 ** ******* * cameras. **** **** ***** is ** ** *** by *** ************ *** the ******* *** ***** 3 *** ** ** 20' ***** *** * on *********. *********** **** that ** ****** *** direct **** ******** *** hardware *************, **** *** our ****, *** **** they ****** ********** ******* thinking ** **** *** check *** ***** *** not ******* **** ** have ******** **** ** 10 ******, ******** ********** installers, ********** *****, ******** engineers, ******* ********, *** that **** ** ****** it **** ** ****'* appropriately *** ** * reasonable ****.

**** ****. **** *********** charge **** **** **** should. ** **** **, they **** **, ** course ** *** ** cut **** *** ** much ** ********.

******: **** ******* *** been ***** ** *** own **********:*********** ****** **** **** They ******. ** **** It, **** **** **, Of ****** ** *** To *** **** *** As **** ** ********.

Undisclosed Integrator #13

In reply to Undisclosed End User #12 | 05/30/18 01:27pm

*** *** ***********, ** fact * ***** *** none **** *** ***** worth ********, **** ** the *** **** ***** MSRP. ** ****, * believe **** ** ********** is * **** ******* to *** *** ****, and **** ** ** the *** ** *** integrator ** ******* *** partnership ******* *** *** user *** *** ******, and ** ******* ** open ******** ** *****. I **** **** * have **** ************ **** my ***-*****, *** * am *********** ****** **** if **** ** *** the ****, **** *** integrator *** ***-**** *** not * ***. * know ***** *** ******** on **** *****, *** it ***** **** ** always *** ** ********* those ********, *** ** good. ** ** *** relationship, ***** *** **** and *** **********, *** the **** ***** ** an ********** ** **** in *** **** ****** the *** ***** **** end-users *** ******* *** not *** **** **** do **** ********** ** "fine". ** *** ********** of ** ***-**** ** that *** * **** is *** ***** *** bring ** *****, **** I *** **** *** I **** **** **** every ****, ** ****** the **** ** *** opportunity.

Undisclosed Integrator #1

In reply to Undisclosed Integrator #13 | 05/30/18 03:48pm

* ***** ***** **** most, ****** *** *** part ***** ****. ** depends ** *** *******. For *******, ** *** product ** ****, ***'** going ** **** ** sell ** ***** ** maybe **** ***** **** to **** *** ***** because ** *** ***** reseller *********.

Brian Havekost

In reply to Alexander Bakke | 05/02/18 03:49pm

******** ** * ****** provider ** * ****** market. ** ***** ** opportunity ***** *** ***** integrator **** **** *** have *** ***** ** bid * ***** ******* and ** ** * project **** *** *****, international ********* ****'* ***** to ***? ****, ** that ****, *** ************ can ** **** ** supporting *** ***** ***********.

* ***** **. *** it ** **** ** say **** * ************ should******** ******.

* ***** **** * manufacturer ****** *** *** direct ** ***** ** at ***** *** ** there *********** **** ** capable *** ******* ** go ***** *** *******.

Avatar

Christopher Uiterwyk

IPConfigure | 05/01/18 01:16pm

******** *********** ******** ** ecosystem ** ******** ***** layers ** ********** **** together ** ******** * successful *******. ******** ************ and *********** ***** **** a ******** ** ********* and *****.

Undisclosed Integrator #7

05/01/18 01:43pm

**** ***** ** * pretty *** ***** **** the ********** ********* ** using *** *********** ******* exclusively. ** ** ***** out **** ** ** true **** **** ***** have * ***** ****** on *** **** **** partnership **** ****, ** it ***** **** *** manufacturer ** *********** **** does **** ****** (*** the *** ** * relationship, *** * ******** change).

John Honovich

IPVM | 05/01/18 02:00pm

******* ****: ** *** interested ** ******** ***** deals, ********** **** **** are **** ******. ** prefer ** **** ********** evidence, **** ** *** post *****, ** **** proof. ***** ** ** info@ipvm.com ** ****@****.***

Avatar

Jon Dillabaugh

Pro Focus LLC | 05/01/18 03:19pm

* ***** *** ******* I ***'* **** ** be ************. * ***'* want ****** **** ******* me *** * *** and ***'* **** **, so * ***'* ****** to ** *** ****.

** *** ** ** clients ** ****** ****** by *** ************ ******, so ** **. *** force ** ******** ** anyone? * ***** ****** win ** *** ****** of ** **** **** rules **** *** *** has ** *** *****.

****** *** ** *** about **** ****** **** worked ****** ** ***** out *** **** * reason *** **** ****** have **** ****** *******. If *** **** **** you *** ****** ** your ******* (****** ** with *** *** *******), time ** *** **** bridge **** *** **** along *** **** ******* partner *** ** ******* to **** *** ** the ****.

Nils Petterson

05/01/18 04:42pm

*** ****** ***** ** a **** ********* ******** so ** ******* **** will ***** ***** ** this ****.

*** ******* *** ***** supplier ** **** ********* for *** *** ** servicio ******* ** ********* bid ** **** *** the ******* $ **,*** and ******* **,***

*** **** ******* ** working ******* **** *** ACP ** ***** **** project *** **** ******* why **** ****** $ 80 * *** *** yearly ******* ** **** 24 * * ** really ***'* **** *** Genetec **** ****** *** $ ** * **** Canada.

**** *** ******** ** the *** ****** ******* the ********* ** *** installation,

Undisclosed #8

In reply to Nils Petterson | 05/01/18 10:19pm

********* **. ****.

John Honovich

IPVM | 05/02/18 12:01pm

******: ** ***** ******* about ***** ******** ** selling ******. ***** ********:

*** *********** *** **** up *** ******* ******* program *** ******* ** the ******* ******** *****, and ***** ** *** continued *******. ***** *** been * **** ***** number ** ****** ******** in *** ******* (**** than *.*% ** *** global *** *****). *** when ***** **** ******** they **** **** **** highly ******* *******, ***** global, ***** ** **** taken * **** *** then ************ ****** **** integrators ** ****** **** the ******** ****** ** to ** ********* ******** (unification **** ***, ******* Control, ***.). ** ********* these ******** **** ********* and ******.

* ***** * ****** up **** ******* ***** the *.*%, ************ **** percentage ** ******* **** makes ** (*.*., ***** they *** ****** *** users **** **** ********* a ****************** ****** ********** of *******). ** **** have *** ********, * will ***.

Undisclosed Integrator #1

In reply to John Honovich | 05/02/18 12:18pm

* *** ******** **** myself. *.*% ** ********* may *** **** **** a *** ****** ** means **% ** ***** sales ****** ** *******. I'd ** ********* ** it *** **** **** or ****, *** * agree *** ************* ***** be ****.

Rodney Thayer

In reply to John Honovich | 05/02/18 06:40pm

* ******* **** *** (in *** **'*, **** Data *******) **** ***** are ********* "***** ********" that **** ******** **** the ************. *** * wise ************ **** ********* such ***** **** *** normally ********* ******* ******** aren't ******* ******. ***** is *** ****** *********** here ** ******** **** happened ***. ** * were ********* ** **** about *** ********* ** the **** * ***** ask...

-- **** **** ******* against ***** ******* ******** with ** *******.

-- *** **** ** something ** ******* *** channel ******** ** *** bid (*** **** ****** a ******** ** ** time *** *** *******, for *******.)

-- ** **** **** a "***** ********" ******* so **** ******* ******** have ******** ********** **** when **** *** ** are *** ***** ** be **** ** *** on **** *** "*****" clients.

** *** **** **** could ** ***** ***** this *** * ***'* know ****, **** ***** have **** ******** **********.

******** **** **** ** Panama, ***** "****** ********" includes ***** *** **** to ***** ****** *****'* emplyees *** ** **** hotel *** **** ******. After ******* ** *** US ******* *** * non-combat ********* **** *** time...) *** *** **** that ******** *** ************ in **** **** **** in ****** *** *** short * **** ** count *** ****** **********? "I *** ***** ** go ** * ******* but **** **** ***** my ****** *******" ** something **** ****...

Undisclosed Integrator #1

In reply to Rodney Thayer | 05/03/18 01:30pm

* ***'* **** *** idea ** *** ************ partners ******* ******, ******. But **'** * ** based ******* **** *** an ******* ** ******. It *** ******* ** me **** ** ** a ******* ** ******* country **** *** ** the *** ******* **** had. * ****** ** into ****** ***** *** job ** *** ******, but * **** *** the ***** *** ****** much *** ***** ***** general ***-******* ***** **** an ****** ***** *********** company ** **** ******, and ** ****** **** just **** *** ******, supervised *** ************ **** by *** *** ***** labor ***********, *** *** the ****** *** ******** on *** ******.

Undisclosed Integrator #9

05/04/18 03:38pm

** ** **** * Genetec ******, ***** ** are ***, ** ***** drop ******* **** *** new ******** *********** *** put *** ******* **** a **** ***********. ******* of ******* * ******* dealer *** *** ****** Canal *******, **** ****** cut *** **** *** from ***** ***** ******** and **** ** ******, and ****** ** ****** than ****** *******!

**** ****? *** ***** Genetec **** ** ** the ****** **** ****** and * ********* ******* dealer, *** *** ***** a **** ******* ** bid ** *******, ******** it **** ** *******ü**, Milestone ** *****? **** would ********* **** ****** partnership **, *** ****** dealers ******** **** ********?

******* **** **** ***** or **** ***** ** the **** ** **********. It ** ** **** any ***** ************ ***** direct, ** ****** **** the *************!

** ******!

** *** "******** ** watching", ****** ** *** customer ** *** *** always **** ***** **** business ***** **,... ***** by!

Undisclosed Manufacturer #10

05/04/18 04:39pm

* **** *** * manufacturer *** * ***** 'no.'

*******, ***** ** ********* else ** ******** ****; I **** ********** **** to *** ****** ***** twice **** *** **** 10 ***** ** **** them ***** ** *** shoddy **** ** **********'*. There *** * *** of **** ******* *********** companies *** ***** *** there *** **** ********* that ********** **** ** - ***** ** **** cases *** **** *** manufacturer **** ***. **** times * **** **** there *** ********** *** blaming *** ********* **** though *** ****** **** due ** ************/************* - my *** *** *** just ** *** *** problem *** **** ****** the ************ **** *** Canal. **** ** *** the **** ******* ******; I **** **** ** airports, ******* ***** ******, government ********* ** ** and **** ***** ******* circumstances.

**** ****** * ***** 'no' * *** ********** why ************* *** **** to ** ****** ** some *****.

David Lieberman

IPVMU Certified | 05/07/18 03:23pm

** *********** **** ** with *** ******* *** represented ** **** **** you **** ******* ****, then *** **** * moral ********** -- ******* or *** * ***** obligation -- ** ****** to **** ******** *****.

*******, * ******* **** if *** *** ***** the ******* ************ *** itself, ********** *** ********* for "******* ************" **** drop, ******* **** *** "crumbs" *** ***********.

Undisclosed Integrator #11

05/09/18 01:05pm

* ** *** **** this ** *** **** but ** **** ****** that ******* ** ****** more ***** ***** ****** in ****** ***** ** well ** ****** ************ with ***** ********* **** difficult. ** ******* ******** years *** ******* ** this **** ***** *** I *** *** **** we **** ********** *** with **** ************** ** discuss ******** ** **** that ******* *** **** dealing **** **** ******** on ******** *** *** deals. ** ******** ** one **** *****, ** in *** ***** **** not, *******, **** *** price *******. *** ****** is ***** ***** ** maximize ** ******* ******* and ********* ***** *** resulted ** **** ************ being ****** **** * very ********* ******** **** high ********* **** - which ** ************** *** a ******** ********'* ******** versus ** ********** **** is ******* ** **** with **** ** ******* competitive ******** *** ***** to ****. ** **** had * **** ****** experience **** ********* ********** these ***** *** ******* if ***** **** **** any ****** ******* ***** from *** ** ***? John - ********** **** posts. * ***** ** is ********* *** *** of ** *********** ** understand ** ** ** a *** ****** ***** people ** * ********* strategy *** ** ** is *** ****** **** Genetec **** **** ** right. ********** * ** wary ** **** ***** of *********** ******** **** them **** ****'* ******** marketed.

Undisclosed End User #12

In reply to Undisclosed Integrator #11 | 05/25/18 09:03pm

* *** *** **** at ***** ** *** US *** ******* ***** team **** *** ******* to ***** ***** ******* only ** ******* ******** agreement *** **, *** other ********** **** ******* revenue **** $****, ****** reach, *** ******** ** security. **** *** ***** us ****** **** ******* partners **** **** **** sell *** ******* ** users **** *** *** demand **** ***** *** that *** **** **** they ***** **. **** that *** ******** ***** is ** ******** ******** company **** *** ****** company *** *** **** named ** * *** that ***** **** *** to ******* *** *** parent ******* ** *** we **** ***** **** no. ***** ** ** tried **** ** *** around ** **** ** luck. ** ** ********* and **** ** ** peers ** ***** ***** businesses ** *** ** we **** *** ** luck ****** ******.

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