Genetec Reorganizes Sales, Eliminates US RSMs

By John Honovich and Sean Patton, Published Apr 22, 2021, 10:39am EDT

Genetec has reorganized the US sales organization in the Canadian company's largest region, including the elimination of Regional Sales Managers (RSMs) replaced by a trio of vertical (end-user) specialist salespeople.

IPVM Image

This has caused concern within Genetec's channel. Inside this note, we examine the move, what structural concerns this may raise, and how it relates to a broader trend of manufacturer greater orientation towards end users (e.g., compare to recent Avigilon Channel 'End User' Sales Executives).

Overview **************

*** ** ******* ***** organization ** *** ********** around * ********* - public, ********** *** ******, as ******* ********* ** IPVM:

******** ***** ******** ** the ****** ****** **** become ******* ********** **** are *** ******** ** a ******** ******** ******* (Public ******, **********, *** Signature ****** (*** **** for ******, ******* *** Hospitality) *** ***** * sales *********. **** ***** territory **** **** * AEs (*** *** **** of ******: ****** ******, Enterprise, *** ********* ******). Therefore, ******* ******** **** have ****** ****** ** all * ** *** AEs *** ***** ******* matter ********* ** *** sales *********.

******* *** **, *** historical ***** ********* *******, confirms *******:

****** *** ***** ***** around *** ***** ***** have *** *** ***** structure.

Integrator ********

*** ******* ** *** historic *** **** ***** organization *** **** *********** had * ***** ******* point ** ******* ** the *******, *.*., ********** ABC ***** ******* ******* or *** ** ******* regardless ** *** ****** segment *** ******* *** in. ***, *** **** integrator ***** **** ** contact ****, *****, ** Samantha ** ******* ********* on *** ******** **** individual ******* ** **.

** **** ******** **** a ****** ** ********, with ************* ** ** ***** 'lost ** *** *******', explaining:

*** *** ***** *********** assigned * ******** ***** Manager *** ******** ***** Engineer ** **** ******* partner (**********). **** ***** Manager *** ***** ******** essentially ***** *** ************ with *** ******* ******* *** *****, *************, discounts, *** ********** **** procurement ********** **** ***** responsibility. ** ******** ********** was ****** *** * certain ******** ******, **** Sales ******* ** ***** Engineer ***** ****** *** resource *** **** *********.

*** *** ***** ******** the ******* ******** ** understand * *********** ********* of ***** ******, ********* maps, *** ***** ********* fall **** ***** *****’* responsibility. *** ******* ******* then ***** ** ******** the ****** ***** ** contact *************** ********** ******, *** region. ***** *** **** color ***** **** **** instructions – ** ** four ***** ****....

** ***'* **** **** selling, ** **** **** operating ****** *******************.

******* *********, ** ******, to *** ************** *** this ******** **********'* **** with *** ****** *****:

  • *** ******** ***** ****** them ** ** "**** targeted ** *** ****** development ********** *** ***** even **** ********* ******** to *** ********".
  • "*** ***** *********** *** our ******* ***** ***** remain ********** *******"
  • "** **** ** *** in **** **** ** help **** ******* **** the **********"
  • "*** **-***** ******** **** see ******* ****** ** the ****** ****************** ** ****** ** well ** ********** ************ to *** ******** ******* and *********"

*** ****** ******* ******** is ****** *****:

*** ****** ****** *********’* ******* ********* *** extending *** ****** ********** requires * *** ******** so **** ** *** continue ** ****** ** this ************ *** ******* sales ***********.

*** ******* ******* **** we ******* **** * territory-based ****** ** * vertically ******** ********* ******* on ****** ******, **********, and ********* ****** (*** name *** ******, ******* and ***********). **** ****** us ** ** **** targeted ** *** ****** development ********** *** ***** even **** ********* ******** to *** ********. ************, it ****** ** ** have **** **** ** the ****** **** ****** expertise **** *** ******** assigned ** *** ******* partners, ****** *** *** Unted ******. **** ****** is **** ******** ** help ** ****** **** the ***** *** ************ of *** *** ********, together.

** ******, **** *** transformation ** **** ***** it ** **** ********* to ******* ** ******* that *** ***** **** than *** ******** ***, so ** *** ********** it ******* *** **** type ** ******** ** essential ** ********* **** our ************** ****** *** partner **********.

**** ****, *** ** an ****** ** ****** all *** ******** **** continuity ** ***** ******* with*******, **** *** ***** Engineering *** *** ******* Sales ***** ****** ********** focused. ************, *** ******* Executives, *** *** ***** the **** **** *** partners **** ** ***** region, *** ********** **** and **** ** ******* our ******** ********** *** new ************. *************, ** seems **** ** **** instance ** **** ** put ** **** **** to **** **** ******* with *** **********. ** hope **** **’** **** a ****** ** **** it ***** ** ** are ***** **** ***** in *** ************** *** a *** ***** *** expected.

*******, **’** *** **** investing ** **** **************. As *** ******* ********* to *******, *** **-***** partners **** *** ******* growth ** *** ****** of**************** ** ****** ** well ** ********** ************ to *** ******** ******* and *********. **’** **** confident ** *** *** organization *** *** **** that ** **** ******* the ******, *****, *** positive ********** **** **, and *** ********, ******.

** *** **** ** all ******** **** *** partners *** *** ********* closely ** ** *** continue ** ******* ******* experience. ** ********* ******** with ********* ** ******** to ***** *** ** their ******* ********** ** directly ****** ****, ****** ******** ** US *****.

Broader ***** - ******** ******** / *** **** ***********

**** **** ****** * broader ***** ** ************* focusing **** ** ********* to *** ******** ***** with *** *****, **** if *** ********** ********** delivers ***** *****. *** increasing ***** ** ****** / ****** *******, *** impact ** *****-** ** reduce (** ***** ***********) local / **-****** *******, and **** *********** (******* from ******** ** *******) marketing ** *** ***** reinforces **** *****.

********, ******* ****************** ***** to ****** ********* ** unlike ** *** ************ that ***** **** ** depend **** ** ************ and *******, *** ****** deals **** ******* ********* wins ******** * ***** of ****** ************ **********.

Risk ** ***********

******* **** ** ********, Genetec, *******, ** ******, the **** ** *********** is **** ** ******* the ***** ** ********** and ******* *** ******* provided ** ***** ***********.

Risk ** *******

** *** ***** ****, Genetec ******* ** ******* projects **** ***** ******* significant ************* *** *************** so ******** *********** ** key ** ****** ********** that ************ ** *** users *** *** ** the ******. ** ******* does *** ******** ******* those ***********, **** **** undermining ***** *** ********.

Comments (17)

"*** ******** ***** ***** them [******* ********] ** be "**** ******** ** our ****** *********** ********** and ***** **** **** qualified ******** ** *** partners".

****** ******* *** ******* elaborate ** **** *********. In *** *************, *** regional ******* **** ******* have ****** ** **** little *********** ***** *** Channel ******** *** **** almost ** ********* ** each ******* *******'* ********, history **** *******, ************, strengths, *** ******* ******* performance.

******* *** ******* ** getting *********** *** ** the ******** ***** **** to ***** **** ** decide ***** ******* ******* they **** ****** ** "drive **** **** ********* business **..." ** **** are *** ***** ** the ************ ** *** partners ** ***** ********/******.

Agree: 3
Disagree
Informative: 1
Unhelpful
Funny: 1

* **** **** ********* to **** **** ******* is ***** ** ** more ******* ** *********** business ******** **** *** users (*.*. "****** *********** activity", *** **** ******* that ******** **** ** their ********. ***** *'* not ********** ** *** practical ******* ** **** model, * ** ***** that ** ******************** **. **** ********* need ** **** **** the ************ ** ***** partners *** ** **** what **** ************ *******, but *** **** ** to ***** **** ******** to ******* -- ***** ultimately *** ******* ** do **** ***** ********.

Agree: 6
Disagree: 1
Informative
Unhelpful
Funny

** *** *** ***** territories **** *** ***** times ** ***?

******: * ****** *** 1 ***.

*****: * *** ******* 1 ********** **.

* ********** *** ***** 1 ***** *********

********** *** ***-**-*** ***/********** relationship ** * **** mistake, ** *** ******* in *** *******...

Agree: 7
Disagree: 4
Informative
Unhelpful
Funny

****** ** **** ** bad, *** **** *** be ** ******. * complete *********** ** *** heels ** **** ** poor ****. ********* *** don't ***** *** ******** ability ** *********** ** a **** ****, *** disrupting **** ******** ****** team **** ****** ******* a ********* **** ** just ***. ******? ****** market *****? ******* ** too ********? ************* ***** leadership? ** *** ***** is ***** ** **** performance, **** ***** ** be ******** ******* *******. If *** ****** ** to ****** ** ****, they've ***** ** *** to ******* ** **** instead. **** ***'* ****** to ** ******** * new ****** ******* (***** mid-upmarket), ** * *** channel, *** *****'* ******* a *** *********** ********, so ** ***** **** the **** ***** ****** child *** ****** ** the ********* ** *** company ********* **** *** often ****** ******** *** not ****** ** ****** data. ***** *** ***** success ** ******* *** their *********? ** **, they *** ******* * big *** ****** ** that ******* *** ******* transparency. ** ** * complete *** ***** ** seem **** ******* *** previously *******, ***** *****'* line ** **** ***** decade+ ** *******. **** are ** * ****** leading ********, ** *** disruption **** ****** ***** sales ****** & ******** in *** ***** ****, and ******* **** ****. I **** **** ****** correct..

Agree: 2
Disagree: 5
Informative: 1
Unhelpful: 3
Funny

*'** **** **** ******* twice ***, *** * still ***'* ****** *** where *** ** **** is ****** ****.

"********* *** ***'* ***** the ******** ******* ** performance ** * **** move"

***** *** *** *** they ** ****? ******* they **** *** ******** to ** **** *** ability ** *********** ** the *******, *** * don't****** ******** **** *** is ******** ******* ** the ******* ** *** performance ** *** *******.

"** *** ****** ** to ****** ** ****, they've ***** ** *** to ******* ** **** instead."

"*********" ******* **** *** just ****** ******** ****** around *** ****** **** different *****. ****'* *** what ****'** *****, ******* they're ****** ****** -- what **** ** ** one *** ** *** three ***.

"** ** ***** **** the **** ***** ****** child *** ****** ** the ********* ** *** company ********* **** *** often ****** ******** *** not ****** ** ****** data."

**** ***** ** *****. How ** *** ** these ******* -- ************ -- ******** **** **** are ** ****** *****? I ***** **** ***** that **** ******** ************** ** ****** ****, because ******* ***** *** understands **** ***** ******* is ********* **** **** of *** ***** ******** that *** *** ***** and ****** ***** * different ***** ** ** successful. *'* *** ****** this ** *** ***** model, *** * ** think *** ******** ***** was ******* ***** ** being ********* ****** **** it ***** ******* ****-****.

** ** * ******** 180 ***** ** **** like ******* *** ********** working, ***** *****'* **** up **** ***** ******+ of *******.

*** ** **** * complete ***, **** ** the ***-******* ************** ** "a ******** ***?" **** are ************* ***** ***** organization *** ****** ****** to ******* ***** ********* directly. ******* ***** **** is * "******** ***" (or **** * ******** 90, *** **** ******) from *** **** **** to ****** ******. ** this * ****** **** before? ****. *** * complete ***? **.

** *******, * ** not ****** **** **** change *** *** ******* one, ** **** ** was *** **** ****-**** move *** ******* *** their ********. **** * am ****** ** **** this **** ** **** of * *** ** statements *** ******** **** don't *** ** **** what *************** *** **** **** move, *** **** ** line ** **** **** they **************** ** ** ********** either.

***** ** ** ******** this ********** *** **** painful *** ****, *** even ****** *'* *** in *** *******, *'** had ****** **** ******* myself ***** **** ******, even ** *** ****** limited ************ *'** *** recently. *** ********** ** that *'* ******* ** at ***** **** **** a ****** ** ***** implement *** ******** *** see *** ** ***** then ****** ****** **** it's * ******** ******* and ** ********** **** they've **** ***** *** as * *******. ** we're ***** ****** ************* about **** ****** ** this **** **** ****, then ***** **** ** question **** ** *** an ****** *******, *** I ***** *** ** will **** ******** ******* Genetec ** * *******. But **'** *** **** 120 **** ** ** this ****** ***** ********* and ***** ******* **** it ***** ***** *********** yet, ** ** ***** a ****** ***** ** be ******* ** *** the *********** ** *** above ****.

Agree: 7
Disagree
Informative: 1
Unhelpful
Funny

***** **** **’* ********* to **** * **********, so ** ********** **** probably ****** ********. ** is **** ** *** it’s * ********* **** the ******** *:* ******* manager ******** **** * separate *** **** *** Dev ****, **** *** 180. *** * ****** Biz ***/******* **** ***** is **** *** ** to **** ** **** around, *** * ***** a **** ****** *** Genetec ***** *** ****** based ** ** *************. Reorganizing ******** **** ********** 3 ******* ***** ****** implies *** ***** **** already *** **** ***** areas ** *********, ***** is * ******* ***. So, ***** **** *** asserting **** **** **** investments, ***** ***** **** was ** ******** (*******) the ******** **** **** a ********** ******* *** user **** **** *** support ******* ******** ** a ******* ** ******* basis. ********* ***** **** ** an *********** *** ***** sales **** ** ***** end **** ******** *** create *** **** *************, which **** **** ** a ******* ******** **** their *******. * ** not ****** **’* * bad ********, *** **’* hard ** ***** ** both ***** (****** *** channel). ** **** **** worth *** ******? ***

*** ******** *** *** company *** ******* ** the ******** (********** **), so ***** ******** *** sales **** **** ******** some ****** ** *** how ** ****. ****** can ** ****, *** not *** ****** ** good ** *********, ** like **** ** **** wait *** *** *** this ***** ***.

Agree
Disagree: 1
Informative
Unhelpful: 1
Funny

******* ** *** ********?

***’* **** ***...

Agree
Disagree
Informative
Unhelpful
Funny

*** ******* ** ******* of **** **** ** determined ** *** **** the ***** ******* ********* managers **** ** * team **********. * ****-******* machine ** ***** ***** to ***** ******** *** three ****** ** ****** work ** ****** **** one.

**** ** * ******* scenario *** *** *** manufacturers **** *** ***** use *** ***** *** internal ***** *****. ** the *** **** *** factory ******** **** ** symbiosis, ** ** * force ** ** ******** with.

Agree: 4
Disagree
Informative
Unhelpful: 2
Funny: 2

*** ******** ******* ***** has **** ** ***** in ****** *** * few *****. ** * am *** ******** **** have ***** ***** ********** focused ** ******** ******** markets. ** ***** ** have **** * ********** strategy, ** ***** ******* team **** ******** ****** broader ********* ** ******, including ***** ***** ******** countries. ** *** * haven't **** *** **** towards ******* ******** ** end *****, ** ********, AEs **** **** ***** a **** *** **** high ****** *** ******* integrators. * ** *** sell *******, *** * see ***** *********** ********* several **** **** **, and **** *** *** easy ** **** **** it ***** ** *** users **** *** *** only ***** ******.

Agree
Disagree
Informative: 1
Unhelpful
Funny

****** ******* ***** ** 5 ********* ****** *********** and * ** ***** we *** ********* *******, within ** ******, ** went ****** ***** *** or **** ***** ******** direct, ***** ******* *** channels ** *** ** mid ******** *** ** worked.

****** ******* ****, ** sold **** ****** *** not ******* ******** ********.

*** ****** **** ** their ********* *** ***********.

Agree: 3
Disagree
Informative: 3
Unhelpful
Funny

**** ** *** **** perspective **** ***** ** nice ** ***. * know ** ******* ***'* typical, *** *** *** most **** *** ********** just ***** ** ****** for **** ******* ** ask ***.

Agree: 1
Disagree: 1
Informative: 1
Unhelpful
Funny

*****, **** ******** ******* I've **** *** ** deal **** ** ** integrator. **** ** ** rid ** ****.

Agree: 4
Disagree: 3
Informative: 6
Unhelpful: 5
Funny: 1

****** *** *** ********* on **** ********** *** why *** **** **** opinion.

** *** ***** *** new ***** **** ********* the ********** *** *********** and ******* * ****** partnership - ***** ** the ****** *** ***** to **** **** *******?

*** ***** ** **** response (** *** ***’* mind) **** ** **** annual ******* *** ****** markets?

Agree
Disagree
Informative
Unhelpful
Funny

Undisclosed #*: [******* ** ***] **** arrogant ******* *’** **** had ** **** ****...

Undisclosed #*: ...**** ** **** ****** revenue...?

Agree
Disagree
Informative
Unhelpful
Funny: 3

********* *** *** *** this *** ******.

** **** ***** **** integrators **** ***** *********** (low *****) **** ******* tend ** *** ****** around, *******, ** *******. There ***** ** ** some **** ** ***** number **** *** **** to ******* ****** ******* will **** *** ********** serious.

****** ******* - *** commit ********* ** * channel ******* **** ** not ********** ** **** going ***** ******** ******* end ***** ****** **** securing *** ********.

Agree: 3
Disagree
Informative
Unhelpful
Funny

***-*** ******, *****?

*** ****** ********* ** a ******* ******* **** you *** “****** ******, ignored, ** *******.”

Agree
Disagree
Informative
Unhelpful
Funny

**** **.

Agree
Disagree
Informative
Unhelpful
Funny
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