Genetec Terminates Integrator Selling To Fusus / Axon With Separate Business

Executive *******

***** ******* **** ** *** *** sales *********** ** *** ******** *********** letter, ** ******* *******'* ******** ** cancel **** ********** *** ****** ** its ******* ************ **** *******'* ************* rival, *****. *** ********** **** ******** to ***** **** * ******** ******** its ******* ***** / *** **********, and **** ******* *** *** **** a ******** **** *******.

******* ****, ** *** *** *********** business **** **********, *** ** ******* the ******* ***** **** **** ********* if ********* **** * ******* ***** than *****. *** *******, **** ** Genetec's ********** ******** **** **** / support ******* ***** *********** ******** *** solutions, ***** ******* ************ *** ********, saying ** "********** "******** *** ** not, ********* ** ********** ******* **** only ******* ** *********.

Background / ********

******* ********** ***************** ********, ****** "***** ***********." *******, ****** reveal **** ******* ****** * **%+ increase ** ******* ***** **** *** prior **** *** *** **** ****, which ******* *** *** *******.

****** **** ******* ******** *** *********** was ********** ** *******'* *********** **** Fusus, ***** ******* **** "**** ** awkward *******" *** "*******-**********" ** *** sales ****** *** **** ** ********* for ** ***-**** ** ********** *** "meaningful ***************."

******* ******* ** **** ******* ******** before ******* **** ** *****, *** Genetec ******** *** ********* * "****" demo ****, ****** ******* ****** "******** it ********* *****."

***** ***** ********** ** ***** ** APD, ***** ********* ******** **** *******'* separate ********, ********** *** ********** ** the ***** ******* ********. **** ********** Genetec, ******* ** *** ***********. [******** are * ******* ******; *** ******* IPVM ********, ********************* ******** ****** ** *** ****,*** *** *** *** ******, ****** *** ***** ************ ****** ******** of ************ ******* ********* - ******* Power]

***** *** ***********, ******* ********* ** support *** ******** ********, *** ******* had ******* ***** ************ **** ** other ********.

**** ********* ********** *** *********** ******* Genetec *** *** ****** ** ** cancels ** ********** **** ******* *****. It ****** ** ********* ******** ***** what **** ******* *** *********** *** choose ** **** / ******* *********** to *******. **** ********* ************ **** Genetec ** ******* ** ********* ******** perceived ** ****** *********** ** ******** relationships **** *** ***********.

Official *********** ******

***** ** *** **** ******** *********** letter:

Genetec ***** ***** ********** ***** *********** "**** ** ******* *******"

******* *** ******** ****** ********** ***** performance, *******'* **** ****** ************* ******** their ******* ******* "**********" ******** *** do *** **** *********** ******** / lead **** **** *** **** *******' partnership **** ***** **** ** "******* message":

Genetec ******* ** **** ******** ************ ***********

******* ** *********** ******** *** *** not ******* *********** *********, ** *******'* response ** **, **** *********** **** other ******** **** *********** ******** *** also *********** *** *********** ** *******:

******* *** **** **** *,*** ********** channel ******** ****** *** *****, **** of **** ****** ** **** **** competitive ********. ***** *** ***** ** the ******** ******* ******* *** *******, we ***** ** ******** *** ***** to ********* *** *********. **** ** never ****, *** * ******** ** take ******* ** *****.

**** ***** **** ******* ** ******* to ********* ******** ** / **** a *********** ** ********* ******* *********** to ****. ** ****, ** ******* to ** **** ** / *** other ******** **** ** ******** ** the ****** *** ******* / ********* too ******** **** *********** ********.

Integrator **********, ******* **** ***** ** **% **** ****

** ***** ************** **** *******, *******'* founder ******* **** **** *** **** a ****** *** **** ***** *****, led **** *******, *** ********* ******* sales **** *** ***** ****, **** not ******* ***** ***** ** **************, but **** ******* ******** **** *** separate *******.

*** ***’* **** ** *** * was * ******* ****** *** **** 8 *****. ******* ****** ** ******* VMS *** ****** ******* ******** *** then ****** *** ******* ******** *** my ********. ** ******* *** **** sold *** ********* ** *** *** integration *********, *** * **** **** it *** ***** ***** ********** *** my ***** ********* *** *** ** my ******* ****** *********. ****** **** same * **** ****** ** ******* to *********** *** *** ******** *** our ****** *****. **** ** **** got ** **** ****** **** **** wanted *** ********. * **** *** this ** ******* **** ******.

********* **** *** ***** ******* **** up *** *** **** "*****":

** ******* ** **** [*********** ******* Employee] ******* ** **** ** ** a ******, **** ****** *** ***** numbers **** ** **% **** ****. We *** ***** *** *** *** sales ***** ** ************* ************, *** we **** ******* *** ** [*********** Genetec ********].

Integrator ********** ** ***** ** ***, ***** ****** ******* ******* ********

**** ******* ******** **** **** **** introduced ** ***** ** ***, *** Fusus ***** ***** ********** / ********** trailers:

** **** *** *** **** ** the ***** ** *** ******* ** Atlanta *** **** *** *** **** we ******** ******** ***. ******* ****** to ** **** **** ******* *** with ***** ** *** ******* ***** platform. ***** ** **** ******* ** Atlanta *** * *** ********** ** them ** ***. ***** ***** *** product ** ************ *** ***** ** they ***** ***** *** ******** ** their *********.

* ** ****** ****** ** ***** I *** ** *** ******** ** selling *** ******* * ***********. ***** Fusus ********* * **** ******* **** me **** **** ** **** **** of ** ********.

Genetec ******** "****" **** *******, ********** **** *** ****

*******, ****** ******* ******** ** *****, Compass **** **** ******* ** **** trailers ** *******, *** ******* ***** for * "****" **** *******:

***** ** ***** ******** **** ******* did ******** ** ** ***** * demo ******* *** ****, *** * told **** * ***** ** ** for ****. [*********** ******* ********] ****** down ** ***** *** *** ** to ** ** *** **** *** that * ****** ******** ** ********* money. **** ******* ***** **** ******* me ********* ******* ******* * ****’* qualify. *** ***** * **** ******* a **** $**,*** ******* **** **** have ***** ***** ** *** ***** for *********?

Fusus-Sponsored ******* ** ******** *****, ******* *******

** *********, ********* *** *** ***** branded ******* ***** ********* ** ******* events, ***** *** ** ******* **** was "**** ***" *** **** "*******'* have **** **** *** *** **********, a **** ***** ***** *****. *** integrator *******:

*** **** ******* ***** *** *** all ****** *** ******* **** * large ***** **** ** ** *** one *** ** **** ** ** Michigan ***** ********** *** * ****. I ****** * ***** ** ******** as * ****** ** *** * didn’t **** * ***** ** ******** State ** ********* **** ** ***. This ********** *** ** **** *** [Undisclosed ******* ********] ** **** *** then * *** * **** **** another *** **** ******* ****** ** I *** **** *****. * **** them * *** **** ** ****** and **** * *** ******* *** great ****** ** *** ***** ******* to *** *** ****. * *** simply ***** ******* ** *******. * was **** **** *** **** *** and **** * *******’* **** **** that. *** **** ***** * ** the **** **** ** **** *****.

*******, ******* / ***** *** *** branded ******* ****** **** ****:

Integrator ****** *** ******** *********

***** ***** ********, *** ********** ****** he *** *** ******** *********, ** integrator ******* *** * ************* ******* that **** ********.

** ****** **** ** ** ***** "punished" *** * ******* ************ ** a ******** ******* **** **** *** directly ******* **** *******:

***** ***. *** ******* ******** ********* was ** *********** ******* **** **** Genetec. ******* ****** ******** ***. *** my ************* ******* **** **** ** trailers. * *** *** ********* ********* and * ** ***** ******** *** the ******* ** *** ******* * manufactured ** * ********* ******* **** didn’t ******* ** “**** ** ******* message”.

APD ****** **** ******* ******** **** **** ** *** ******* **

****, ** ********* ***** ******** **** running *******'* **, *** **** ********** did * ***** **** ***** / announcement ********, *******, *** ********* **** **** **** ******** ** APD. ************, **** **** ******* *** Genetec ***** **** ******** ** *** Axis ******* (****** *****):

*******, ****** *** **** *****, ** mentions ******* ** ** **** *******:

*** ********** ************ ******* ******** *********, Conyers, **., ** **** *******..

Integrator ******** ** ******* ******** *********

***** ***** **********, *** ********** **** an ***** ** ******* ********** ** support *** ******** ******** / **** they ***:

* ** **** ****** ** ******* my *********. * ** **** **** not ***** **** ** **** ** customer **** **** *******, *** *** fact *** **** **** ** ***** me ** ******* ** ********* * have ********* *** *** **** *** last * ***** ** ********. *** level ** ********* **** ***** **** this ************ ** ***********.

Genetec ******* ***** ****** **** ********

*******, ***** ** ****** **** ********, prior ** **** *****, ******* *** already ***** ****** **** *** "******** Accounts":

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

**** ******* [******** ****] –

**** **** ** ****** ** *** thank *** *** **** **** ********* – *** ** **** ***we *** ******* ******** **** ******** ******** ** **** **** ***. These are accounts **** ** ****** **** ** *** (********** ** ******) … may day a day or two to get this done but want to assure you we are working on it! [Emphasis added].

Fusus ****** *****, ********** **** **** **** *******

***** *** *********** ** ******, *** go-to-market ******* ***** *** ******* ** largely ********* ** ***** **** ****** (unless **** *** ***** ***** ***** contracts), *** ******* ***** ******* *** channel. ** ********* **** ** **** sold *******, *** *****, *** **** sold *** ********:

*** ****** **** ** * **** sold ******* *** **** ***** **** my ********. ***** ** * ****** to *** **** ******* ****** ** has ** ** **** ** * State ******** ***** ** *** **** in *** **** **** ***** ******* dealers *** * ** *** * State ******** ****** *** * ** punished.

****** **** ******* *** **** $*.** of ***** ** *** **** ** commercial *******. ***** *** **** $***,***’* of ** ******** **** * ***********. Compass *** **** $***,***’* ** ******* to ********* ******* *********. ******* *** sold $*.** ** ** ********.