Hikvision Hires Pelco / G4S Exec Sam Belbina

By: John Honovich, Published on Nov 10, 2015

Hikvision gets another major industry executive.

He was most recently the President of G4S Technology, and before that VP of Sales at Pelco. Now, he has come on board to be the Senior Director, Strategic Sales for Hikvision.

In this note, we examine what he will be doing and how this will impact Hikvision's expansion.

********* **** ******* ***** industry *********.

** *** **** ******** the ********* ** *** Technology, *** ****** **** VP ** ***** ** Pelco. ***, ** *** come ** ***** ** be *** ****** ********, ********* Sales *** *********.

** **** ****, ** examine **** ** **** be ***** *** *** this **** ****** *********'* expansion.

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

Sam *******

*** ******* [**** ** longer *********] ***** ********* at * ******** ****, where *** ******* **** to ****** ****** *** low *** ** *** market ** ** * major ****** ** *** much ******* ********** *****.

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

"** ******** ********** **** Pelco *** **** **** 12 ***** ** *** systems *********** **** **** be *** ***** *** to **** * ***** created **** **** ** primarily ******* ** **** the ********** ******** *****. My ****’* ***** **** enhance *** ************ **** the *** ***** *********** by ******** *** *&* and *********** ** *** upstream ***** *** ********* the ********* ******* ******* and ******** ** *** market *****. **** **** to ***** ** ** sam.belbina@hikvision.com ** **** ** 402-290-6876."

******* ******** ***** ** Fina *** ********* ********* ** ************ **** ** ****.

Massive *********

**** ** *** ******* in * ****** ** power ***** ** *** mega ******* ************ *** has ******** ** ******** of ****** ******* **** their ******** ******* ********* to ****** **** ******** out * ****** ********. Hikvision ** ******** ** sales *** ********* ** or ***** *** ******** and **** ******, **** huge ******,**** ***** *** ***** mag *******, *** ******* ** trade *****, ******* *********** campaigns, ***.

Enterprise ********* **********

** *****, ********* ** a ****-***, ********** *****, the **** ****** ****** for ********** ******** *** a **** *** *** budget ****, ******* ** their ***** *** ***********. However, ** ***** *******, Hikvision ** ********** * budget *****. **** ****** the ** ********, *** main ********** ** *** solid ******* ** ***** low ******, *** *** drivers *** *** ********** market.

************, ** *** ***** issues *** ********* ** the ** **********:

  • *** *******'* ******* *********** (over **%) ** * Chinese '***** *****' ***********. 
  • ********* *** *** ******* track ****** *** ************* of *** ***** ************ manufacturer (**************).

*** *** ****** **** to **** ****** ***** price *** ****-*** **** have **** **** ******* concerns. **** **** ** are **** ******* ********** and ******* ********** ****** would ** **** ********* about ****** ************ ******* from * ******* ***** largest *********** *** *** US **********, ** ** not ********** ** ****** many ** ********** ****** would **** ***** *** concerns. ******, ************* ** clearly * *** ****** topic *** ********** ****** now.

*******

***** *********'* ********* ********* sales spend, *********** ** **** at *** ***** ***** ****** than *** ***** ***** ************, and ***** ******* ***** image *******, **** **** a **** **** ****** at *********** **** ** the ********** ****** *** this **** ** * far *******, **** ********* battle *** **** ** win.

Comments (3)

Out of curiosity, what advice would you offer to Hikvision to become a significant player in North American Enterprise video surveillance systems?

It seems like Hikvision is moving in the enterprise direction with hirings of proven industry executives, a greater focus on the enterprise market, and a smart (professional) series product line with 4K resolution cameras and larger NVR's, while keeping a separate "value" product line for the SMB market.

Is the "Chinese" label and "budget brand" tag only perceptions that need to be overcome in order to be successful in the enterprise market? Or is there something deeper to it?

Which is more likely, Axis garnering significant market share in the SMB market or Hikvision successfully penetrating the enterprise market?

"Which is more likely, Axis garnering significant market share in the SMB market or Hikvision successfully penetrating the enterprise market?"

Good question.

SMB cares most (overall) about price. Axis seems unwilling to play that game. Axis has deep pockets being owned by Canon but that's nowhere near is deep as China.

"What advice would you offer to Hikvision to become a significant player in North American Enterprise video surveillance systems?"

No advice from me needed. Just continue their current game plan. Build a Western sales and marketing machine, subsidize it from their huge Chinese government sales, and sell to the West at super low prices.

That said, at the enterprise level, I would not be comfortable recommending or buying Hikvision.

Update: Belbina is still at Hikvision but switched from enterprise to channels. Enterprise has been understandably hard hit by the ban.

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