Integrator Competitiveness Survey 2016: Mass Market Worse, Higher End Robust

Author: Brian Karas, Published on May 04, 2016

150 security integrators told IPVM about competitive trends in the security industry over the last 3 years.

Overwhelmingly, integrators feel things have gotten more competitive, with cheap cameras causing more non-security companies to enter the market, however one section of the market seems to be doing much better.

In the report, we review the feedback from this survey, and highlight dozens of comments from security companies on the current market.

*** ******** *********** **** **** ***** *********** ****** ** *** security ******** **** *** **** * *****.

**************, *********** **** ****** **** ****** **** ***********, **** ***** cameras ******* **** ***-******** ********* ** ***** *** ******, ******* one ******* ** *** ****** ***** ** ** ***** **** better.

** *** ******, ** ****** *** ******** **** **** ******, and ********* ****** ** ******** **** ******** ********* ** *** current ******.

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

*******

*** ****** *****: "******** ** * ***** ***, *** **** more *********** ** *** ******** *********** ********? ***? **** ** causing ****?"

*********** **** ****** *** **** *********** *** **. * ***** ago, * ************ ** *** ***** **** *********** ********** *********** ****** ****

********* **** ******, *** ****** * *** ***** **** *********** felt **** ****** *** ****** **** ***********:

**** ** ************ ******* **** ********* ** ***** ************/***********
******* ******** ****** ***** **** **** **********
********* ************ ** ****** ******** ******* ** *** ****

*** *** ******** **** ********, **** *********** *** ***** ***** trends ** ***** *********, *** ****** ** *** *****-*** ****** to ** **** ********.

Ease ** ******* ********** **** ***********

** *** ***** ********* ** **, **************** ******** **** ***** cited ** * *********** ***** *** ***********. *** ** ***** that ******* **** ****** ** **** ** ******* **** ******** new ********* *** ******** ** ******* ****** *******.

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

"*********** ** ******* ****** ** **, ***** ** ******** **** players **** *** ******."
"**** *********** **** *** **** ** ******* ****** **** *** the **** ** ************ **** **** *** **** **** *** TVI/CVI ** *******."
"********** *********** **** *** ******* ********* (*** *********** *******) ******** the ******."
"** *** ******, ** ** ************* **** ***********. ** **** to **** ******** *******, ************** *** ******* ********* *** *** think **** *** **** **** *** ***********/******** ********."
"**** ** / **** ********* ****** ** ** ******** *********. I ***** **** **** **'* ** **** ****** ** **** are ******* ***** *** ********* ******** ** **** **** ** extend **** ******* ** *** **** *******."
"*** *** ********* * ***** *** **** ***********. ** ***** ourselves ********* **** **** ***** ***/** ******* *********. ******* ** the ******** ** ***** ****** **** ** ** ********** **** complex, *** **** ******** ** ********** *** *** ***** ***** it *** ****** *** **** ** ******* ***********."
"**** ***********. ***, **, *** **** **** *********, *** ****** it ****** *** ***** ** *** *********** ** *** *** business."
"*********** *** *********** ** ** ******* *** *** ****** ***** be ***** **** ** ***** **** *** ****** *** **** more ****** ***** ********** (****, *****, *******, ***.)"
"* ******* **'* ****** **** *********** ***** ******** ******** **** moved **** ********. *** ** *******/********* ***** ****** *******/***** ******* it's *** ********* *** *** */**/*."
"*** **** *** ****** *********** *** ********** ***** ******* ****** and *** *** ** ******** ******** ********* ******** ** *********** as ******* *** ****** ** *** ** *** ******** ******* more **********."

Race ** *** ****** ***** ****

***-**** ******** ****** ** ** ****** * ******** ****** ** the ****** *** ***********.

"**** ****.... ** ***** ******* *** *** ******** **** ***** quality *** *** ******... **'* **** ** **** ** ********* camera ***** ** * * **** ************ ********/******* **** *** could *** ** ***** * ** * ***** *** *** cost *** **** *** ** *****"
"****** ******* ** ********* *** **** ********** ** **'* *** 20+ ***** ***. **** ***** ******** ** * *********** ***** price. *** **** ** **** * *** **** ********* **** to ******* *** **** *******."
"********. **** ******** *** ********* ** *** ***** * *****"
"********* ***********. ***************."
"**** ***********. ******* ************* ******* **** *** ******."
"***. *** ********** ** **** ******* ************ **** *** ****** and ***** ****** ***** ** *** ***** *** ******* *** value *********** ** *********** ***********."
"*********** ******* ** *** **** ******* ** *** ******."
"**** **** *********** ***. ******* ***** **** *** ****** ** harder ** *********** **** ****** ** **** ****-**** ******* *******."

Online ******* *** **** ** ***********

********* ***** **** ** **** ****** ******, ** **** ******** product ********, ** ******* ** *********** ****** ** ******* **** the ******** ******* ** **** *****:

"** ***** **** ***** ************ ******** ****** **** ** *** selling *******, ***** **** ****** ********* ** *** ********* ** needs ********** *******."
"** ***** ******* *** *** **** *** ***** ****."
"******* ****** ** *** **** ** *** ********. ** *** time ********* ******* **** **** ** ************ ****** *********** *** now ***** ** **** ** ****** ******** *** *** *** the ******** ******** *** **** *****."
"***** * *** **** ***********. ****** #* **** ** *** equipment ** **** ** **** **** ** *** ******** *** the **** ******** ** ****** ******* *** **** ** *** costs."
"********* *** **** ** ** ****** *** ** *** ****** we *** * **** *** **** ** *** *** ** line *** ****."
"** ** **** *********** ***. ********* ** ******* ** ******* because **** *** **** ** ********* ** *********** **********. ******* more ** *********** *** ******* ** ***** *** ******* *** just ***** *** ********** ** * ******** ** ***** *****."
"*** ********** *** **** ** **** *** *** *** **** to ******* *** ****** ******* **********. ** **** ** ***** on ******** ******* ** *******."
"** **** *** **** *** **** **** *********** ** ***** of *** ***********. *** ** *** ****** * *** **** customer *************."

Lemonade **** ******

**** ********* ******* ***** ******* ********** *** ***-**** ******* *** the ********* ***********, ******* **** *********** *** ***** **** ** their ********* ** ****** *** ******* ** **** *** ******** opportunities:

"********, ***** *** **'** *******. * ***'* **** *** **** longer ** **** ****. ** ***** ** *** ****** ****** anyone ****. ******** ***** *** *** **** ******** ** ****. It ****** ** ** ******** *** ****** *** **. ***** we ***** ***** *** **** *** ********* **** **** *** cameras **** *********. **'** ****** ** ********* *** **** ****** wanted ************ *** ***** *** ** ****** ******* ** *** out ** ***** ***** *****. ** **** ** * ***** community ** *** ********** *** ********* **. ***** **** **** in *** ** *** ****** *** **** ** *** **********."
"*** ******* **** *********** *** ** **** **** **** ** keep ** ** ***. *** ******** ** ***** *** ******** cameras ** ********* *** ****** *** **** ** *** ***********/***** business ****** *** **."
"** **** **** * ****** ****** ** ***** ****** **** customer *************."
"**** *********** *** **** **** **** *************. *** ******** ** growing. ** ********** ** *********, **********, ******* *** *********** ******** that *** *** **** ******** ********* *** **."
"** *** ** ****** ** ** ********* ******** *** *****, however ** **** **** ** **** ****** ** ** *** their ************ **** ** ******** **** ***** ** ****."

Higher *** ******* ********** ******

*********** ******** ** ****** ********/****** ********* **** ********** ********* **** business *** ********* ** ********. ***** ********* ****** ** **** from ****** ** ***** ***********. **** ***** *******, ** ******* companies *** ******* ********** ** *** **** *** ********* ** experience ** ******* ** **** ******* *************.

"**'* *** ****. ** ** ****** ******** ***** ***-*** ******. Even *** **** ** ***, **** *** ** ***** **** us ******. ** **** ***** */* ***** ** ****** ***** makes **** ********** *** *** *-** ******."
"* ***'* ***** *** ******** *********** ******** ** *** **** competitive **** ** ** *** * ***** ***. * ***** that ******* **** **** **** **** ******* ** *** ************* to ******* **** ******* ************ *******, *** **** ** * decision ** **** ** *******."
"**'* ***** *** ****, ******. *** ****** *** ***** ****** have *******, *** ** ***** ***** **** ** ******* ** not *** **** **** ***'** *****."
"* ***** *** *********** ******* *********** ** ***** *** ****. The *********** ******* *** ************ *** *** **** ** *** lowest ***** ** **** *** ****** *******."
"* ***'* **** *** *********** ******** ** **** **** **** competitive ** *** **** *****. ** ********, * *** **** of *** ****** ********* ********* ** ******** *** *** ** as ******* ** *** ****** *** **** *********. **** ****, we've ****** ******* *** *** ****** *** **** ** ********* our ****, ** **'** *** ** ******** ** ***** *******."
"* ****** **** - **'* ****** **** *********** - *** sweet **** ** *** ****** *** ********** ******* ** *** $500k-$2MM ****** - ***** *** ********* ****: *******, ****, ******* & ***** *********** *********** ** ******* ******* - *** * growing ********, *********, ********* **** ** ****** **** ** **** are ******* ** ******* ********"
"** ***** ***** *** ****, *** ** **** ***** ****** on ****** ********, ** *'* ****** ** ***** *** ***, smaller ***** ******* *** ****."
"* ***'* *** ** *** **** *** **** ** **** competitive. ***** ****'* **** *********** ** ****, ***** *** ******* security ********* ******. ** *** ** ***** *** ** * company **** *** ***** * ******* ****** **** ******* *****. We **** **** ***** **** *** **** ** ****** *** would ** ******* ** ******* ***** *** ******* **** ***** purchased *** ** *** ******** ** *** **** ** ** because **** **** **** ****** ****** **. ** **** ** be ** *** **** ********* *** ** *** ********* ********* which ****** ** ** **** ******-*** *********."

Comments (3)

Undisclosed Integrator #1

05/04/16 06:55pm

Wow, its nice to hear from another constituent that has realized that HIKVISION is not all bad and is apparently doing well in your market. Thanks for the breath of fresh air it seems everyday us HIKVISION vendors are frowned upon as all being a bunch of 'Trunk Slammers', but in reality that is not the case.

John Honovich

IPVM | In reply to Undisclosed Integrator #1 | 05/04/16 11:04pm

Hikivision, for two years in a row, has been the #1 choice of integrators for taking on new lines. Top Manufacturers Gaining and Losing 2015 and Top Manufacturers Gaining and Losing Ground 2014.

Hikvision is doing very well in 'the market', profits aside.

Undisclosed Manufacturer #2

05/09/16 07:16pm

Curious...for all of the integrators looking for "high end" but less expensive cameras and finding HIK as the solution, is there any concern by you or your customers about the complete lack of cyber security found with these cameras? I agree that you'll get a good image at a low price, but if you're really interested in risk rather than just pushing systems, do you see a higher cost at opening your customers up to the Chinese government's "backdoors"? There are too many signs that this is happening in addition to some really smart folks "in the know" about such things that it amazes me how security folks can just ignore these huge risks. Maybe on the low end, end users don't care about it, but it seems most companies I talk to are willing to pay a little more to get something NOT made in China where those compromised products are prevalent.

Login to read this IPVM report.

Why do I need to log in?

IPVM conducts unique testing and research funded by member's payments enabling us to offer the most independent, accurate and in-depth information.

Related Reports

Access Control Cabling Tutorial on Jan 15, 2019

Access Control is only as reliable as its cables. While this aspect lacks the sexiness of other components, it remains a vital part of every...

Avigilon Favorability Results 2019 on Jan 15, 2019

Since IPVM's 2017 Avigilon favorability results, the company was acquired by Motorola and has shifted from being an aggressive startup to a more...

Pelco Favorability Results 2019 on Jan 11, 2019

Pelco had a significant favorability problem amongst integrators in our previous study (see 2016 Pelco results). Now, in the first edition of our...

Winter 2019 IP Networking Course on Jan 10, 2019

Today is the last day to register for the Winter 2019 IP Networking course. This is the only networking course designed specifically for video...

Project Documentation Forms & Work Order Tutorial on Jan 07, 2019

This form may be one of the most important tools integrators ever have doing install and service work. Inside we provide a sample template form,...

The Battle For The VSaaS Market Begins 2019 - Alarm.com, Arcules, Eagle Eye, OpenEye, Qumulex, Verkada, More on Jan 02, 2019

2019 will be the year that VSaaS finally becomes a real factor for professional video surveillance. While Video Surveillance as a Service (VSaaS)...

US Gov China Ban Rules Process, SIA Lobbies Against 'Blacklisting', For 'Risk-Based Protocol' on Dec 27, 2018

Details have emerged about when the rules implementing the federal ban on Hikvision, Dahua, Huawei and others will be made public for official...

Combating Vaping Epidemic - Halo Smart Sensor Profile on Dec 21, 2018

Youth vaping has become an epidemic, according to the US Surgeon General, while the market leader, Juul, just received a $12.8 billion investment...

Startup Sunflower Labs' Autonomous Drone Security System on Dec 11, 2018

Startup Sunflower Labs is claiming a unique design on a home security system, combining autonomous drones and 'Sunflower' sensors. Imagine an...

Top 2019 Trend - AI Video Analytics on Dec 10, 2018

160+ Integrators answered: What do you think the top industry trend will be in 2019? Why? AI / video analytics was the run-away winner with...

Most Recent Industry Reports

Access Control Records Maintenance Guide on Jan 16, 2019

Weeding out old entries, turning off unused credentials, and updating who carries which credentials is as important as to maintaining security as...

UK Fines Security Firms For Illegal Direct Marketing on Jan 16, 2019

Two UK security firms have paid over $200,000 in fines for illegally making hundreds of thousands of calls to people registered on a government...

Access Control Cabling Tutorial on Jan 15, 2019

Access Control is only as reliable as its cables. While this aspect lacks the sexiness of other components, it remains a vital part of every...

Avigilon Favorability Results 2019 on Jan 15, 2019

Since IPVM's 2017 Avigilon favorability results, the company was acquired by Motorola and has shifted from being an aggressive startup to a more...

Gorilla Technology AI Provider, Raises $15 Million, Profiled on Jan 15, 2019

Gorilla Technology is a Taiwanese video analytics manufacturer that recently announced a $15 million investment from SBI Group, saying this...

2019 IP Networking Book Released on Jan 14, 2019

The new IP Networking Book 2019 is a 285 page in-depth guide that teaches you how IT and telecom technologies impact modern security...

Arecont Costar Layoffs on Jan 14, 2019

Arecont Vision, a Costar Company, has laid off more than 10% of their workforce in a move the company described to IPVM as a result of "important...

The False SCMP Story on Hikvision NYC AI on Jan 14, 2019

In the past week, one of Asia's largest publications, the South China Morning Post (SCMP), posted an article about "Chinese [facial recognition]...

WDR Tutorial on Jan 11, 2019

Understanding wide dynamic range (WDR) is critical to capturing high quality images in demanding conditions. However, with no real standards, any...