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)

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.

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.

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.

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