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.

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

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

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

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

*******

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

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

********* **** ******, *** ****** * *** ***** **** *********** 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 ** **** ****. ** ***** ** *** ****** ****** ****** else. ******** ***** *** *** **** ******** ** ****. ** opened ** ** ******** *** ****** *** **. ***** ** still ***** *** **** *** ********* **** **** *** ******* from *********. **'** ****** ** ********* *** **** ****** ****** surveillance *** ***** *** ** ****** ******* ** *** *** of ***** ***** *****. ** **** ** * ***** ********* so *** ********** *** ********* **. ***** **** **** ** now ** *** ****** *** **** ** *** **********."
  • "*** ******* **** *********** *** ** **** **** **** ** 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 ****, ** **'** *** ** ******** ** ***** *******."
  • "* ****** **** - **'* ****** **** *********** - *** ***** spot ** *** ****** *** ********** ******* ** *** $****-$*** system - ***** *** ********* ****: *******, ****, ******* & large *********** *********** ** ******* ******* - *** * ******* industry, *********, ********* **** ** ****** **** ** **** *** willing ** ******* ********"
  • "** ***** ***** *** ****, *** ** **** ***** ****** on ****** ********, ** *'* ****** ** ***** *** ***, smaller ***** ******* *** ****."
  • "* ***'* *** ** *** **** *** **** ** **** competitive. ***** ****'* **** *********** ** ****, ***** *** ******* security ********* ******. ** *** ** ***** *** ** * company **** *** ***** * ******* ****** **** ******* *****. We **** **** ***** **** *** **** ** ****** *** would ** ******* ** ******* ***** *** ******* **** ***** purchased *** ** *** ******** ** *** **** ** ** because **** **** **** ****** ****** **. ** **** ** be ** *** **** ********* *** ** *** ********* ********* which ****** ** ** **** ******-*** *********."

 

Comments (3)

Undisclosed Integrator #1

05/04/16 06:55pm

***, *** **** ** **** **** ******* *********** **** *** realized **** ********* ** *** *** *** *** ** ********** doing **** ** **** ******. ****** *** *** ****** ** fresh *** ** ***** ******** ** ********* ******* *** ******* upon ** *** ***** * ***** ** '***** ********', *** in ******* **** ** *** *** ****.

John Honovich

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

**********, *** *** ***** ** * ***, *** **** *** #1 ****** ** *********** *** ****** ** *** *****.*** ************* ******* *** ****** ********** ************* ******* *** ****** ****** ****.

********* ** ***** **** **** ** '*** ******', ******* *****.

Undisclosed Manufacturer #2

05/09/16 07:16pm

*******...*** *** ** *** *********** ******* *** "**** ***" *** less ********* ******* *** ******* *** ** *** ********, ** there *** ******* ** *** ** **** ********* ***** *** complete **** ** ***** ******** ***** **** ***** *******? * agree **** ***'** *** * **** ***** ** * *** price, *** ** ***'** ****** ********** ** **** ****** **** just ******* *******, ** *** *** * ****** **** ** opening **** ********* ** ** *** ******* **********'* "*********"? ***** are *** **** ***** **** **** ** ********* ** ******** to **** ****** ***** ***** "** *** ****" ***** **** things **** ** ****** ** *** ******** ***** *** **** ignore ***** **** *****. ***** ** *** *** ***, *** users ***'* **** ***** **, *** ** ***** **** ********* I **** ** *** ******* ** *** * ****** **** to *** ********* *** **** ** ***** ***** ***** *********** products *** *********.

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