Integrator Compensation Report 2016

Author: Brian Karas, Published on May 23, 2016

IPVM has determined how much salespeople, senior technicians, and entry level technicians are earning in our 2016 Integrator salary survey.

We have unmatched data from integrators on:

  • Salaries and commissions provided
  • Company car / truck benefits & reimbursements
  • Tuition assistance
  • Vacation and sick day allowances
  • Health care coverage offered
  • Retirement plans included

If you work for an integrator, work with them or are thinking of working for one, this report will give you a better understanding on the competitiveness of the compensation packages offered.

Summary

The following chart overviews salary distributions across entry and senior level techs a well as sales persons:

Key findings included:

**** *** ********** *** **** ***********, ****** ***********, *** ***** level *********** *** ******* ** *** **** ********** ****** ******.

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

  • ******** *** *********** ********
  • ******* *** / ***** ******** & **************
  • ******* **********
  • ******** *** **** *** **********
  • ****** **** ******** *******
  • ********** ***** ********

** *** **** *** ** **********, **** **** **** ** are ******** ** ******* *** ***, **** ****** **** **** you * ****** ************* ** *** *************** ** *** ************ packages *******.

*******

*** ********* ***** ********* ****** ************* ****** ***** *** ****** level ***** * **** ** ***** *******:

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

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

  • ******* ******** *** ******* ***** **** ******, ********** ** *********** *****
  • ***** ***** ***** ******** ** ******* ** $**,*** ********, **** the ******** ** *** $**-$*** *****
  • ****** ************* ******* **$**,*** ********, **** **** ********* ** *** $**-$*** *****
  • ***** ************** ***** ************ ******* **$***,*** ********, **** **** ********* ** *** $***-$**** *****
  • ******* ******** **** *** **** ****** *** ****
  • ******* ************* ** **** **** ** ******* ** ~**% ** integrators
  • **% ** *********** *** *** **** ********** ***** ** ******** provided
  • ****** ******* * ***** ** **** **** ***
  • ********** ** **** **** ** ******, *** **** ***** ******* ~50% ** *** ****

Disclaimer: *** ** *** ***** *******

** *** ** **** ********* *** ***** ***** ******* *******, make **** ** ******** ******** *******, **** ******* ********** **** and ********** ******, ********** *** '****** ****' *** ***********.

************, ********** *********** ** ************ **** ***********, **** **** ********** employees ** ***** ***** ***** ********* **** **** **** **** those ** **** ***** *********. *** ********* **** ********* ****** North *******, *** **** ****** ***** *******, ************ ****** ****** across ******** *****.

Salary - *****

***** ***** *****

***** ***** ***** *** ****** ** **** ****** $**,*** ********, based ** ********* ** *** ******** "** **** **********, **** ** *** ******* ****** ************ ***** for ***** ***** *****?"

*******, ******** ****** **** $**,***-$**,***, **** *** ******** ** *** $30,000-$40,000 *****.

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

  • "$**~** ** **** ** ***** *** ** ** ** **** there."
  • "**** ***** *** *******. ***** ***** ***** ***** ** **-***."
  • "$** / $** *** **** ********* ** ***** ** **********. With ****** ******** **** ***** ****** ************ ******* $*** *** $36K"
  • "********* *** ***-******, ** **** *** **** ******. $**-$** *** hour **** ********"
  • "********* ***** * *** ****. *** **** ** ****** ** the ****. ** **** ***** ****** ** *** ** $*/**. More ******* ** *** $**/** *****."
  • "$**-$** ** ****, ********* ******* ***** ** ************* - ******* about *-** * ****, **** ***** ** ** ** *% of ***** ****** ** *** ** **********."
  • "*** *****. ******** **** ** **** **** **************"
  • "******* ****, ************* $**.**"
  • "** *** ****, ** ****** **** *** **********. ***** *** non *****. ***** ** ****** ** ****, *** ****** *****."

****** *****

****** ***** *******$**-***, *** ****** **** ** *** ***** ** $***-$***, ****** **** ******* ** "** **** **********, **** ** *** ******* ****** ************ ***** for ****** *********** / *********?"

  • "*** ****** ***** *** **** ****** ** ** ******** *** most **** **** ******* **************."
  • "*'** **** ******* **** $***-$*** ********* ** ******, ******, ***** set, *** ******* ** **** *************...**** **** ********** ************* ******** for ******* **** "***** **** ********* **** ****"."
  • "**** **-*** ** **** ** ***. ** **** *** **** makes ***. **-*** ** ***** * **** ** ****** ** for **-**+ **** ******* *****."
  • "$**-$**/**, **** **** **** *******, ********* ******* ***** ** ************* - ******* $*-** * ****, **** ***** ** ** ** 5% ** ***** ****** ** *** ** ********** ****** *****. We **** *** ********** *********** *** ******* ************** *** ***** make ** ********** $*/** *** ********** ** ***** ** ******** in * *******. ********* ******* **** *****."
  • "****** ***** ** *** **** *** ** *** *** $**'* per ****...** ** $**/$**"
  • "** *** *** *** *** ******* ****, *** *** ** demand ***+, *** *** ******** ** ****/*********** ***** *** *** around *** *** **-***."

Salary - *****

***** ****** ************ *** ***** ****** *** ** *** *** 6-figure *****, *** ******* ***** ** ***********. *******, ***** ****** compensation *** ********** ***** ****** *** ******* ************** ***** ******.

** ***** "** **** **********, **** ** *** ******* ****** ************ ***** for ***** ******? **** ** **********?" ** ****** **** ****.

**** ******** **** **** ********* ***, ** ***-******** **** ******:

  • "*** **** *** ***********"
  • "*** **** + *% *** **** ********** ** ***** **** 7% *** **** ********** ****"
  • "*** **** ***** ****** ** ********** **** *** ** ********* $40k-100k **** *** **** ** *****."
  • "$*** *** **** **** **********, **** ********"
  • "*** ****, *********** = ******. *% ** ***** *****"
  • "*% ** ***** **** ******* * ****"

**** ***** ****** *** ***** ** ****** ************ ******* ** revenue *** ***********:

  • "**** $** ** *** **** %* ** *% ** ***** Margin ** ************"
  • "**** *********** ***** $** * **** ****** *** ********** ** based ** ********* *** ****** ******* ** * ******* *****. Full ******* ********* *% ********** ** ***** **** ***** ** most ****. ****** **** ***** ** **********."
  • "$***-$*** **** **** ****** ***** **********. $**-**** ********."
  • "$**,*** **** ****** **** ********** ***** ** ***** ******"
  • "$**,*** ****, *% ** ***** **** **** * ****** ****** over **%"
  • "$**-***/**** **** **** ********** ** *-*% ********* ** ***** ******. Overall ***** ************ ** ***** *% ** *****."

*** **** ****** ***** ***** *** * **** ****** ** the $**-$*** *****, **** ********** ***** **** ***** **% ** >100% ** ********** ***:

  • "$**-*** **** ***, **** ***** *********** (********* *** ****) ** 10-11% ** ***** ***** ***** (**** ******** ***.) ******** ******* sales ** **-***/***** = ***** ***** ** *-** ** **** month. ********* ***** ***** ** ************* ***** ** ******* ******* 5-10k * ****."
  • "**** ** *** *** $*** ***** **** ********** ******** ***** wages ** *** $***,**.** ****"
  • "**** $**,***. **** *********** $***,***-$***,***"
  • "*** **** **** ******* (*** *********** *****) *** *** ***** level ***** **** *% **********"
  • "** ****** * *********** ** **** **-** **** ** **********."
  • "***** ***** - $**-*** ** ****** ** $**** ******* (**% base) *** ***** - $**-**** ** ****** ** $*-*.** ******* (75% ****) **** ***** - $***-**** ** ****** ** $*-** revenue (%**-** ****)"
  • "** **** *** ***** *** ***** ******** ** **** **-** for ****** **** *** ***** ******* *** ***** *** ***** people."
  • "**** ****** ** $*** - $*** **** *** ** $**** with **********."
  • "**** ***, ********** ***-****"
  • "$*** **** *********** ** * *******"
  • "*** ****, *** **********"
  • "$**,*** ***** **** *- *% ** *****"

********** *** *****

**** ********* *** **** **** **** ****** ** ******* *********, we ***** "** **** **********, **** ********** *** ***** *** ******** (*.*., company ***, ******* *************)?" ** *** **** ******* ** ***-****** items ** ************ ********.

******* ******* **********

*** ** *** **** ********** ***** ***** *** ******* ******** or ******* **********.

*** *****, * ******* ******** ******* *** ******, ***** ***** people **** **** ***** ***** * *** *********:

  • "*****: *******, *****, ******, ********, ******** *****: *** *********, *****, laptop"
  • "***** *** ********'
  • "***** *** * ******* *** * ***** ****** ****/**** *********."
  • "*** ***** ***** ******* ********"
  • "***** **** ******* *** ***** **** *** *********"
  • "*** ************ *** **** * ***** *** ********* ($****/*****)."
  • "******* *** *** *****, ******* *** *** ****** *****."
  • "***** *** ** ******** *** *** *** ****. **** **** but **** *** ******** ***."
  • "***** - ******* ***, *** ****, **** *****, ************ ************* and ******* ******** *************, ******* *** *********** *********** ******** - vehicle *********, *** ****, **** *****, ********, ****** ****, ************ certification *** ******* ******** *************, ******* *** *********** ***********"
  • '*** ********* ** $***/***/** ** ******* ** $*.**/****."
  • "**** ********* ** *** **** ******* *** ********** ** $*** - $*** *** ***** **** * *** ****."

Education/Tuition *************

************* **% ** *********** ********* **** **** ** ********* ********** or ************* *******:

  • "******* *** *** ********* / ********** *************"
  • "** *** *** ******** ********* ********* *****, *** **** * tuition ************* *******."
  • "******* *** ******* ******** *********"
  • "******* ************* (**** **********)"
  • "******* ************* */********* ***** ** ******* **********"
  • "******* *** *******/********** ******* ******** (*******, ******** *****, ***)"
  • "*** ******** ******* ******* (***** ********** ********** ** *******)"
  • "******* ****** ******** *** ****** ********, *** ***** ***** ****** is ***** ** ******** ******* **** ******* ************."
  • "******* ********* ******* ******* ************* ** ********/************* **** *************, **** an ********* **** *** ******** *** ** **** *** * amount ** ***** ***** *** ********/************* ** ***** ** *** owe *** ******** *** ******** ****."

Retirement ******* *****

**** *** ********* ** ********, *********** ********* ** *** ****** to ***** ********** ******* ***** **********. ~**% ** *** ********* noted **** **** ** **** ** *** *****, ******* ***** that *** ***** ******** **** **** ** * *****:

  • "**** ********** **** **** ***** ********** ** ******** ************"
  • "* ***% ** *% ***** ** ***** ****."
  • "** **** * ******* **** **** **** * *% *****."
  • "**** */*% ***** ** ***** ******* ** ** *% ** employee ************, *% **** **** ******."
  • "*% ****"
  • "**** - ***** ** ** *% ** *** (******** **********)"

Healthcare *** ********

********** *** ******** *** ** ******** ******* ** * ************ package, ** *****: "** **** **********, **** ** *** ******* amount ** ********, **** **** *** ****** **** ******** ********?".

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

~* ***** ** ***** **** **** *** *** *** **** common ********, **** **** ******* ***** ******* * ***** ***** of ******** *** * **** ** ****/******** ****. ** **** cases ********* *** ** ******** **** ****** ** **** ** the ******* ****** ******** **** *****.

  • "* ***** ******** * **** ****"
  • "* ***** ********, * ****, * ********"
  • "* ******** ****, * ***** ********"
  • "*-* ***** * **** ********, *-** *** * *****, ** plus * *****."
  • "**** **** * ***** - * ***** ******** - * sick **** * ** ** ***** - * ***** ******** - * **** **** ** + ***** - * ***** - * **** ****."
  • "** **** *** **** * **** **** * **** *** 1 **** **** ******** *** *** ***** * ***** **** their **** ******** ** * ***** **** ******** *** ****."
  • "* ***** ******** * **** ****"

**********

********* **** ********* ********** ****** * **/** ***** ******* *****-******* healthcare *****, *** ***** ***** ** ********* ** ~**-**% ** total ******** **** *** ********. * ***** ****** ** ********* (<5%) ********* ** ********-****** ********** *** *********.

  • "** **** ***** ****** ********* **** *** *** * ************."
  • "****** **% ** ******** **** *** **% ******."
  • "****** **** - ****** **** **** ******** ** **% ******** funded; ****** *** ** ******"
  • "$***-$**** ******* ************ *** **********"
  • "***% ********* *** ******** **% *** ******"
  • "** *** *** ****** **** ********"
  • "** ******* * **** ****** **** ****** ******* ** *** of *** ********* **** * ******** ****** *********."
  • "******* **** ***% ** *** ****** **** *******"
  • "**** ****** **** ******** *** ***(*) ********* **** *******."

Integrator **. ************ ************

*******, ************* ***** ****** ************ *** *** ********** *********.

***** ********** *** ************ ******* ***** ****** **** ******* ******* annual ************ (***:************ ***** ************ **** ******), ************* ***** *** **********:

  • ********* ****** **** ******** *** ************ **** ********** *********** ***** reduces **** ****, ******** **** ********** ****** *** ** ********* more ********** **** ** *** *********** ** ****.
  • ******* ********** ***** ******** ***** ************ ***** ******, ***** ***** income ** $****-$****+ ** * ********* **** *** **** *********. Integrator ***** ***** ****** *** * ***** **** ***** ~$****.

************ ***** ********* *** ******** ********** ** ********** ****** ***** in **** *** *********, ******* ***** ********* ********* **** $****+, over $*** **** **** ****** *****, ****** ***** **** ************* more ******.

Comments (10)

Interesting. Id like to see how many typical hours an integrator works on average. Is it super overtime one week and super slow the next? I've noticed our smaller integrators are like that but the larger ones have more steady work and can distribute the work load more evenly.

If I was just getting started as an integrator, I would work for one that does structured cabling for large projects because those are the guys that usually get the big CCTV jobs too. More room for growth and more steady pay. We have a couple here in town that have grown tremendously over the past few years. Good line of work to be in.

I'd start off as a tech with my final intention of being a salesperson. All of that knowledge that you gain starting off at the bottom will make you deadly as a salesperson.

I see your logic in leading up to sales, but that is a special position for a special person. Everyone isn't built for it. Connections, oral, written, networking, handle rejection, etc.

Absolutely, Im just saying if I did want to get in sales, thats what I would do. I would sacrifice the oppurtunity to begin in sales immediately to learn everything from the ground up so I would be deadly when I become a salesperson. Most sales people are extremely unknowledgeable in this industry and cant answer basic tech questions. I think in this industry it helps to be very knowledgeable as a salesperson as it builds confidence in your customers.

My opinion is that salespersons are highly overrated. They are not technical, most of them don't even know what they sell.

Making connections and networking with other overrated managers should not be valued higher than the Engineers who make systems - and sometimes the unrealistic ideas of the Customers - actually work.

My opinion is that salespersons are highly overrated

3, see: Is It Fair That Sales People Make Significantly More Than Engineers?

...and you're such a good sales person!

It's my opinion that very few technical people can make the switch to sales and vice versa. I have been around technical and sales since 1984 so I have some experience in this and I have seen a lot of competent people try it both ways only to be disappointed.

Now, there are many highly technical sales people (consultative) and sales oriented technical folks that can and should work in sales teams conversely the sales person who is completely non-technical can greatly benefit from a team approach.

There are of course many exceptions to the rule and variations on the theme but it's largely what I've experienced.

I think a great Salesperson needs a technical sidekick/estimator. I've only been in the industry 20 years but just long enough to see some fall-out from really great leads that never developed because the technical backing wasn't there.

I worked for a very large integrator as a technician and estimator, this is where I saw the disconnect.

Now I work for a very small integrator in sales, it's temporary until we can get more salespeople! I can't WAIT until we get a new one, I will work with them and I respect their job much more than I used to.

- Brett

Hi all,

Does anyone have a recommended sliding Gross Margin scale or payplan for a salesperson?

NOTICE: This comment has been moved to its own discussion: Recommended Sliding Gross Margin Scale Or Payplan For a Salesperson?

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

Magos Radar Company Profile on Nov 12, 2018
Magos America General Manager Yaron Zussman admits when he first came across Magos, he asked himself: "What's innovative about radar?" Be that as...
Video Surveillance Hard Drive Size Statistics 2018 on Nov 08, 2018
What is the most common hard drive size for video surveillance? 150+ integrators answered: What size hard drive do you most commonly use? What...
Ubiquiti Protect Video Surveillance Profile on Nov 07, 2018
Ubiquiti has now been in the video surveillance market for 7 years (see our first coverage back in 2011). In that time, the company's revenue has...
Favorite Video Surveillance Hard Drive Manufacturer 2018 on Nov 06, 2018
Who is the favorite hard drive for video surveillance use? 150+ integrators answered: What is your preferred brand/model of hard drive for...
Worst Products on Nov 03, 2018
Security integrators periodically report on their favorite and worst products to IPVM. These are known integrators who IPVM pays to answer surveys....
Video Surveillance Hard Drive Failure Statistics 2018 on Nov 02, 2018
Hard drive failures can be significant service problems but how common of an issue are they in video surveillance? How long do drives last when...
Cloud Video Storage Usage 2018 on Oct 31, 2018
Storing email and documents in the cloud have long been common, with on-site email or file servers increasingly eliminated. However, what about...
Wyze Explosive Growth Disrupting Consumer IP Camera Market on Oct 30, 2018
Wyze, a company founded only in 2017, is poised to disrupt the consumer IP camera market by combining American marketing and Chinese manufacturing...
Huawei To Be “Top Three Global Position” in Video Surveillance on Oct 29, 2018
Huawei - China’s biggest networking gear and smartphone maker - plans to become one of the top three global video surveillance manufacturers in...
Dahua Phasing Out FLIR Brand on Oct 26, 2018
8 months after Dahua acquired FLIR's SMB video surveillance business (their own OEM), Dahua has told dealers that it will be phasing out the use of...

Most Recent Industry Reports

Integrator Credit Card Alternative Divvy on Nov 13, 2018
Most security integrators are small businesses but large enough that they have various employees that need to be able to expense various charges as...
Directory of Video Intercoms on Nov 13, 2018
Video Intercoms, also known as Video Door-Phones or Video Entry Systems, have been growing in the past decade as more and more IP camera...
Beware Amazon Go Store Hype (Tested) on Nov 13, 2018
IPVM's trip to and testing of Amazon Go's San Francisco store shows a number of significant operational and economic issues that undermine the...
Magos Radar Company Profile on Nov 12, 2018
Magos America General Manager Yaron Zussman admits when he first came across Magos, he asked himself: "What's innovative about radar?" Be that as...
Genetec Privacy Protector Tested on Nov 12, 2018
Genetec has built Kiwi Security's Privacy Protector into Security Center, an analytic which anonymizes individuals in cameras' fields of view...
Chinese Government Increases Hikvision Ownership on Nov 12, 2018
The Chinese government - Hikvision's controlling shareholder - is increasing its ownership of the video surveillance giant amid sharp stock price...
Axis: "No One Wants To Buy A Camera" on Nov 09, 2018
Axis has, in its own description, made a bold declaration: The industry is changing so rapidly that the following statement might seem bold but...
Video Surveillance Hard Drive Size Statistics 2018 on Nov 08, 2018
What is the most common hard drive size for video surveillance? 150+ integrators answered: What size hard drive do you most commonly use? What...
Axis 2N Intercom Tested on Nov 08, 2018
Axis expanded its video intercom business buying Czech-based 2N in 2016. Despite competing against owner Axis' intercoms, 2N recently registered as...
Haven Targets School Security with Lockdown Lineup on Nov 08, 2018
Haven, a US startup founded in 2014 as a residential-focused company, has now raised funding and is offering a lineup of commercial grade locks for...

The world's leading video surveillance information source, IPVM provides the best reporting, testing and training for 10,000+ members globally. Dedicated to independent and objective information, we uniquely refuse any and all advertisements, sponsorship and consulting from manufacturers.

About | FAQ | Contact