Integrators Survey Results on Increasing Sales/Revenue

By: John Honovich, Published on Aug 29, 2009

An SSI survey examines various factors impacting sales and profiability of integrators including technology selection, obstacles faced, market selection and margins achieved.

Technology Selection

Of all security products, video surveillance dominated the technologies selected with a comined 51% selected as the products to generate more non-recurring revenue. SSI broke it down into 10 categories with 4 video surveillance related: IP based systems, video surveillance, megapixel cameras, wireless networks. Interesting, video analytics was not offered but at least a few integrators wrote it in.

Obstacles Faced

Training consistently ranked as the #1 or #2 in both generating new revenue or in reducing costs. While I agree of its importance, this is somewhat surprising as training is not as frequented requested or discussed by industry people.

Market Selection

Government and healthcare dominated the preferred markets for integrators with respectively 33% and 20% of the votes. By contrast, commercial sector only received 5%. This is sensible for US integrators given that government funding is holding up the economy currently.

Margins Achieved

Integrators reported actual margins of only 24% despite tageting margins at 34%. While the poll does not specify, I would assume that these are gross margins and calculated for the entire job (the most common way of doing so). Only 13% reported 40% margins or higher.

Comments : PRO Members only. Login. or Join.

Related Reports

Biometrics Usage Statistics 2019 on Aug 13, 2019
Biometrics are commonly used in phones, but how frequently are they used for access? 150+ integrators told us how often they use biometrics,...
US Government Ban of Dahua, Hikvision, Huawei Takes Effect Now on Aug 13, 2019
The 'prohibition on use or procurement' of Dahua, Hikvision and Huawei products and 'essential components' take effect today, August 13, 2019, one...
Proactive CCTV "Only Affordable Video Archiving Solution" Profile on Aug 12, 2019
Proactive CCTV is claiming to offer "the only affordable video archiving solution on the market", reducing the storage typically required for H.265...
Stanley Makes "Multi-Million Dollar Investment" Into Banned Hikvision Products on Aug 09, 2019
Just days from the US government ban going into effect, US mega-corporation Stanley has dramatically increased its imports of banned Hikvision...
Vivotek Revenue Soars on Aug 05, 2019
Vivotek's revenue has soared so far in 2019, growing 45%. Inside this note, we examine import records and see who is driving Vivotek's growth...
Online Video Surveillance Sales Comparison - Amazon, B&H, CDW, LTS, Super Circuits, More on Jul 31, 2019
IPVM has uncovered the key trends and top options being offered across commonly used surveillance sellers. How has the market shifted since we...
Ionodes Company Profile on Jul 31, 2019
What happened to Ionodes? With seasoned leadership from Jean-Paul Saindon founder of SmartSight and Dr. Michael Gilge, founder of VCS, back in...
Fujifilm Expanding Into Video Surveillance on Jul 26, 2019
While Sony continues to fade out of the video surveillance market and Canon continues to make huge investments into acquiring video surveillance...
Australia Security Full Show Report on Jul 25, 2019
IPVM went to Australia attending the 3 days of the Australia Security Exhibition: This was held at the ICC Sydney, as shown below: In this...
Responsibility Split Selecting Locks - Statistics on Jul 22, 2019
A heated access debate surrounds who should pick and install the locks. While responsible for selecting the control systems, integrators often...

Most Recent Industry Reports

Verkada People And Face Analytics Tested on Aug 16, 2019
This week, Verkada released "People Analytics", including face analytics that they describe is a "game-changing feature" that "pushes the...
Dahua OEM Directory 2019 on Aug 16, 2019
US Government banned Dahua OEMs for dozens of companies. The following directory includes 40+ of those companies with a graphic and links to...
Installation Course - Register Now on Aug 15, 2019
Register Now for the September 2019 Video Surveillance Install Course. This is a unique installation course in a market where little practical...
Axis Suffers Outage, Provides Postmortem on Aug 15, 2019
This week, Axis suffered an outage impacting their website and cloud services. Inside this note, we examined what happened, what was impacted...
Hikvision Scrutinized In The Netherlands on Aug 15, 2019
Hikvision is facing unprecedented scrutiny in the Netherlands, at the same time the US government ban has taken effect. This week, a Dutch...
Axis 4K Camera Shootout 2019 on Aug 14, 2019
Axis' 4K Q3518-LVE claims the "best video quality possible", with Lightfinder super low light performance, Axis' high end Forensic WDR, and...
CheckMySystems Company Profile on Aug 14, 2019
CheckMySystems says that too many users respond, "I get an email when something is wrong" when talking about their video system maintenance plan,...
Hikvision OEM Directory on Aug 13, 2019
The Chinese government-owned and US-government banned Hikvision has become the world's largest video surveillance manufacturer and generally hidden...
Biometrics Usage Statistics 2019 on Aug 13, 2019
Biometrics are commonly used in phones, but how frequently are they used for access? 150+ integrators told us how often they use biometrics,...
US Government Ban of Dahua, Hikvision, Huawei Takes Effect Now on Aug 13, 2019
The 'prohibition on use or procurement' of Dahua, Hikvision and Huawei products and 'essential components' take effect today, August 13, 2019, one...

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