Manufacturer Sales People Are Very Important - Statistics

Author: Ari Erenthal, Published on Jun 26, 2017

IPVM's new integrator statistics show what sales people say regularly:

Sales people are very important.

From 150 integrator responses:

While some manufacturers see reducing headcount of field sales people as a way to cut costs and boost margins, this is a serious risk.

We analyzed integrator responses, show why integrators found sales people to be so important, including detailed color commentary.

****'* *** ********** ********** **** **** ***** ****** *** *********:

***** ****** *** **** *********.

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

***** **** ************* *** ******** ********* ** ***** ***** ****** as * *** ** *** ***** *** ***** *******, **** is * ******* ****.

** ******** ********** *********, **** *** *********** ***** ***** ****** to ** ** *********, ********* ******** ***** **********.

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

Sales **** ********

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

  • ************ / *****
  • **** **********
  • ****** **********
  • ******* *** **** *******

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

  • * *** *** ** ***** **** ** *** ** ***
  • *********** **** ******** **********, *** * **** *****
  • *** ********** ** **** ******** * ********* *** ******** *** new *********

Would ****** ** ******** **** ****** **** *****

*** ****** *** ****** *********** ***** *** *** ********** ** manufacturer ***** ****** ** **** **** ***** ****** ** ******** with ****** **** *****. **** ******** *********** **** **** ***** people **** ***** ******.

  • "** *** ***** ** *** **** *** *** ***** ** us. ******* & ******** **** ** **** ** **** ********* to *** ***** ******. ** **** * *** *** ** know *** ** ***, *** *** *** **** **** & a *** ****. ** ***** **** ******** ** *** ****** for *** ************ & **** **** **** *** **** **** from ***. ***** **** **** **** **** ******* ******** *** companies ** *** **** * ***. **** *** ** ****, has ****** ** *** ***** & ** *** & **** with ***** *************. ************* ** ******."
  • "** *** ************ ***** ******* ** ******** **** **** ** discuss ****** ********, ******* ** ** **** ** ******** *** solutions ** **** ********* ** **."
  • "************* *** ****** *** ** *** ********. * **** ** have *** ************ ** ***** ** *** **** ****** **** questions *** **** ** **** ********** *******."
  • "*** ****** **** ** *** ******** **** ** **** **** partners **** *** ******* ** ******** * ************. *** ***** the ***-*** ************* **** ******** *** ****-*******. ******* **** ****** experiences **** **** *****. *************** ** * ************ ** * rep **** **** ********* **** *** ****. **** **** ** gets **** ******* **** **** ***'*."
  • "**** *** ******* ***** *** ***** *** *** ************ ** strong ** ***** ***** ******** **** ***********."
  • "****, ** **** ** **** * **** **** ************ **** those **** **** **** **** ************. * **** ** ***** with * *** *** ****."
  • "* ** **** ********* * **** **** ***** **** * don't **** *** ***'* ******** ****, ** * ******'* *** it ** ***** ** **** **** ************; *** ** ********* makes ****** ****** *** **** * ******** ***** **** ***** me **** ** *** *** ******* ****."

Lead **********

***** **** *** *** **** ****** **** ******** *** ********** finds ** ***** ***, *** **** ** * ****** ** new *****, ***** **** *********** *****.

  • "**** ** *** ****** ** "******" *****, ** ***** ******* do ******** **** *******, ** ** ********* *** ** ** get **** **** ****** *********."
  • "* **** ************ ******* ************ **** *** ******* ******** ** paramount *** ********** ***** *** ******* ** **** *** ********."
  • "* ******** ************ *** ****** ** *** ***** ***/******* ********* leads ** ********."
  • "** **** *** *** ***** ******** *** ****** ** ***** awareness ** *** *******, **** ** ** **** *******. * find **** ******** **** **** **** ****, **** *** ** front ** *** *****, **** *****, *** **** ***** **** through *** *******. ** ** * ***** ************."
  • "** **** ********** ***** **** *** ***** ***** ****.""*********. ** is ****** **** ** **** * ******** ************. ****** * good ************ *** **** ** ***** ********* *** ******* ******* when ******. **** * ******** ************ *** ****** ** *** sales ***/******* ********* ***** ** ********."
  • "*********. * **** * ****** *** *** ****** ******* ****** resolved. **** *** ** ********* *******, ****** *** ******* ** getting * **** ********. ***** ** * ***** **** ***** once ** * *****."
  • "* **** ************ ******* ************ **** *** ******* ******** ** paramount *** ********** ***** *** ******* ** **** *** ********."

Help ******* *********

**** ***** * *** *** **** ***, *********** **** ** their **** ** **** **** **** ********* ******.

  • "**** *** **** *********. **** *** *** **** *** *** supposed ** ********** ** (** ** ***** *** **) *** listen ** **** ** **** ** **** *****/******* *** ************."
  • "**** ****** *** ********* *** ******* ** ***** ********. ** an **********, * ****** ** ***** ******** ********* ** ***** products. *'* *** **** ** * ** *** ** **."
  • "********. ***** ******* ** ***-********** **** *** *** ***** ******** with ********** **** *** ** *** *** *** ****."
  • "**** *** ********** ********* **** ****** ****** ** **** *** use ***** ******** *********** ** ****** *** *******."
  • "**** *********. ** **** ******* *** ** ** *** *** it **** ** **** ******** ** *** *** ********."
  • "** *** **** ** **** ** ** ** *** ****** issues **** **** ******* *** ***** ********** ** **** ** get *** ***** **** **** ******** ***."
  • "**** *********. ********* **'* *** ******* ****** ** ******* ********* answered ... ********** **** *** *** ** *********** ******** *** highly ******** **** *** **** **** *********."
  • "*** ******* ****** * **** ** **** ** ** *** help ** ********* * ****** ** ** *** **** ******* help **** *** ******** **** ******* *** *** ** ****. Often *** ***** **** **** **** **** **** ******* ** know *** ***** ****** ** ***** *** ********* **."

New ******* ***********

**** *********** **** ** **** **** ** ***** **** ** keep **** ******** ** *** ******** *** ********* ******** **** may **** **** *** ********.

  • "** ****** ** *** **** ** **** **** ** **** us ** ** **** ** ***** ********, ** **** **, industry ******, ***."
  • "** ** **** *********. ***** *** *** ****** **** *** you **** **** *** ******** *** ****** *** *** ***** going **** (****'** ******* ** ******)."
  • "*********, ***** ** ******** ** *** *** ******** *** **********."
  • "**** *********. ** ** ********* ** **** *************** **** ************* actively ******* ******** **** ** ** ****** ** ** *** technology, ********, ** ******. ***** ****** *** *** ********* *** we **** ****** *** **** * **** ** **** ***** new *******."
  • "**** **** **** *** ** ** **** ** ********, ******** and ******* ************ **** *** *** ** **** ****** **** that ***** *** **** *** ***** ** ******* ****** **************."

Help **** *******

**** *********** ********* **** **** *** ******* ******* ****** *******, especially **** ****** ********.

  • "** ** ****** **** ** **** * ******** ************. ****** a **** ************ *** **** ** ***** ********* *** ******* pricing **** ******."
  • "**** **** ** **** ** **** ******* ** ******** *** us. ** ******* **** ********* ** *********** ********** ***** * manufacturer's ********* *** ** ******."
  • "************ **** *** ** ***** ** ******* ** ****'** ** tune **** **** ******** *** **** *** *** ***** ** the ******* ** ******* **** * ***, *********** * ******* or ********* ******* ******** ** *** *** ****."
  • "** *** ******** ** ***** ****** **** ** *** ***** reps **** **** *** *** **** ******* ****** ** *** a ******* ***** ******* ******."
  • "**** ** * **** ** *** *** **** ******* ********. They *** **** **** **** ********* ************ *** ***********."

A *** *** ** ***** **** ** *** ** ***

**** *********** **** ** **** * *** *** ** ** detrimental ** * ***** ** * **** *** ** **********.

  • "**** ******* ** ******* *** ******* ******* *** *** ***** through ******** ******** **********. ** ***, **** *** * ***** of **** ** **** *** **** *** ******* *********** ** what *** **** *** *** **** *** ** ******** ***** to **** ********* * ******** ***'** *********** ******** ********. ** could **** **** **** ********* ** ***** ******* ** ****** catalog."
  • "*** ** *** **** *** * ***** **** ******* **** not ****** ** ******* ** ****** ** ****** ******* **** everything. * ** *** **** **** ** *** *******, **** though ** ** ****-******* *** *** *****."
  • "* ****, ********** *** ******** ***/******* *** ** **** **********. A ******** ** *** *** *** ****** **** ** ******** in * ********, *******, ********** **** **** *** *********** **** needed, ** *** ******* ** ******* ** ******** ** * timely *******, ***., ** **** ***** ** **** **** ** business ** *** ********* ** *** *******."
  • "*** ** *** ******* ************ *** ***** *** ******* *** account ******* ***** ***** ** *** **** * *****. ********* from **** *********** **** ****** ******* ***** ** *** *** rep. ******* *** *****, ***** **** ** ***** *** **** them ** ***** ** * ***** ** *****, *** * quote ** * ****** ***** *** **% ** *** **** placed *** ***** ***********. *** **** *** *** * ********, wouldn't ******* ** *******'* *** ******, ****'* **** *** ******** he *** *******... ********* ******* ****** **** ****. *** ** have * *** ***. *** ** ** *****. ** *** buying **** **** *****."
  • "* **********, *************, ********** ***** *** ********** ***** ** ****** a ******* ****. * **** **** ********* *** **** ******* products *** **** ******* **** ** ******* **** ******* ********. I **** ** *** ** ** *** *** ** **** products **** ********* **** ************ ***** ****."
  • "**** *********, ** **** **** ** ** ********* *** *******. We *** * *** *** * ***** *** ******* **** was ***** ****, *** ** **** *** ***** ****. ** also ****** ** **** *** **********. **** ******** *** ** our ********* *** *** *** *** ** *******, ** ** working **** ** ** *** *** ***** ***** *** *** we *** *** ** *** ** ******* ********* *** **** company ** *** **."
  • "** *** ***** *** ** ********** *** ******* ** ***** working **** **** ****** *** *******. ** * *** ***** a **** **** ** ****** ************* * ********* **** ** to ******* ****** **** *** ** *********."
  • "********* *********. *** ******* *** *** **** ** ***** * relationship. * **** *** ********* ***** ************ **** ************* *** a *** *** *** ********** ********* **** ****** ************ **** bad ******** ******* *** **** **************."
  • "*** ****** ** *** ***** **** ******* ******* ***** ***** QC ****** ** ** *** ******** ** *** ***** **** and *** ******* **** *******. *** ****** ** ****'* **** Sony ***** ** ******* *** ***** *** ******'* ** ******'* get ** ******* **** ** ****** **."

Integrators **** ******** **********, *** **** *****

* ********** ***** ** *** ********* ****** **** *********** ******** value **** **** *** **** **** *** *** **** ***** business. **** ** *** ********* ********* ****** **** ****-*****, **** lunches, ** ***** ***-******** ******* *** ******* ***** *************.

High **** *** ******** / *** *********

***** ************** ** *** ***** ****** ********** *******, ***** ** a **** ***** *** *********** *************. *******, **** **** ******* a ***** ******* ** ***** *** ******** ** *** ******** industry. ****** **** ***** **********, ***** *********** ******** ****** *** be ***** **** **** * ******* *** * "*** ***" button, *** ******** ******** ***** ** ** ***** **** *****-** and ************ ********. *** ******* ********* ******* ** *** **** the ******** ********, **** ******** ***** ******** ** ***** *** marketing, ***** ** *** ****** ** * *******'* ******.

Comments (4)

*'* ******* ***** **** *********** ***** ** ****/**** ********* - manufacturer ***** **** ** ************ *******?

*** ******* ****** ** **** **** *** ********* - **** curious **** **** ***** ****** ** ** * ********* ***** they ***** **** *** ***.

**** - ** ************* **** **** **** ***** **** ********* also **** **** **** *******? *.*. ** ** * ******* thing ** ** ********** *****?

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

** **** *** ************ **** *** **** **** ******** ****** their ***** ****** ** ***** **** ******* ******, ***** *** would *** ** **** ** ****?

**:

***** ** **** ********* *** *** **** * ************ *** sell / ******* - ***** ******* ** **** *******?

** *****?

*** *** ***** ****** ** ****** ******* **** ***** *** dropping ** "*'* **** ** * *** ************ ** **** dropped ******" **** **** *** *** ****** *******. ūüėé

*** ** *** ***** ********** ***********'* ******* ****** **** *** reason *** ** ***** ***** **** ****** ***** ******** ******** as ******* ** ** ******** ** **** ** ******'* ***** the ** ***** ***. * ********* * *** ** ***** Creative *** ******** *** ** ** ** * ******. ** manufacturer ***** **** ** ****** **** * ********** ** *** electrical *********** ***** **** ** *** ***** ********.

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

Last Chance - Security Sales Course Summer 2018 on Jul 19, 2018
Today is the last day to register. Based on member's interest, IPVM is offering a security sales course this summer. Register Now - IPVM Security...
4 Most Difficult Camera Installs (Statistics) on Jul 12, 2018
Heavy housings, cumbersome brackets, heavy ladders required, and tricky field of view requirements will cause difficulties no matter the camera...
Eastern and SavvyTech Merge, Form ENS, Targets ADI on Jul 09, 2018
ADI, ENS is coming for you. Or, at least, they hope. Two US distributors, NY based EasternCCTV and California based SavvyTech have merged, to...
Arlo IPO Filing Reveals Key Financial and Competitive Details on Jul 09, 2018
Arlo is going to IPO at a projected valuation greater than Axis. Now, Arlo has released their 175-page Form S1 Registration Statement for its...
Drops Dahua, Fenner Becomes ISS CMO on Jul 09, 2018
Hired to improve Dahua's miserable marketing just last year, Janet Fenner has quit Dahua, joining VMS manufacturer ISS as Chief Marketing...
Pelco Is For Sale on Jun 27, 2018
Pelco is for sale, being shopped by an investment bank, IPVM has confirmed from multiple sources. The company, acquired by Schneider Electric in...
Snap Surveillance Profile on Jun 26, 2018
There are not a lot of video surveillance companies that survive 9 years with only one feature that makes their product stand out. In the case of...
Most Wanted Improvements In Manufacturer Technical Support (Statistics) on Jun 21, 2018
5 key areas of improvement and 1 clear wanted support feature were voiced by 140+ integrator responses to: What improvement in manufacturer...
The Dumb Ones: PSA's Bozeman On Cybersecurity on Jun 15, 2018
The smart ones are the hundred people who flew to Denver and spent $500+ on a 1.5-day conference featuring Dahua as a 'cyber responsible partner',...
Worst Features for Camera Installation (Statistics) on Jun 07, 2018
4 clear worst features for installing were identified by 140+ integrator respondents to: What feature(s) make a camera hard to install? The...

Most Recent Industry Reports

Free 100+ Manufacturer-Customized Camera Calculator Released on Jul 19, 2018
Now, any manufacturer has a customized IPVM Camera Calculator, free. The goal is to make it easier for companies to help their customers better...
Improved Security And Surveillance Bidding - 2018 MasterFormat Divisions Examined) on Jul 19, 2018
Navigating the world of system specifications and bidding work can be complex and confusing, but a standard format exists, and understanding it...
Last Chance - Security Sales Course Summer 2018 on Jul 19, 2018
Today is the last day to register. Based on member's interest, IPVM is offering a security sales course this summer. Register Now - IPVM Security...
Directory of Video Surveillance Startups on Jul 18, 2018
This directory provides a list of video surveillance startups to help you see and research what companies are new or not yet broadly known entity...
Ladder Lockdown and Ladder Levelizer Tested on Jul 18, 2018
Ladders are a daily necessity for surveillance and security installers, but working on an unstable surface can be extremely dangerous. In addition...
FST Fails on Jul 17, 2018
FST was one of the hottest startups of the decade, selected as the best new product at ISC West 2011 and backed with tens of millions in...
Axis ~$100 Camera Tested on Jul 17, 2018
Axis has released their lowest cost camera ever, the Companion Eye Mini L, setting their sights on a market dominated by Hikvision and Dahua. Can...
Amazon Ring Alarm System Tested on Jul 16, 2018
Amazon Ring is going to hurt traditional dealers, and especially ADT, new IPVM test results of Ring's Alarm system underscore. IPVM found that...
Hikvision Wins Chinese Government Forced Facial Recognition Project Across 967 Mosques on Jul 16, 2018
Hikvision has won a Chinese government tender which requires that facial recognition cameras be set up at the entrance of every single mosque...
Installing Dome Cameras Indoors Guide on Jul 16, 2018
IPVM is producing the definitive series on installing surveillance cameras. This entry covers one of the most common scenarios - installing dome...

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