Integrators Vs Manufacturers Direct To End Users

Author: Brian Karas, Published on Aug 31, 2016

Many manufacturers have increasingly large and hungry sales forces that call on more and more end users. One recent example is Axis ~$20 Billion Retailer End to End Solution Win.

Does this help or hurt integrators? Are integrators ok with this or upset?

We received 120 integrator responses to a survey on this topic, and in this report we reveal which manufacturers were noted as going direct most often, and how integrators deal with this trend.

**** ************* **** ************ ***** *** ****** ***** ****** **** call ** **** *** **** *** *****. *** ****** ******* is **** ~$** ******* ******** *** ** *** ******** ***.

**** **** **** ** **** ***********? *** *********** ** **** this ** *****?

** ******** *** ********** ********* ** * ****** ** **** topic, *** ** **** ****** ** ****** ***** ************* **** noted ** ***** ****** **** *****, *** *** *********** **** **** this *****.

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

Strong ********** *******

**% ** *********** *** ********** ** **** ********* ***** ************* activities **** *** *****, ** ******** ** *** **** ********:

"*** **** ** * ********* ******* ** ************* ******** ********* / ******* ** / ******* ** *** *****?"

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

Avigilon *** **** ****** ******

**** ***** "**** ************* ** ****** **** *** *********** **** ************* ******** marketing / ******* ** / ******* ** *** *****?" *********** mentioned ******** *** **** **** **********.

  • "******** **** ***** **** ******** ** ******** *********** *** *** users"
  • "*** ** *** ****** ******** ******** **** *** ***** *** own ********* *** ********** ** ***** ***** *** "*******" * know * *** ** **** ******* ** ** **** ** the ******** *** ************ ********. ***** ** **** **** ******** with ***-*****. **'* *******."
  • "*** **** ************ **** ** **** **** ** **** ** far ** ********."
  • "******** *** *******. ** ** **** * ******** ******* ******* most ****** ***'* **** *** ******* ** ******* ** ***** own, *** **** ***** ****** **** **** ** ***** **** them ********* ****** ******* ** *** ***** *** ******* ****** (or **** **** ****) ***** ** * **** *******."
  • "******** ** *** **** ************ **** *'** ***** ** ** contacting *** ***** **** ** ********** ******** ********* ***** ******** bases *** ****** ********** *** *****."
  • "******** - **** *** ****** **** ******** **** ******** ******** sales **** ** ** **** *** *******. **** *** *** power ** ********* *** ***** *** **** **** ** ** the ***** ********** ** *******."
  • "******** ******* ***** ******** ********. ********* *********. **** **********/*****. *** users *** ***** ** **** ******** **** ****."
  • "**** *** ******** ** ****** ***********. *********** **** **** **** many ********* ****** *** ****... **** **** *** ***** ****** as * ****** ** **** ******** *** ***** ********* ********** decisions."
  • "**** *** ****** *** ******** *** ******** **** ***'* ****** meet ********* ***** *** **** ** ****** *** *** *** to ******* **** ** ***'* ****, **** ********* ***'* ******* you ***** ** *****'* **** *** **** ****'** ***** **** it ****'*."
  • "****, ******* ** ******** ******, ***** ** **** ******** ** another **********, *** ******** ******** ** ** *** *******."

**** ** ***** ************* **** **** ***** ******* ***** *****, *** both *** ********** ** ******** *********** ** *** ****-**-***-****** ****** trend, ****** ***** ************* ** ****** ** **** ** *** users **************.

***** **** ************* ******* ********* **** **** ** *** '****' to *** *****, ** **** **** **** *** ****** *** directly **** ****. *******, ** *** ******* ***** ****, **** are ********* ****** ******* *** ********** *** *****.

Notably ****** - *********

********* *** *********** ********* ***** ***** *** ********* ****, ******* **** *** ********* ********* ********* ** ***** ****** to ***-*****. ** **** *****, ********* (** **) ** ***** concentrating ** ******* *********** *** ********** ************* *****, ******* **** less **** ** ****** *** ***** ********. *******, **** **** year,********* *** ******* ******* ** ** ********** ********* ** **** ** *&* ***** **** **** ************ ** after *** *****.

Some *********** ********** **** ************ ****** ********

** *** *** ***** ****** ** ** *** ********* ********** for * ************, *** *** ******* **** *** ************ ********** leads *** *** **** ******* ********, *** **** ******** *** in **** *** ******** ** ***** ** ***. * ***** number ** ********* ********* **** **** ** ***** **** ******:

  • "*** ** ** *** **** ******* ** ***** ********** *****. Some ************* *** ** ***** ** ********* **** ** *****'* yet ***** **** **** ********* ** ** *** *** ****. We **** **** **** ** **** *** ********/********** ******** *** so *** **** *** ****** *** **** *** *** *******."
  • "** ******* ** **** ************ **** *** ************. ** **** very **** ************* *** *** ********* ***** *****."
  • "** *** **** ***** ** ** *** ****** *** ******* years. *******, * *** ** ** ** *********. **** * manufacturer ***** ** * ******, *** **** ***** * *** is **** **** **** ** ** *** **** ** ** what *** ****. **** ***, ** ** ****, ** ********* of *** ***** *****. * **** * ***'* **** **, so * ***** ** **** *** ** ** *** *********."
  • "** **** * ************ **** **** ****** ********* *** **, at ** ******, ** ***** ** ******** *****. ** **** another ************ **** ********* ***** ** *****. ****, ** **** had * **** **** ** *** * **** **** ****** directly **** ********* ** *** *** ******* **."
  • "* **** **** ********* **** * ****** ** ************* ** when **** **** ******, * *** ****** ** * ***** list ** *********** **** *** ****** *** *******." 

However, **** ** *** *** ********

************* ********, *** ***** ********** *** ** *** ******** ** a ***** ******, ** ***** ***** *********** ********* **** ********** shut *** ** ***** ** ****** ** **** ******* ******* by *** *************. ******* ********* ********* *****-**** ***********:

  • "************* *** ********* **** *** ********** *** ***** **** **********. Manufactures **** * ***** ***** ***** *** *** ********** ** in ** *** *** **** ***."
  • "*** (****** ******* ************), *********,. *** *** ********** ******** ***** I *** * ***** ******** ****** ****** ******* ** ** closed *** * ********* *** *** ** * ***** ****** and ******* ******** ** ****. ** *** *** * ********* (quoted ***) *** ** **** * *** ** ******** **** and ****** ** ***** **** ** ******** ******** *** * better ***** **** *********. "
  • "* **** *** ******** **** ******* *********** **** ******* ** customer ** ******* ******"
  • "**** *** ****** *** ******** *** ******** **** ***'* ****** meet ********* ***** *** **** ** ****** *** *** *** to ******* **** ** ***'* ****, **** ********* ***'* ******* you ***** ** *****'* **** *** **** ****'** ***** **** it ****'*."
  • "*.***** ************ *.*** **** ****** **** **** **** **** **** but **** **** *** ************'* ******** *.***** ************* ** ***** - ************* **** **** ***** ******* ******, *** ******** ******"
  • "****, ******* ** ******** ******, ***** ** **** ******** ** another **********, *** ******** ******** ** ** *** *******." 
  • "*** ******* ******* ** **** ***** **** "********* ****** ************" between * ************ *** ** ***-**** *** ***-**** **** ***** that **/*** ** * **** **** ******** *** ******* ****** with **** ********* ** *** ************."
  • "************* **** ********* ****** *** ******** ******* ** * ********, prior ** ******* *** *** ****. ************ * ******* ** an *** **** *** ******** ******* ********** *******, *** ********* purpose."
  • "** *** * ************ **** * ******** *** ******* **** we **** ******* ****. ** **** *** ****** *****, *** cameras *** **** ******** ** **** ****. ***** **** **** and ****** ** ********** ****. *** **** *** ************ **** under **, *** **** *** ***. "
  • "********* ************* **** ******** / ******** / ********* ** *** customers ********, **** **** ** ** ** ******* ***** ********* which ** *** ******** **** (***** ******* *** ***** *** misread ** ************** *** ***), *** **** **, *** **********, get ***** ******* *** ***** ***** "*** ************ **** **** would ****, ** **** ** ********* **********." "
  • "* **** ******* * ******** *** * ** ** *** camera ******* **** * ***** *** **** ****. ***** *** minutes ***** ** **** *** ********, *** ******** ****** ** to ****** **** ** *** **** ****** ** ******* **** dealer (*** ******** ******** ** *** **** ***** *** *** a **** ****** ****** **** ** ***). * ********** *** Sony ***** *** **** **** *** ** **** **** ***, he *** ****** *** ****** ******** *** ******* ** **** they *** * ****** ****** ** ******* * ******* **** this ******** ** ** (**** ******* *** *****: ** ***** a ****) *******."
  • "*** ***** *** ********* **********. **** ** ** *** ********. look ** ************* *** **** **** *** *****. *** *** manufacturers ** **. **** *** *** **** **** "*** *** give ** * *****". *** ************ ** *** ************* *** - **** ***** *** **** ** ******* **** **** *** best. "

Distributors **** ** *** *******

******** ** ************ ***** ***** *************, *********** ********* ******** **** distributors ******* ****** ** ****. ************ ******* ******, ************ *******, *** been ********** ***** ** *********** ** *** ****.*******'* *** **** **** ** * **** *****.

  • "** ** *********. ******* *** ****."
  • "*******: ******* ***** * ***** ******* ** *** **** *** pursuing *** ***-**** ****** *** *** ****'* ** ***, ** even ***** **** ******* *** ****'* & ***** *** ********."
  • "**** *** **** ** ***** **** *** *****. ****** **** Anixter *** *******. **** ** ***** **** ***** ** * always **** **** ** **. **** ******* ** **** **** don’t ** ** *** **** **. * **** ***** **** after ** **** * **** **** **** **** **** * little."
  • "******* ********* ****"
  • "**'** *** ****** **** ******* ******* ****** ** *** ********* in *** ****"
  • "*****. ******** ******** ** ********** ***** ** **** **** ****** and ******* *******. *** ******* * ***** ********** **** ******** went **** ******* *** ********** ******** *** **** ** ****** and ****** ** ********** ******** ******* ******* *** ******** *** customer ** *** ******* **** ** ** ***** *** *** Commission."
  • "*** *********** ************* *** ************. ******* *** ***."
  • "**** **** ************ **** *******"
  • "* ***'* *** ** **** ** ** ***** **** ************* as * ** **** ************. * **** **** ****** **** Anixter."

Trends ****** ** ********

** ******* ************* **** ******** ***** ****** *** **** ********** because:

  • *** **** ** *** ****** ****** **** ******** *** ************* to ****** ***** *** ***** ** **** ** ******** **** out ** *** **** ****** ********
  • *** ******** ***** ** * *** ****** *** *** ***** to ***** *** ** ************* ******** *** ******** **** **** are ***********
  • ********, *** ******** ***** ** * *** **** ****** *** manufacturers ** ****** *********** / ****** ** *** ***** **** their *** ***********, ********, *****, ***.

Comments (11)

**** *** ************ ***********, ******** **** ******** **********, * *** attest ** ****** ********** * ****** ** ***-***** ********, *** honestly *** *** *** ***** ****** **** ** *** ******** of ******* *********, ******-** ***** ** ** *********** *** *******.

*** ***** ************* *** ***** ***** ****** ** ***-*****? ****, albeit ****** ******* ***** ****** *** **** *** *** ******* to ***** *** ****** *** **** ******* ** ** ****** to ***** ** ***** **** ****. ***** *** *** *** exceptions, ***, **** ** ***** ********** ** ******** ***** ** they ***** *** *******, ******* ************* ********* ********, *********** ******** ****** ***-**** *****, *** * **** *** *** ********* ** ****, ****** end-user ************* ***** ********* ** * ***** ** *** ******* & ***********.

***, ************* ******, * **** ** **- ** ***-**** ** calling.

"******** ******* ***** ******** ********. ********* *********. **** **********/*****. *** users *** ***** ** **** ******** **** ****"

***-***** *** *** ********** ** ********, *** *** ********** ** hearing **** **** ********?

**********... **** ***-***** *** ***** **** ***** ***********, *** ***'* appreciate ***** ******** ********* ** * ***** **** *** ******* researching ** **********. * ****, ****'* *** **** **** *** integrator ***** ** *** ***** *****, *****? ** ***** ** a (*********) ********* ***** *****, **** *** ***-**** **** ** handle ***** ******* ** ***** ******.

*** ********* ********** *** ************* ***** ********. * *** ** them **** **** ****** ** ***** *********** **** *********** ***** the ******* ** ****** *** *********** ******** ** * ***** layer ** ******/******* *** ****.

* *** ********** ******* *** ************ ******* **** *** *** critical ** * *******'* *******. ** ********** ** *******/*********/******* *** final ********, *******, ** ******** ** **** *****.

** *** ** *** ****** ************ *****, * ************ *** only ***** ******* ******, *** ******** ******. **** **** ******.

* *** ********** ******* *** ************ ******* **** *** *** critical ** * *******'* *******. ** ********** ** *******/*********/******* *** final ********, *******, ** ******** ** **** *****.

** ********** ** ********, *** ** *** ****** ** ******* critical?

** *** **********'* ****** ** ******* ********? **, ** ** not. **** *** ********** ** *** ***** *** *** ********, we ****** *** ***** ***** ** ** *********** ****** ** today's ******** ******** *** ******* ******** ** *** ********. *** end **** *** ****** ****** *** **** ******* *** *** pretty ***** ** ********** *******.

** * **** **** **** *****, ** *** **** ** sell *******,**** ******* *******.*******,**** **** ******* *** **.* ****** ** ****, ***** ******** **** ******* **** ********, **** ** *** first ******** ***** ****. ** *** ***** ** ******* * 29-camera *** *** ***** *** $*******. *** *** *****, *******-**** pricing. ** ****** ****** *** **** ** $**,****** ****. ***? Rather **** ******* *******,** **** **** *** ******* ***** **.** **** ****, *** ******** ** * ******* ******, *** he **** *** **** **** ******* ***** **** *** ******* to ******** ****** **** ** *** ******* *** ******* *** goings ** ***** **** **** ** ****. "*** ****," *** might *****. "**** *** *** *** ** ****." ****, *** did *** ***** ********** ******* ****? *** **** ******* ******* provide **** ******* ** *******?

(***** ***, **** ********** ** ******** ********* ** **** *** sale ******* *** ***** *** *** ****. ******* ***** ** further **** *** *****)

**** ******* *** * ***** *** *** ****** ** *** a *****? **, **** *** * ************ **** **** *****. ***'* **** ******; **** *** ***** **** ****** *** make!

********** ** **** *****(****** **** ***** ******** *** ****), * ***** *** *** can *** ** ******** ***** ****** ***~$*****. ****** **** ***** ***** ***** ******* ********? **** **** internet ******* "*** **** *** *******" ** ******* *************? ** course ***. ******* *** ****'* ****** *** ********, *** **, but ****** *** ********* ** ******* ***** ********, ***** ** should ** ******, *** *** ********* ****** ** *** ** there.

(*** ** *** ***** ****** ********* *****'* **** *****, ***** out *** **** ********* ****. **** ** **** -- ********* ****** ******** **** *****, higher *********** ******* -- ***** ** ****)

** ****** ** *********** ** ** **** ******* *******. *******, sell **** ********* *** ********** ********* ****** ********, ************ ******/************* services, ************/*********/****** *********, ******* ***********, ******* **********, ********, ******, *** maintenance. *** **** *********** **** ***** ******* *** ******** *** have.

**** *** *** ******* *** ****, *** ****** ** *** camera ******* ** ****** ********.

(* ** *** ********** ******* ******** ** *** ***** **** this ****; * ** **** ********** ** *** ******** ******* integrator ****** ** ******** ** ********)

**********: ***** *** ** ******** ******** *** *** *********** ***** of ** ******** *** **** *** **** **** ************ *** frequently ****** *** ****** ** ******** ** ** **** ** opinions.

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

*** **** ** **** **** *** ***** ***? ***** ** should **** **** ****.

** *** ** *** *********** ***** ******** **** "**** *******" or *** ******** *** **** ** ******** *** ** **** margin? ** **, *** ** *** ****** ** ******** ***** it ***'* ** **** **** **** ******? ********* ******* *********? Change ******? * ** *** ******* ** ******** * ** legitimately *******.

****: *********** *** *** ** ******** *** **** ******* ** time **** ******** ** ***** ** **** *******...

** ********** ** ********, *** ** *** ****** ** ******* critical?

***

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

Hikvision Chinese Government Owner CETHIK Exposed on Nov 20, 2017
Hikvision deceives about its Chinese government ownership. Contrary to their claims about 'independence' and simply having 'shareholders' that are...
Panasonic Unified Surveillance Strategy Analyzed on Nov 17, 2017
Panasonic is now a "Unified Surveillance" offering, as their ASIS 2017 booth proclaimed: Looking to make a comeback in the security industry,...
Hikvision China Criticizes The WSJ on Nov 15, 2017
Hikvision, through the Chinese government's authoritative news service, has criticized the WSJ investigation into Hikvision. In this...
Axis Commits To Long-Term Firmware Support on Nov 15, 2017
With the rise of cyber security awareness, and a general increase in hardware reliability, "software warranties" may prove more valuable than...
Dahua Launches Electric Cars on Nov 13, 2017
Embattled mega video surveillance manufacturer Dahua is now electric car manufacturer Dahua. Let the jokes begin: But is the joke on Dahua's...
Top 2017 Trends - Cyber and Analytics on Nov 09, 2017
The 2 clear top 2017 trends, according to IPVM integrator statistics are: Cyber Security Video Analytics This is a change from 2016...
Honeywell Crowdfunding Bombs on Nov 08, 2017
100,000+ employees and $40,000,000,000 in annual revenue. That's Honeywell. ~200 backers and ~$67,000 in funding in a week. That's Honeywell...
Average IP Camera Cable Run Distance on Nov 07, 2017
Estimating cable lengths can be tricky, seemingly either all guess work or requiring each and every run to be measured, a time consuming task.  To...
Dahua USA Removes Head of Marketing on Nov 06, 2017
Dahua USA's marketing and just their overall business organization has been a mess. These guys could not sell life jackets on the Titanic. But,...
ZoneMinder Open Source Profile on Nov 06, 2017
The first, oldest and probably the best known open source VMS is ZoneMinder. But where has it gone and is it still relevant today in a world of...

Most Recent Industry Reports

Dahua Hard-Coded Credentials Vulnerability on Nov 20, 2017
A newly discovered Dahua backdoor is described by the researcher discovering it as: not the result of an accidental logic error or poor...
Panasonic Unified Surveillance Strategy Analyzed on Nov 17, 2017
Panasonic is now a "Unified Surveillance" offering, as their ASIS 2017 booth proclaimed: Looking to make a comeback in the security industry,...
Amazon Cloud Cam Is Poor (Tested) on Nov 17, 2017
Retail behemoth Amazon has entered the surveillance market with the Amazon Cloud Cam, the eyes of its just-announced Amazon Key delivery...
Nest Secure Alarm System Tested on Nov 16, 2017
Google's expansion continues, this time into home security with their Nest subsidiary's move into alarm systems. They paid more than a...
Dahua Forbes 'Next Web Crisis' Vulnerability Dispute on Nov 16, 2017
The buffer overflow vulnerability in Dahua products is not in dispute, in fact we covered it when it was first published. What is in dispute is...
Isonas Cofounders Split, Launch Partner/Competitor on Nov 16, 2017
Breaking up is hard to do, especially when door access security is at stake. But that is exactly what has happened at Isonas. Senior employees...
Hikvision China Criticizes The WSJ on Nov 15, 2017
Hikvision, through the Chinese government's authoritative news service, has criticized the WSJ investigation into Hikvision. In this...
PoE UPS Tested (Energy Reconnect) on Nov 15, 2017
In security, backup power is important, but most often requires UPS systems or extra cabling to devices for low voltage power. Now, some have...
Axis Commits To Long-Term Firmware Support on Nov 15, 2017
With the rise of cyber security awareness, and a general increase in hardware reliability, "software warranties" may prove more valuable than...

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