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

'Clowns' Allege Ubiquiti 'Completely Fraudulent' on Sep 20, 2017
A short seller has alleged Ubiquiti is 'completely fraudulent'. Ubiquiti's CEO has responded calling them 'clowns'. Here is the short...
Avigilon 'Blue' Cloud Entry Examined on Sep 19, 2017
Avigilon is moving to the cloud. The company announced their Avigilon Blue platform, designed to be a web-managed surveillance system, utilizing...
Avigilon Touting 'Made In America' on Sep 18, 2017
Canadian manufacturer Avigilon, who completed a US manufacturing facility in 2015, is now running a marketing campaign touting 'Made In America',...
Forgotten Password Problem Importance on Sep 15, 2017
Forgotten passwords has become a major industry topic. For example, Hikvision has been emailing admin passwords in plain text until IPVM's...
Hikvision Launching Ezviz Pro on Sep 14, 2017
Hikvision is launching Ezviz Pro. In 2015, Hikvision expanded Ezviz, a direct to consumer offering, to North America. Now, Ezviz 'Pro' is...
Genetec Launches Community Connect Examined on Sep 14, 2017
Genetec has done best in large-scale, enterprise systems and relatively worse in smaller systems such as SMB. Now, Genetec is launching...
Dedicated Vs Converged IP Video Networks Statistics on Sep 12, 2017
'Convergence' has been a major industry theme for many years. All organizations have IP networks today with laptops, tablets, phones and more...
Favorite Integrator Tablets 2017 on Sep 11, 2017
What percentage of integrators use tablets? Which tablets do they prefer? Apple? Android? Windows? Tablets have become popular integrator tools...
Favorite Network Termination Tools on Sep 06, 2017
Thomas Carlyle said "Man is a tool-using animal. Without tools he is nothing, with tools he is all." For security integrators, their tools are...
LTS Hikvision Sales Challenge ADI on Sep 06, 2017
ADI is clearly #1 at running sales. But long-time Hikvision OEM and new Hikvision distributor LTS is coming on strong here. In this note, we...

Most Recent Industry Reports

Reseting IP Cameras - 30 Manufacturer Directory on Sep 22, 2017
Every camera has a reset button (well, almost) but it is not always clear what these buttons do, how long they need to be held, what settings they...
Genetec Launches Cloud Access Control (Synergis SaaS) on Sep 21, 2017
Genetec's cloud everything expansion continues, with their announcement of Synergis SaaS edition, joining their cloud video offering Stratocast,...
Genetec CEO Warns Against Insider Threats on Sep 21, 2017
With Dahua and Hikvision cybersecurity issues becoming indisputable, a new counter has emerged. Just put them behind a firewall, buy cheap...
New IPVM Calculator V3 Released on Sep 20, 2017
The New IPVM Calculator V3 is released. An entirely new architecture delivers the following benefits: Turbo The calculator is now ~50% faster in...
Automatic Door Operators For Access Tutorial on Sep 20, 2017
Opening and closing doors might sound simple, but it takes a high-tech piece of door hardware to pull it off. Integrating automatic door operators...
'Clowns' Allege Ubiquiti 'Completely Fraudulent' on Sep 20, 2017
A short seller has alleged Ubiquiti is 'completely fraudulent'. Ubiquiti's CEO has responded calling them 'clowns'. Here is the short...
Avigilon 'Blue' Cloud Entry Examined on Sep 19, 2017
Avigilon is moving to the cloud. The company announced their Avigilon Blue platform, designed to be a web-managed surveillance system, utilizing...
HID Buys Mercury Security on Sep 19, 2017
One of the biggest access control deals in years. Mercury Security, the most widely used access hardware OEM, and partner to 20+ manufacturers,...
Hikvision Backdoor Exploit on Sep 18, 2017
Full disclosure to the Hikvision backdoor has been released, allowing easy exploit of vulnerable Hikvision IP cameras. As the researcher, Monte...

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