Integrator's Problems With Manufacturers Selling Direct (Statistics)
Manufacturers selling and marketing directly to end users, debated in video surveillance for more than a decade, is a growing trend driven by Verkada's aggressive efforts. What do integrators think about the practice?
170+ integrators answered the following 2 questions:
How much of a practical problem is manufacturers directly marketing / calling on / selling to end users?
How do you feel about manufacturers directly marketing / calling on / selling to end users?
In this report, IPVM examines the results, and highlights common themes, including detailed quotes from integrators.
*******
*********** *** ******** ******************** ******* ** ** ******* ** customers ********, **** **% "**********" ** "very" ******* *** ********. *******, **** means ******* * *** ** * integrators ** *** ***** **** ** a ********* *******, *** * ****** theme *** ***** *********** *** *********** the "***** **********" ******* ** ************* pushing *****, ** **** ** *** dealer ******* ******** ********.
************, *********** **** **** *** ******* source ** ******* *** **** ******* surveillance ******** *********** *** ***** *********, and **** **** **********, *** ******** has ******** **** ************.
********** ***** ********, ************ *******, **** built ***** ****** ***** ***** **** aggressively ****** *** *****, *** *** ethically *** ******* ******* *******, ******* in ********* ** ****-**** *************.
Responses ******** *******
***** *********** **** ******** **** **** were "**********" ******* ************* ******** ********* customers, ********* **** **** ** ***** integrators **** ***************** **** ***** **** said **** **** "****" ******* *** practice. **** ****** **** ********* ****** language **** ********* *** ********** *** frustration ** ******* *** ****:
- "* ***** ** ******** *** ******* and **** * ********** ** *** industry. ***** ********** ***** ******** ********* *** ** fine **** * ************ ****** **** to ******* ***** ******** ** * job **** **** **** *** ******/**** experienced *********** ***'* ** **** **** that."
- "* ****** ***'* **** **. *** customer ************* *** ********* ********* ** us *** ** * ************ *** selling **** ** ***** ***** ** opinion ** ****. ** ***'* ******* sell ***** ** *****."
- "** ****** **** ****** *** *** end ***** ***'* ****** ********** *** fact **** *** *********** ***'* **** the ********* ** *** ************ *******."
- "**** *********** *** **, ** *** to **** **** ********* **** *** manufacturer **** *** **** ********"
- "*********, ** ***'* **** **. ******* is *** ***** ******* ** ****. Sending "****** *** ********" ** ******* email ****** ** ****."
- "** ***'* *** ***** ********* ** deal **** ****"
- "***** ********"
- "**'* ********** ** ** ****** ***'* know *** ****** ** ***** **** are ****** ** ******** **** **. support ***** ******* **** ** ** the **********."
- "**** *** *** ******* **** ********."
- "**** **** ** ********* ***** ************."
- "**** ** *****, ****** ** ** through * *********** ** *** *** user ***'* ****** ****** **."
- "**** ** ******* ** ***** *** the ************* ***** ***, ***********, *********** with ****. ** *** **** * partnership ******"
- "** ******** ***** ***** **** ***'* have *** **** **** **** *** talking ***** **** * **** ** clean ** ***** ****"
- "******** ****. *** ******* ** *** product ** **** ** **** ** the ************ *** *** **"
- "* ***'* **** **. ** **** cut ** *** ** **** ********."
- "*** ***** ***** **, ***** **** our ********** *********** ********"
- "* ***** ** ** ** ***** as **** ***** **** **** ***** the ***** **** *** ***********."
- "** ***'* **** **** ********. ** the ***** ***** ** ***** ************* that ** ****."
- "* ***'* ***** ** ** * good ******** ** **** ****** ** the *** *****"
* ***** ****** ** ********* ***** that **** **** ******* ****** *******, but ********* ************* ********* ****** *******:
- "**** **** *******. ** ** **********, I ** ********* ****** *** * feel **** ************* *** ******* *** trust ** ***** ********** **** ** going ****** ** *** ***** ** non-support ********. * **** ** ***** with ******* ** ** *** **** for ****** ************ *******, *** ** should *** *****."
- "*** ******* ** *** ***** ******** is *** **** **** *****. ** kind ** ******** *** ************/********** ******* and *** ***** ****** **** ******* with *** ********."
*********** ********* **** **** "****" ******* the ******** **** *** ******** ******* group (**%), *** **** *** **** passionate ** ***** ********:
- "* **** **! *** ******* ** when ********* *** ***** ******* * product *** ** *****'* ****, **** tell *** ****** *** ******** **** product **"
- "* ***** **** *** ******** ***** dealer *******"
- "***** ** ** **** ***** *** them ** ** ***** **."
- "* **** **** **'* * **** in *** *** ** *** **********!!!"
- "** ** ******"
- "***'* **** ** ** ***!!!"
Moderates - *******
******* **** ** *** *********** **** said **** **** ********** ******* ********* that ** ************* **** ** **** responsibility *** **** *** ********** *********, not **** ******* ******** *** ******* away, **** **** **** ** **. Many ** ***** ********* **** ***** they **** "****" **** ****** ********* or *******, *** *** *******:
- "** **** **** ** **** **** end ***** ****'* ***** *****, ******* that ** * ****** ****** **** end **** ******* ** * *** of *** ************* ****, ** **** to ** ** *** **** ************ manufacturers, **** ***'* ** ****."
- "***** ********. ** **** *****, ************ directly ********* ** ********** *** ********. Direct ******* ** *** ***** ** problematic **** ***** **** ***"
- "** **'* * ***** ********** *******, ok **** ********, *** **** **** in **** ****. **** ****** ******* that *** ****** * *** ** their ***. ***'* **** ****** ** everyone."
- "********* *** **** ** ****. ** some ********** **** *** **** ************* by ********* ********* ********* *********** ** making ******** **** *** *********."
- "****** **** *** ******* *** **** customer *********** ** ************ *** ******* - **** ****** *******."
- "** **** ****** ***** ********* ** it ** *** **** ** * problem. ***** ***** ***** ***** **** always **** **** ****** ** **** direct"
- "******* **** *** ******** **** *** taking."
*******, *********** ******** **** **** ********* the ******** **** *** ************ ** working ** *********** ** ** ** extension ** *** **********:
- "******* **** **** ******* *** *** user **** ** ******* ** ****, unless **'** ******** ** *** ************. However, ** *** ************ ********** ** to ** *** ****, ** ********** that ** ***** ************ ***** ** we ***'* *** *** ********** **** them."
- "************* **** ** ******* ** ********* a *** ** ****** *** *********, bring **** **** *** ************ ****** than ***** **** ****** ****** ** a ******* ******** ***********"
- "******* ** *** ************ *** *** depth ** *** ************. *** ** true ******** ** ** ** * one-way."
- "* ***** ** ******* ** *** they ******** ** ** ******** *** if **** **** ********* ** ********** the *********** *** *******."
- "****** ********* *** ******* ** *** users ** **** ** **** ** they *** ********** ******** *** ***** channel. ******* ******** *****’* **** *****. No ************ *** *** ********* ******* resources ** ******* **** ***."
- "** ******* ********* ****** ** *** users ** ******** ******** ******** **** interest ***** ** ** * **** for **. ** ***** ******** *** promote ******* **** ** **** **** directly."
- "****** ********* *** ******* ** ** reasonable. ****** *******, ** *** ***** integrated ******** ******, ** ** *****"
- "* ***'* **** **** ********** *** customers ** **** ** **** *** us **** *** ****'* ****** ** sell ******."
- "* ** *** **** ** **** as *** ********* ********** ** ********"
- "** *** ** **** ** ** they ****** ** ** **. **** manufacturers ****** *** **** **** *** leads."
- "****** **** *** ********** ***** *** their ******* ** **** ** ** unethical *** **** ** ******* ******* us."
In *******
******* ***-***** ** *********** **** **** do *** **** * ******* **** manufacturers ******** ******* **** *********, *********** the ***** ** ********** ***** ********* from *** ************, ***** **** *** not **** ** *****:
- "** ********* ******* **** - **** is * ***** ********** ** *** sales **** ** **** ** **** coordinate ***** ******* **** ** *** do *** **** ******(***** **** ** our ******* ************* **)"
- "*****'* ****** ******, *** **** ***** is * *** ** ********* *** post ***** ****** ******** ** *** cost ** ****** ********. ***, **** side ** **** **** ** * lot ** ******** ********. ** ** the *** **'* *** ** *****"
- "** ******* ********* ****** ** *** users ** ******** ******** ******** **** interest ***** **** * **** *** us. ** ***** ******** *** ******* a ******* **** ** **** **** directly."
- "*** ** *****. * **** **** other *****. ** ***** ** ******* systems * ****'* ****, * **** charge ****."
- "** ****** **** ****. ** *** worked ** *** ***** **** *** current *******"
- "* **** **; ** ***** **** the ******* *******."
- "***'*. * ***'* **** **** *** sale *****"
- "* **** ** ******* ** ******** end ***** ***** ******* * ********* on *** *********** *** *** **** value."
- "* ***'* ****** ****, ********** ** I *** * ******** *** **** they're ******* ** *** *** **** for"
- "** ***'* **** * ******* **** it. ** *** ******* ***** ***** services ********* *** ***** ************* ***'* provide"
- "****, ** ***** ****** **** ******* us, *** *** **** ******** ** that"
***** ***** ******** ***** ******* ***** direct ** * *** ***-***** ***** also ******* ******* ************ *** ** the *******.
* ***** ***** **** ** **********.
** ***** ** ****** *********** ** know ** ***** ** * ********** between ********** ********* ******** (**** *********) vs ******** *****.
** ***** *** ** *** ********* were ** ******** ** ****** **** require ******** ************. **** *** **** of ******** ***** ** *** ********, do ***** ********* ****** ** *** future ***** *********** *** **** *** of *** ******** **** ** ******** and **** ***** ** ********? *** IT ******** *** **** ******* ****** to ** *********** *** *****.
*** ***** **** **** ************ *** the ******* ** ****** *** **** solution ** ***** *******, *** *** best ******** **** ** ***** ****** by * ******** ********** ******* ***** what **** ********** *** ****** **.
** ****** ******** ** ** ** my ***** ***** ** *** ******** industry **** ******* ******* *** ********** channel *** *** **** *** ** be **********. *** *********** ** **** with ** ***-**** ** **** ** support *** ******* *** ********** *******. Any ***** ** ******** ** ******** to *** ******* ********. ********* **** means *** **** * **** *** you **** * *******.
* ***** **'* **** *********** **** no **** *** ******* ** ******* and ***** ****** *******. **** **** taken ** *********** ******** ** ******** occasions, ********* ******* ****** **** ** end **** *** "********" ** ********** or **** *********** ******** ******* ***...**** interesting ******** ** *** ******** ******. Maybe **** *** **** ** ******* a ****** *****/********.
* ***** ** ****** ***** **** this ******* *** *** ********* **** were *****:
How **** ** * ********* ******* ** ************* ******** ********* / ******* ** / ******* ** *** *****?
********* ******* *** ***? *** ************, the **********, ** *** *** ****? The ******** ****** **** **** ******** for **** ** *****. ********* ******* direct **** *** *** ********** ** practically *** * **** ******* *** them. *** ************ ******** **** ** as ******* *** * ***** *** a ****** ** *** ***** *******. One **** ****** ** *** **** of ********* ** ** *****. *** end **** ******** **** *** ******* the **** **** (***** *** ** may *** ** *******), *** *** best ******* ** *** ***** **** about *** ******* **** *** ************ that ***** **?
How ** *** **** ***** ************* ******** ********* / ******* ** / ******* ** *** *****?
**** *******. **** ** * *** sided ******* *** *********** ** ** upset ***** ***** *** *** ** the ***** *******. *'* **** ** hear **** *** ***** ***** *** they ****. *** ************* **** ** not **** ******, ** **** ******, have **** ****** ******, *** *** ones **** **** * ****** ********. Let's *** *** *** ******** ** the ***.
**** ** * *** ***** ******* for ***********
* ***** **** **** ********. * changed *** ***** ** "**********'* ******** With ************* ******* ****** (**********)."
***'* *** *** *** ******** ** the ***.
** **** **** ** ****, ****'* a **** *****.
* ********** **** *** ********** **** forward ** *** ****** ** ******** related ** ****.
*** ******* **** ****** **** ****** with * ****** ***** *****. ** cuts **** ***** "*******" ** * customer **** ** *******, **** ***** had ** ** ***** ****. *** End **** ** ****** *** *** in ******* *** ****** ** *** one ********* *** **** **** ** procurement. **** ** ******** *** **** the ******* ********* *** ******** ** heading (******** ****/****/**** *****, ***.) ***'** going ** ***** ****** **** ************* give *** *****the ****** of purchasing direct versus through a channel.
*** ******* **** ***** *********, *** they **** **** *** ** ******* moving *******. *** ********** **** **** adapt * ****** ***** *** ***** the ****** ** *** ******* ** a ************'* ********.
******** ****. * ********** *** ****** and **********.
* **** *** * ****** *** firm, *** ** **** ******** ** building * *********** ***** ** **-***** experts **** *** ******. * **** from ** ********** ******; ** ******* my *********** ** * *** ****** from *** **********.
*** ********* ****** ***** ***** ** comments *** * ***** ***** **** the ******** *****:
"* ***'* **** **. ** **** cut ** *** ** **** ********."
"*** ***** ***** **, ***** **** our ********** *********** ********"
"**** ** *****, ****** ** ** through * *********** ** *** *** user ***'* ****** ****** **."
"**** ** ******* ** ***** *** the ************* ***** ***, ***********, *********** with ****. ** *** **** * partnership ******"
**** *** ********* ** ******** ***-**** management ** **** ********** ********* ********, this ****** ** "******** *** **** access ******** ******* *** *****-****** ************ channel" ** ******* *** ******* ******* of ********** ** *** ******** *** primarily * *********** ********** ******* ** competition.
** ****, ** *** ************ ******* COVID, ** * ******** **** ** the *** ********. **** ********** **** in *** ****** ***** ***** * point ** *******, *** **** ***** isn't ** ****** ***** ***, ** leaves ** ********* **** *** ***** is *****.
* ********** *** **** ** ********** a ****** ****** *** ******* * business -- ******** ***** *** ***** where *** ****** ** **** ** a ***** -- *** *** ************** for ** ********** *******'* ** "** have *** ********** ******** ** *** Camera ***** ** **** ********" *** rather "** **** *** ****** *** build ****** ** *******, *********** *** consistently, ** ********* ************" ** "** have ******** *** ******* ********* **** can ***** **** *** ********* ****** cybersecurity ********** **** **** ******** ********."
**** ***** ** *** **** ** a ***** ***** *** ***** *** my ********.
*** ****** *'* ****** ****** *** a ************ ***** **** * **** direct ************, ** ** ***** ************* with ** *** **** ********, ** when ************** ** ****** **** *** integrator ****** ******** ** *** ******* instead ** **********. ******** ******* ** improper ******** ************ *** *************, *** minimal ************* ** ********* ** **********, hardware *** ********* *******.
* **** ** * ******* ****** it ***** ** * ************ *** they ****** ** ** **********, *** many ******** *********** ********* ******** ** engage ** **** **** ******* *** comprehensive ***** *** ** ********* ******. Even *** ********* **** *** ***** think *** *** *********.
*** ***** *** ********** ************* **** have ******** * ****** ******/******* *****?