Out with the old, in with new?
For more than a decade, Mobotix founder Dr. Ralf Hinkel, for better and, later on, worse, defined Mobotix. But with the sale to Konica Minolta 2 years ago, Hinkel is gone.
Equally importantly, a new management team, with 5 new leaders has been brought in over the last year. In particular, Mobotix is now being led by former Milestone executive Thomas Lausten [link no longer available].
In this note, based on speaking with them, we examine the new management team and how they aim to open up.
New ********** ****
** ******** ** *******, *** ******* has ***** ****** *************, ******** ** Vanderbilt / *** *****, ** **** Product ********** *** *** ***** [**** no ****** *********], ******** ** ******* Vision, ** ** ** ** ***** Americas.
********, *** ******* *** ***** * new ***, ******* ****** [**** ** longer *********], *** * *** **** of ****** *********, ********** ******** [**** no ****** *********], **** *** **** start **** *****.
Old *********** / ****** ********
****** **** **** ***** ********, *******'* previous ********** **** **** *** ******* approach ** "**'** ***** ** ** things *** ***, *** **'* ***** to ********** ******** ****, *** ** you ***'* **** **, ***'** ** idiot."
*** *** **** ******* ******** ** this ** *** ******* **** ***** MxPEG *** ** ***** (**** **** of ***** ***** ************ ********* ** newer ******). ********, * ******* ******** was ****** ** (***) ********** **** others ** ***** ** ***** *** VMS / ************* ***.
Opening **
******* *** **** **** *** ******** a *** **** ** ******* **, both ** ***** ** *********** **** other ************* *** ** ***** ** incorporating ******* ****** ******** ** ***** products.
** **********, *** ******* *** ***** allowed ** ****-****** *** ****** ************* that **** *** **** ***** *** local **********.
Konica ******** ******* ***** ****** ************
*** ******* **** ************ ** **** the ******** ******* *** ******* ** do ****-***********. ***** *****, ******** * new, *** ******* ******** ********** ****, indicate **** ****** ** ******** *** encouraging ******* ** ****** ******* ****** the **** ***** ************ ******.
Product ****** / ******* *******
*** **** ******* ******* *********** *******:
***** ******** **** ****** ************ ******** in *** ******** ****** *** ************* and *** ********* **** ************ **** differentiators.
*******, ***** *** *** ********** ****, says **** *** ******* ** **** of ***** ***** ** ***** ******* roadmap *** ******** ** ****** ***** and ****.
Retaining **** ******* ***
** *** **** ****, ******* **** they **** ****** ***** **** ***:
****** **********, ************* ******* ******* **** a **** *** *** *** ***** consumption. ******* **** **** *** ************ of ************ ***** *** **-***** ********* driven ** * ***** **. *** history ** **** ******* *** **’* products *** ***** ********** *** **** really *** *** *** **** *** the ****** ******** ********.
Opportunity ****** *** *******
** ** ******* ** *********** ****** for *******. **** **** * ******* of ****** ******* ******** **** ************* software *************. ***, ** ****** * new ********** **** *** ******* ** to *** ********, **** **** ** opportunity ** ******** *** (**** ****-*******) barriers *** ******* *** *****.
******* ***********, **** *** ******* **** the **** ** *** ******, *** the ******* ********** ** **** ******* and ******** *************, ***** ** * shortage ** ************* ******** **** ** providing ******* ***** ************ *********. ** such, ***** ********* ** ***** ** the ****** ** ****.
How **** / *** ****
*** *** ********* *** *** **** improvements **** ** **** *** *** long **** **** ****.
What they cant do is remain noncompetitive on price. I think the issue i have with Mobotix is they do a lot in a camera but the vast amount is not required. So in effect paying for bits you don't need. Yes is cool to have a camera that can cuckoo but do we need it..
The key market is a day / night camera with analytics built in and it has to be good analytics at the right price point and no silly bells and whistles ( maybe they should use licencing keys to unlock features... )
Hi Integrator #1:
I appreciate the comments, but we are very different to other players in the market with many features that they do not have. As a result our pricing can average higher.
However, many MOBOTIX partners have built their businesses around these unique features which in turn has put them in front of a different customer base. We simply are not a "me too" product.
We don't intend to be the one solution for all, but there are many around the world who can attest to MOBOTIX cameras being the only solution that could overcome the challenges that other products could not - and that in turn commands a higher price.
-Joe
Joe, even Axis has reduced pricing on many new 2018 models compared to previous ones. So is Mobotix not doing anything on pricing? Same as 2008? Or?
I don't think reasonable people expect Western brands, whether it is Avigilon, Axis, Bosch, Mobotix, etc. to match the Chinese but it is important to stay within striking distance.
Hi John:
I believe that MOBOTIX is a leader. Therefore we do not have to necessarily fall in line with what the other manufacturers are doing on price. I hope that this is considered refreshing to many as our industry partners (resellers of MOBOTIX products) can retain healthy margins and effectively grow their businesses.
-Joe
I believe that MOBOTIX is a leader. Therefore we do not have to necessarily fall in line with what the other manufacturers are doing on price.
Respectfully, no. If the security industry were a little league team, Mobotix would be the kid off in left field sitting down and eating grass. That is not to say there no potential to become a leader, but Mobotix has not "led" anything other than being the difficult, obstinate kid for several years.
That attitude will not capture the market share Mobotix needs to stay relevant.
I believe that MOBOTIX is a leader. Therefore we do not have to necessarily fall in line with what the other manufacturers are doing on price.
#2 beat me to it... but same. Instead of thumping your chest, I'd think you be better served talking more realistically where your pricing is today and what options you have to be more price competitive.
To be clear, I am not denying that you can pitch / feature your strengths but brushing off pricing concerns is not prudent, not for Axis and certainly not for Mobotix given your position in the market.
I never made much money trying to sell arecont or axis. Actually correct that, I made a bunch selling b stock arecont returns.
I have probably sold a few million dollars worth of Mobotix and it was my bread and butter for a number of years.
Why race to the bottom or play in the same ballpark as the others when you can not make money with them.
Rugged and so secure Mobotix can not recover a lost password without desoldering a chip.
I am stoked they are investing, and only wish it was sooner. They made some channel management mistakes in the past that I hope they dont repeat.
End users love them and without hardly trying I have 30-50k in deals in the pipeline for the new 6 series and control center.
End users love them and without hardly trying I have 30-50k in deals in the pipeline for the new 6 series and control center.
Josh, so why are Mobotix sales so low overall? ~90% less than Axis, ~80% less than Hanwha and Avigilon, etc., etc.
Mobotix is not new. They are doing about the same revenue today they did in 2010. By contrast, Axis has more than doubled in that same time period.
So what's the problem for Mobotix?
John I would point to the lack of effective marketing to both integrators and also end-users. Avigilon is brilliant at marketing, Dallas is covered in Avigilon ads, Axis markets very well in integrator medians, the Chinese products dump money all over marketing avenues, but Mobotix has never been effective at marketing.
The new leadership has decided to let regions handle marketing with their own authority and I believe this is going to help increase market share along with the new hardware offerings and culture shift.
Clint, thanks for your first comment!
For what it's worth, I personally think Mobotix's problems are far more product than marketing related.
Mobotix sells fixed focal, no IR, no smart codec cameras at a significant price premium to Axis fixed focal models. I get that there are limited use cases where Mobotix software provides benefit, but I don't see how for most users that can be justified. And Mobotix's own sales numbers signal the same.
To be clear, most companies can improve at marketing but I don't think marketing is the key to solving Mobotix's issues. Also, to be clear, it's great that Mobotix is actually engaging in such a discussion about this but I think Mobotix will help their partners and customers more by eliminating fundamental product/pricing issues than catchy marketing.
Hello John, and thank you first off. I come from the regular camera world and Mobotix was a different beast in many ways, some things I like and some I don't, from everything else of course.
The fixed lens situation is really not an issue from my perspective as how often are end-users optically zooming in lens' now? If you have a good survey and design to achieve the goals then I doubt they would have a need to do that once the "newness" wears off.
Built in IR's have always been more coal than gold. Yes the turret designs help with bloom, but I've yet to personally see any camera with an IR that evenly brightens across the whole image the way a separate IR will from a quality brand like Raytec, Lluminar, Axxon, etc. I'd rather have a more capable image sensor in low light than cheap Chinese LEDS on the unit that maybe work out to 1/3 their listed range, and only to the center of the image.
There are so many codec variants out now, but I do like the Mobotix codec for a few reasons, and one of them is the bandwidth factor. I do not see an issue with that nor a pricing concern.
Mobotix devices are a PITA to configure, to become confident in, and they can look unlike anything people are familiar with. Mobotix as a company is not perfect, but I can't think of any company in our industry that is by any stretch of imagination. I do love how unbelievably flexible and modular they can be, and the guys who invest some time into learning can really do things differently.
The fixed lens situation is really not an issue from my perspective as how often are end-users optically zooming in lens' now?
See: Varifocal Vs Fixed Lens Statistics 2017. Varifocal is popular among integrators. That does not mean you are wrong but as a practical matter, if Mobotix wants to address the larger market, varifocal is important.
I've yet to personally see any camera with an IR that evenly brightens across the whole image the way a separate IR will from a quality brand like Raytec, Lluminar, Axxon, etc.
Axis, for example, does a pretty good job at even IR, e.g.,Next Gen 5MP / 6MP Camera Shootout (Axis vs Dahua vs Hanwha vs Hikvision). But even with whatever limitations 'Chinese' integrated IR cameras have, the reality is, their cameras with IR cost less than illuminators from Raytec, etc. Again, you can personally choose to only use separate IR illuminators but the market overall has decided that integrated IR is useful and if Mobotix wants to appeal more broadly, they will have to offer integrated IR.
There are so many codec variants out now, but I do like the Mobotix codec for a few reasons, and one of them is the bandwidth factor. I do not see an issue with that
H.265 smart codec cameras are likely going to be in the range of 75% less bandwidth than MxPEG or H.264. If it's not an issue for you, that's fine. But again, the broader market has accepted H.264 and H.265 smart codecs as a core feature. Mobotix can choose not to do this but only at the expense of hurting their appeal to the broader market.
You can't grow your business with an overpriced offering, which limits your client pool. You can find a few clients with deep pockets that you can swindle though.
With all due respect Jon, I have really gotten to know many of our partners over the short time that I've been with MOBOTIX. They don't necessarily have deep pockets, they just really know how to sell our products well and build their business around them.
-Joe
Joe, cut it out. Nobody is doubting that your partners like you.
The question is the other 99.9% of integrators who do not use Mobotix. That is the sales problem Mobotix face. How do you win a significant number of them over?
Hi John:
That is a big challenge, and we are up for it. The feedback back that I'm receiving is not going unnoticed. Price is really important, I hear that loud and clear from these comments. But there seems to be a disconnect between non-MOBOTIX partners that are saying that we are too high and our current partners that don't believe, as a whole that price is an issue. You can see that from Ken Kocher's comments below from Force Security.
On another note, I'm wondering if readers understand that MOBOTIX products are not just cameras, there's so much more and to our partners and that's why can command a higher price.
But honestly, we need to to a better job in educating that 99.9% of integrators (as you put it) as to "what's under the hood" with our products.
Knowledge is power!
-Joe
But there seems to be a disconnect between non-MOBOTIX partners that are saying that we are too high and our current partners that don't believe, as a whole that price is an issue.
Price is only an issue if you want to become more than a niche or specialty product.
To a certain degree, there is room for products of almost any premium price, and some amount of the market that has the needs and budget for those products.
Until just last year Vertu was doing a pretty good business bedazzling Nokia phones and marking them up 10000%, in an era when smartphones were the far-dominant choice.
Sometimes you can carve out a niche just by being expensive and weird. But to think that is scalable can be fatal.
From recent statements and actions, Mobotix wants to increase their market share. If you think you can hold your prices nearly constant, and also increase your market share, you will have succeeded where Axis, Avigilon, Arecont, Hanwha, Bosch, etc. have all failed. Maybe that can happen, but I would not take those odds.
You can see that from Ken Kocher's comments below from Force Security.
Ken is a self-proclaimed top Mobotix partner in the US. From LinkedIn, his company lists 16 employees, though surely some are not on there. The company is probably less than 2 dozen people, which for an integrator is a nice business, but also likely puts them squarely in the sub-$10 million range for total revenue. Back out their hardware mark-up, labor, etc. from that figure and it is doubtful Ken is doing more than a few million dollars with Mobotix annually. If that is one of your largest accounts as a manufacturer, that is cause for concern, not celebration.
No disrespect to Ken, he has built a business better than many of his peers, and is clearly an enthusiastic partner.
They don't necessarily have deep pockets, they just really know how to sell our products well and build their business around them.
Wait? I thought your offerings allowed your dealers to reap much larger profits than the competition? And there were tons of willing end users? Why would they not have deep pockets? Why aren't they prosperous?
I believe I heard this echo from the founder of IndigoVision. That didn’t age well.
I agree to an extent, however Mobotix can't remain a niche product for weather stations, etc and the one man band to install.
They have the technology it just need a slight repackage to appeal to the wider surveillance community.
We simply are not a "me too" product.
I believe that MOBOTIX is a leader.
If you don't have the capabilities so commonly used and expected in cameras these days, such as ONVIF compliance and h264 support, and increasingly smart codec capabilities, then you aren't really a leader, you're just different. The benefits you tout are negated by the lack of commonly used capabilities.
If you did offer ONVIF and h264 support, and more than the average camera manufacturer and more capabilities, then I would consider that being a leader.
Mobotix is painted in a corner if you have all the features but they are not all needed. You have to have a project where almost every camera needs those features to make it cost effective, because Mobotix's limitations means they can't be used in a mix of other brands of cameras or the broader range of VMS systems in use.
If you did offer ONVIF and h264 support
They do offer both of those now (at least on some models).
But your comment still illustrates a challenge for Mobotix, IMO.
They need to do a better job messaging these facts instead of concentrating so much on the features that are less valuable for mainstream usage. Many integrators may be ignoring Mobotix because they are unaware of cases where ONVIF and H.264 have been embraced, thinking the product is still the closed and proprietary solution of the past.
What they cant do is remain noncompetitive on price. I think the issue i have with Mobotix is they do a lot in a camera but the vast amount is not required. So in effect paying for bits you don't need. Yes is cool to have a camera that can cuckoo but do we need it..
Especially when you're using Mobotix camera with 3rd party VMS solutions. You paying a lot of money for a camera with built-in NVR and decentralized storage which you don't need.
Appreciate the add'l comment Integrator #1:
I agree that being too niche is not a great way to grow a business. We have made some huge changes in recent days and will continue to do so. The end result will be to appeal to a wider audience - and I believe that we will get there! Stay tuned.
-Joe
There´s been a press release a few weeks ago:
Konica-Minolta has spend 1.5M investment into Mobotix to push development.
http://www.sicherheit.info/SI/cms.nsf/si.ArticlesByDocID/2109549?Open&SessionID=8967405-185839
(Sorry, but I didn´t find the english version)
Hi Karsten: Here is the English version: Konica Minolta Allocates Initial 1.5 Million EURO to Technology Development by MOBOTIX
Is it too little too late? Back in 2010, Mobotix was a name I heard a lot, went up against in specs, and even used in the niche situations. Today, I haven't ran into them once, the catalog of other manufacturer covers their niche, and more. In the last few years I've stopped even going by their booths at trade shows. Like John mentioned in the article:
- No integrated IR
- No varifocal lenses
- No smart H.264 (though they have introduced MxPEG+)
- No H.265
How can you not have these features in today's market? And how can we expect for Mobotix now to not only add theses features, but avoid the pitfalls the other manufacturers already have gone through when adapting these now base features.
Which brands can do a remote site, with recording, analytics, temp sensing, multiple I/O options for control, time based rules, all for around 4-5 watts with no enclosure or heater needed? They are niche, but they work and a dealer can make money selling them. Isn't that a huge bonus for any dealer? How much money can you realistically make on Hik or Axis? That is the biggest complaint I hear in the industry is that you can not make money on hardware. With MX you can.
I have been a Mobotix Partner for almost 9 years now and even though the price may seem high, customers will gladly pay the premium once they see the features, security, product build quality. They often refuse to consider anything else in comparison. These are for Educational, industrial, and higher end commercial.
Hi Josh:
Thanks for your comment. I hear the same feedback on a regular basis. You could insert a car comparison here... it's hard for many to go back to a Honda once they get used to the quality and performance of a BMW, despite the higher cost.
-Joe
Of course you hear that all the time. You filter your incoming information based on people who are buying your marketing. Its like a politician who loves his base as much as they love him. Just because you reciprocate doesn't mean its based in reality.
Hi Jon:
Tell you what, could I have one of our techs stop by and give you a demo of our products? It would be awesome to get your feedback after that.
-Joe
Sure, as long as the following conditions are met first;
1) ONVIF support
2) H.264 or H.265
3) They don't look remotely like this image
Done! Connect w/me on LinkedIn and I can introduce you to Mark Heintzman out of Dayton. Thanks Jon.
Just wanted to clarify something, is the website incorrect, or is a NA release imminent?
Why does h264 matter if the image storage density is the same or better and you have verified video against tampering?
Because it needs to be compatible with the VMS my clients use. Edge recording is nice if you can guarantee the camera doesn't get stolen, along with the footage.
I’ve always wanted to use Mobotix. But I agree with Michael and UDI1. Maybe Mobotix doesn’t want my business because they would rather focus on a niche market. If that’s the case, I have to respect that. However, if they're going to grow and attract new integrators than they need to bring things to the table like smart codecs and focus on allowing for more 3rd party VMS integrations. I think Mobotix could kill it if they wanted.
Hi John:
We are working on many things right now including enhancing our 3rd party technology partnerships. As an example, MOBOTIX is one of only a select few Genetec Platinum Integration Partners ... we're pretty excited about this!
-Joe
How is requiring a camera to be unmounted, RMAed, shipped to Germany, wait for a repai, and then deal with a huge bill a feature? I understand secure OSes and all, but not being able to default the product How many times do we need to default a camera? It is a money grab and calling it a feature. A truck roll is bad enough, but having to remove the camera.... Come on...
Cisco switches are considered secure and they have a console port and a default button.
Also you don't know that they actually have to remove a chip. They probably have a jtag or serial port that they console into..
I upvoted you three times to offset the disagree vote you were given. :)
My company is one of the largest Mobotix integrators in the US and a huge supporter of Mobotix. Yes, we have had our share of issues over the years; however, the new management team, led by Thomas Lausten, is hyper focused on listening to the market and working with integrators, like us, to not only improve the product but also how they support us in the field. Thomas actually spent an entire day in my office with me and my team and also visited customer sites to get a better understanding of what we do, what we need from Mobotix and more importantly what customers are saying so we all can be more successful. I have worked with a lot of manufacturers in my time and no CEO has ever spent an entire day in my office wanting to learn and most importantly wanting to listen to us about what we do and the challenges we face. He actually listens and we have already seen some of our suggestions from this meeting implemented. I could not be more excited about our future and our relationship with Mobotix and the new management team. Joe Byron has been very candid, super supportive and open with me since the day I first met him in Germany, during his first two weeks on the job. He has kept me informed every step along the way on what steps he and his team are taking in the US to make it easier for us to do business with Mobotix, as the new management takes the required and necessary actions to fix the challenges that we and they faced with the previous leadership.
There are a lot of choices in camera manufacturers in the market. If there was a better overall decentralized camera system we would be selling it. The problem with most security guys is that they are just selling a commodity. We sell solutions and for us Mobotix is the ONLY solution and we sell a lot of it. Also, price is NEVER an issue……..
Kenneth, thanks, that's good feedback. Can you expand briefly about (1) what VMS do you use (theirs, others?) and (2) how you sell against Axis etc.?
John, our customers mainly us the Mobotix MX-Management Center software which for us and them works very well for most if not all implementations. We also have built integration with our Mobotix cameras into a lot of our systems that add additional value including our end user Hosted IDS/Access Control Platform for remote viewing of these cameras with much more limited functionality which is what most people will use unless they need to pull recorded video of an event. As far as how we sell against Axis etc. That’s easy, we spent a lot more time on the front end prequalifying our opportunities and provide a very high level of security consultation and education which means once you educate people about what a Mobotix decentralized cameras system is and what they can do they don’t really care about the others. We also don’t just show up and throw up and try to be the lowest price guy out there like most of our competitors. Look, I get it. Of course we have to be competitive and we are not for everybody. That’s why there are choices out there and companies that sell the cheap stuff will continue to sell the cheap stuff and companies like us will continue to sell higher end stuff.
Also, price is NEVER an issue
So then, how often do you go up against Hik/Dahua/W-Box in a job and win?
I don't lose a whole lot of bids to Hik/Dahia/W-box, because that's not the market I serve. I do lose an awful lot of bids to Hanwha, though.
If an end user isn't already scared of Hik, it's not that hard to do a shootout and show them how much better my image quality is, or show them fifteen different links from fifteen different websites talking about how terrible their security is. So, on the increasingly rare occasions I run into Hik, I don't sweat it.
If I run into Hanwha, though, I'm probably dead unless I have a good, long established relationship with the end user (or my brand does), or if I can think of a reason that the end user needs some of the features that are unique to my brand.
If I run into Mobotix, it's not an automatic sale or a lost cause, but it certainly isn't as hard as some of the other big name brands on the market either. I would say I win against Mobotix more often than not.
We go up against the Hik/Dahua/W-Box guys all the time and we win almost every time. Our industry has become so afraid to sell value and have taken the ADT mindset which has devalued our industry and lowered all of our profits as we all fight over each other try to sell junk in the market. Keep it up guys. its great for my business. Believe it or not people, will pay if you offer great technology, proper installation and amazing support.
I design Mobotix projects daily and they are obviously going against Axis/Avigilon/Hik/etc like just about every project.
If the project is going to go to the lowest bid without regard to the features then Mobotix doesn't win. If the project is going to the best solution then I win a large portion of those if my partners present the system well. There are just so many things that can be done out of the box with Mobotix that can not be done with other systems that there often aren't an "apples to apples" comparrison with what we are doing.
My partners are often putting the cameras on phone systems and integrating other services, using direct I/O features, spreading devices across disconnected buildings or poles back, or putting devices in brutal environments. When you also factor in the costs of servers, licenses, storage, update costs, and energy costs of project lifetime then Mobotix isn't a high priced device.
When you sell by checking spec boxes/numbers and adjusting prices then you are stuck in the same cart as everyone else, but if you provide a solution then you don't have those worries.
Believe it or not people, will pay if you offer great technology, proper installation and amazing support.
Kenneth,
Why you think the above only relates to Mobotix?
Mobotix builds a very robust camera with great image quality. Years ago when I attended Mobotix certification the first thing the trainer did was throw the camera on the floor then pick it up and plug in it and use that camera for the rest the training. Our issue was getting support and the software was horrendous. I know numerous Mobotix dealers that swore by the product but switched to other vendors because of the support and VMS software. Since then we have taken over several projects with Avigilons ACC software because the customers were so frustrated with how slow and clunky the solution was.
We would definitely have uses for Mobotix cameras IF the customer wasn't paying so much extra for a feature that is not used when using 3rd party VMS. Give us the cameras with H.264 and make the NVR/storage a licensed feature to get the camera cost down.
Lol at throwing the camera in class. What does that prove, really? Such a silly thing to do. It’s not the worst thing I’ve seen/heard of but it just shows the desperation level of reps. Like, if that is what you have to do to separate yourself from the market, it’s really sad.
Reps, please if you read this, know your product inside and out. Study your products, their data sheets, their manuals, put your hands on them, do an actual install, be more knowledgeable than your peers. That’s how you get ahead. And if that doesn’t work, lower your prices 😂
Jon not sure if you have had hands-on experience with Mobotix but the cameras are built very well and designed to take a beating. Lets though one of your Hikvision cameras on the ground and see if it still works.
I will relent that Mobotix cameras may take a grow across the room better than a Hikvision camera, but how practical is that, honestly? How well would an Avigilon camera survive the same test? Axis? Hanwha? The likelihood that my client is going to decide to throw their camera is ZERO! We can play this game all day. Bottom line, I can replace that broken Hikvision camera four times for the cost of one Mobotix camera.
I did an install with a new dealer earlier this week. He's trying to get a new company off the ground and is trying to do it with a crew of trunkslammers, because you can't hire a good technician for any money right now. I had them go to our training class but slamming is a habit, so I went on a live job with them to show them how it's done.
They're ignorant but willing. It's going to take a lot of work to whip these guys into shape, but I have high hopes for this dealer- he's one of these guys that knows everybody and gets along with everybody and is going to be big time one day soon.
Could you define what it is to be a slammer? Or give an example of the things these guys did wrong? Or tell us what separates the slammers from the good techs?
The short answer is, these dudes were well meaning but unprofessional technicians who only know how to do sloppy work because nobody ever showed them the proper way to install security equipment. You know, little things like not dressing wires in the intrusion panel, not marking wires, using drywall screws to mount the access control readers and cameras, and eyeballing stuff instead of using bubble levels to ensure everything is straight and even.
Thee brands I carry are all high end and pricey and pretty much only appeals to end users with enhanced security needs and the budgets to match. Therefore, if this dealer ever hopes to get off the ground, he's going to need to get his guys in gear, because end users paying a price premium expect a certain level of install quality. And I care about this dealer getting off the ground because I want him to buy lots and lots of stuff from me for many years to come.
The longer answer to the question of how to define a trunkslammer can be found here.
I have seen this level of install and worse from large, national integrators. Its not a small integrators issue. It is a lack of experience issue. It is a lack of concern issue. These ideas are not isolated to smaller firms.
Agreed, but I can't do anything about it with a big, established firm. But I can improve the quality of a new, smaller integrator- which will help them compete with the big boys.
I, sincerely, applaud your efforts to educate your integrators. It would be refreshing to have a mfg or dist rep teach me something. Usually it’s the reverse, thanks to the IPVM community and it’s vast knowledge base.
Thanks. I'm a long time IPVM reader, and I've repeatedly whined about the lack of professionalism in our industry in the comments and in real life. Now I finally have the opportunity to do something about it, even if it's only on a macro scale.
Jon, the initial idea was for Mobotix to have a camera without moving parts that could handle extreme environments. That is where the fixed lenses, no ir cut filters etc comes in, so to throw the camera at the floor or use it as a football (as I´ve seen) and then prove it works is a selling point.
If you grasp the concept of decentralized solution and FoC VMS there are many benefits to the Mobotix concept but its definetely not mainstream.
Depending on the type of project and deployment you are looking at the TCO could very well be cheaper/more cost effective than mainstream solutions.
Like someone else said, comparing the video industry to little league and Mobotix as the small guy in left field. I would say they are playing a slightly different game on the field next to it.
I've worked with Mobotix for a few years now, loved it from day one, but holding from selling for a while now.
I've always said that if you can get past the initial learning curve (and keep continuous learning) you will be fine because it's super easy to sell because it's is so powerful, but not for the average integrator.
I didn't present it to every client, not everyone is in the market for them. Yes, its expensive compared to others, but it's not trying to be like everyone. If that means their market is smaller. Then so be it.
All clients think the cameras look GREAT. Internal they are discreet, external they are in your face. And client loved that because at a basic level they DONT want the problem in the first place. if an ugly camera that looks kick ass is fitted, that challenges you right away as you walk up, deters more would be intruders...then winner winner.
If there is an AI ruled future, Mx cams will be their choice.
HOWEVER...i dont use them now. Why...I was sick and fed up of problems. Im definitely not a "slammer" and all our Mx installs were done with pride. But the constant learnings of setting up was endless. Ive done most my CCNA and been involved in computer networking for years (but I'm a security installer, not an IT professional). Mx is not a CCTV camera, its a computer.
The level of work required to get them working was relentless. And not of this RTFM malarky, I studied every manual, release notes, all simon's website (their 3rd party ambassador), his books, forums. I even paid an experienced Mx installed (best i could find) to commission an install so I could learn more. So much information is self learn, it never ends. It's NOT in the manuals. And when you called tech support, I was made to feel a moron at times...because it's never Mx fault.
I 100% know that they can be rock solid. But so much is a necessity to set up but no one tells you till you learn. SD card recording is brilliant...but if you didnt set it up to email you on SD Failure...you're buggered. On any VMS it would be a tick box (once SMTP is set up) "What do you want to be notified off" Tick, tick tick.
I just had too many client issues after a while I had enough and decided on 2 years out.
I love the kit, built SO well, almost indestructible. The VMS (MxMc) is getting better and better. Its not there yet, but its close. I'm happy they want more of the market, but I think there's a * to that, because theyre market is a niche end. It needs to be sold a certain way, if the integrator doesnt get all it can do then they'll never sell it how it needs to be.
Konica buying them is great. I heard they want them to make the whole ecosystem more stable. Because MxMc is a bit clunky still. I think you will see a huge positive change in them. They represent something many others manufacturers cannot meet, and they dare to be different (albeit to their own demise maybe over the past 5 years which reflects in their revenue), but everything goes in cycles. They will learn, evolve and grow and always be a differentiator in this ever "same same but (not) different" market we're all operating in.
Mobotix now says they are focusing a lot more on opening up, both in terms of integrating with other manufacturers and in terms of incorporating broader market feedback on their products.
Cautionary campfire tale...
