Panasonic System President is Out

By: John Honovich, Published on Aug 19, 2015

The architect of $1+ Billion Panasonic North America 'solution' oriented business is out.

In this note, we share feedback from Panasonic, examine his controversial plan and what this means for the security division.

*** ********* ** $*+ Billion ********* ***** ******* 'solution' ******** ******** ** out.

** **** ****, ** share ******** **** *********, examine *** ************* **** and **** **** ***** for *** ******** ********.

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

"Pursue ***** *************"

********* ********* *** ********* of ***** *******, * **-**** ********* veteran, ******:

"***** ******* *** **** Panasonic ****** ************** ******* of ***** ******* ** pursue ***** *************.  ********* wishes ***** **** ** his ****** *********. *** the *********** ******, ****** M. ******, ******** *** CEO ** ********* *********** of ***** *******, **** serve ************ ** ********* of ********* ****** ************** Company ** ***** *******"

*** *************, **** ******* close ** *** *******, was **** ** *** directed ** ****** ***** opportunities ***** ******* ***** weakness ****** *** ********.

The ******* ****

**** ** *** *** familiar **** *********'* *****-******* approach, *** ****** ** security *** ****** ********** they **** (*.*. *** *** *** **** Panasonic ********, ********** *** Medical ********).

* ****** **** ************** ******* *** *** approach:

"** ****** ******** ******* of *********’* ********-**-******** ****** into * ***, ****** subsidiary ****** ********* ********* Company.... *****-******* ********** **** ********** to *** ***** *** marketing *****.  ***** **** broken ****.... ******* ********* *** ***** and ********* ******** ****** vertical *******, ******* ********** departments ** * *********** role."

** *** ****** ***** to ********* ********* ** us:

"** ******** ** **** Sales ******** (****) **** would ** '***-**** ******' and ***** ***** ****** to *** *******. ** wanted ** '*** *** end ****' *** ** 'deep *** ****' **** all ** ***** ********."

Problems **** *******'* ****

**** ******* ****** **** are ********** ***** ** surveillance *** ********** (*.*., see *****'* ********) *** Panasonic *** ****** ** cross **** ****** **** were ***** *********. ** is **** ** ****** or **** *** **** customer ****** ** ******* when ********* ** ******* such * ******* ***** of ********.

Potential ******

** **** ****** ***** to **** *** ******** / ************ ******** ** operate **** ************* *** focused ** *** ******** needs ** ***** ********* and *******, ** *** potential ******.

****** *** ************ ****** is ***** **** ******* challenges (******* ***********, ***.), Panasonic *** **** * good **** ******** ********* ***** *******'* ***(*** **** *******) *** *** ******* back ** *** ****** side **** ****** *********** *******. **** ** **** to ******* ***** ******** ***** and ********* ***** *** this ***** ** *** move **** ******* **.

Comments (11)

Undisclosed Manufacturer #1

08/20/15 01:57pm

This has been a long time coming. Japan HQ assigned Rance a Japanese handler or sorts six months ago or so - no one knew what he did, but he was always around, and treated with obvious deference. There is no doubt that he was asked to resign.

Rance's conflict goes much deeper than just numbers, it's also ideology. Panasonic does not want to be a solution company, they want to be a product company. I fought that fight every day. There is an old guard who has been at Panasonic for 15+ years. These guys bought nice boats and sent their kids to college by pushing Toughbooks, and they don't want to change. 80% of police cars have a Toughbook in them, and the in car camera system is just as strong. Rance tried to change that culture, and it needs to change. Panasonic has a huge amount of momentum, and can run for a long time on the skinny Toughbook margins, but entropy catches everyone eventually.

Panasonic culture will not allow them to disrespect the opinions of senior folks who are anti-solution sales. They are, quite literally, waiting for these people to die so that they can change. We'll see if they last that long.

John Honovich

IPVM | In reply to Undisclosed Manufacturer #1 | 08/20/15 02:02pm

1, excellent feedback. So do you think it would be better for Panasonic to be a 'solutions' company?

Undisclosed Manufacturer #1

In reply to John Honovich | 08/20/15 02:39pm

They need to be a solutions company, there is no margin in hardware. Panasonic makes pretty much everything. If they could figure out how to do it, they could bring down some really interesting projects. Look at an Emergency Operations Center. Panasonic makes the computers, monitors, video wall, projectors, phones, HVAC, lighting, generators, kitchens, battery backups, and probably other stuff I'm forgetting. They also have relationships with installers/integrators who could do all the work with Panasonic as a prime. It's great money if they could pull it off.

John Honovich

IPVM | In reply to Undisclosed Manufacturer #1 | 08/20/15 06:00pm

Can you really pull that off? "I am going to sell you some Panasonic IP cameras, a Panasonic refrigerator, a Panasonic battery backup and a Panasonic scanner?"

I see the sales potential of selling end to end within a given area (like end to end video surveillance or end-to-end kitchen equipment) but selling across different areas of businesses seems a lot harder, yes/no?

Undisclosed Manufacturer #1

In reply to John Honovich | 08/20/15 06:15pm

If you are high enough up the deal, you can do it. It's really a total company transformation - you're becoming a Halibuton of sorts. You aren't working with the security director, you're working with the Architect.

John Honovich

IPVM | In reply to Undisclosed Manufacturer #1 | 08/20/15 06:18pm

Sure, but how often can you get that high up, that you get a corporation to mass purchase all your products? And what happens the rest of the time for companies who are not bulk buying kitchen, car and surveillance equipment from the same manufacturer?

Avatar

Luis Carmona

IPVMU Certified | In reply to Undisclosed Manufacturer #1 | 08/20/15 06:06pm

Everytime a rep with a company that does a lot of different things says he'll get this person or that person who deals with that other product division to contact me, it rarely ever happened. It's like they're averse to leads from inside their own company for some reason. (Maybe there's a profit sharing rule common in that scenario, so sales people in different divisions spend more time on outside leads so they don't have to share commission with fellow corporate sales people...?)

John Honovich

IPVM | 09/25/16 07:29pm

Update: In the past year, Panasonic has built their own traditional security focused sales force to complement their manufacturer rep firms.

Undisclosed Manufacturer #2

09/27/16 01:06pm

Still missing Rep Firms in certain key areas. The Southeast (6 states) specifically has been without for almost 2 years. Hear there is another shakeup in management happening now.

John Honovich

IPVM | 01/30/19 01:28am

This Pansonic ex-President is back in the industry (well, sort of). Rance Poehler is now VP of Global Sales at Pivot3.

Undisclosed #3

In reply to John Honovich | 01/30/19 02:30am

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

Axis HD Analog Encoder Tested on Oct 11, 2019
Two years after declaring "Everything is IP", Axis has released their first HD analog encoder, the P7304, with support for AHD, CVI, TVI, and SD...
Network Optix NxWitness 4.0 Tested on Oct 10, 2019
Network Optix released Nx Witness 4.0, proclaiming new features like a deep learning analytics metadata SDK, increased H.265 support, and UX...
Crisis At China's Largest VMS Provider, Netposa, Now State-Controlled on Oct 07, 2019
NetPosa, which bills itself as the PRC's largest VMS provider, is in a crisis. The firm is pursuing huge unpaid bills from clients, and its...
Knightscope Sells Just 1 Net New Robot In 6 Months on Oct 04, 2019
For the first half of 2019, US government records show that Knightscope has sold just 1 net new robots ('machines-in-network'), inching up from 52...
Hikvision ColorVu is Smart Marketing on Oct 03, 2019
Hikvision ColorVu (see IPVM test results) is smart marketing, a lesson to be learned by competitors and a rising trend. Inside this note, we...
Vivotek 4K S-Series Camera Tested on Sep 30, 2019
Vivotek's highest-end S-series camera claims "Supreme Night Visibility", "Smart IR II", "Smart Stream II", "WDR Pro for unparalleled visibility in...
Critiquing Carnegie's AI Surveillance Paper on Sep 25, 2019
The Carnegie Endowment has issued an ambitious paper on the Global Expansion of AI Surveillance. While its aim is applaudable, the paper has...
RealNetworks SAFR Facial Recognition Profile on Sep 25, 2019
RealNetworks entered the surveillance market by giving away their analytics to schools for free, and is now targeting large commercial users with...
Hikvision Acusense Analytics Tested on Sep 23, 2019
Hikvision touts "The Magic Behind It All" in their new Acusense line are 'deep learning algorithms' inside these cameras and recorders. But how...
Axis Perimeter Defender Improves, Yet Worse Than Dahua and Wyze on Sep 19, 2019
While Axis Perimeter Defender analytics improved from our 2018 testing, the market has improved much faster, with much less expensive offerings...

Most Recent Industry Reports

Axis HD Analog Encoder Tested on Oct 11, 2019
Two years after declaring "Everything is IP", Axis has released their first HD analog encoder, the P7304, with support for AHD, CVI, TVI, and SD...
Dahua Celebrates PRC 70th Wearing Communist Party Hammer and Sickle on Oct 11, 2019
Dahua celebrated the PRC's 70th anniversary with a video of various Dahua employees wearing China Communist Party hammer and sickle pins as shown...
Last Chance - Register Now - October 2019 IP Networking Course on Oct 10, 2019
Last Chance - Register Now - Fall 2019 IP Networking Course. The course starts next week. This is the only networking course designed...
Network Optix NxWitness 4.0 Tested on Oct 10, 2019
Network Optix released Nx Witness 4.0, proclaiming new features like a deep learning analytics metadata SDK, increased H.265 support, and UX...
HID Fingerprint Reader Tested on Oct 09, 2019
HID has released their first access reader to use Lumidigm optical sensors, that touts it 'works with anyone, anytime, anywhere'. We bought and...
ONVIF Suspends Dahua and Hikvision on Oct 09, 2019
Dahua and Hikvision have been 'suspended', and effectively expelled, from ONVIF, immediately following US sanctions being placed on the 2 mega...
Hikvision And Dahua Sanctioned For Human Rights Abuses on Oct 07, 2019
In a groundbreaking move that will have drastic consequences across the video surveillance market, Dahua and Hikvision have been sanctioned by the...
Avigilon H5A Analytic Cameras Tested on Oct 07, 2019
Avigilon has released its H5A analytic cameras, claiming to "detect more objects with greater accuracy even in crowded scenes." We tested the...
Crisis At China's Largest VMS Provider, Netposa, Now State-Controlled on Oct 07, 2019
NetPosa, which bills itself as the PRC's largest VMS provider, is in a crisis. The firm is pursuing huge unpaid bills from clients, and its...
Knightscope Sells Just 1 Net New Robot In 6 Months on Oct 04, 2019
For the first half of 2019, US government records show that Knightscope has sold just 1 net new robots ('machines-in-network'), inching up from 52...

What IPVM Is

The world's leading authority on video surveillance, with 200,000+ visits monthly.

  • Articles on cameras, video analytics, VMS, and trends
  • Tests showing actual performance and problems
  • Courses in surveillance, access control, etc
  • Camera Calculator for designing systems

Dedicated To Independence

We're dedicated to staying independent and objective. We're the only industry source to refuse any and all advertisements, sponsorship, and consulting from manufacturers. Why?