Pay ASIS, Get Meetings With Security Whales

Author: John Honovich, Published on Jul 26, 2013

Manufacturers, like casinos, want whales - huge customers who will spend the big bucks. Getting them, of course, can be difficult. Now ASIS has a new program that makes it easy for manufacturers to get guaranteed introductions and meetings with whales. It is called the Diamond Club Security Buyer's Forum and all manufacturers need is $12,500 each.

ASIS picks the whales, noting that they restrict entrance to those security end users meeting these criteria:

  • Annual security budget of at least $1 million or a Fortune 500 company
  • Purchasing plans scheduled within the next 12-18 months
  • Currently searching for supplier solutions
  • Final decision maker or key member of the buying team

Great For Manufacturers

This is a salesman dream come true. Rather than beg for meetings, or cold call for months, they pay for a sure thing setup. Plus, since all the meetings are in a single location (this year in the Arizona desert during July), they can do them all in 2 days (rather than flying around the country). It is clearly far less expensive and even if they only convert 1 of those 10 whales, given the size of their purchases (often hundreds of thousands), the fee is easy to justify.

What's In It for End Users?

End users get free travel, accommodations and meals. Unlike a 'traditional' trade show, like ISC West, where end users need to pay their own way, 'hosted buying' events are all inclusive (sort of like a free weekend at a time share). In exchange for this, end users guarantee that they will attend all these meeting or be forced to pay back expenses.

ASIS Making Money

In a few days, ASIS can make fifty thousand dollars or more.

ASIS lists 11 companies attending this year's event. That's $137,500 for their sponsorship fees (11 x $12,500) plus another $30,000 or so for 'add on sponsorships' like snack bags, lanyard, luggage tags, etc. Even after factoring in the costs of bringing in a few dozen security end users to a hotel, profits are likely to be significant. Indeed, as this hosted buyer profitability analysis shows, it can be quite a money making opportunity.

Good for Security End Users?

This is not a good deal for these security 'whales.' Any manufacturer would gladly fly out and personally present to a buyer with a million dollar annual budget who is currently looking for suppliers on a near term project. Why they would constraint themselves for meetings with only vendors that are willing to pay to present is bizarre and unnecessary.

Unhealthy for the Industry

ASIS is setting up 'dates' based on what vendors are willing to pay them rather than which offer the best fit for end user's need. It promotes a world where influence is literally bought and sold.

Comments (17): PRO Members only. Login. or Join.

Related Reports

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,...
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 Manufacturers Gaining and Losing 2017 on Nov 03, 2017
3 years ago, IPVM statistics accurately and early identified the rise of Hikvision usage across Western markets (see Top Manufacturers Gaining and...
Avigilon Access Control 2017 Examined on Nov 01, 2017
For more than 4 years, Avigilon has been in the access control business, since their May 2013 acquisition of RedCloud. Since then, Avigilon has...
The Milestone Personal Demo Marketing Campaign on Oct 30, 2017
Waste of money or emarketing innovation? In a program being heavily promoted on their social media channels Milestone is offering to...
Assa Abloy Acquires August on Oct 25, 2017
The mega access control manufacturer, Assa Abbloy, has acquired one of the most well funded access control startups, smart lock...
Anixter End User Sales Troubles on Oct 23, 2017
End user sales have and continue to be a major problem for Anixter's physical security business. Every year, according to various Anixter people,...
Axis Q3 2017 Financial Results on Oct 23, 2017
A big issue for Axis this past quarter was their product shortage. Despite that, new Q3 numbers for Axis show solid financial results. In this...
Verkada, Silicon Valley VSaaS Startup, Targets Enterprise on Oct 19, 2017
Verkada says they are building an enterprise-class VSaaS offering, calling it "The new platform for video security". This is a departure from the...
Buy From B&H, Ship Direct From ADI on Oct 16, 2017
B&H, one of the largest online sellers of video surveillance equipment to end users, regularly purchases their video surveillance equipment...

Most Recent Industry Reports

Camera Multi-Streaming Usage on Nov 22, 2017
IP cameras typically support multiple streams, allowing a single camera to transmit multiple streams at different resolutions, frame rates and even...
Law Breaking Longse Enters USA on Nov 22, 2017
Longse has established itself as world class, at least in spamming the industry, ripping off Milestone and Video Insight as well as Hikvision. But...
Amazon Key In-Home Package Delivery Examined on Nov 21, 2017
Interesting idea or invitation for criminals to rob you? Amazon's recent announcement of Key, a service that will help manage visitors, welcoming...
Top Maglock Provider Warns Against Using Maglocks on Nov 21, 2017
Do not buy my company's product. It sounds strange indeed, but a senior Allegion consultant stated that maglocks should not be used in common...
CBR vs VBR vs MBR - Surveillance Streaming on Nov 21, 2017
How you stream video has a major impact on quality and bandwidth. And it is not simply CODEC choice (e.g., H.264 vs H.265). Regardless of the...
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...
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...

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