Pelco Sales and Marketing Execs Both Out

Author: John Honovich, Published on May 16, 2016

Both Pelco's VP of Sales and VP of Marketing are out of Pelco.

In this note, we examine what Pelco is doing, based on a conversation with Pelco's CEO.

**** *****'* ** ** ***** *** ** ** ********* *** out ** *****.

** **** ****, ** ******* **** ***** ** *****, ***** on * ************ **** *****'* ***.

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

Out - ***** *** ********* 

*****'* ** ** ***** ******** *****,********* *****, ** ***. ***** *** ** ***** ~* *****, *** last *+ ** **.

****, *****'* ** ** *********,*** ***, **** ** ***** *** *** **** ** ****** ******* manufacturer ********** **********.

In - ********* ****

********* *** ***** **** ****** ********, *** *********** **** ******* ********* ********, *** ***** **** he ****** **** ******.

* *********** *** *** ********* ** *** *** *** **** made *** *** ****** ** ** ********.

[******: *****'* *** ** ** ********* ******* *********, *** ********** *** *** ** * ************* ******* *** ****** that * ******** ** *******]

3 ******** ******* ***

** **** **** * ****, ***** *** **** * *** ******** ******** from *** ********* *****, ** ***** *** *** ********* ********* *** ******** ** ****** *************** ********* ****** *** **** **** ****.

Pelco *** ***** ******* ***********

** * ************ **** ****, *****'* *** ********** **** ** believes ***** *** ****** ******** ********** **** ***** ******** ********** team. ** **** ****** ** ***** ** ********** **** ******** experience **** **** ********* (***** * ***** ** **% ******* / **% *******) ** ****** **** ***** **** ** ** find ********* **** ** ******** **** **** ***** **********.

***** -**************

*** ***** ** ****** **** *****'* *** ** *** **** for **************, *** **** ** ****** ***** ******* *** **** in *** ******* ***********, ***** ** ********** ** ******** ********* since ****** ****.

***********

** ** *** **** ****** ********** ***** ***** ** **** whether ***** ***** *** ********* ******* *** * **** ** bad ****. ** ** **** **** ***** *** *** **** widely *********. ** **** **** **** ***** *** ********* *** years ** **** ****** ******, *** * *** ** **** is ******* ** *** ******* ****, ***** ***** **** **** sales ** *******.

*****, ******, *** *** ***** * *** **** ** ***** and ** ******* **** ** *** ****** (***** *** **, new *****).

***** / ********** ************

***, *****'* *** * ***** **** ** ******** **********, *** less **** * **** ** ******** ********** ********.

*** ******* ***** ****** ** *** ****. ** ** ******** in *** ******* ****,***** *** ******** * ****** ** ********* **** *** *** ******** *** **** * ****** ****** ********.

***** ***** *** ********** ********* ****, *** **** *** ******, people *** ******** *** ** *******, ** ** **** ** make ***** ********* *** * **** ****. **** ** ****** think **** *** ** ***** * *** ****** **** ** ******* * year ** *** ***** **** **** ************* *** ************** *** dynamics.

**********, ******, *** ***** *** ********* ** ***, ***** *** to ******* ** ***** ******* ***************. ** ** **** ** sell ****** ****.

*** **** **** ** **** ***** ** ********* ****** ******* to **** *** (*** *********** *****-****** ********** ***** **** *** ******* ** *****) *** **** **** a *** **** (********* *** ***** ********** ** ***** ********** VMS *** **** ****** ********** *******) ** ****** ***** ******* back *********** ******* ** *** *********** *** *** *********.

Comments (13)

Afternoon John

The biggest wrong that Schneider did to Pelco was to drop Pelco's independent rep program, they had some of the best reps in the country and all were knowledgeable video surveillance people. It took Pelco years to build that program up and only a few hours to kill it...

Rick

Houston / San Francisco

And now they are going down the path that was so successful (not) for GE by hiring and or moving people from outside the industry into key positions to take a WAG at how to be more successful within a difficult industry at best...

He says though he wants to complement that industry experience with some outsiders (noted a ratio of 70% insider / 30% outside).

yet

Pelco's top 2 execs have no industry background, and less than a year of industry experience combined.

IMHO, it's a bit odd to say "we're looking to hire outsiders", odder still when your light on experience to begin with.

I'm not saying that it's odd to hire outsiders, of course this happens all the time, it's just odd to say you are. Because it doesn't make anyone happy to hear, not employees, not partners, not customers.

They wanted to compete with ADT. They are.

Mark, can you elaborate? You are saying Pelco is competing with ADT?

They are certainly trying to compete with ADT in the commercial markets. My remarks are more observation and experience.

Tyco/ADT has bought up competitors for years, for the most part in an effort to snag the market share, only to abandon the product itself after it's useful life. (Does anyone even remember Integral Technologies?) They put very little effort or resources into development. Schneider has knowingly or not, done almost exactly the same thing. They bought what was a very good company to give themselves a competitive advantage (hoping that the Schneider brand would assume the Pelco market share) and to open up new markets they already had peripheral access to.

That was folly. Savvy, experienced integrators did not trust their intentions from the start. Why would any independent integrator lead with Pelco only to have the local Schneider firm, a competitor, automatically gain equal footing they did not earn? Register a sale with Schneider? I don't think so. Additionally, as we have all learned from watching Tyco, YES, of course Schneider disseminated contacts and leads generated by independents within the Schneider organization. Did you honest think they would not??

There are many other reasons the Pelco brand has suffered and they are pretty well documented, but the chief difference between the two is that Tyco has billions of dollars and years of experience at this, and that affords a lot of camouflage.

Tyco/ADT

Tyco and ADT are completely separate companies and have been for a few years.

They are certainly trying to compete with ADT in the commercial markets

ADT only just starting going after the commercial market. Do you mean TycoIS, which is separate from ADT?

In any event, what you really seem to mean is using Schneider the integrator:

Why would any independent integrator lead with Pelco only to have the local Schneider firm, a competitor, automatically gain equal footing they did not earn?

Of all the many complaints I have heard about Pelco, this was far down the list, if even there.

There was a little concern about SCHNEIDER having their own installation arm. I saw it in Vegas. But then, it's not limiting BOSCH with Climatec so I don't think that was the most of it.

JCI felt it was important and quickly sought an alternative. I wonder how they feel about BOSCH now? They were a HUGE PELCO reseller.

Tyco doesn't need to enhance Integral since Exacq is essentially Integral 2.0.

PELCO was a marketing and support super star with almost no bad out of box.

Shortly after the acquisition the CM series cameras experienced 10 to 30% DOA depending on who you spoke to. Strike 1.

Shut down most of the marketing. Remember the company plane and the "hey pick something from the logo store at the end of the tour" Strike 2.

Cut customer service. Strike 3.

Endura. Perfect name, it endured longer than the strong loyalty of the dealers.

Oh, those strikes aren't in any particular order as they changed by dealer.

While these are three notable individuals, you've failed to include a few others who've left in the past 9-18 months as well.

VP of Procurement

VP of China Sales

VP of Latin America Sales

VP of European Sales

VP of Engineering for cameras

Director for Service & Repair

Director for Quality

Director for Training

see a pattern?

see a pattern?

Let's see we have

  1. New CEO, from the Exhaust Aftertreatment business
  2. Three respected, senior executives displaced
  3. No intention to sell the company
  4. Plans to supplement team from the outside (probably fmr coworkers)
  5. Avigilonic scale departure of industry knowledgable executives, across all departments
  6. Repeated emphasis on innovation and new product development, and to "find different ways of thinking"

The conclusion is inescapable, Pelco is working on the world's first diesel powered camera.

It funny to see the inbred responses on the forum.

Where did Pelco business come from? Truly

Who has the decision making capacity and budgets.

This industry is rapidly consolidating and changing. Why

Who controls the end user. That is the power. Not dealers, or integrators etc.

The history of outsiders running manufacturing companies in this industry is VERY poor! Good luck they are going to need lots of it. The security industry is like no other.

Update: Pelco's new VP of Marketing is Diane Feliciano, who previously was CEO of a biotechnology startup and before that a director at Siemens.

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

Hikvision USA Starts Layoffs on Sep 18, 2018
Hikvision USA has started layoffs, just weeks after the US government ban was passed into law. Inside this note, we examine: The important...
Favorite Intercom Manufacturers 2018 on Sep 14, 2018
Intercoms are certainly increasing in popularity, driven by the integration of video and IP networking. But who is the favorite? On the one side,...
VMS Export Shootout - Avigilon, Dahua, Exacq, Genetec, Hikvision, Milestone on Sep 13, 2018
When crimes, accidents or problems occur, exporting video from one's video surveillance system is critical to proving incidents. But who does it...
Ambarella on Computer Vision and US Hikua Ban on Sep 10, 2018
Ambarella, a widely-used video surveillance component supplier, is betting on the rise of computer vision and is already seeing a sales impact from...
Dell Launches IoT for Surveillance on Sep 05, 2018
Historically, Dell has been a PC and server provider (e.g., "Dude, you're getting a Dell") and widely used for surveillance storage. However, in...
Hikvision FIPS 140-2 Cybersecurity Certification Examined on Aug 27, 2018
A week after the US government passed a law banning Hikvision, Hikvision announced it had obtained a FIPS 140-2 certification from the US...
Ligowave Wireless Profile - Ubiquiti Competitor on Aug 27, 2018
Ubiquiti has become the most common choice for wireless in video surveillance (see Favorite Wireless Manufacturers) but not without controversy and...
ISS VMS / Video Analytics Company Profile on Aug 16, 2018
Who is ISS? In the past few months, they had one of the craziest ISC West promo items in years. Then, they hired industry veteran and ex-Dahua...
Dahua NA Consolidates Rep Firms Led By Ex-FLIR Team on Aug 01, 2018
When Dahua acquired Lorex / FLIR SMB, Dahua NA had 11 manufacturer rep firms and FLIR had another 6. Now, Dahua NA, led by the ex-FLIR team, has...
Wave Retorts: SDS 'Desperate' And 'Defeated' on Aug 01, 2018
Distributor SDS has sued Nortek and distributor Wave Electronics alleging bribery, conspiracy, antitrust violations and violations of state laws...

Most Recent Industry Reports

Alexa Guard Expands Amazon's Security Offerings, Boosts ADT's Stock on Sep 21, 2018
Amazon is expanding their security offerings yet again, this time with Alexa Guard that delivers security audio analytics and a virtual "Fake...
UTC, Owner of Lenel, Acquires S2 on Sep 20, 2018
UTC now owns two of the biggest access control providers, one of integrator's most hated access control platforms, Lenel, and one of their...
BluePoint Aims To Bring Life-Safety Mind-Set To Police Pull Stations on Sep 20, 2018
Fire alarm pull stations are commonplace but police ones are not. A self-funded startup, BluePoint Alert Solutions is aiming to make police pull...
SIA Plays Dumb On OEMs And Hikua Ban on Sep 20, 2018
OEMs widely pretend to be 'manufacturers', deceiving their customers and putting them at risk for cybersecurity attacks and, soon, violation of US...
Axis Vs. Hikvision IR PTZ Shootout on Sep 20, 2018
Hikvision has their high-end dual-sensor DarkfighterX. Axis has their high-end concealed IR Q6125-LE. Which is better? We bought both and tested...
Avigilon Announces AI-Powered H5 Camera Development on Sep 19, 2018
Avigilon will be showcasing "next-generation AI" at next week's ASIS GSX. In an atypical move, the company is not actually releasing these...
Favorite Request-to-Exit (RTE) Manufacturers 2018 on Sep 19, 2018
Request To Exit devices like motion sensors and lock releasing push-buttons are a part of almost every access install, but who makes the equipment...
25% China Tariffs Finalized For 2019, 10% Start Now, Includes Select Video Surveillance on Sep 18, 2018
A surprise move: In July, when the most recent tariff round was first announced, the tariffs were only scheduled for 10%. However, now, the US...
Central Stations Face Off Against NFPA On Fire Monitoring on Sep 18, 2018
Central stations are facing off against the NFPA over what they call anti-competitive language in NFPA 72, the standard that covers fire alarms....
Hikvision USA Starts Layoffs on Sep 18, 2018
Hikvision USA has started layoffs, just weeks after the US government ban was passed into law. Inside this note, we examine: The important...

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