Pelco Sales and Marketing Execs Both Out

By: 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.

**** *****'* ** ** Sales *** ** ** Marketing *** *** ** Pelco.

** **** ****, ** examine **** ***** ** doing, ***** ** * conversation **** *****'* ***.

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

Out - ***** *** *********

[**** ** ****** *********]*****'* VP ** ***** ******** Sales, ********* ***** [**** no ****** *********], ** out. ***** *** ** Pelco ~* *****, *** last *+ ** **.

****, *****'* ** ** Marketing, *** *** [**** no ****** *********], **** in ***** *** *** gone ** ****** ******* manufacturer ********** **********.

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

[**** ** ****** *********]********* the ***** **** ** Adam ******** [**** ** longer *********], *** *********** from ******* ********* ********, who ***** **** ** helped **** ******.

* *********** *** *** marketing ** *** *** yet **** **** *** the ****** ** ** progress.

[******: *****'* *** ** of ********* ** ***** Feliciano [**** ** ****** available], *** ********** *** CEO ** * ************* ******* and ****** **** * director ** *******]

3 ******** ******* ***

** **** **** * year, Pelco *** **** * key industry ******** **** *** executive *****, ** ***** and *** **** ***** Farges [**** ** ****** available] *** *** ******** by diesel ********* ****** ******* [link ** ****** *********] to ****** *** **** last ****.

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

** * ************ **** IPVM, *****'* *** ********** that ** ******** ***** has ****** ******** ********** with ***** ******** ********** team. ** **** ****** he ***** ** ********** that ******** ********** **** some ********* (***** * ratio ** **% ******* / **% *******) ** either **** ***** **** or ** **** ********* **** ** ******** that **** ***** **********.

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

*** ***** ** ****** from *****'* *** ** the **** *** **************, not **** ** ****** sales ******* *** **** in *** ******* ***********, which ** ********** ** multiple ********* ***** ****** over.

***********

** ** *** **** enough ********** ***** ***** to **** ******* ***** sales *** ********* ******* are * **** ** bad ****. ** ** know **** ***** *** Loy **** ****** *********. We **** **** **** Pelco *** ********* *** years ** **** ****** around, *** * *** of **** ** ******* on *** ******* ****, which ***** **** **** sales ** *******.

*****, ******, *** *** means * *** **** of ***** *** ** suspect **** ** *** factor (***** *** **, new *****).

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

***, *****'* *** * execs **** ** ******** background, *** **** **** a **** ** ******** experience ********.

*** ******* ***** ****** is *** ****. ** we ******** ** *** related ****,***** *** ******** * decade ** ********* **** *** *** starting *** **** * ****** strong ********.

***** ***** *** ********** certainly ****, *** **** the ******, ****** *** partners *** ** *******, it ** **** ** make ***** ********* *** a **** ****. **** of ****** ***** **** get ** ***** * *** months **** ** ******* * year ** *** ***** that **** ************* *** oversimplified *** ********.

**********, ******, *** ***** and ********* ** ***, Pelco *** ** ******* on ***** ******* ***************. It ** **** ** sell ****** ****.

*** **** **** ** that ***** ** ********* making ******* ** **** end (*** *********** *****-****** ********** ***** **** *** release ** *****) *** they **** * *** more (********* *** ***** maturation ** ***** ********** VMS *** **** ****** mainstream *******) ** ****** start ******* **** *********** numbers ** *** *********** and *** *********.

Comments (13)

Richard Ramsowr

05/16/16 09:02pm

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

Undisclosed #1

05/17/16 01:00am

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...

Undisclosed #2

05/17/16 08:09am

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.

Mark Jones

05/17/16 11:41am

They wanted to compete with ADT. They are.

John Honovich

IPVM | In reply to Mark Jones | 05/17/16 11:44am

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

Mark Jones

In reply to John Honovich | 05/17/16 12:12pm

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.

John Honovich

IPVM | In reply to Mark Jones | 05/17/16 12:26pm

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.

Undisclosed Manufacturer #3

In reply to John Honovich | 05/17/16 02:30pm

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.

Undisclosed #4

05/17/16 09:53pm

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?

Undisclosed #2

In reply to Undisclosed #4 | 05/17/16 10:28pm

see a pattern?

Let's see we have

New CEO, from the Exhaust Aftertreatment business
Three respected, senior executives displaced
No intention to sell the company
Plans to supplement team from the outside (probably fmr coworkers)
Avigilonic scale departure of industry knowledgable executives, across all departments
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.

John Martinez

06/03/16 05:05am

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.

Undisclosed Integrator #5

07/10/16 05:24pm

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.

John Honovich

IPVM | 11/01/16 03:28pm

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.

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