Importance of Sales To Integrators - Statistics

Author: Brian Karas, Published on Jun 23, 2017

One of the top trends in the industry over the past few years has been the rise of across-the-board sales (e.g.: Hikvision Sales, Dahua Sale, Multi-Manufacturer Sales ) as part of the race to the bottom. Once something rare, now such sales are happening multiple times per month.

How much do integrators actually value those sales?

In this report we analyze responses from 150+ integrators, showing trends, outlining aspects of these sales they like, and what they would prefer manufacturers offer instead of sales.

*** ** *** *** ****** ** *** ******** **** *** past *** ***** *** **** *** **** ** ******-***-***** ***** (e.g.:********* *****,***** ****,*****-************ *****) ** **** ** *** **** ** *** ******. **** something ****, *** **** ***** *** ********* ******** ***** *** month.

*** **** ** *********** ******** ***** ***** *****?

** **** ****** ** ******* ********* **** ***+ ***********, ******* trends, ********* ******* ** ***** ***** **** ****, *** **** they ***** ****** ************* ***** ******* ** *****.

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

Overall *** *********

**** *********** ****** ***** ***** ** *********** ** ***** ********:

*** **** ****** ******* ***** ***** ****:

  • ******* ***** ******* ** *********, **** ** ** '****' *** undesirable
  • ****** ** * ***** ** **** ** ***** *** ********
  • *** ****** ***** *********** ***** ***** *** **** *********

*** **** ****** *** *** ***** **** *** ******** ********** them *** (*) *** ******* ** ***** ** *** (*) the ******** ** **** ******* ***** ***.

*** **** *********** ********* **** *********** *** ******* ************ *** more ********** ********* *** ****.

Selection **** / ******* *********** ******** ****** **** ********

*** *********** ******** **** **** ********* ** ************* **** **+ employees, ********** ***+ *********. ** ******* ***** ************* *** ********* a **** *** *** ***** *****. **** *** ************** **** distributors *** ************ *********, ***** ***** ********** ******** * ******** response ********** **** ******* ***** *********** / ***********. *** ***** people, ******* ***** *** ** **** **********, *** ******* **** work ** ******* ***** ***** ********, ***** ***** *** **** likely ** ******** **** ***** ********. ** ************* *** ******* to ******* **** ******* ***********, ******* ***** *** ** * good ********.

Large ********* ***********

**** *********** ****** **** ***** **** ** ****** ** ***** buying *********, ** **** ** *** ***** ***** ******* ** inventory, *** ******** ********* **** **** **** *** ***** ** start * ***.

  • "*** ********* ** *** ****. ** **** *** ******** **** we ******* ** *****. ***** ** ** *****."
  • "***. * *** **** * ****, **** * **** **."
  • "*** ********* ** ***. ** ** *** ***** **** ******* and ******** *** ********* *-** **** ***** ** ******* ****. A *** ******* *** * ****** ** *** ****** ** get ** ** *** **
  • *********."
  • "*** ****. ** ***’* **** * ***** ********* ** *******, basically **** ******** **** ** ****, **** ** **** **. If ** ********* **** * ****, *****. ** ***, ***** next ****."
  • "***, ***** ** ***'* ***** *********, *** ***** *** ******** contracts."
  • "*** ** ********* ** * ** *** **** * **** volume ** *****. * *** **** * **** *** **** that **** **** ********."
  • "**** *****. ** ******* **** *** *** *** *****. ****** do ***** ***** ******** **** *** ******* *****. ****, ** have * *********** ********** *** '****** *****' ** ***** **************."
  • "** ** ****** ** **** * ******** ** ***** *** the **** ** *********. *****. ********* ** ***** ******* ** us. ** *** *** ***** ** *** ******** ** *** on *** *****. ** *** *** * ***********."
  • "* ********** *** **. ** ***'* ***** ** **** ***** our *******. ****** ** **** ***/* ** ***'* ***** ***** inventory **** ** *** ** *** ******* ******* ** *** cheap."

Integrators *** ***** **

* **** ***** ****** ** ********* **** **** *********** *** like ** **** ********* ** ****, *** *** ***** ***** to ********* *****.

  • "**** *********. ***** *** ****** ****. *** ** **** ***** HIK ******* *****. *'* **** **** *** ******** ******** *** when **** *** * ******* ****."
  • "**** ********* - ** **** ******** ** ***** ** ** stock ** **** ***** ******. ***** ******** *** *** ***."
  • "**** *********, **** ******** ** ********* **** ** ***** ** on *** ****** **** ****** ****."

Waste ** ****, *****, ********

**** ******** **** **** *********** ******** ******* ***** **** **********, and *** ** *** ******* **** *** **** ** ******** or *** ***** **** **** ** ******* ** *********.

  • "***** ** ****, *** *** ** ****."
  • "*** ** ***. *** ***** *** ***** ** ********* **** are *** ****** *** ** ** *** "****" ******** ***** on *** **** ** ********."
  • "*** *** ***. **'* ***** *** ******** ********** **** **** put ***** ** *******."
  • "*** ** ***. ** *** * ****** ******* *** ** is **** ** *********** ****** ******* ** *****."
  • "*** ** ***. ** **** **** *** *** **** *** a **** ** * ****** ***'* ***** ** **** ** sell ****. ** *** ******** *******, ** **** ** ***** problems, *** **** ********."
  • "* ** *** *** ********* ** ***** ** ***."
  • "*** *********, *** ******* ********. *** *** ** **** ** we *** ****** *** **** *** ********. * **** *********** in *******, *** *****'* *******."
  • "****, ******* **** ***'* ****** **** ** *** *** ** actually **** ***** ********."

Bad ******

******* *********** **** ******* *********, *** ******** **** **** * project ******, *** ***** ****** **** ** **** ***** ****** requirements. ********* ** **** ********* ** * **** ******* *** value ** ***********.

  • "** *** ******* ******. ***** *** *** ********** ** **** we **. ** ** ***** *** ***** ***** ** *** exact ***** ****."
  • "*** ****. *** ***** ***** *** ********* **** ****, ********** in *** *** ** ******-*** ********. ** * **** ** a ******* *** *** ***** ******** ***'* **** ** ** a *** **** ***** * ****** ** ** ****** ** close."
  • "********* ********, ***** *** ***. *** **** **** ** ** is *** *** ************* ******* **** ** ****** *** *** other ******* ** *******. ***** *********** ***** ** **** ** quote ******** **** *** ***** *-** ****** ****. ***'* *** me *****, **'* **** **** ** **** ****** ** ** ordering ****** * ****, *** *** ***** ****** ****** **** we ***** *** ** ****** ** ******** ****** *** ******** for * ******."
  • "** * **** * ***'* **** ********* ***** *** ** the **** ***** *** *** ***** ****** ******* **** *** purchase ** *** ******** **** *****."
  • "*** ** ****, **** *********, *** ***** ***** ** ** at *** ***** *****."
  • "****. *'** ****** ** **** **** **** ** **** ** a **** **** * ********* ******** ********. ** ********* ***'* buy **** ***. *** **** ********* *** **** **** ******** offers *** * ****** ******* **** *********."

Would **** ****** ******

******* ********* ********* **** ******** ********* ** **** ****** ***** have **** ****** ******, ****** *** **** * ****** ******** for *** ************:

  • "** ** ******* ** ***** **** * ******* * ** happy ***** **. *** * ***'* ****** ****** **."
  • "*** **** ****; * ******** ***** **** ** ***** **** product, *** ** ** ******** ******* ** ***** **** ********* anyway."
  • "** *** **** ***** ** **** **** *** ************ ******** it ** ** ***** *****. *** ** ********* *** *** product *** *** ******** **** ** *** ****. *** * would ***** *** ** ** * ****."
  • "* **** **** ******* ********, *** ****** *** ***. ** it's * ******* * ** ****** ** *** * *** I'll ***** ** *** * ***'* **** ** **** *** much ***** ********* ** *** *****."
  • "*** **** ******-****. *** ******** *****'* ****** **** **** ****. Occasionally * ****/***** **** ***** **** * *******."

Project ************

******* ************, ***** ********* ******** **** *** ********** **** ***** engaged **** * ********, *** ********* ******* ***** ** ** alternative ** ****-***-*** ********* **** ***** ** **** ** ****** more *****.

  • "*** ******. ** ****** ******* ******* ************"
  • "****** ** ***** ** *** ****** *** *** ***** *** a ******** ******* ** ** ******** ****** ******* **** * project ** *** **** ** * ****. **** ** ******* is *** ******* ********* ******** ** **** ** *** **** some ************* ******* **** ****** *** ******* *** ***'* *** at *** *** ** * ********* *********."
  • "*** **** ********* ** **. ** ****** ******** **** ************. Because ** ** * *** ** ********* ****** ******* * job."
  • "*** *** ****. *** ** ** ** **** **** ********* the ******* **********. *** ********* ******'* ** *** ** **** a *****-******* ***** ************* **** ** **** ** *** ****** in *** ******* *** ********* ****** **. ***** *** ******** are *** ** *** ******** **** ***** ** ** *** end ** **** ************."
  • "*** *********. **** ********* *** ******** ********* *** *********** **********. Some ************* **** **** **** ** ** *** ***** ******* sold ** ******** ********, ************ **** ** **** * ****** product ** ***** ** ******* * **** ************ ****. ****** have * **** ** ** ***** ** ******** ******** ** they *** *********, **** **** ** ******* ... **** ** the ***** ********."

Prefer ****** *******

******/***** ******* ** ******* *** **** ********* ** ** *********** that ***** ** *** **** **** ********** **** ***********.

  • "** **** **** ******* ** *** ***** ***** ********* ****** before *** ** ****"
  • "*** ***** *** *** ********* ** **. **** ********* ** the ********** ***** ** ********."
  • "*** *********. ** ****** ************* ******* ** *** **** *** most ********** ******* ********, *** *** ****!"
  • "***** ****** **** ********* ****** *** ***** ******* ** *****."

Sales ********* *** ****

***** *** **** ***** **** ********* ** ***** ******** **** generally **** ********* **** ***** *******, ***** **** *** ****** as * *** ** **** ******* *******.

  • "**** *********. *** ****** ** * **** ******* ***** ****** everything ** ******** ** *****."
  • "******** **** ***** *** ****** **** ** ****** ****."
  • "** ** ********* ** ** **** ******** ****** ********** *** year ** ** ***** ** **** ***** **** ** *** fall **** ** ****** ******* ****."
  • "**** **** * ***. ** ** **** ** **** * job ****** ** *** ***** ** * **% ******** ** product, **** ** **** ***** *** ***** ****** ** **** some *****."
  • "**** ********* ******* ** ********** *** ****** ****."
  • "***** *** ******** ** *****'* *********** ***********."

IPVM ********

**** ****** ****** **** ***** *********** *** ***** ****** ******, it *** ** ** **** ** * *** **** **** works **** *** **** *** ***** ********. ******* *************, ** just ****** ****** *********, ***** *********** ** ******* ***** *****, and *** **** ***********.

**** *********** *** *** **** ************ ***** ********** ** ****** motivating, *** ** **** ***** **** **** **********, ***** ******** against *** **** ** ********** ****** *****, *********, *** ********** that ***** ***** *** ***** ***** ** *******. ************, ******** showed **** **** *********** ***** **** ******* **** ** ******* the ****, ****** ** **** ********** ******** *** ************* ***** this ********.

Comments (19)

*** *** *** ** ** *** “*** ****” ********. ************ simply ***’* **** ***** ** ***** **** *********. *** ***** cycle ** *** ****. ******** “******* ****” ********* *** ******* offers **** **** *** ** ** *** **** ** ***** me ** ***** * ****.

****,

****** *** *** *****. *** *** ******* ******** **** ** on **** ********** ** *** ***** *** **** **? *'* curious *** **** ****** ***** ***** ***** **** *** *** if *** ****** *** **** **.

***** ***** **** ** * ***** **’** *** * **** track ******* **** ****** **** ******* ***** ** *** **** on * ******** ***** *** **** * *** *******. ***, it’s *** **** *** ******. *** **** ***** *** ******* selection ** ********** ** ******** *******, ****** **********, *** ** existing *******, **************, ***.

**** ** * "****" ***** * "****" ** *** "** Sale" ***** *****? ** **** ***** ** *** **** ******* excited ***** * ****, *** ***** ** ***** ***** **** theres ******* **** ***, ******* **** ****, ***** ** *** Or **** *** ****? ***** ***** **** *** **** ******** and **** **** *** ********* ** *** ************. *** **** doesn't ***** ** *** ***** ** ***** ***** **** *** truly ***** - *.*., **** * ***** *** *** **** stock, ** ** * ******* ** *** *** ***** ** be *** *****. ***** ****** ***** *** ********** ** ********.

*** ** *** ******, ** ************* ***** * ******* **** is ******** ** ********* ** $*, *** *** ** *** not ** ** **** **** *** ******** ** ***** ** proceed? ** *** ***** ** **** ******** *****, *** *** be *** ****. *** ***** ** **** *****, **** ****** could ** **** ** ******* **** *** **** ******. **** you *****, ****, *** ****** * **** ***** ** ****** and ************* **** ** **, ** ****** **** ***** ** sit ** ********* *** ******** *****, **** ***** ** **** a *** ** *** **** ** ************.

******** ***** * **** ****, *** **** * ******** ** New ***, ***** *** ****** ***** **** ****** * ******** Day, ************ ***, ***** ***, *********** ***, **** **** *** To **** ***, ** ******** ***** **** *********** *** **** right ****** *** ****** ** *** ***** ******.

***** *** **** ** *** *****...***** *** *** *** *** 50% *** * ******* **** ****!!

***** **** ****** ******* **** ***, ******* **** ****, ***** Up *** ** **** *** ****?

*** **** ******* ******! ;)

* ****** ***** **** *** ************ ******** * ***** ** in *** *** * *******. ** *** ***** *** ** raise *** ***** ** *** ***** **** ****** ***** ****** the *******?

***** ** * ********** ******* ******** ***** *** * ****... the ******* ***** ****** ** *****.

**** *** ******** **** **** **** ** *-**** ***** *** should *** *** **** ** ***** ** **** *****? **** will **** *** * **** ** ***-*-***....***** **** ****!

* ****** *** ** ******* ***** ********* **** ******** *** sale *** ******* ***** ** **'* **** **********. **** ***** help ** ****.

* ****** *** ** ******* ***** ********* **** ******** *** sale *** ******* ***** ** **'* **** **********.

** ********, ***** *.*., ********* *** **** **** ***** ***** after ***** ***** *****, ** ** *********** ** ******* ***** reduction *** **** *** *** **** ** ****.

** ******* ** **** *** ***** ***** ***** **** ** a ********* **** ** ******* ** "******* ** ***** ******"

* ***** ***** **** *** ***** **** ** **** ** new ********* **** ***** **** *** ********* ***** ***** *****. I ******'* ** ********* ** ********* **** *** ***** ******** as * **** ******.

* ***** ***** **** *** ***** **** ** **** ** new ********* **** ***** **** *** ********* ***** ***** *****.

*********, **** ** **** ** ** *** *** *** **** are **********, ******** *** **** *** *** ********, ********* *** certain ******** **** *** *** ***.

****, **** **** ** ***** **** *** ***** *** **** business? **** **** *** ***** ***** ****?

"**** ********* - ** **** ******** ** ***** ** ** stock ** **** ***** ******. ***** ******** *** *** ***

** * * ***** *******? * **** * **** **** techs, * ******* ******, * ***** *** ******* *******, *** insurance. *** ** *****? **********. ***** *******? * ** *** think **.

***** ** ********* **** ******* *** *** ******* *****, ** do *** ****** *** *** **** ********* ***** ****. ** a ******* ** ******** * ******* ******* ****, **** *** be ******* **** *******, *** *** ******** *** **** ********.

* **** ***** ** * ******* **** ** ***** ** how ***** ********* ****** ****, *** **** **** ** **.

********** * ***** ****** *** ** ***** *** *********** *** marketing.

* *** *** **** ********. * ** **** * ***** company (******** & *******) *** * ****** *** ** **** a ***** ****** ** *********. * **** ******* *** * few ***** ******* **** ****** * ***** ******** **** ** have **** ** **** *** ********* *********** ** ** * customer ***** ** *** **** ****** ** ******* ***** ** install. *** **** **** * ***** **** ********* ** * sale ** **** ******* ** ******* ** **** * *** frequently.

* ****** ***** **** ******* *** **** **** ********* *** job ********** **** ** * ***** *******. ****'* **** ***** business. * ***** ****** ** ********* ******* ** * ***** does *** **** *****.

***** **** ***** ********* ****** **** ****'*? ***** **** ** the ******* **** ****?

* ***** ** *** *** *** **** ** ********** **** uses *** **** *.*** ****** *** ***** *********** **** ***** appeal ** ***?

***** **** ***** ********* ****** **** ****'*? ***** **** ** the ******* **** ****?

** *** ***** ** *** "*** ****" ** "***** *******", then *** **** **** ** ***** *** ********* ****** **** from :)

**** ***** ****** **** ****** * $*** **** ** **** camera ****** ******** ** **** *****.

* ******** **** *** ***** ******* ****** **** ****** *** buy *** *** ******* *** ** ******* ********. **'** **** in ******** *** **** ** *****, **** *** *** ******* and **** ******* ******* *** ********.

**** ** ** *** ******** ********* ** ** *** **** to ****** **** * ****** *****. ** ** ** ********* we **** ** *** ***** ** *** ** *** **** few ****** ** ********* ********** ** *** ****- ****.

*** ******* * ****** **** **** *** **** ** ** out *** *** *** ******* ****** $** **** ** *** on *** *****. **** **** ** **** *** **** *** have ** **** *** $***+ *** ***** ** **** * profit *** ***** **** *** ***** ******* ** ******** **** held ******* ** **** ********* ***** ** ********* **** * assume * *** ** ******* *** ****** ********* ** *** track. * ***** ****** ** **** ****** ** **** * large *** ***** ** ** ** **** * ******* ********** issue **** * ******** *** ****** **** *** * **** of ****** ** ** ******* ** **** ** ***** **. To ** *** ***** ** ***** *** **** ******* ******** and *** *********** **** ****** ***** *** ***** *** *** key ** ******** ******* *** ******* ****** ***** *** ***** pennywise *** ***** *******.

**********, ***** ******* ***** **** ***, *** **** ****? ** recently ******* * ***** **** *** **** ***** ** *** a **** **** (**** * **** ** *****), *** ** stopped ****** ***** ******* ******* ** **, **** **** * lot ** *** ********. * *** ***** ** ***** ******* thread, *** **** * ***** **** ***.

** ***** ********, ** **** * ****** ******** **** *** purchased *** ** ***** *******. ** *** **** ** ********** building *** *** *******, ** ** *** **, ** ***** save ***** $***. ** *** **** ** ****'* ***** *** hassle ** ******** *****, ******* **** ******** ****** **-***** ** the **** ** **** ** ***** *** ***** *** ****** savings, ******* * ******** *** ****, ** ** ******* ** to *** ***** *******. ** ******** ********** *** "****** ****" promotion **** *** **** ***** ** *******, **** **** *** comes **** **** ******** *** *** ***** ******** *** ********** to ****** $***. ** ** ******* ** ***** *** *** servers, ** *** ***** ***** *** ****** *** $*** **** than ** *** *** ** **** ** *** **** ****** of ***** ** **** *** **-***** ******** *******.

*** ** ***** ***** *** **** ** *** *** **** while ****'** ***** **. *** **'* ** *** ** ***** a ****-**** ****** ****. ** ******** ******* ** **** *** discounts *** ********** ** *** *** *******, ** ***** **** all *** ***** *****, ********* ** ********** ******* ** ********* that ***** ** ** *** **** **** *** ***** ****** they *** ***** ******* *** **** **** ***** ***** **** much ******. ** **** ** ******* **** *** **** *******, presenting *** ***** ******* *** "****" ** ***** *** ****** us ** ****.

******: **** ******* *** **** ***** ** *** *** **********:********** ***** ******* ***** **** *** *** **** ****?

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

Cisco Falling - Favorite Network Switches 2017 on Oct 20, 2017
1 major manufacturer fell and 1 outsider manufacturer gained as integrator favorites for network switches from more than 140 votes / explanations...
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...
Search More Important Than Live Monitoring - Statistics on Oct 18, 2017
Search is overall more important than live monitoring to integrators, according to new IPVM statistics.  The key themes found in integrator...
Competing Against Siemens on Oct 16, 2017
Siemens entered the integration business with 15,000+ customers, through their acquisition of Security Technologies Group in 2001. Since that time,...
Top Problems Searching Surveillance Video (Statistics) on Oct 13, 2017
When crimes, accidents or incidents happen, the video surveillance system is a key component in finding out and proving what actually...
Long Time Industry Exec Leads New Security Franchise Offering on Oct 12, 2017
John Nemerofsky previously built and sold a $150 million dollar integration business, and then was VP of Niscayah from its spinout of Securitas,...
Surveillance Systems Remote Access Usage Statistics on Oct 11, 2017
Remote access is a major benefit and risk for video surveillance. It is a benefit because it allows users to manage security or review...
Genetec Launches Streamvault Hardware Revamp on Oct 10, 2017
Genetec is launching a new series of hardware appliances, dubbed "Streamvault", with updated capabilities and design. These units will replace...
Arecont EVP Schafer Ousted on Oct 09, 2017
Days after IPVM reported Troubles At Arecont Vision, the public face of Arecont and the incoming Chairman of the Security Industry Association,...
Ex-Avigilon SVP Global Sales Joins IndigoVision on Oct 09, 2017
IndigoVision has pulled a well-known ex-Avigilon sales leader back into the security industry to head up their global sales...

Most Recent Industry Reports

Hikvision Access Control Tested on Oct 19, 2017
Hikvision aggressive pricing and marketing combined with generally reliable hardware and free software has made them a major player in video...
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...
Exacq Unbreaks Avigilon Integration on Oct 18, 2017
For nearly 4 years, Exacq had broken and effectively blocked use with Avigilon cameras, as IPVM reported in January 2014. Now, Exacq has...
Search More Important Than Live Monitoring - Statistics on Oct 18, 2017
Search is overall more important than live monitoring to integrators, according to new IPVM statistics.  The key themes found in integrator...
Axis 'Sold Out' P3707-PVE Multi-Imager Tested on Oct 18, 2017
Axis faced significant product shortages over the summer. Perhaps the most notorious and significantly sold out model was the Axis P3707-PE 8MP...
Dahua Removes Auto Rebooting on Oct 17, 2017
For years, Dahua has automatically programmed its IP cameras to reboot weekly, a highly atypical and questionable practice. Following IPVM...
Deep Learning Tutorial For Video Surveillance on Oct 17, 2017
Deep learning is a growing buzzword within physical security and video surveillance. But what is 'deep learning'? In this tutorial, we explain...
Multipoint Lock Access Control Tutorial on Oct 17, 2017
Doors are notoriously weak at stopping entry, and money can be misspent on wrong locks that leave doors quite vulnerable. While closed and locked...
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...
Competing Against Siemens on Oct 16, 2017
Siemens entered the integration business with 15,000+ customers, through their acquisition of Security Technologies Group in 2001. Since that time,...

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