Competing Against Siemens

By: Brian Karas, Published 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, they have added more acquisitions, of both integrators and products (ex: MAC Systems, Novotec, VistaScape) to expand their offerings in the security industry. Their combined service and product offering make them particularly competitive in certain scenarios, according to IPVM integrators.

This report is the final installment in our series on competing against large national integrators, having previously covered competing against ADT, Convergint, G4S, Schneider, Stanley, and Tyco IS / JCI.

We analyze 150 integrator responses on competing against Siemens, highlighting how integrators view them, when Siemens is competitive in bids, and when they are not.

******* ******* *** *********** business **** **,***+ *********, through **************** ** ******** ************ Group ** ****. ***** **** ****, they **** ***** **** acquisitions, ** **** *********** and ******** (**:*** *******,*******,**********) ** ****** ***** offerings ** *** ******** industry. ***** ******** ******* and ******* ******** **** them ************ *********** ** certain *********, ********* ** IPVM ***********.

**** ****** ** *** final *********** ** *** series ** ********* ******* large ******** ***********, ****** previously ******* ********* **********,**********,***,*********,*******, ******* ** / ***.

** ******* *** ********** responses ** ********* ******* Siemens, ************ *** *********** view ****, **** ******* is *********** ** ****, and **** **** *** not.

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

Executive *******

*********** *** *** ***** compete **** ******* ** security ****, *** *** see **** **** ********** in **** ********** ** building ********** ********.

Not *********** ** ********

*********** ***** ****** ************ that ******* *** *** competitive **** ** **** to ******** ********. **** lack ** ***** ** security ***** ********* ****** their *************** **** ******* IPVM ***********.

  • "* *** ***** * year. **** *********, **** don't **** ** ****** prioritize ********. ** ***** to ** **** **** of ** ************ ** Siemens ******."
  • "** **** ***** **** several, ******* ******* *********. We **** **** ***** in *** ******** ******** where ** **** ****** with **** **** *** not **** ** ******* a ******** *** ***** to ******** *** ****. I ***'* **** ** it's ******* **** *** too *** ** **** but ******* ***** ** have *** **** *** taken **** ********* *** had *******."
  • "** ***** ******* ******* Siemens. ***** ******* ** high *** ***** ********** in ******** ** *** very ****."
  • "** ****** *** ****** Siemens, **** *** *** a ****** ******** ********** in *** *** ***********. They *** * **** competitor, **** ***'* ***** dirty."
  • "******. * ***** **** shut **** ***** ******** effort ****** **."

Fire ********** ******** ******

******* *** **** ***** seen ** ***** * competitor ********* **** ** came ** **** ***** systems. **** ** ****** due ** *** ******* manufacturing***** *** **** ******/********** equipment, ****** **** ** advantage ** **** ******, and ****** ** *** worth ******** ******* *** the *******.

  • "** ** *** ** fire ***** *** **** is *** ** ******* don't *** ****."
  • "******* ***** ** ****** quite * *** ** Fire ***** **** **** in *** ****. ** don't ******* ** *** Fire ****** ** **** are *** ** ******* to **."
  • "**** **** **** **** on ***** ********** **** alarm ****. ******** ** that **** *** ****-****** and ******** *********** ******* to ****** ********."
  • "** **** ****** **** them ** ********, **** seem **** **** **** fire *** **** **** well. * *** ******** experiences **** ****."
  • "**** *********, **** ** the **** *****, **'** more ** ******/*****, **** are * ****, **** turnover, ********** *****'* ****, sales ***** ** ** the ********* *****"
  • "***** **** ********** ****** and * *** **** . ***** *** ***** is ** ***** *** have ***** *** ** deal **** **** ******** , *** ********* ********"

Building **********

******** ********** *** ******* systems **** ******* **** where ******* *** ***** to ** * **** likely **********.

  • "************ ** ******** *********. Similar ** ******* ********. Strong ******** ******** *** weak ** ******* ** security. ********* **** ********* prices."
  • "**** ** ******. **** tend ** ******* ** large ***** ********* ********** where ******** ********** ** a ******. *******, **** had * ***** ** of ** ** *** security **** ** *** territory * *** ***** back *** *** ***** recreating ********** *******."
  • "** * ******* ***** but **** ** * building ********** **** - not ******** ****. **** company ** ******* ** JCI **** ****** ************ of ******* ******* ****** them **** ****** ** be ***********."
  • "** **** *** ******** against ******* *******, **** really **** ***** ** the ******** ********** **** and ***'* *** **** into ******** ****. * have ***** **** ****** from ********* ** *** building ****, *** *****'* heard **** ** *** they ** ** *** security ****."
  • "******. **** ******* ** security ***** *** *********** on *** ******** ******** and **** ***** ********"

Large ****

**** **** ******** ***********, Siemens ** **** ****** to ** ******** **** on ****** ****, ***** customers *** **** ****** to ******* *** ********* Siemens *** *******, *** where **** *** **** likely ** ** ********** for * ****** ************.

  • "************. **** **** ** focus ** ***** ********** jobs ** *** ******."
  • "******. **** ***** *** environments ** ***** *********. Performance ** ********* ****, but ***** ********** **** their ******** ******** ******** gets **** ********."
  • "******* ******** ** *** very ***** ******** ** Toronto (*.*. *********) *** we ***'*. * ***** run **** **** *** do * **** ******** good ** *** ** say."

Generally ******** **** ** *******

*******, *********** *** * positive *********** ** *******. While *** *** ********* indicated ****** ** ******* for *******, *** **** that **** *** ******* positive ******** **** *********** was ********** *** * national **********.

  • "*****, ********* ********* ********** of *** *******."
  • "**** ** **** **** company, *** ****** **** the ******* ****."
  • "** * *******. *****. Good *******, **** ****** reps ** *** *****."
  • "***** ******* ******* ****, but ** ******* ** their ******** **** **** to **** **** ***** products *** ** * good *** **** *** installation."
  • "*****. **** ** **** they **"

Comments (3)

* *** *** *** * **** ********** ** ***** ******** people **** ** ****** ** **** **** **** *** * common ****** ** *******. **** ********* *** ****** ******* ****** and ** ****** ** ******* * ******* */* ****** ** it ** ******** * ******** ** *** *** ***** **** came **** * *** ***** ******. *** **** *** ******* a ***** ** *** ****, *** *** ***** ** ** was *** ** ****** *** **** ** ** *** ******* the ***** **** *** */* ****** ** *** ******* ** the **** ** *** ** ***** ****** ** ** *** and ******* * **** ** *** ****** ** **** ** unlock ***** ***** ** *** *****. **** ****'* **** **** a ****** ** *** ***** *** */* **** **** **** mounted ****** ******.

*. **** **** ******* ** **** ********** **, **** **** going ** ****** * ****** **** ** *** ****** ****** than *** ******'* "**********" ******** ****. ***** **** ** ***** as ** **** ***** **** ** *** ******* ** *** client *** ****** ***** *** ********* ************ ** *** ****** didn't **** ** ** *** **-*******.

*. ***** "********** ****" *** *** **** ** **** ** the ******** ***** ****** *** ****.

*. *** **** ****** ** *** *** *** ** **** did *** ***** ****** *** *****. **** **** ***** ***** two ***** *** ***** ** ****** ****** * **** *** for **** ******. * *** ** ***** **** **** ** be **** ** *** ****** *** *** *** ***** *******, but *** ** ****.

** **** **** ** *** ********** **** **** **** ** milking ***** ********* **** ******** ***** *********** **** **** **** rarely *******.

**** *** **** *** *** ***'* ** *** **** , there ** ** ***********.

* **** **** , ******* *******, ** ******** **** ******* all *** ****

*** ***** **** ** * ***** *** * ***** *******

**** *********, **** ************, **** *********

** * **** ** **** **** , * ***** *** them ** ***** **** *** *** *% ** **** *********

* **** ** , ********* ** , *** ************ ***** systems *** *** ****.

**** * ***** *** ******* **** ** ** **** **** to ******.

** ****, ******, ******** + ***% = * *********** *** .

***** **** ** *** **** **** *** **** *** ** size, ****** , *********** ** ***, ** ***** **** **** i *** ***.

** ** *** *** *** ** *** **** *****.

**** * ****.** ***** *** ** *********** ** * * k ***** ***

*** *** *** *****.

** ** ***** **** ** **** *** *********** ****** ** place **** *****

** ***** *** ** *** *** ********** ***** *****.

**** ** *** ** ********

*********** ** *** ***

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

**** ** *** ***** ******** ** ***'* **** ***.

*-** ******* ******** ****'* ***** **** *** **** *** ******* and **** *** ******** **** * ****.

*** **** ** ***** ******* **** *** * *** ** work

**** **** *** ********* ******* * ******, ** ********** **** them ******* ****** ** **** **** ****** ******* * ****** estimate *** **** ****** ** *** *** ***.

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