Competing Against Siemens

Author: 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.

******* ******* *** *********** ******** **** **,***+ *********, ******* **************** ** ******** ************ ***** ** ****. ***** **** ****, **** **** ***** **** ************, ** both *********** *** ******** (**:*** *******,*******,**********) ** ****** ***** ********* ** *** ******** ********. ***** combined ******* *** ******* ******** **** **** ************ *********** ** certain *********, ********* ** **** ***********.

**** ****** ** *** ***** *********** ** *** ****** ** competing ******* ***** ******** ***********, ****** ********** ******* ********* **********,**********,***,*********,*******, ******* ** / ***.

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

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

Executive *******

*********** *** *** ***** ******* **** ******* ** ******** ****, but *** *** **** **** ********** ** **** ********** ** building ********** ********.

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

*********** ***** ****** ************ **** ******* *** *** *********** **** it **** ** ******** ********. **** **** ** ***** ** security ***** ********* ****** ***** *************** **** ******* **** ***********.

  • "* *** ***** * ****. **** *********, **** ***'* **** to ****** ********** ********. ** ***** ** ** **** **** of ** ************ ** ******* ******."
  • "** **** ***** **** *******, ******* ******* *********. ** **** very ***** ** *** ******** ******** ***** ** **** ****** with **** **** *** *** **** ** ******* * ******** and ***** ** ******** *** ****. * ***'* **** ** it's ******* **** *** *** *** ** **** *** ******* times ** **** *** **** *** ***** **** ********* *** had *******."
  • "** ***** ******* ******* *******. ***** ******* ** **** *** local ********** ** ******** ** *** **** ****."
  • "** ****** *** ****** *******, **** *** *** * ****** security ********** ** *** *** ***********. **** *** * **** competitor, **** ***'* ***** *****."
  • "******. * ***** **** **** **** ***** ******** ****** ****** us."

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

******* *** **** ***** **** ** ***** * ********** ********* when ** **** ** **** ***** *******. **** ** ****** due ** *** ******* ****************** *** **** ******/********** *********, ****** **** ** ********* ** **** ******, *** ****** it *** ***** ******** ******* *** *** *******.

  • "** ** *** ** **** ***** *** **** ** *** we ******* ***'* *** ****."
  • "******* ***** ** ****** ***** * *** ** **** ***** work **** ** *** ****. ** ***'* ******* ** *** Fire ****** ** **** *** *** ** ******* ** **."
  • "**** **** **** **** ** ***** ********** **** ***** ****. Feedback ** **** **** *** ****-****** *** ******** *********** ******* to ****** ********."
  • "** **** ****** **** **** ** ********, **** **** **** they **** **** *** **** **** ****. * *** ******** experiences **** ****."
  • "**** *********, **** ** *** **** *****, **'** **** ** access/video, **** *** * ****, **** ********, ********** *****'* ****, sales ***** ** ** *** ********* *****"
  • "***** **** ********** ****** *** * *** **** . ***** our ***** ** ** ***** *** **** ***** *** ** deal **** **** ******** , *** ********* ********"

Building **********

******** ********** *** ******* ******* **** ******* **** ***** ******* was ***** ** ** * **** ****** **********.

  • "************ ** ******** *********. ******* ** ******* ********. ****** ******** controls *** **** ** ******* ** ********. ********* **** ********* prices."
  • "**** ** ******. **** **** ** ******* ** ***** ***** offerings ********** ***** ******** ********** ** * ******. *******, **** had * ***** ** ** ** ** *** ******** **** in *** ********* * *** ***** **** *** *** ***** recreating ********** *******."
  • "** * ******* ***** *** **** ** * ******** ********** side - *** ******** ****. **** ******* ** ******* ** JCI **** ****** ************ ** ******* ******* ****** **** **** likely ** ** ***********."
  • "** **** *** ******** ******* ******* *******, **** ****** **** focus ** *** ******** ********** **** *** ***'* *** **** into ******** ****. * **** ***** **** ****** **** ********* on *** ******** ****, *** *****'* ***** **** ** *** they ** ** *** ******** ****."
  • "******. **** ******* ** ******** ***** *** *********** ** *** building ******** *** **** ***** ********"

Large ****

**** **** ******** ***********, ******* ** **** ****** ** ** involved **** ** ****** ****, ***** ********* *** **** ****** to ******* *** ********* ******* *** *******, *** ***** **** are **** ****** ** ** ********** *** * ****** ************.

  • "************. **** **** ** ***** ** ***** ********** **** ** our ******."
  • "******. **** ***** *** ************ ** ***** *********. *********** ** generally ****, *** ***** ********** **** ***** ******** ******** ******** gets **** ********."
  • "******* ******** ** *** **** ***** ******** ** ******* (*.*. Hospitals) *** ** ***'*. * ***** *** **** **** *** do * **** ******** **** ** *** ** ***."

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

*******, *********** *** * ******** *********** ** *******. ***** *** all ********* ********* ****** ** ******* *** *******, *** **** that **** *** ******* ******** ******** **** *********** *** ********** for * ******** **********.

  • "*****, ********* ********* ********** ** *** *******."
  • "**** ** **** **** *******, *** ****** **** *** ******* good."
  • "** * *******. *****. **** *******, **** ****** **** ** the *****."
  • "***** ******* ******* ****, *** ** ******* ** ***** ******** they **** ** **** **** ***** ******** *** ** * good *** **** *** ************."
  • "*****. **** ** **** **** **"

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

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

Eagle Eye Favorability Results 2019 on Mar 21, 2019
Eagle Eye has been the biggest spender in the cloud VMS market including (via their owner) acquiring Brivo for $50 million and CameraManager from...
Large Hospital Security End User Interview on Mar 21, 2019
This large single-state healthcare system consists of many hospitals, and hundreds of health parks, private practices, urgent care facilities, and...
Silicon Valley Cybersecurity Insurance Startup Coalition Profile on Mar 20, 2019
Many industry people believe cybersecurity insurance is not worth it, as the voting and debate in our Cybersecurity Insurance For Security...
Top Metrics For Ensuring Integrator Profitability - Statistics on Mar 20, 2019
How do integrators ensure the profitability of their projects? As part of our profitability study, 100+ integrators answered the following...
Genetec Security Center 5.8 Tested on Mar 19, 2019
Genetec has released Version 5.8. This comes after a wait of more than a year that caused frustrations for many Genetec partners. Our previous...
Large US University End-User Video Surveillance Interview on Mar 18, 2019
Schools have become targets in modern days of active shooters and terrorist fears. The need for video and access security is high. Universities...
Hikvision Favorability Results 2019 on Mar 18, 2019
Hikvision favorability results declined significantly in IPVM's 2019 study of 200+ integrators. While in 2017 Hikvision's favorability was...
ONVIF Favorability Results 2019 on Mar 15, 2019
In the past decade, ONVIF has grown from a reaction to the outside Cisco-lead PSIA challenge, to being the de facto video surveillance standard...
City Physical Security Manager Interview on Mar 14, 2019
This physical security pro is the Physical Security Manager for the City of Calgary. He is a criminologist by training with an ASIS CPP credential....
Integrator Profitability Bonuses - Statistics on Mar 13, 2019
While winning projects typically gets the most attention, how profitable those jobs turn out to be is key to the long-term success of integrators....

Most Recent Industry Reports

IBM / Genetec Surveillance System Investigated Over Philippines Human Rights Abuses on Mar 22, 2019
A lengthy investigation into an IBM video surveillance project in the Philippines, raising concerns IBM helped local police conduct a bloody...
Eagle Eye Favorability Results 2019 on Mar 21, 2019
Eagle Eye has been the biggest spender in the cloud VMS market including (via their owner) acquiring Brivo for $50 million and CameraManager from...
Large Hospital Security End User Interview on Mar 21, 2019
This large single-state healthcare system consists of many hospitals, and hundreds of health parks, private practices, urgent care facilities, and...
Silicon Valley Cybersecurity Insurance Startup Coalition Profile on Mar 20, 2019
Many industry people believe cybersecurity insurance is not worth it, as the voting and debate in our Cybersecurity Insurance For Security...
Covert IP Camera Shootout - Axis, Hanwha, Hikvision, March, Vivotek on Mar 20, 2019
Covert cameras were one of the last holdout areas for analog cameras. However, in the past few years, IP / HD covert cameras have become...
Top Metrics For Ensuring Integrator Profitability - Statistics on Mar 20, 2019
How do integrators ensure the profitability of their projects? As part of our profitability study, 100+ integrators answered the following...
Avigilon Launches 'Renewed Products Program' on Mar 19, 2019
There are lots of 'pre-owned' cars but pre-owned IP cameras? While such programs are common in other industries, in video surveillance, they are...
Genetec Security Center 5.8 Tested on Mar 19, 2019
Genetec has released Version 5.8. This comes after a wait of more than a year that caused frustrations for many Genetec partners. Our previous...
Retired Mercury President Returns As Open Options President on Mar 18, 2019
Open Options experienced major changes in 2018, including being acquired by ACRE and losing its President and General Manager, John Berman who...

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