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

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