'Solution' Manufacturers Threaten Integrators

Author: John Honovich, Published on Dec 09, 2016

The race to the bottom has driven manufacturers to become 'solution' providers, threatening integrators.

Axis shift to 'solution' sales might be the most surprising given their size and historic focus on open platforms, but we see it everywhere. In our discussions with manufacturer executives over the past year, easily a dozen have recently turned to solution sales, including companies that used to be well known for selling 'just' cameras or recorders.

The motivation is clear.

*** **** ** *** ****** *** ****** ************* ** ****** 'solution' *********, *********** ***********.

**** ***** ** '********' ********** ** *** **** ********** ***** ***** **** *** ******** ***** on **** *********, *** ** *** ** **********. ** *** discussions **** ************ ********** **** *** **** ****, ****** * ***** have ******** ****** ** ******** *****, ********* ********* **** **** to ** **** ***** *** ******* '****' ******* ** *********.

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

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

Driven To '*********'

**** ************* **** ************ ******** ** '**** ******' ** '*** market' *****, ***** **** ******** **** (** ** ***** **********) products *** ******* ***** '*********' *** **** (*.*., ******* *** manufacturer ***** **** ********) *** **-**** **** ** ** *** users. **** *** **** *********.

**** *** ***** ************ ************* ****** **** ******* **** ****** business (*********, ** * ****** ****** ****** *** ***** *** a *** ******). **** **** *** ******* *** *** **** levels ** ******** *********, ***** *** ******* (*.*., *********), *** rest ** **** ****** *******.

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

Enterprise ************ ****

***** ********* ************* *** ************ ******* ***** ******** ***** ***** **** prospecting *** *** *****. *** ******** ********* ***** **** ****** as **** ** *** ***** ******* *** ** ********* **-**** but **** ** **** *** ****.

************* **** **** ***** *** ****** *** ***** ********* *** them ** *** *** (***** **** **** *** *** **** applies ** *****, *****, ********* / ** *** **** ***** less **** ***** *************). *** ** *** **** ** *** it? **** **** ** *** ***** ****** ** ********* *** ****. If *** **** ** ** **** *******, *** **** *******, VMS ********, *********, ****** *******, *********, ***. *** *** *** have **** *** ****** ** *********, *** *** ***** *** double *** ****** ** ******* *** ********.

***** **** *** ************* *** ********* ******** *********** *****, **** are ************ ********* '******' (******* *********, ******, ************, *************) ** win **** '*****' ** *** ********.

*** ***** ******* *** '********' ************* ** *** *********** ********* sales ********** ** *** ***** **** ** ** ******* *** be ****** **** * ****** ********** ******.

Threat ** ***********

*** ******** *** ******** *** *********** - ********* ************ ****** ********, and ********* ********** **** ** ******, ************ *** *************.

**** *********** ** *** **** ************ ***** ****** ******* ******* with *** *****. ************* *** ****, *** ***** '********' ************ sale ******** *** ************ ***** ****** ** ** ** ******** because **** **** ** ******** *** *** **** *** ***** '********' (including *** ********** ****** *****) ** *** **** ********.

********, ** *** ************ ***** ****** ** **** ******** ** ******* selection (*.*., *** ************'* ***-**-*** ****) *** ****** ****** (** the ************ ******* ****** ***** ***), ** **** ** ** the **** ** *** ********** ** * ******* ******* *** designer. ** *** ****** **** *** '********' ************ ** **********, the ********** ** ******* ** **** ** * ****-***** / install / ******* ****.

*******, **** ** *** ****-***** ****, *** '********' ************ ******. With ** ***-**-*** ****** ****** ********, *** ************ *** ******* their *** ********* ** ******** / ************ *** ******** ******, at **** **** ********** ****************. ****, *** '********' ************ *** use ***** *** ******** ********** ** ********* *** ****** *** the ***-****. ******, ***** *** *** ********* *** **** ******* points *** *** ******* ******** ************.

********** To '********' *************

*********, *********** ***** **** *********, ********* ***** *****, ************ *********, experience **** ******** ************'* ********, *** ******* ** ****** *** best **********, ** **** **** * ***. *** **** *** users ********* *** ***** ** *** ***** **** **** * single ********. *** ***** *** ***** **** ****** *** ** *** enough ** ******* *** ********** ** ************ ******. *** ***** **** is *** **** ************* **** ****** *** **** ***********.

*** ************* **** ********* ** ***** *** - ********************** *****, ************* ***** ******, ****** ******** *********** *****, ***. And **** ** **** ************ ***** *** **** ** ****** **** 'solution' ******** *** ** **** *** ***** ******* ******, **** see **** ** *** **** *** ** *******, ******* ** creating ******* *********** **** ***** *********** ********** ********.

Vote - ****

Comments (28)

****, ***** ** *** *****!

**** ****** ** ** **** **** ***** **** ** ***** but **** ************* ***'* **** *** ********* ** **** **** happen ** *** **** *****. * ***** *** * ****** of *** ******** *** ****** **** ******* ****** * *** more ***** ******* ****** * ***** **** ***** **** **** a *** ****.

**** ************* ***'* **** *** ********* ** **** **** ****** in *** **** *****.

** ******* *** *** **** **. ** **** *** ** do *** ***** *******, ********* *******, ** ***** ** **** at ****, ********** ** *****.

*** **** * *** ************* **** ***** ** ** **** their ***** ****** **** *** **** **** ********* ** ***, making **** *** (** ** ****) ** ***** ******** *** specified. ** ********** ** ******* ** *** ********* **** **** responsibility / ***** ***** *** ************ *** **** ** **** work (**** ** *********** **** *** *** ********** **** *** project).

** ******, **** ****** ****** ************* *** **** **** *** doing ****. *** ***** *** * *** ** ************* *** definitely **** *** *** ****** ** ** **** *** ** a '*****' **** ***** *** ******.

*** **** * *** ************* **** ***** ** ** **** their ***** ****** **** *** **** **** ********* ** ***, making **** *** (** ** ****) ** ***** ******** *** specified. ** ********** ** ******* ** *** ********* **** **** responsibility / ***** ***** *** ************ *** **** ** **** work (**** ** *********** **** *** *** ********** **** *** project).

* **** **** **** *** *** ** ***** ** *** integrators ***** ** *** ********** **** * **** *** *** can ******* *** ****** ********.

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

** **** ****, ** *** '**********' ** ********** ** ** installer? ** ***** * ********** ** ***** ** *** **** and ***** *** ********** ********.

**** ** * ***** ***** ** ** ** ** *** accurate. **** ** *********** ** ********** **** ** **** ******** with *** *** **** ** ** *** ******** *** ****** of ******* *** ***** *** **** *** ******* **** ** believe ** *** **** ******** *** *** ******. **** *** integrators ** ***** **** ** **** ***** **** ** ***** who *** ***** ** *** *****.

*** *** ********** *** * **** ******** ******** ** ***** parts **** ********* ******* ******* ********* **** **** ****** ** a ************ ***** ****** *** ***** ***** * *********** ********** system. **** ****** ****** ********* *** ***** *** **** ** getting * ************.

***** ** ********* * *** ** *********** ** *** ******, but ** ** ********** *** **** ***** *********** ******* *** own ****, *** *** ** ** ***** *********.

**** ***** *** ************ **** *** ******* **** *****, *** their ******* ** *** ******* **** '*** *******' ** ***** the ******** ********** ** * **** ** ***** **** **** the ************.

** *** ********** *** *** ****** ********** ** ***** ***, they ***** *** * ***** *** ** ********, *** **** also ***** ** **** **** ***** *** *****, ** **** let *** ************* **'* ** *** ******, *** **** **** only ** *** ****** *** ******* *****.

**** **** ******* **** ****** ** *** ******** ** ** "officially **********" ******, ***** ******* ***** **** ** ***** *** support ******. **** *** **** ** *** ************ ** **** a **** *** ** *** ******, *** **** **** **** with *** ********, ** ** *** *** ************* *** ******/****. There ** ***** **** ** *** ********** ** *** ****** totally ***** **, *** **** ** *** *** *********** ***** have ** ****** *** ********** ****** ** ****** ***** *** no ******* *****.

**** ****** **** *** *** **** ** *** ********** ** reducing ***** ********* ***** **** *** ********, *** ***** ** still * *** ** **** ******** ** *** ************, *****, ongoing *********** *** ***** ***** **** *** ************* ** *** really **** ** *****, *** **** ***** *** ********** **** to *** *****.

* ***** **** ***** ** **** ****** ** ******** ****** as **** ** ************ ***********. ********* **** ** **** **** the ******* ****** *** ******** **** *** ********** *** **** heft *** ********. **** **** **** *********** **** *** ****** is ***** ** **** ** **********, ** **** ************ *********** is ********** ** ****.

**** ** *** ********-****** **** ** **** *** ** *** to *** ******* **** ** **, ***** ************ **** **** fragile *** ******** ******* **** ****** **** ******* ********** ********. Finger-pointing ******* *** ******** ************* ********, *** *** **********, ***** who ****** *** *** ******** *** *** ********.

*******, * ***** ********* **** **** *********** **** *** ************, and *** ********** ** *********** **** *** *** **** ** act ** * "********" ** **** ************.

* ********** *****. * **** **** *** **** ** ** experience ************* **** ** **** **** *********** **** **** *** trust ** ******** *** **** *** *** *** *** **** right. **** ** *** ******* * **** ***** **** ** integrator ********** ****** ** * "**** ****" ***** ** ****.

***, ** ******* ***** *** *********** *** ****** ** ******* multiple ************'* ***** ** **** *** ******* ** **** *************, the ************* *** ********* **** **** **** ** ** * lot **** ******** ** ****** *** ***** ******* ********* (**** and ******** **** ** ****) ** **** ** *****'* ****** who *** ******** ********** **, ** *** ************* *** ******* taking *** **** ** *** ***** *** ************ *** **** and ****** ******** *** ********* **** *** *** **** ***** (from ** ********** ********* **********), ***** ***** ***** *** ******** in ***** *** *** ****.

**** ********, * **** .. *** , *** *********** * am ******** **** ****.

*** **** ** *********** ******* ****** **** ** *** **** product **** (******* ****** ** *****) *** ******* *** **** out ** ** *** ******** ** ****** * ***** ** the ****. ***** **** *** ***** ** **** ** ***** stirred ** (**** *** *********** ********** ** *** ******** ** become **** ****** ** **** ******), *** ************* ** **** cases *** ****** **** ** ** *********** ** ***** **** the **** **** **** ********* *** ** ***** *** ****** with *** ***** *** *****.

** **** ****, *** ********** (*** ***** ***** **** ***** the ******* ***** *** ****** **** **** ** *** ******* solution) *** ******** **** ****** * ***-******* ******** **** ** order ** **** ** *** **** *** *** *** ****'* business ** **** ** ********* ****** *** *** ************ *** start-up *****.

**** **** * ** ******, *** ***** **** ** ***** much **** *********** ** *** ************ ****** **** *** ****** control ****. ****** ******* ***** *** **** ****** ******* *** risk ********** *** ***** *** ***** ******** ********** ** * solution (**** * ******* ******** *** ****** ************ **********).

**'* **** ******* *** **** **** *** *****. *** ***** have ** ** ***** ** *** *** **.

**** ******** ******** **** *** **** ** * *********, * would *** **** ** ** ** ********** *****. ***'* *** forget, ** ***** ***, *** ****** ** **** * ************ installer ** *** * *** *********. **** *** *****, ****** became ***********. ****, *** ***** **** * **** *** ********** and *********** ** **** ***** ***** *******, *** *** **** majority *** *********** ******. ****** *** ****** ** ********.

**** ******** ******** **** *** **** ** * *********, * would *** **** ** ** ** ********** *****.

*** ****** ****** ****** *** ** * ************? ;)

** ******, **** ************* **** ** ****, **** *********** **** it ****, *** ** *** **** ** **** **** ** better ***** *** *** *** ******* ********** **** ************, *****/********?

****, **** ******* ****** ******** ** *** "***** ** ******" for *** ******** *********** * **** ***. ******* "*******" ** even * **** ******** ******** ** ********* ***** ** *** done **** * ************* **** ********** ******** ** ****. **** few ****** ** *** ******** ********** *** ******* ** ******** Incident ******** *** *** ********** ********* *** *** ****** * clearly ******** ****. *** **** **** ******* *** *** ** electronic *************** *** ** ************* ** ****** **** ******** *******, Resource ****** *** ********** *********** *** ***** ***** **** *** General **** ****** *** *** ********** *** ****. **** ****** Shooter/Killer ********* ** *** **** ********** ********* **** ** ********* to ****** ***** **** ******.

...**** ** ** *************/**********/****************....

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

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

:)

...************/**********/***********...

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

****, *** *** *** ** ***** *** *** ***** *** a *** *** :)

**** *** *** *******, * ***** ***'** *** ** *****. From ** *********** **** ** ********* ** *** ******** *** redefinition ** *** **********. ****, ***** *** **** * *** of *************** (**?) **** *** *****, ********** ** ***** ************. And **** ***** *** ****** *** * *** ** *****, or ** ***** ********** **** ***********. *** ** *** **** opened ************* *** ** ********** **** ****** ** **********, **** software ***********, ***.

** **** **** ********* ****** *** ** *** ******* ********, no *****. *** ** **** **** *** **** ******** **** clients *** ****** ******-*** ********* *** ******** **** **** * few *** *****. ***, ***** *** ****** ********. *** **, that's **** *** ***** **** *** ** *** *******.

* ***** **'* * *****, **** ******** **** ** ** in **** ********.

** .**; **** ******* *** ****.

****

**** ** *********** ********** ** * ****** ********* ****** *** after *** ** **** *** ****, *********** ***'* ******* ******* reliable ************* *** ************* ***'* ******* ******* ******** *********** (** least ***-****** ** **********).

******** *** ******* ******* ***** ** ***********, *******, *********, **********, installing, ************* *** *********. **** **** ** ********** ** *** chain **** * ************* ********** *** **** ** *********** **********.

**** *** **** * ******* *** ******** ******** ** **** to ******* ***** *****, ********* ************* **** ********* ****** ** the ******. **** ****** *********, *** **** ******, *** **** cameras, *** **** ***** ********** (** ******* *******) *** **** multiplexers ** ******** , *** **** ********* (*** **** **** in ***** ****'*). ** *******, ************* **** ****** ** *** puzzle ** ***********. *********** *** ** **** **** *** ****** was *** ******** ******** ** ********* *** ***** ********. * manufacturer ***** "****" *** ***** ** * ****, * ******, a *********** ** ** **********. **** ***** ** ****** **** pressed ** ******** * ******** ******** **** ** ********** **** at **.* *** ****** **** * ******* **** ** **.*.

***** ****'* *** *** ***. *** ** * ****** ***** was * ******* **** ** *********** ** ******** *** ******* thing ** ** ** *****; **** *** **** ******** ** the **** **** * ****'* *******. ** * ************** ** a *** ************ ** ****'*, * **** ********** ***** ** get ******** ** ***** ** *** *** ****. **** ***'* believe *** **** **** ***** **. ** ******. ** **** truck ***** ** **** ******* ** *** ********** ***** ** an ******** **********. * *** *** ** ** *** ******* what **** ** **** ** *** *****. **** ** *********** standpoint, **** ** *** ***** **** *** *** **** ****** the ********* ** *** ******** ** ******* **** ************. **** needed ************ ******* *** ******** *********. ** *** **********.

***** **** (** **) *** ******. *** ***** ** ** video ** *** *****. ********** **** *** ******* *** ***** lens ** *** ***** ******. ********** **** ** ****** *** right ***** *********. ********** **** ** ********* * ******. *******, there ***/** ** ********** ********** **** ** ***** * ********** very *** ** *** ******** ******** **** ** ***** ** able ** **** **** ******: **********. *** ****** ****** ** whether *** ************ ** *** ********** ***** **** ************** *** a ****** ****** ******** *** **** *********** ************ ***** *** ONVIF ** *** *** **'* ******* ** ** **.

**** *****, *** ************ ******** ** ***** ** *** ****** to *** ******* ******* ** *** ******* ** ** ******* to ******** ***** *********. **** **** ******* ******** *** *** user, *** ****** *** *** ******** **** *** ********** ***** really **** *** ** ********** ***** *** ********** ********* *** everyone ********. ***** **** ** *** ************ ********* ** ************* solely ********* **** *** **** ****** ** *** ****** *** you **** **** *** ******. **** ** ********** ***** ***** that ** ******* ********* ** ********** ***** *** *************** *** any ************, ** ***** ********** **** ************* **** ******** ** extend ***** ***** ** *** ***** ** ******* ***** *********** with ***** ******** **** ***** *** ***** **** **********.

* *** ** *****, **** ***'* *** ************* *** **** in, *** *** ************ *******. ********** *** ************* "***********".

*** *** *** * *** *** **** * ********** ** you *** *** * **** ***.

** * ***** **********, * ****** **** *** *** **** at ** ******* *****. ** ** **** *** ****** ****** that **** *** ******, *** *** **** **** ** ******* our ************ *** *****'* ******* ** **** ******. * ***** they ****** ** **** *** ***** ** ** ** **********, they ***** *********** **** ** **** **** *** ****** ** a ****. ** ********* ***** **** ** **** ********** ****. But, ** *** *** ****'* *****/**** **, * ***** *** him ******* **** ** *** ****** ** **** ******.

*** *** **** ** *** "**** ** *** ******". *********** that ******* ** * ******-****** ****** **** ********** **** ***** business ** ***** ******** ****** ** *********** ******* ** ** the **** **** *** **** *****.

** ****** ***** ** * ******** ** **** *** ***********. Expect ****; ********** **** ***** **** ********** *** *************** *** have *** ******** ** ******* ****. ************ *** ************ **** deep ******* **** ****** ** **** ******* *** *********.

*** ****** ** ******** *********** ** ** ****** ******** **** it. ************* ** **** * **** ****** **** ** ***** take *** *********** * ****** ** ***** **.

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

***, * ****** ** **** ** *************** ** **** ** beat.

*** ***: ***'* ***** *** *** **** ** *** *** "light ***** ***** ** *** ***********".

**** ** *********, ** * ***** **** ** * ******* of*************** ;)

*** ******** ** *****, *** ****, *** ****** ********. *** the *****************. *****?

*** ******** ** *** ***** ** *****, *** *** ** one ** ********. * ***** **** ** ~* ******** *****.

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

*****'* **** ** ***, *** *** *** ******* ****** *** be ******* ** ******* ** ************ **** *** ***** ******; when *** ****** *** ****** *** ** *** "******* *** in ** *******" ** ******* ******* *** * ******* ** time, **** **** ******** ***** ** ******** ** ****.

** ** *******, ** *** **** **** **** * ******* integrator *** **** **** **** ******** *** *** ** *** a ****** ******** - ******** ******** *** ************* ***** ** your ******** - ** *** **** **** ** * *********** or ************ ** **** - **** *** ****** ** **** something **** ** ** *** ********.

********, ** *** *** * *********** ** ************ *** *** come ** *** ** *** **** ** *** *** **** all ***** ***** ****** - ********* *** ********* **** *** help ** ****** ******** *** ********* *******/****** ******* ***., ****** don't. *** *** *** ***** ** ******* ** **** *** have ********** **** ******** ** **** ** *********** **** ***'* know **** **** *** *****.

* ********** **** *** *** ******, *** * ***** **** examples *** * *** *******.

** **** ***** *****, ***** ***** *** **** "**********" ****** certainly **** *** ** ****** *** ******* ******* **** ***** basic ******. ***** **** ***** **** ** ****** *********** ******* for ******** ******, ******* ******* *****, ****** *********** *** ******** and ****** ***** *** ******* ************, ***.

*** **** ***** *** ***** ***** * ******** **** *** cameras ** * ****** ***** *** ***** ** ***** * backbone **** ** **** ******** **** ******* *** ****** **** processing ****, *** **** **** ********* **** *** ******* ** that **** *** ** ************* ******/******* ** *** ******* ***. Or **** **** **** *********** **** ***** *** ****** *** also * ****** ****** ******* ******? ** ***** ** ******* or ***** ** ****** *** ************'* ********* ******* ***** *****?

** *** ***** **** ********* ***** *** ** ********* ** having ********* **** *** ************ *********** **** *** ** ************* for ****** *******?

** ******** **** *******, * *** ****** ** **** * point. ******** ** * ************ ** *********** ******** ***** **** sales ** ** ****** *** ** *****, ******** ** * manufacturer ** * ************ ******** ******* **** ** ***** *** integration ***-***** ** *** ** ********. *** ******** ******** ** a *********** ** **** **** ** *** **** ** ******* bandwidth *** *******, * *********** ****** *** ** ********** **** kind ** ********. * *********** ****** *** ** ********* ** troubleshooting * ******, **** ******* * **** ** ** *******... My **** ***** ** *** ***** ****** ** * *********** coming ** *** ******* ** ***** *** *** *********, **** he *** ********* ** ******, ******* ********* *** ************ ******* - ********* ********** *** ******** (*** ** ****).

* ***** **** *** ** ******* ** ************, * ***** not *** *********** *** ************ ***-***** **** ** *** **** category.

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