This Unicorn Aims to Get Integrators Sales

By: John Honovich, Published on Sep 29, 2015

Getting new customers is one of the hardest challenges for integrators as our sales leads survey results show.

Now, a billion dollar unicorn tech startup, Thumbtack, has just raised $125 million to help contractors, like security integrators, get new customers easily and cheaply.

In this note, we look at how this works for security integrators, sharing feedback from an integrator who is using Thumbtack, and provide guidance on its use.

******* *** ********* ** one ** *** ******* challenges *** *********** ** our***** ***** ****** ***********.

***, * ******* ****** unicorn tech *******,*********,*** **** ****** $*** million** **** ***********, **** security ***********, *** *** customers ****** *** *******.

** **** ****, ** look ** *** **** works *** ******** ***********, sharing ******** **** ** integrator *** ** ***** Thumbtack, *** ******* ******** on *** ***.

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

How ** ***** *** ***********

*********** *** ** **** quotes to ********* *** ****** requests ** *********. *** security ********, *** **** is * ******* ** roughly $* *** ** only ******** ** *** customer **** *** **** it ****** ** *****.

*** ********* ***** *** integrators ******* ** **** portion ** ********* ***** to *** **** ****. For *******, ** *** send *** * ****** that *** ******** *** one **** **** ***, the **** ***** ** ~$**. Thumbtack ** *** ******** in ******* *** ******** for *** ******** *** does *** **** *** cut ** *** ******* fee, **** *** ******* spent ** **** ******.

*********** *** ** ********, can *** *******, **** to ***** ******** ****** * ********** ***** for $*.

Integrator *******

** ******** * ******** **** an ********** **** **** one **** ***** ********** our ******* *******. ** spoke **** *** *******,******** **** ********* **, ***** ***** **********.

****'* **** *** *******'* Thumbtack ******* ***** ****:

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

  • ********* **** ** **** to *******, **** ***** sensitive *********** ** ***** business ********.
  • **** ********** ******* *** intergrator's ******** ** **** they *** ** ******.
  • *** * * ****** 720p ******, ***** ******* price ** $****, ********* product *** ************.
  • **** **** **** ***, Hikvision *** *** ****** end, ***-*** *** *** even **** ***** ********* customers. ** *******, **** Axis, *** ********* *** expensive ** ** *******.

Customer ********

** *** ******** ****, all *** ** ** answer * *** ********* and **** **** *****. Questions *** ****** ******** highlighted *****:

**** *** ******** **** emails **** * ********** responds.

Potential *****

********** *** ***** *********** that *** ******* ** work **** *** *** small ********, **** ** a *** ****, *************** way ** **** *** customers. ****** **** ******** a ********* ******** ** trying ** ****** *** local ****** ***, ***., they *** ****** *** when **** **** ** quote ** ******** **** appear ** *********.

Risks / *********** / ************

**** *** ******* ****** unicorns *****, *** ***** if **** **** ******* or ****** **** ******* a *** ** ***** and **** ****. *** they *** ********* *** the ***** ** **** company ****** ** ******* buyers *** *******. *******, Thumbtack **** ******* * very ****** ** *** system ** ** **.

** **********, ****** ****** * ****** installation ******* ****** **** ******** ********, cutting ** ******, *** making ** ***** ** product *****. ** ******, Amazon's ***** ***** ****** provides *** ********* *** large **** ****.

******** ******* **** *********, we ** ******* **** online '***********' ******** *** a ***** ****** ***** that **** **-***** ********** sales **** *** **** decade ** *** ***** cost ********* *** **** direct ***** ** ******* will ***** ********* ***** shows *** *********** *********** for *** **** ******.

Comments (4)

Just got another quote and this one is quite interesting.

The company is Bilco Electric and Datacom, and for $1600, they are offering to provide and install a 4 camera 1080p LTS (Hik) system. They have been hired 53 times already on Thumbtack. It appears that this is a nice setup for them.

Here is their quote / exchange with me:

I wonder if the requirement of paying to submit bids will keep the respondant pool low to begin with.

Most contractors realize charging for bids/designs is impractical, but how many are going to dole out $7 to engage in a buying decision they have very limited influence into?

Manufacturers pay $4,000 for trade mag ads no one ever sees...

but integrators often don't like to spend on marketing.

At $7 a pop, seems worth trying it out. Spend $100, try it out with 12 or 13 quick quotes, see what happens. If you close at least 1 or 2, would strike me as being worth it, no?

But my main point is that it is a lot more straightforward (and for most probably cheaper) that going to an integrator and telling them to run google ads for "Oklahoma security integrator" at X dollars a click, then optimize a website to get leads, etc.

This approach eliminates the sales and sales management costs associated with selling to the SMB market opportunities a s well as the marketing costs already mentioned. If you are running a lean operational company this may make some sense but very little room for effor or assumptions. Interesting evolution. Angie's list for security?

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

Security Sales Course January 2020 - Last Chance on Jan 02, 2020
Notice: This is the last chance to register for the course. This sales course is customized for the current needs and challenges specific to...
Top Ways Security Integrators Improve Their Careers on Sep 03, 2019
With DIY products expanding and the future of integration debated, how do integrators stay sharp so they are not left behind? 180+ integrators...
Security Integrators Outlook On Remaining Integrators In 2025 on Aug 22, 2019
The industry has changed substantially in the last decade, with the rise of IP cameras and the race to the bottom. Indeed, more changes may be...
Indonesia Security Association Chairman Interview on Aug 01, 2019
Indonesia is a huge country with a population close to the US and a fast-growing economy. Its security industry is also growing rapidly but faces...
Online Video Surveillance Sales Comparison - Amazon, B&H, CDW, LTS, Super Circuits, More on Jul 31, 2019
IPVM has uncovered the key trends and top options being offered across commonly used surveillance sellers. How has the market shifted since we...
Beware African 50,000 IP Camera Contract Scam on Jul 12, 2019
A “Nigerian Prince” scam for the video surveillance market is going around. You, or at least we, could be lucky enough to be the single bidder for...
Security Dealer 'Social Media Contractor' Program on Jun 25, 2019
A $20,000 video surveillance system can be yours for free if you are willing to post on social media about the security dealer. Good deal, bad...
Axis Will Not Block Resellers on Jun 10, 2019
While Axis generally has strong favorability amongst integrators, the biggest complaint is their channel model, which results in smaller integrator...
Dumber Techs, Bad Box Movers, Says Australian Distributor on Jun 10, 2019
Techs today are "dumber" than they used to be, despite better education and training and that makes a typical day "frustrating" for one...
Verkada Favorability Results 2019 on May 29, 2019
Verkada has taken the industry by storm with the fastest growing video surveillance sales organization ever and a half billion dollar valuation....

Most Recent Industry Reports

Pivot3 Mass Layoffs on Mar 27, 2020
Pivot3 has conducted mass layoffs, the culmination of grand hopes, a quarter of a billion dollars in VC funding, and multiple failures to gain...
Athena CEO Criticizes 'Deplorable' 'Nitpicking', IPVM Refutes on Mar 27, 2020
Athena Security's CEO Lisa Falzone has strongly objected to IPVM's reporting on Athena, calling it 'deplorable' and repeatedly criticizing IPVM's...
Hikvision Admits Sanctions Harming Its Financial Performance on Mar 27, 2020
While Hikvision initially downplayed being sanctioned for human rights abuses, the company is now admitting a significant impact in a new PRC...
New Axis M30 Cameras Tested on Mar 26, 2020
Axis has released a new generation of, for them, relatively low cost M30 series cameras, claiming to deliver "sharp video quality even in poor...
Coronavirus Shuts Down ADT Door Knockers on Mar 26, 2020
Coronavirus has another victim - this time, alarm giant ADT has stopped all door to door sales. Door knockers are a critical but controversial...
Access Control Course Spring 2020 - Save $50 Last Day on Mar 26, 2020
Register Now - Spring 2020 Access Control Course. Today, March 26th is the last day to save $50. IPVM offers the most comprehensive access...
Convergint Coronavirus Cuts on Mar 25, 2020
One of the world's largest security integrators, Convergint, has made a major move to handle the impact of coronavirus, with cuts across the...
VSaaS 101 on Mar 25, 2020
Video Surveillance as a Service (VSaaS) is the common industry term for cloud video. But what does it mean? How does it all work? Inside this...
TVT / InVid Facial Recognition Tested on Mar 25, 2020
Facial recognition is frequently sold for thousands of dollars per channel but some China manufacturers are offering full facial recognition...
IPVM Launches On-Demand Courses on Mar 24, 2020
For nearly a decade, IPVM has been a leader in online live courses. Now, we have added on-demand versions for all courses. The same course...