"Completely Irrelevant": Verkada CEO Derides Access / Video Sales Experience
Verkada's relationship with security professionals has been complicated, at best, with the company now wanting to win over security integrators, but those integrators overwhelmingly dislike the company.
Now, Verkada's CEO Filip Kaliszan, in rather candid remarks with a venture capitalist, derided sales experience with video surveillance or access control, calling it "completely irrelevant" and "naive."
This report examines Verkada's CEO's remarks, how they fit within Verkada's go-to-market strategy, and why they underscore longer-term challenges for the company.
*******
** ******* *-**** ********* **** * ******* capitalist, *******'* *** ********* *** ****** industry ***** ********** ** "********** **********":
** ****** *****how **'* *** ******** and how I think if I gave you Verkada you would be up and running in minutes so I think we realize that and so if you realize that which people are going to make the best sales people and I think it comes **** ** the very basics of ambition *** ***** and how good are you with a customer like. Those types of aspects rather than have you necessarily sold software or I think maybe even **** ***** way of thinking about it would ** **** *** **** cameras ****** ** ****** ******* I was like man like no that ****'* ********** ********** it's a shallow pond to be fishing. I think a lot of our ******************* **** *********** ******* ********* ****don't **** *********** ***** ***** [emphasis added]
***** ********'* *******:
********
*** "**'* *** ********" ***** ** fundamentally *** ********** *****. ***** * charitable ************** ** *******'* *** ********* may ** **** **** ** ***** they *** ***** ***** *** ***************, Verkada ***** ** ********** ******* ** hardware **** ***** ** ******* ** fisheyes ** *****-*******,**** * *** ***, *** **** ** **** ** the ***** ****. ****** *******, ** course, *** *** **** ******** ********** and **** ****** ******. **** ******* to ************* ******** *** ***** ** integrators, **** ** ********** *********** ** many ****** **** *********** *** ********** discuss *********** ********* ****** ********* ******* and *****.
********, *** ***** **** "***********... ***'* have *********** ***** *****" *** **** they "******** **** *********** ******* *********" is *******. *****, ******* ****** ** sell *********** ******* ********* ** ****, though ************** ********* *** *** ***** ******* SHI** ***. *********, ****, ******, *********, etc., **** "***** *****" ****** ******* Verkada's *** ** ******** *** *********** do *** ****** *** ****** ****-**** approach ** ************, ***** ***** ** ****.
Actual ******* ***** **** ********* ** ******** **********
******* *** ****** *,*** *********** (~**% of ***** ****** *******), *** **** 1 ** *% **** *** ******** security ***** **********, ** *** ***'* remark **** ******* *** *******'* ****** hiring *********. ** ***** ~** ******* salespeople, **** ******* ********* ************** ******, *** **** **** ******** ** 2020 *** *******. **** ****** *******'* channel ***** ************, **** ******* *********** 100, **** * *** **** ******** experience.
Same *** ********* *********** ****
********, ******* *** * ******** ********* engineering **** (******** ***** ~** ** that ****), *** **** ** ********* none **** ***** ******** **********. *** counterargument ** **** ** ** ** to **** *********** **** ** ***** experience ** ***** ***** ********* **, but **** ** *** *** **** either. **** **** ******* ***** **** role "*********" *********** *** ** ** equivalent ** "*****" ***********.
Benefits ** *******'* ********
*******, *******'* *** ** ******* ***** rational ******** *** ********* ******* ********** goals. *********** **** ******** ********** **** not ** ** ***-*** "*******" ** "killers." ******** ********* *********** **** ** be **** ************, ***** ***** ** long-term ************ ******** *** *********** **** multiple *********. *******, **** ** *** what ******* ** ********** ***.
*******'* *** ******* *********** *** ******* sales ****, ******* ********** *******'* ***** is ** *** *** ***** *** most ******** **** *******. **** ********** has ********, *** ** **** *********** to *******'* ******** ****** ********** ** *** ***** ***** ***** and ********** ***** *******'* ********** *******.
** *** ******** **** *** *******, because ******* ******* ** ******* ***-**-*** Verkada *** ******* ********* *** **** literally ****** *********** **** ******** ******** systems, **** *** ***** ** *******, Verkada *** *** **** **** *** salespeople ** **** ******** ****** ***** scripts ******* *** ****** ** *** question ** **** ******* ** *** right ********. *********** **** **** **** parts ** * ******** (* ****** company, * *** *******, * ****** company, ***.) **** ** ** **** knowledgeable ** *** ***** ********* **** within * ******** *** *** ***** component ** ****** **** ******. **** Verkada, **** ** *** ***, *****-******, or ********* *** ************ ******** ** competitor *, *, ** *, ******* is *** ******* ********** **********; *** Verkada *********** **** ***** ** ********** the ******** **** ***** ******* ******** is ******.
******* *** ******** *** ******* ******** more ******** ******* ** ********** ********* will **** **** ****, ********** ** the ** ****, *** *** **** experienced ******** *** ***** *** ***********, this **** ***** ***** ******* ********.
No ******* **** *******
** ***** ***** *******'* *** *******, but *******'* ** ** ************** *** Public *******,***** *'*****, ******** ** *******.
** ** *********** **** **** ***** extemporaneously, *** *******'* ********* ** ******** walk **** ** ******* *** ***'* remarks ********* **** ******* ***** *** issues ** **** *******.
Truth ** **********
** ******* **** ** *** *******'* CEO (****** **** **** *********) ***** ***** ***** ******** **********, even ** *******'* *** ******** ************* admitted ** ***** ******** ** ****** to * ******* ********** *** *** recognizing *** ******* **** ******* *** them ******* ******** ***********.
***********, ** ****** ******* ** ******* with *********, *** ** **** ** this ** *** ******** **** ******** of *** *******, ** ****** **** to ******** ** *** **** ****.
*** **** ** ********** **** ***** regulations
*******, *** ****** ** ****, ******* also ***** ****** -******* ****** ******
******** **** *********** ** ************* ***'* design ****** ******* *******.
**** ********* ** *** *********:
- **** *** ******** **** **** ***** doors **** **** ****** ******* **.
- * ***** ****** **** ** ****** licensing ** ******** **** ***** ***** on **** **** ***** ** ****** for ***** *****.
- *** ********** *** ** *** *** pull *** *********** ****** ******* *******. If **** ******** ** **** ******* these **** ** **** ** *** bare ******* ****** ** *** *** permit ** *** * *** **** CAD **** *** ***** *********.
- **** * ** ** ***, * technician **** ** ***** * *** of ***** *** **** ** "****** it ***".
* ******** *** *** *** *** middle *** ** ****** *** *** hardware ** ***** *** *** ****** steps *&* **** ** * *********, who ***** ******* **** *********** **** on ** ** *** **** **** anyway.
******: **** ******* *** **** ***** to *** *** **********:**** *********** ** ************* ***'* ****** Access ******* *******
***** ** *****, *** *'* **** he's *****.
* *** ******* **** ******** ****** a ***** ************ **** * ****** on **. ******* ***** ** ******** where *** **** **** **** ****** from ****** **** ********?
*'** **** **** **** *********** *** hiring *** ****** ******* ** ** in ** **** ** **** ********.
*** ** ***** **** ******* **** reputed ************. ** **** **** *** flopped. ******* *** **** *** ** was ******* ******* ** * ***** product.
*** ***** *** ** ***** **** an ********* ********. ** *** ******* for * ***** ***** *** *** still ****** ***** (**) ** *** time. ** *** *** **** **** and *******. *** **'* * *** ten ******* *** ** *** ** the ***** ***** *************.
**** ** ******* *** *** ******* at *** ****** *******.
******* ***** ** ******** ***** *** only **** **** ****** **** ****** that ********?
**** ** * ******** ******** *** it ** **** **** *** ******* it **. ** *** ** ********** that *** ****** **** ****** **** outside *** ********. *** ***** ** that ** ** ******** ** **** experience *** ** *** ***'* **'* important ** ***** **** **********. **** yourself ****'* *** *** ** ******** veteran? *** *****'* **** ********* ******* an ********* *** *** *** **** employers?
* ********** *** **** ***** - it's *** ********** ********** ** **** prior **********, **** *** ***** ** exaggeration ** *****'* **** - *** hiring **** * ******* **** ** people *** ******** **** ** *** job ** * ********* ******** **** there's **** ** **** ******** *********** in *** *****!
**** ******* ****** ***** **** **'* suggesting ***** ** ** ******** ** Verkada (***** ***** **** ** *** case, *** * ***'* *** *** evidence *** **)
****** ***** **** **'* ********** ***** is ** ******** ** *******
***** ** ********** ******** ** *******. We've ******* **** **-*****; ****** ********* - *** ************* ******* Driving *******'* ***** *******. *******, *** ******** ** ************** sales ******* *** ***** ********* ** Verkada's ********.
**'* **** **** **% ** **** employees **** ** ******** ******** **********, and ***'** ****** (*** ******* ****) salespeople ** * **** ***** ** really ***** *** ******.
******* *** ***** ** **** ** win **** ******** *********** *** **** notion ** ******* **** **** * reaction ** ** **** *********** ******** educating *******. ** ****** **** **** to *** **** ******** *********** ** order ** ***** ******** ** ***** but **** ** *** **** ****** and **** ****'* ******* ** ** what **** **** ** ** ***** to ** *******-*******. **** ******** ********* with ***** ****** ******** *********. ** begs *** ******** ******* ***** ** a **** ** *****'* ******** ** is ** ***** ******** ** ***** and **** ** ** ***** ****** intentions *** *** *******? ** ***** would ** *** ****** *** * don't **** *** ********** ** ***.
** **** *** ******** ******* ***** is * **** ** *****'* ******** or ** ** ***** ******** ** Filip *** **** ** ** ***** actual ********** *** *** *******?
******* *** **** ** ******* ***** for *******.
**** ******** **** ***, * ******* he ** ******* (** ***** ** faking).
*******, **** ******** ** ** ******* he ** ***** ***** ** *** broader ******** ******** **** ******* ***. He **** *** **** ** **** job...
*** ******* ** **** ***** *** been * ***** ** *** ** making ****** ********* *** *** ******** technology. *** ***'* **** * ***** person **** * *** ** ******** experience **** **** *** ******* ** an ** ****** *** ******'* ********** it ** *** ***** *****.
******* ****** ** *** ****** ** their ****** ********'* ******* **** ******* to ******** **********. **** **** ******** you **** **** ** ***** **** basic ********* *** ****** ******* ****** and ***'* ***.
** **** ******* **** ** **** of ***** ******* *****. *** **** is ***** ***** *** ********** ****** for ****** ******* *** ********* **** inputs **** *** *** **********? ****'* a ****** ***** *** * *** miss ***** ******** ********* ********.
***** ********* *** ******* *** *** enterprise ***** *********.
*** **** **** *** **** ****?
******* *** ****** **** **** ** go ***** **** *********. **** **** 80% ** **** **** * *********** for ********** ******
**** ** ** **** **** *** old ********* *********.
**** ** ***** **** **** * muzzle. **** *** *** *** *** of ******'* ****** *** *********** ** their *********.
** ******** *******'* *** **** *** commonly **** ********.
*****'* *** ***** * ***, *.*.***** ***: "***** ******** ******* ****** Has ******** *** *** **'* ******** Just * ****** ** ****"
***:
***** ***'* "********** *** *** *** Weapons ** *** *****" ***** ********
****** *** **** ******. ****** *** install ******* *** *** **** ******* 1200lb ***** *************** ***** **** **** a **** *******? *’* **** *** CEO ** ******* *** **** ********* about ****** *** ******* ** *** 4 **** ********** ** ** ** could ***** * ******* ******* **** controller *** **.
**** *** **** **. *** ** the **** ** *** **** *** be ********* ** * ********* ********* (and *** **** *********** ******* **) then **'* * ****** ** ********** the ***** ** *** ******* *** ultimately *** *** ********.
******* *** ** ******* ****. * wonder **** ***** ** *****.........
********, * *** ******* **** **** integrators *** ** ******** ** * competent ********* *** *** *** ********** to *** *** **** ***. ******** given **** *** **** ******** **** codes *** **** ******** **** **** integrators * ******** **** ******** *** a ****** ****** *** **** ****.
************ * ******** - **** **** attitude * ***** ** **** ***** selling ***** *********.
**** ***** ** * ******* ***** who **** ****** ****? **** ****** always **** *** **********. ** ** the **** ******, ** *** ******* bad ** *** **** **********? ***** supply? **** ***** *** ********* **** the **** ******* *** ******* ** be **** ** ** * ****** matter? *** ** ******* ** ********* in *** ***** *****? ***** *** to *** ****** ******* ************* ******** the *** **** *** ****.
*****, ** **** ***** ***** ** no ********** ********. ** *****'* ** issue **** *** **** **** **** the ********* *** **** *** **** call ** *********** ** *** ** electrical *****.
** ** ********** * ************ ********* does * ****** *** ** ********** door ******** ***** **** ** ** day ** *** *** ***. **** security ***** ***'* **** **** *** can *** ********* ** *** *** a ******, *** ** ******* ***** with *** *** ** ******** ***** a **** *** ** ********** *******. BTW **'* ******* *** "****" ****** to ** ** *** ********** **** end ** **** * **** ******* install.
* **** ***** *** ****** ** point, ***** ** **** **** *********** fail ** ******* *** ***** **** can't ** ******** *** **** ****** methods. ** * *****, ***** *** can **** **** ******* ** **********, we ********* **** ** ********* *** real ***** ** *** ********.
** **** ***** ** * ******* issue *** ** *** **** *** client ** ****? *** **** *****, electrician ********? ** *** *****? **** who **** ******* ***** *** ** do ******* **** ************ ** **** sure *** ******* ***** **** ** used?
**** ****** ** *****'* * ******* with *** **** ****'** ***** **** the **** ******** *** **** ***** way ********* **** *****. ** **** cases ****'** ** **** ** ******** and ******* ***** ***** ****** *** integrator *** **** ****** ***** ***** to ********, ****** **** **** ** expensive ******* ******** **** ** *** associated.
** **** ***** *** ********** ** only ***** ** ** ** ****** voltage **** **** ** **'* ********* new *** ********** ** ****, ********* they'll **** ** ************* ********* ** size *******. **** **** *'** **** some *********** ******** ** ***** *** don't **** ******, *** ***** **% of ********** ***** ***** **** ** any **** ** ****** **** **** putting ******** *** *****.
***** ******* **** ** *******'* ***** that ** ***** *** ***** ****** don't **** ******** **********, ********** ***** their ******* *** **** *** ******** isn't ********* ******** *** **. *** if ***** ** * ************ ***** voltage ****, ******* **** **** ***** engineers *** *** ** **** **** of ****.
******* **** **** ***** ********* *** can ** **** **** ** ****.
** * ********* ** *** ****, none ** ********* **** ** ***** sales ********* (*** **** **** "********* engineers") **** *** ***** ******** **********. To ** *****, **** ********* **** previous ********* **********, *** ** ** notable **** **** ~** ******** *********, virtually **** ****** ** ******** ******.
***'** ***** *** ******* ***** ******* guides *** ****** * **** *********** that ** *** ***** *** ******** comes ** **** *** ******* * cabling **************.
***** ******* ****** *** ****** * feel *********** **** ** *** ***** the ******** ***** ** **** *** provide * ******* **************.
**'* *** ***** ****. ******* ******* and ******, * *** **** * meal, *** ** *'** ***** ****** the **** ******, ***** * **** do ** *****, *** **** ****** I'll **** * ***** *******.
*******, ******** **** ***** *** ****** at **** ***** *** **** ***** down *** ******* *******.
** #* * **** **** *** access ******* ******** ***** ** *** not ** *** ***** *** **** speak **. ** ********** ****** ***** both *** & *** ****** ******* on *** *****? * ***** **** Verkada ** *** ***** **** ** things ******* ** *** **'* **** for *** ********. *** *** *** away **** ******* *** * ****** on *** ******* ** *** ******** as **** ** ***** *** **** your ***** ** **** ** *****. That's **** * ***** ** * Verkada *********.
*****, **** ******* *****'* ** ********** there *****'* **** *** ************** ************* stops, ** **** ***** *** ******** is ******** **** **. * ******* locksmith **** ********** ********* ********** **** hardware *** ******* *** **** ***** diagnosis ** ** ********** **** *** the **** ******* **** *** ****** programming *** ******** ***** ****** *** integrator *** **** ****** *** ******** back ** ******* * *****. **+% of ******* ***** *** ******* ** those *****.
* ********* ** ******* ************ ** doors *** **** ******** ** **** are ***** ** ** ****** ******* than ** ********** ***** ******* ***** have ** ***** ********** **** ******* to ******* ******** *** ******.
*******, ** ***** ** **** **** 80% ** *** ******** *** *** complicated *** *** *********** ********* ** a *** *** ***** ** *** exclusive ** * ****** **********. ** fact **** ** ********* ***** ******** lack **** ********* ********** (*.*. ******** codes).
********** ***'* ** *******. **** ********** around **** ****** **** * ******* and ***'* ********** ******** **.
***'** *****, ***'** *** ***** ** find * **** ********** ********* ** all *******. ** ***** ******, ** that *********** ****'* *** **** ****** to *** ** *** *********. ** fact, ********* ** *** ******* ** the *********** ** *** ****, **** might *** **** ** *** **** option.
** ** *** **** *** **** medium ** ***** ********* ***** ********** purchases ** ** (***** ** *******'* target *****) ***** ** * ***** in ************** *** ********* ************.
- ** ** ******* ******* **** * cabling ******* ******* ** **** ****.
- ** *** *** ** **** *** more ****** **** **** ******** **************.
- ** *** *** ** ********** ** their *********** ***'* **** ** ** anything **** **** ******* *** ***** and **** ** *** *****. ******** to ************* * ***, **** **** more ***********.
*** *** * ***** ****** ***** deal **** ********* *** ***** **** to ******* **, ******* ******* ****** that ********** ** ***** ******* * poor **********.
**** *** *** *** ** ********** if *** ***'* ***** ** ** a **** ***? ****** **** *** are ******* ******** *** ** * job.
***** **'* **** ******* *'* ******** for **** ****-********* ** *** ********** community ***** *** ***** ** **** thereof ** *******.
** *** ** ** ** **** differentiator *** *** ******* * **** for.
******* *** * ***** ******* ******* around ** ******* **** ** ******* bad *****. *** ** **** **** make *** ************ ** ******? ** experience **** **** ** **** *** slow *** ***'* *** *** **** exactly ***** ** ***** ** **. This ***'* ******** **** ***** * wireless ****** ******** ** *** ****.
*****, *'* **** ******** *** ** alternate ***** **** * *** ********* moving *******, ********** ** ** **** more *** **** ********.
*'** **** ************* **** **** ** this ***** *** **** **** ********* will **** *** ******* ********* ** the ********* ** ***** *** ******* integrator ** ******** *** *******.
** *** **** **** ***** ** truly **** ***** *** **** ********* out ***** *** ****'* **, ***'** limiting *** **** ** *** ****** you're ***** ** **** **** **** term.
** **** **** ** *** **** else ** **** *** ****, **** can ** *** **. ****'* **** especially *** *******, * ***'* **** a **** **** ******* ****. *******, I **** **** ***'* **** ***** in *** **** **** **** *** for ****** ******* *******. **** ********* we *** ******* **** *** ********* and **** ** ********* **'* ****** to ** ********** ***** ** *** there ** ****.
**** ******* *****'* ** ********** ***** doesn't **** *** ************** ************* *****, it **** ***** *** ******** ** isolated **** **.
*** ***'* **** ******* **** **** customers ****? ** ** ******** **** the ***********? **** **** **** ** fixed.
**** **** *** *** ****, ** have ** *****. **** ******* ***** is ** ********** ******** *****'* **** that ******* *** ****** ******. *'** seen ***** ****** **** ********* **** leads ** *********** ******* **** ****'* in *** **** ** *** ** updates ******* **** **** ***** *** users ********* *** ***/********* ****** **** for ******* ** *** ***** *** a ***** ******.
****% ** **** ******* * **** to *** ***** ** *** *** around *** **** **** ** **** one **** ** *** *** *****.
:* ** *** ******** *** ********** mechanisms *** ***** ******** *** **** in *** **** ** ***** (***** Tesla *** **** *** *******).
**** ** **** ******* **** *** are *** ***** ****** ***** ********** of *** ********* ************ *** *** safety *** ******* ** **** *********. Is ******* ******* ** ******* ** inexperienced *****.
**** ** *** ***** ******** ******** type ** *******. ***'* **** ***** quality, **** ***** ** *** *******. They ***** ** ****** *** ** a **** *** ***** ***.
** * *********, * **** ***** specify **** *** **** ******** *** client ** ***** **** ** ****. Internally, ** ********* ***** ** ****. This ** ** ******* ** * won't ******** *** * ** ** my *******.
******** ***** **** ** **** ******** pratfalls.
* ** ***** **** **** ***. You ** *** **** ** **** from *** ******** ****** ****** ** succeed *** ** * ****** ** the ******** ******** ******. *** ******* of **** ** *** ******* ****** control ******** ************* *** *** **** from *** ********, *** ** ******** experience ** **** *** *** ********** grow * ************ ** *** ***** or ****** **** **** ****** ** no ******** **********. * **** ***** 3 ********* ********** **** **** ***** personnel **** *** ******** *** **** remain ******* ** ***** ******* ** years *****.
******* ** *** ****** ******* ** scale ** ****. ****** **** ***** people, * **** ******* ************, *** technical ***** **** ** ***** ********* is ********** *** ***** ** ******.
*** ******** ******** ******* **** *** same ****** **** ***** ********** ** as ****. ***** ** * **** of ******** ********* **** *** **** some ******* ********. ** *****'* **** experience ******* ***** ** *****, *** just **** ** ** ****** **** tend ** ***** *** **** ***** on **. *** ****** ** **** most ****** ** *** **** ** train *** ********* **** **** **** outside *** ******** *** **** ** explain *******, *******, **********, ** ********. If ** ******** *** *** ******* to ** **** ***********, **** **** tend ** **** **** ******* ******.
*** *** ** ******. ** *** find ********, ********* *** ******* ******,**** companies **** ** *** ** **********. I ***'* **** ** ***** **** Verkada **** ***, *** ***** ******* are ********* ************* **** ** * short **** **** *** ******* *** win ********* (******* ** *** ** agree **** ***** *******, ********, ** even **** ****).
**** ** ******, ****** **** ****'* come **** *** ***** ****** ********. He **** **** *** ******* ******** and ********** ** *********** **** ********* and ********* *** ***** ** *********, Bosch, ***** *** ****** *** *** "experience".
*** ** *** **** ** **** from *** ******** ****** ****** ** succeed *** ** * ****** ** the ******** ******** ******
****'* *** **** ** ****. **** of ** *** **** ******* *** industry. *** ******** ** ***** ***'* sales **** *** *** ********* ** having ******** **********.
**** ***** **** *******? ** *** of **** ***** *** ******** *********** people **** ******** ******** **********? ** you *** **** ** "********** **********" or ******** ********?
** *****'* ***** ****** *** ********** role **** *** ***, ******* **** is *****, *********, **********, *******, ** support. ** ** ******* ************, ** have * *** ** *********** ***** personnel *** *** ******** ***** *********. It ** *** ******* *** ****** that * ****** *****. ** *** train * ******* ****** ** *** industry ****** **** * ************* ******* for * *-* ******, ***** ** need ****** ** *** *** ****** running *** ***** ************* *** **********. The *********** ********* **** ** ***** revenue **** *******.
** ** ** **********, **** ***** who ** *** **** **** *** industry **** ********** ***** *** **** from *** ********. *** **** ****** for **** ** **** ***** *** not ******** ***** **** *** ******** as ****** ** ******** ********* **** stand ** *** *** ** ******** scaling.
** **** * *** ** *********** sales ********* *** *** ******** ***** personnel
****, ***** *******'* *** ** ** new / * ***********.
** ***'** ****** **** ***** ********** is * ***** ** ******* *******? In ** ********** ****, * ***** a *** ** **** ********** ****** errors **** ******** ***** ****. ***** with ***** *********** **** **** *****. Rookie ***** ****** **** ***** *** are **** ** *****, *** *********** "others" **** ** *** ****** ** experience. *** ** * ********* **** field **********, ** *** ******* ******* that *** ****** *** ** ********** to ****** (** *** *** *******). Even *** ****** ***** **** ********** ask ********* ** ****** ** *******. Like **** ****, **** *** **** 99 ******* *** * *********** ***, good ****.
* ******* **** ***** ********* *****. I **** **** *** ******* ****'* as ******** ** *** ******** ** this ******* ***** *******. ** ********* said, *'* ****** **** ** ******* salesperson *** *** **** *** ** a ***** **** *** ***** **** the ******** ******** ******* ********* ****** rather **** * ****** ******** *********** who ***'* ******** **** **** ** selling.
* ***** **** ***. ***** ******, vigor *** ********* ************ *** ****** you ***'* *****. ********* ** ******** products *** *********** *** *********.
********* ** ******** ******** *** *********** are *********.
**** ******* ************ (**** *** ******) with ******* ***********), ***** ******** ****** knowledge ** ********* **** ******** ** rivals.
***** *** **** *** **** ** this. **** ******* ************ ***** ***** and ******* *** ***** **** **** security ** ** * ******** ** burden ** **** (**** ** ****** who ****** *** ** **** **** security *** *** *********** *** **). Cons *** **** *********** ******** ****** tend *** ** ***** ***** *********** meaning **** **** ***** ** **** side.
****, *** *** *** ******** **** (industry ********** ** ***) ** **** side?
******* ***** * ****** **-**** ******* employee:
****, **** *** *** *** **** of ***** ******** *** ********, *** you *** *** ******** *** *** the ******, *** **** *** *******, you **** ******* **** **** **** absolutely ******* ***** ****** ** **** type ** ****** ** **** ****** be **** ** * ********** ********.
******* *** ****** * ******* ** a ***-***** ******* ******** ****** **** 17' ****** ***** **** **** ******** the ****** ** ****** ****, *** the **** ****** (** **) ***** a ****** ** * ****** **** door **** ******* *** * ***** bar *********. *** ******** ****** ** took * $*,*** ****** ***** ** install *** ******* ****.
*** **** **** ** *** ************ is **** ********* *** ******* ** an ******* ******* *** *** ***** installed ****** ******* ** *****, ** when *** ******** **** *** ** is *** *******. *** ***** *** that ***** ******** ***** *** *** terrible *********** ******* ***** *** ** frequency *** **** **** ****** **** specified **** ****. ** **** ***** them **** ***.
***** *** ***** ** **** **** time ** ***** **** ** ***** to ** **** ** ***** *************.
** **** **** ** *** **** people **** ***** ** ******** **** ours, ***** *** *********, ***********, *** licensing *** ******** *** ********, **** no ******* *** ***** *****. **** somebody ** ********* * ****** ******* system *** **** ** ********** **** alarm ***********, ******** *****, *** *** more. ** *** ** *** ******** say ********** ** ***********?