Who loves Pelco? Pelco employees love Pelco. Pelco integrators love Pelco. New York City firefighters love Pelco.
I’m grateful to Pelco for inviting me out. As many of you know, I speak to vendors all
the time. At last count I had attended
over 250 vendor briefings this year. But
sometimes I’ll carve out a bigger chunk of time to wrap my head around a
company and its products. So naturally I
agreed when Pelco invited me to its Clovis, California headquarters. Pelco did not pay for my time, but did pay
for economy air (through Dallas),
one night at the Piccadilly Inn, a nice sushi dinner, and left me with a most
excellent Pelco pen.
Pelco is a great company. Really. You just gotta visit its Clovis campus sometime to get the full impact. Pelco has its act together. It knows how to design and build a product
that can last forever, and how to go the extra mile for their customer. Legends are told about Pelco’s commitment to
its constituents and its technology. Just take the tour and see the smiles.
And why shouldn’t everyone be happy? Business is good.
Profit is nearly as high as customer satisfaction. Revenues increase each
year. And new Pelco products like Endura
are bridging Pelco’s omnipresent cameras with IT best practices. Sounds like a pretty good time.
But the future holds some challenges for the video
surveillance powerhouse. Here are a few.
- It makes and sells hardware. That’s a tough business getting
- It maintains an expensive manufacturing infrastructure,
potentially inhibiting agility.
- It resists selling software missing opportunities to
capitalize on its lifecycle management.
- It sells to integrators who are not especially well known
for their sensitivity and consultative sales approach.
- It has next to no relationships with CIOs – important
influencers in IT systems adoption.
- Its channel thinks of it as a parts and products supplier,
not as a solution provider.
Addressing these challenges will require new attitudes, new
products, and a new sales channel selling to new customers. Yikes. Talk about an uphill climb.
Can Pelco do it? Yes.
Can Pelco do it and still be considered a leader, especially
a thought leader? Unlikely. But it is
possible if the company commits to new ideas and forms new connections to new
channels and customers. (That’s a big
Will Pelco keep making loads of money? Without question.
Let’s all watch Pelco as it reinvents itself in the coming
years. I’m willing to cut the company some slack for the mistakes they’ll
undoubtedly make and the opportunities they’ll likely miss. Overall, Pelco is and for many years will
remain the quintessential stalwart American surveillance products manufacturer.