The channels of distribution in the physical security industry are changing, particularly in the Video Surveillance sector, where IP network products has taken a major leap forward in the last 3 years requiring new skills for designing and installing systems. We have been charting the routes to market for physical security equipment since 2006 and there have been major changes across the developed markets of the world in how products reach the end user. Our research shows that the value of product passing through the distributor channel has fallen off drastically from over 50% in 2006 to around 30 % in 2011. Their market share has been taken by direct sales to Installers / System Integrators which have increased share to approximately 50% in 2011. The installer system integrator route has been joined by specialists from the IT / Communications (ICT) industry and it would appear that the distributors have lost most of their share […]