3VR sees benefit in rep firms

Rep firms help the company expand in geographies, verticals
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Tuesday, June 16, 2015

SAN FRANCISCO—3VR, a video intelligence company based here, expanded a year ago into a manufacturer representative model with positive results in the last 12 months.

“To date, we have signed [10] rep firms, covering the U.S., some of Canada and some of Latin America,” Jeff Karnes, 3VR’s senior VP of marketing and operations, told Security Systems News. “There are one or two additional territories that we would like to fill, but by and large we feel that we have the coverage that we want.”

“We’re starting to see a lot more on-the-ground activity because of that rep firm strategy. They’re signing up a lot more regional integrators,” Karnes said, though he declined to release direct figures.

The strategy is helping 3VR branch out into different verticals, such as government and education, Karnes said.  

In addition to the loss prevention side of 3VR, which includes VMS and other appliances, “we’re also pushing out our customer insights and our dashboard through [the rep firms] as well,” Karnes said.

Another current goal for 3VR is marketing its VMS, which it introduced about four years ago. Karnes said the VMS analytics enable users to “search content quickly and get investigators to [an] exact event or point in time.”

Karnes said the scale of the VMS’ enterprise capability stands out. Typical VMS vendors define enterprise capabilities as managing an entire building, Karnes said, “We think of enterprise as not just [one] building, but multiple buildings… multiple devices—across locations, across geographies.” 

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