March Networks sharpens cloud strategy with Vivotek

OTTAWA, Ontario—March Networks is moving quickly to integrate Vivotek’s branded business, combining and aligning sales, product strategy and cloud initiatives to drive global growth. 

Parent company Delta Electronics completed its purchase of Vivotek, previously a publicly traded company in Taiwan, on April 13. On the same day, March Networks and Vivotek’s branded business were operationally merged. 

“We’ve been executing against the plans we talked about at ISC West,” said Net Payne, chief sales and marketing officer of March Networks. “Integration is a multi-step process, and we’re being deliberate, so we don’t lose the best parts of either company.” 

Early focus: sales integration without disruption 

One of the first milestones was completed in early May with the integration of the North American sales organizations of the two companies into a single structure. Teams are now operating in a coordinated model rather than competing for territory or accounts. 

From a customer and partner standpoint, Payne stressed that continuity is paramount. 

“In the short term, nothing is changing,” he said. “Customers will continue working with the same salespeople, sales engineers and support teams they’ve always worked with. This is about scale and growth - not disrupting relationships.” 

Behind the scenes, March Networks is cross-training teams to support a broader combined portfolio, with the goal of delivering a seamless customer experience by mid-year as internal systems are aligned. 

Complementary portfolios, not consolidation 

Strategically, the merger brings together two businesses with limited overlap. March Networks has built a strong enterprise presence in banking, retail and transit, while Vivotek has historically focused on the mid-market with a broad IP camera and analytics portfolio. 

“There’s no plan to eliminate platforms customers already have in place,” Payne said. “The fit allows us to expand choice, not force consolidation.” 

The exception is camera-to-cloud. March Networks’ CloudSight and Vivotek’s Vortex offerings will be unified under the Vortex brand later this year. Vivotek has served as the original equipment manufacturer (OEM) supplier behind CloudSight for several years, making the move largely a go-to-market alignment. 

Cloud and AI at the center 

Longer term Payne sees the biggest opportunity in combining Vivotek’s camera analytics with March Networks’ Searchlight Cloud platform, which correlates video with transaction, sensor and operational data across enterprise and mid-market environments. 

The combined company now has more than 300 engineers across four global R&D centers, with innovation focused on cloud architecture, advanced analytics and artificial intelligence (AI)-driven video intelligence. 

“Video is moving far beyond traditional security,” he said. “Customers are buying operational intelligence, and that shifts the model toward recurring, service-based revenue.” 

Scale, geography and the channel 

The deal expands March Networks’ reach in Asia-Pacific and emerging markets such as Brazil, where Vivotek has an established presence. Scale, Payne said, is increasingly critical as video surveillance shifts toward cloud and AI. 

The companies will continue operating under existing partner models in the near term, with an integrated partner program planned for 2027 and joint trade show presences expected next year. 

Measuring success 

Near-term success will be defined by market clarity and internal alignment, Payne said. Longer term, it will be measured by growth. 

“Our goal is for the market to view March Networks as a leader in cloud video technology,” he said. “This combination puts us on that trajectory.” 

Photo courtesy of March Networks