1. Brivo vs. Kantech Competitive Intelligence
Agnes Sokol
August 2, 2016
© 2016 Brivo Inc.

2. Company Profiles
Brivo: Brivo is the tenured US-based market leader for SaaS solutions in physical security. Brivo’s started with cloud and leads with SaaS. Kantech: Founded in 1986, Kantech is part of Tyco Security Products and supports integrated access control technologies. Kantech provides hosted and managed solutions strategically designed to provide entry-level solutions for smaller businesses.
© 2016 Brivo Inc.

3. Security: A Clear Choice
Brivo:
Brivo provides extensive data security disclosures and receives an A- score on the Qualys SSL labs scan. It has passed over a decade of information security audits.
Kantech:
Server architecture inherently adds security vulnerabilities by adding human failure points. Network issues and security vulnerabilities have been observed and information security is one of our best counter selling points.
© 2016 Brivo Inc.

4. Brivo Competitive Advantage
True cloud and SaaS solution with robust mobile apps for System Administration and Mobile Credentials
Up-time guarantee
Simpler to install
Simpler to manage
Integrates with a wide variety of partners and provides API capabilities
Cleaner interface for superior user experience without the need of a user manual
Much stronger option for multi-site end users
No extra charge for additional users on mobile applications
Remote ability
Automatic updates bring peace of mind
Low reliance on IT departments saving time and cost
© 2016 Brivo Inc.

5. Brivo Competitive Disadvantage
Minor feature-set variances.
Example: personalized dashboards and badging capabilities from mobile applications
© 2016 Brivo Inc.

6. Kantech Competitive Advantage
Specific features offered like personalized dashboards or badging from mobile applications or certain integrations with alarm or audio.
© 2016 Brivo Inc.

7. Kantech Competitive Disadvantage
Security: managed solutions are an added vulnerability to any access system
Server architecture introduces multiple human potential failure points which makes it risky, expensive and inefficient
Limited scalability due to hosted or managed approach
A complex interface which is too feature-rich and can be confusing and difficult to navigate. Having to VPN in to the network is not only a poor experience but that lag time in emergency situations can be harmful
Network issues and security vulnerabilities. Additional charges for users of mobile apps leads to the sharing of log-in information and compromising security
System architecture leaves users dependent on IT personnel
Software updates via VPN are time consuming
© 2016 Brivo Inc.

8. Kantech Hardware Door Controllers:
Range from single door installations (using the KT-1 one door controller) to medium and large sized installations.
Controllers integrate with alarm panels, HVAC systems, and CCTV systems, such as those from American Dynamics.
© 2016 Brivo Inc.

9. KT-1 One Door Controller
Features:
One Door IP Controller - Supports 2 readers (entry and exit)
Single touch-sensitive button for fast & automatic controller enrollment
Plug & Play installation
Single gang mount (KT-1) or cabinet mount (KT-1-PCB) installation options
Power over Ethernet (PoE) – Flexible power input
LED status indicators for maintenance trouble shooting
Highly secure 128-bit AES encryption
Intrusion integration with DSC PowerSeries or MAXSYS alarm panels
Compatible with existing Kantech controllers including KT-300 and KT-400
Compatible with EntraPass
Security Management Software v6.02 or higher
© 2016 Brivo Inc.

10. KT-400 Door Controller Features: Supports four readers
Onboard Ethernet 128-bit AES-encrypted communication with the EntraPass system ensures a high degree of network security
Control the occupancy level in a defined location with the anti-passback feature
100,000 cards capacity and provides up to 20,000 concurrent events in stand-alone mode
256 outputs (four onboard) provide scalability
Communicates with the EntraPass Gateway only when an event has occurred, ensuring low network bandwidth consumption (Special and Corporate Editions only)
Verify and configure IP settings with a built-in web configuration page
Supervised door lock outputs with internal or external power supply
LEDs provide important controller status and diagnostic information
Additional battery supervision and monitoring help ensure controller functionality
© 2016 Brivo Inc.

11. Kantech Integrated Platform
INTEVO “all-in-one” solution integrates access control, IP video and intrusion into one platform using Entrapass go mobile application, Kantech door controllers, Entrapass web remote user platform, Illustra IP cameras, American Dynamics video management system and DSC alarm panels.
© 2016 Brivo Inc.

12. Sales Team Market Verticals
Sales team field feedback lists key verticals:
Government
Power & Energy
Oil & Gas
Education
Property Management
Healthcare
Professional Services
© 2016 Brivo Inc.

13. Competitor Market Verticals
BluBox verticals:
Property Management
Small Business
Corporate Enterprise
Financial/Banking
Education
Healthcare
Hotel & Entertainment
Retail
Government
Industrial/Manufacturing
Energy
© 2016 Brivo Inc.

14. Brivo Market Verticals
Brivo Verticals:
Property Management
Commercial Offices
Healthcare
Manufacturing
Government
Education
Retail
Small Business
© 2016 Brivo Inc.

15. Brivo Market Verticals
Industry
Brivo Sales Team
BluBox
Brivo Website
Sports & Leisure
Government
Property Management
Retail
Oil & Gas
Small Business
Commercial Offices
Power & Energy
Corporate Enterprise
Healthcare
Professional Services
Financial/Banking
Manufacturing
Education
Residential
Property Managment
Transportation
Banking & Finance
© 2016 Brivo Inc.

16. Brivo Top Revenue End User Vertical Breakdown
Staples
LEG
Zillow*
Vital Records Control
Earthlink Multiple Sites
IORA HEALTH
Newcomer *
Online Tech
Sims Recycling Solutions *
Sun Communities, Inc.
OMNICARE *
Bridgepoint Education
Renal Ventures Management *
AMERICAN RED CROSS DETROIT
SCVocRehab
Sharp Electronics Corp *
LINDAMOOD-BELL LEARNING
midland credit
Digital Risk
Systems and Methods Inc.
MAXIMUS
INFINERA
Shane Co *
ROSEMAN UNIVERSITY OF HEALTH SCI
CA Department of Corrections
AMERICAN RED CROSS
DELTA CAREER EDUCATION CORP*
NATURAL FACTORS
Kendle International
Air Methods
Bright Horizons
BRP
SUMITOMO *
Wright Patt Credit Union *
Edison Twnshp Board of EDU*
AMERICAN AG CREDIT
LAND HOME FINANCIAL
CRC INSURANCE SERVICES *
Nueterra/Mavicor Master Account
AIS Auto Insurance Specialists
MEDLINE INDUSTRIES INC
Salesforce.com, Inc.
Dakkota Intergrated Systems *
BWAY CORP*
NJT Enterprises LLC
Rollins
COMMUNICATIONS FCU*
ZoomCare
Ebates
Jackson Lewis P.C.
UNFI
REALTY ONE GROUP, INC.
SOLARCITY*
Innovage
Merritt Properties, LLC
Freudenberg
Marquis Imaging
ALORICA
RED MOUNTAIN MED SPA
Louis Vuitton Americas
Dignity Health Medical Foundatio
Border States Electric
TIRE CENTERS, LLC
Osgoode Properties
The Met
OLYMPIC STEEL
Northern Aviation Services
Adelante Healthcare
SYSTEMAX
VEI
Arrow Electronics Inc *
Amneal Pharmaceuticals
Jones Apparel Group
Goodwill Industries-Eastern NC
Audio Video Innovations
Forest Lawn
City of Germantown*
1199 SEIU
Needleman management Co*
DocuSign Inc
CGI FEDERAL *
VILLAGE OF HOFFMAN ESTATES
Darigold Inc
CCHCS
Alert Logic
Albertina Kerr Group Home
HealthEquity Incorporated
2Wire, Inc.
Recall
Indeed
Sapient Corporation
Cabela's Inc
GOODMAN NETWORKS*
Crescent Crown Distributing
The Coleman Company
TIME WARNER CABLE-NE
Neogenomics Labratories
VWR International *
© 2016 Brivo Inc.

17. Brivo Top Revenue End User Vertical Breakdown
© 2016 Brivo Inc.

18. Brivo Top Revenue End User Vertical Breakdown
1. Healthcare Commercial Offices Retail Technology Manufacturing Property Management Education Finance & Banking Government – 6 9. Power & Energy - 1
© 2016 Brivo Inc.

19. Vertical Recommendations:
Focus on the SMB business segment of very small enterprise (10-20), small enterprise (20-99) and mid-size enterprise ( ) employees between
Build personas in all three segments with targeted messaging on how Brivo solves for their specific needs. A main st. shop owner vs. a security officer of a mid-size enterprise.
© 2016 Brivo Inc.

20. Vertical Recommendations
1.) Healthcare:
This includes current business as well as new business development opportunities within medical, surgical centers, high-end medical clinics, and potentially wellness and gyms (YMCA, DAXCO) and assisted living facilities (Direct Supply) and fitness as well.
Targeted messaging with industry-specific issues like federal regulations, drugs in the workplace, employee theft and securing medical facilities and patients.
© 2016 Brivo Inc.

21. Vertical Recommendations
2.) Property management:
A large percentage of overall Brivo business where we already have baseline vertical-specific messaging. Can have a strong tie-in to mobile credentials.
Building out the persona and a targeted demand gen campaign incorporated into paid media strategy.
© 2016 Brivo Inc.

22. Vertical Recommendations
3.) Retail:
This vertical is supporting our current business as well as new businesses development efforts. We can create targeted content for campaigns identifying specific problems in retails that Brivo solves for an illustrating using case studies and testimonials.
Targeted message for this vertical including key issues addressed like security spaces, employee theft, vendor theft and damaged inventory.
© 2016 Brivo Inc.

23. Action Items
1. Create end user personas within each of our three key verticals: Align Brivo around a common understanding of the target buyers and their needs to drive best-in-class messaging, content and campaigns. 2. Identify user buying journeys so we have a better insight on when and how to target our buyers 3. Collaborate with demand generation on targeted lead gen campaigns
© 2016 Brivo Inc.