Are Integrators Largely Deficient In Presenting Value And Differentiation For Any Manufacturer?

A manufacturer stated this in a response to the 'Solution' Manufacturers Threaten Integrators post. More from him:

the manufacturer realizes it needs to get closer to the project earlier in the process in an attempt to preclude these headaches. Then they realize touching the end user, the design and the solution with the integrator works really well and is increasing sales and decreasing headaches for everyone involved. Marry this to the simultaneous evolution of manufacturers solely providing more and more pieces of the puzzle and you have 2016 and beyond. With an integrator sales force that is largely deficient in presenting value and differentiation for any manufacturer, it seems consistent that manufacturers will continue to extend their reach to end users to support their integrators with their solution that works and makes both profitable. [emphasis added]

What do you think? Unfair? Hard truth?

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* ***** **'* *** **** ***** ******* **** *********** **** select ********* **** **** ***** **. ** * ************ ***** person * ***** ** ** ****** ** **** * ***** perspective ** **** ********* **** ******* ******** **** ** ***** you're ******** ** **** ********* ********. **** * *** ** ExacQ *** ***** **** ********* ***** ** ********** ***** **** me **** ***** *** **** *** * **** ** ************ to * ***** ** *********. *** ********** ***** ***** ** here *** ***** *** *** *** **** **** * *** the ************. ** ** **** *** ** ********** ** **** the **** ***** ** *********. ***** ***** *** **** ********* products *********** **** ** **** & *******? **** *** **** use * ********** ******* ** * ******* ** **** *** year.

****, ***** *** **** *********** *** **** **** *** ***** with ******* * *** *** ******* ** ********** ***** *** differentations. *******, **** ** *** ********* ** *** **** ** my **********.

*** ********** ***** ***** ** **** *** ***** *** *** the **** **** * *** *** ************.

****'* ***********. ** ** **********, * *** *** ******** ********** - *** ************ *** ** *** ****** **** ***** *** only ****** ****** *********, ********* ****'* ******** ** ********* *** future *****. **** *** ** * ******** *****, ******* * think **** ** *** *********** ******* ** *** **** ***.

* *** *** **********'* ********. *** ********* **** **/******* **** me. *** **********'* *********** *** ******** *** *****, ****** **** alone ** ** ******** ******* **** *******/*********/******** ** *****.

* *** ****** *** *** **** ***** ***** *********. ********* diversity ******** ******.

* ******** ********. ** * *** * ************ ******* ***** integrators ******* *** ******* ** *********** ***** ** ** ********** product * ***** ******** *** *** *** ************ *****. ********* to ****** ***** ***** **** * ****** ***** *** ***** relationships. ****** *** ********** ** **** ** **** ** ******* after ****** *** ** *** ** ** ** *** ** Tri-Ed ******* ******* **** *** ***** ********* * ***** *********** of ******* *********.

** ********** ** **** ** ****** **** **** ******** ***** a ************ ****** *** ** ****** ** "***** ******* ***** box" *** ** *** **** ************ ***** *** *******. *** a ********** ******* ** *** ****** *** ******* ******. ** Avigilon *** ***** *** *** "*** *** ** ***** *** go **** ** **** ****** ******* ** ** *** **** a ***** *****". ** ********** **** **** **** *********.

**** **** ***************, * ***** **** ** * *** ****** when *** **** *** *********** ********. *'* ** ******, ** and * *** * ** ** **** **** **** *** a **** ******* ******* ****** **** ***** **** **** *** pest ******* ********* ** ******. ***** ***** ****** ** **** many ********* **** **** ********** ***********.

****** ** **** **** *** ******** ** *********, **** ***'** got ********* **** ***** **** ** *** **** **** * $10,000 *********** ***** ****** *** *** ****** **** *** ******* on * $** ******* ****** ********** ********* ******** ******. *** they ***** **** ******** ********** ** ***********.

*** ***** ********** ***** ****** *** ***'* **** **** ****'** selling? **********.

*** ***** ********** ***** ****** **** **+ ***** ** **********, coming ** **** *** ********* **** *** ***** *** ******* around * ************/*********** ***? **********.

****

** ****** *** ********, ***.

***** *** *** **** "************" ** **** ********. *** **** question **** **** **** ** *** *** ******** ** "**** were *** ******* ******** ** ***? ***** * *** **** up **** **** **** *** *** *** *****."

****, ** **** **********, *** *** *** ************* ** ********** value?

***** *** **** *** ** **** ** ** ** **** they ***'* ****** ***** - ** **** **** ** ****** one ******* *** - *** *** ************ - **********.

** ******* * *** ****** - ******* **** **** *** asking *** ****** ** **** ****** * ********* ***** - they ******* *** ****** ******* ** ***** *******, *** *** it **** ******* *** *****. * *** ** ** **** raised ** ***** ** **** ** */*/* - *** ********, advantages *** ******** *****.

** **********, ** *** ***** ****, ***** ******** * *** client ******* *********** **** ******'* ***********. ******** *** ***** *********? Sure * *** *** *********. ****'* ****'* ***** ***** ****** from *** *******, ** **** *** **** ************* **** *** the **** *******. **** ***** *** **** ** *** *******?

*** ** *'* **** **** ** ****...**** ******** *** *******? I **** ** ** ** *** *** *** ********* ** determine *** ********'* **** ******, *** **** **** *** * can ******* ******. ** **** *****, *'* ******** **** ***** how *** ***** **** ** ***** ***********, *** ******** * different **** **** **** ** *** **** ***** **** **** to ******** ***** ********, *** ***** ****** ***** **** *** bring **** **** ** ** *** ** ********. ***** ********* really ** *** **** *** *** **** ** *** ***, but * **** * **** ** **** *** *** ********* as *** ** **** **** *** **.

******** ***** *** ******* **** **** ***** *** ******** ** ensure **** **** *** ****** *** ***** *****, *** ***** saves **** **** ***** **** *** ******** **** ***** *** on *** ****-******* *******.

**** ** *** ** *** *** **** ******* **** ** restrict *** ******* ***, *** ***** ***** **** *** *********** can **** ******** ****** ******* ******** *** ****** *** ******** we **** ****.

*** ******* ****** **....**** ** *** ******* ** *** ***********. We *** * ********** ********** *** ** #* **** ** to ***** **** ******* ************* **** ** *********. ************* *** built ** *****. ** ***** ***** *** ******** **** **** like *** *** ******* *** *** ***** **** ******** ** all ***** *** *** **** ** *************, ********, *** *********. Plus * ****** *** ** *********** **** * **** *** too. **, ** ***** * *** **** ** **** **** someone *** *** *********** *********** *****, ***************, *** *********** * sense ** ********* (*** **** ** **** *** ** ***** trustworthy). ****** ** *********** ********** ** *** ***** ****** ***** with **** *************. ** ******** *** ** *** **** ********* I **** *** ** * ********* "********* ********" ********* ** someone *** *** **** * ******* *** ** ***** *** communicate **** *********** ** * ******.

**** **** ****, * ****** ***** * **** ******** ** being *** ** *** **** ********* **** ** ***** * deal, ******* **** * *** ** ******** ********. *** **** being....

*. *** ********'* ******** ******* ***** (**, ********, **********)

*. *** **********

*. *** ************

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**** ****** *** *** ***** ****** ** **** *** ******* a ******* ************.

*** ********** ** ******** ** **** ** ******** ***** ***** of **** ****** *** ******** ********** *********, *******, **** ** earn *** ********'* ***** ** ***** ***** *** ********** ******** (unless ******** ** ******).

** *** ********** **** **** *** ********** ** *** ******** to ******* * ***** ***** ** **** ****** *** ******** technology ********* *** **** *********, ** ******** ** ********* ******* the **** **-**-**** *** ********* **** ***** **********, *** *** the ***** ** *** ****** ** *** *** **** ****, thus ******** *** **** **** ** ********** *** *******.

** ** **** *** ************ ** ******** ** **** *** most **-***** ********* ** ***** *******, *** *** ********'* ******* staff ** ******** ** **** *** **** ********* ** ***** environment.

*********, * *** *** (*) ***** ** ******** *** **** they **** ******** ** * *********** ****, **** ** *** time *** **** **** * ********** ******* ******* **** *** consultant *********** *** ***** ****** ** * ******** *** * trusted ********** **** *** ****** *** ******* * *******, *** integrator *** *** ** ****** ** *** ********'* ******** **** can **** ******** **** *** ************ ** ****** *** ********* a *******.

*******, *** **** ************* **** *** *** ********* ** ********* a **** *** ******* *** *** ********, *** *** ********* have *** ******** ********* ** **** ******** **** *** ************* to ********* * ******* *******, *** *** *** *********** **** the **** ***** ** ***** **** ***** ********* *** **** to *** **** **** **** **** * **********.

* **** ** ******* ************'* ******* ** **** *** ***** when * ****** **** ** *** *****. * ** **** with **** ******* **** ** *** **** *** * ***** it ***** *** ******** *** * ****** ***** ** ******* with ******* ** *** ****** **** *** ************* ******. * normally **** ** ***********/******* ** ***** ***** *** ***** ***** I ***** ** * ************ ***. ** **** ***** ***** rapport **** *** ************* *** ****** *** ********** *** *** another ****** ******* ** **** ******.