How do other integrators handle manufacturer resale applications that require way too much information? In this case, the product is to be purchased through distribution, so establishing a credit account is a non-issue.
Here are some sample questions that they expect me to take the time to answer for them, in addition to wanting some financial information (some of you will probably recognize this manufacturer):
-What Consultants and A&E firms do you work with?
-Please describe your experience with IP and/or traditional access control.
-Do you partner with other system integration on projects? Do you prefer to act as the prime or the sub in these situations?
-What kind of professional service offerings do you provide to your customers today?
-What are the key markets or niches for your products and services? Where do you feel you need to grow your presence?
-Please outline your company sales organization.
I've also had some that have required detailed (and in one case, audited) financial information and a very detailed business plan. In this case, we're not talking Lenel, Software House, or Honeywell, of which we work with 2 of them, and they didn't ask for this info.
I guess I just get a little annoyed/offended when they ask to meet with me, tell me they want us to partner with them, then assign me a homework assignment.
Am I off-base?