There was an opportunity 2 years ago where a VMS manufacturer gave me a lead (Distributor). I gave out the lead to one of our best integrators in that state, but this integrator was unfamiliar with 360 camera technologies at that time. So I gave the rsm for the camera manufacturer the lead to go tag team a large size warehouse project. I gave the rsm plenty of knowledge about the opportunity and specifically mentioned many times the lead originated from a VMS manufacturer.
This rsm started pushing a different VMS when he got onsite to the end user and the integrator. I was disgusted when I found out. I confronted him about it and he said, "Well, I wanted to provide the best solution." I laughed in his face at the VMS he wanted to use as it was not superior at all. He just wanted to help his favorite Rep house that had a different VMS line. I berated him continuously and asked him if he gave me a lead and I then proposed a different camera manufacturer because it was better would it be ok? He had no answer.
What a POS.
I blame myself for not repeating it 3,000 times this lead shall use no other VMS. I blame myself for not vetting the pos rsm more. As this was in another state, I could not make the trip to be onsite and protect the original VMS.
Sales is a tricky, snakey slope. So many people out there you cannot trust.
If you're going to propose a different manufacturer, exhaust all efforts first for the originator. Do tons of communication with the manufacturer. Have some integrity and a backbone. Show the originator your efforts. Be willing to lose some to gain more.