When Do You Ask Your Manufacturer Rep For Sales Help?

We are selling primarily smaller systems, primarily Dahua, and selling into a vertical we know fairly well. But it is a tough vertical, and we are looking to expand, sell higher-end systems, etc. We are starting to get calls from larger clients. I have experience managing these projects, just not on the sales side. I always got involved after the contract was signed.

We now have a lead into a local government account not happy with their current provider, and looking for a new vendor. This individual project could be nice, but they have multiple locations so the potential is huge.

At what point do I bring in my VMS rep to assist? Do I bring in a camera guy? I would assume AXIS, as I doubt Dahua is going to fly.... Do I bring them to my 1st meeting? Do we do a site survey then come back and do a demo?

I have to admit since the account belongs to a huge integrator, I am concerned with calling a manufacturer rep for fear they call the 1st integrator up and tell them. I know there was a discussion about this a few weeks ago.

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