How Manufacturer Salespeople Can Help Integrators (Statistics)
What do integrators want from their manufacturer salespeople? What should they avoid doing?
170+ integrators answered IPVM's question:
How can your manufacturer account managers / sales people better help you?
In this report, IPVM examines the responses and highlights common themes, including detailed quotes from integrators.
*******
*** ********* * *** ***** ******* in *** *********:
- ***** *************:********* ********* **** ********* ***** (** any) ********* ** ***** ***** ** emails, ******** ** *********, *** ************* the **********'* ******** *** *** **** way ** ****.
- ******* *********:*********** **** ******** ***** *********** *** not ********** *** ******** **** **** selling, *** ********** *** ******* ******* surveillance ****** ************* *** ****** ******.
- ***** *****:******* ********* **** ** ***** **** they ***** *********** **** ***** **** leads ** *** ********, *** ******* as * ***********; ******* ** **** being ******* **** *** *************.
- ***** ********:********** ********* ******** ********* * ******** local ********, *** ******* **************, *****/********* training, *** ******** **** ******.
Quick *** *********** *********
*** **** ****** ******* *** **** one ** *** **** *****. *********** noted **** ******* ***** ********* **** salespeople **** ****** ** *** **** is ********.
- "**** **** ** ****** ***** *****, and **** **** ** ** * resource. **** ** **** * ******** - ***'* **** ** ** **** website ** **** *** ****** ******."
- "** **** ***** ********** *** ******. Pulling ** ********** ********* **** **** don't **** *** *******"
- "** ********** *** **** ** ************* of *** *** ** **** **** know *** **** ** ****** **."
- "**** **** ** ** ****** ** providing ***********. **** **** ** **** a ********** **** **** ******* ** we *** *** ******* ** * timely ******."
- "** ********** **** ** *** *** assistance ** ***********. ******* ***** ** new ******* *** ******** **** ****** (with ** ** ******)"
- "** **** ********** **** ** ******* assistance. ******** ******** ** ** *** build ************* **** *** *****"
- "** ********** *** *** **** ** a ****** ******. **** *** ***** while ****** **** * **** ****"
- "******* ** **** ******* *** ****** with ******* ********"
- "****** ** **** ******** *** ******* to *********. ******* *** ****** ****** up ** ****"
- "******* ** ******* ** ******** **** quote ********. ****** ** **** * order *** **** ******. "
- "******* ******* ** ******** ******** *** support ******** *** *****/********* *********"
- "** ******, ******* *******, *** ** our ***** ****** *** ******* **** there ** ** *****"
- "**** ************** *** ************** ** *** phone *****"
- "****** *********. ********** **** ********** ******* issues"
- "****** **** * ****."
- "****** *** *****"
******* ****** ****** **** **** **** ********** *******, ***** *** ********* ** ********* that ********* ***** **** ***** ** the ******* ****:
- "*. ** ********** *. ***** *******, roadmap, *** *** ******* ***** ** training *. ** **** *** *** you **** **. ******** *****, **********, software *************, *** *. ****** ****: delay, ***** *******, *****************, *** ***** time ** *******, **** ** ********** hardware *** ******** **** ****"
- "****** ****** ****** ** ******* ************ and ******. **** ** * *** problem *** ******* *** ** ***** control. *********** **** **** ** ******** to *** **********"
- "***** ***** ** ******* *********, ****** way ** **** *** *** ******* updates/features, **************"
- "******* **** **** ********* *******, ********** companies **** ****, ** ***** ** not ** **** ** ** *** compile *** ****** **** ******* *** ADI, ** ** ****** ** ** with ****."
- "**** ****** **** ***** ** *** product ************** *** **** *****"
- "***** ***, *** ******* **** **** can ** ** ******** ** ******* shortages *** **** ****** *** ** supply ***** ******"
- "******* ** ** ** **** ** product **** *** ************"
- "****** ********, **** ************ ** ***** levels/supply ***** **********"
- "******* ****** **** **** *********"
- "******* ******* ** ********* ******. * am **** ** ******* "** ********"
* ***** ****** ** *********** ******** manufacturer *********** **********:
- "* ***** *** **** *** ***** at ********* ******* **** *** *** get ** ***** **** ****. * lot ** **** *** ********* **** and ****** **** ** **** *** demand."
- "** ********* **** **** **** *** time **** **** ******* *** * light ***** *** **** **** ********"
- "** **** *** **** ********* **** the ********** ****. ** * ***** where ******** ** *****-*******, ** ***** turnaround ***** *** ******** ** *** longer"
*********** **** ******** ******* **** ********** communications, *** **** *************:
- "****** *****/******, **** ************* ** *** if ***** *** *****, **** ** to *** ****** *** ********"
- "**** *** **** ** ***** ***** my ******** *** **** **** *** do ** **** ** *** **** send ** * *** ******* **** up *** **** ** ****"
- "** *** ********** ** **** ** sell *****"
- "**** **** ** *** *** ****** us."
******* *********
*** ****** **** ****** ***** *** wanting ************ *********** ** **** * deeper ******* *** ********* ********* ** provide ********/******** ********* **** *********** *** not ** ***** **:
- "** ************* ***** **** ********, *** security *******, *** ***'* **** ******* under *******."
- "** ****** ******* *** ******* ***** inside *** ***, **** ******* **** help ** **** ******* ** *** more ******** **** *** ******* **** than **** ***."
- "** ********** ************* ***** *** *******, we *** ***** ** *** ********, and **** *** *** **** **** difficult *********."
- "** **** ************* ** *** *******. Be **** ********* ** ******* ** informed ** *** ******** ****** *** and *** ******** ***** ************."
- "********* ** *** *******. ******* ***** than * *********** *** **** ** answer ***** ********* ***** * *** product. ** **** ** ** **** informed ***** ******** *** ** *** want * ***** **** ***** ****** of **** ** *** "*** *** you *****?""
- "**** **** **** **** **** **** are ******* ** **** ****'* ****** promises ***** ******* ***'* ****"
- "*** ** **** *** ******** ******. Even **** *********, *** ** **** the ********* ****** ** ** *** provide **** **** ****** ****."
- "******* ******* ** ********* ** ******** and ********. *'** **** ** ***** with ***'* ******** **** ****** ******* quotes *** ***'* **** ***** *** hardware."
- "** ****** ******** ** ***** ******* lines, ************ *** *********** *** **** focused ** ***** *******"
- "**** ************* ** **** ******** ********"
- "** ***** *********** ******* ** *** product. ** *** **** ** * spec *****.
- "** ******** ******* *** *******, *** knowing **** ** ** **** ** meet * ********** ****"
- "**** **** ******* *** *** ** make ****** ****** ****** **** *** company"
- "**** ******* *********"
Customer *****
**** *********** ******** **** *** **** manufacturer *********** **** ** ********, ********* sales ***** *** ******* ********* ***** focus **** *** **********:
- "*** **** **** **** ***** ******** to ** *** *** ******** ** the ****** *******. **** **** ** company ** ****** *** ** **** of * ****** ************. **** ** especially ****** ** * ***** *******"
- "***** ******** ****** *** ******* *** point *** ********* ****** ** ******* for ** ** ******* *** **** solution"
- "********* **** ********* ***** *** **** being ********* ** **** ************ **** for ******** ******"
- "******* **** ** ** ******** ************* and ******* ************* **** ** *** be ****** ** ********** ** *** own ** ** **********"
- "***** *** *** ************* *** *** one ***** ************ *** ** ** help. *** **** ************* **** ************* are *** **** **** **** **** us *********."
- "**** ** ** ********* *** ********** us. ** ***** ** ***** ** they ***** **** ** **** *********."
- "**** ** *** ********** *** ******* opportunities *** ** **** ** *** delivering ** *********."
- "* ***** **** ** *** ************* bring ************* ** ***********, **** ** it's * *** ********* **** * maximum ** * *******"
**** *********** **** *******:
- "****** *** **** *****. *** **** me *****"
- "** * ****** *** ** ********** leads ** **"
- "******* **** ***** *** ********* *********."
- "******* **** *****"
- "***** ** **** *************"
- "***** ** **** *****!"
- "******** *****."
Increase ***** ***** - *** ******* *****/***********
*********** ******** **** **** ***** ******* demos *** **** ****** **** *******, for *** ******* ******** *** ***** training:
- "******** ******* ********, *** ******* ******, provide ******* **** *** ********, **** sites **** ***** *****/*********** ** **** local ******** *** *** *********"
- "*** **** *** ** **** ** is ******* ** *********** ***** *** products ** ******** ****** *** ******** finds ***."
- "***** ****** **** *** ****** ******, they **** ****** ** *********** ********"
- "**** *** ***** ** ** **** a *** **** ***** ******** **** you ** **** ****** *** ******** growth."
- "******** ** *** ** ** **** on *** ******* ******** *** ******** so ** *** ****** ****** *** customers."
- "****** ** ******* *********, ********* *******, sales *** ******* ******** - *** product **** *** ************"
- "**** ** ** ** **** ** product *******, **** ***** *************, **** joint ***** *****. ** **** ** do ******** **** *** ****** *** work ** ********** **."
- "******* ********* *** ***** ********. ** we *** **** ******* ** *** same ***-**** ** **** * ****** chance ** ******* *** ********"
- "** ***** ** **** ** *** more **** ** **** **** **** to *** * **** ***** *** changed ****"
- "******* ******* (*********) ******** ** ******** to ******* *** ******** *** ******* trends"
- "***** *** ******* ** ***** ** a **** ***** *****."
- "******* ** ******* ************ *** ***** a *** **** ** **** ** selling"
- "******** - ****** ** ***** **** required - ******* *****"
- "***, ******** *** ** ***** *** I ***** ** * ***** ****"
- "**** **** ** *** ******** *** features"
- "**** ******* **** **** ** *******."
- "**** ***-****** ********* ********"
- "***** **********/****** *****"
- "**** ******** ******"
** *** ****
**** **** *% ** ********* ******** that ***** ************ *********** ***** ****** help ****:
- "* ** ***** **** *** ***** of ******* **** * ****. **** touch **** ** ***** *******, **** out *** ** *** ********, ******* support **** * **** * ******** or *****, *** ******* ***** *** end ***** **** ******."
- "** *** **** ******* **** *** MFRs ** ***** ** ******"
- "** ***'* **** *** *********** ****** in **** ****."
- "**** ****, ***'* **** **"
- "* ******* *** ***** ******* *** support **** ** *******"
Pricing ****
******* ***** ***** ************ ***** ********* (********,****, ******,***, *******, ***/****, *** ******) **** 4 *********** **** **** ****** *********** to **** **** **** ****** ******:
- "********* *** ******* **** ** * little ****"
- "***** **** *****/******** ******"
- "****** *******"
- "****** *******"
** *** ****** **** ******** ******, yes/no **** *** *** *****. **’* not ******.
** *** ******* **’* *** ****** of *** ************ *** ****** ** going ** ******** **** ******* *** interactive ***** *****/****** *****/******** *******/***** ********* support/inside ********* *******/********/*********/********** ** ** *** process ** ******* *** *********.
*** **** ** ***** *** ****** in *** ************ *** ***** *** doing **** ** ******* ** **** the ******.
**** *** ***** * ***** **** an ******* ***** **** *** ****** or **** * **** ** ***** own ***.
**** ** ********** ****** ********* ****** to * *****-******* ****** ******* ******* they *** *** ***** *&*. ** the ***** **** ********* ****** **** would **** ******** ***** *** ******* a **** ****** ******** *** ****.
***** ******* **** ********* ***, *** to **** ******* *** *** **** the ***** ****** ** *** *****.
*'* *** *********** *** ** **** words, *** ** ***** *** ********* that *********** ********** ** ****'* ******* appeared ** ** ***** ***** ******* contact (*.*. ************ ***** ******) ** their************** - *** * ***'* ***** this *********** ** ********** **** *********** things **** ****** *** ** *** between ******* ********.
******* ***** ****** ** **** ** the ***** ******* ** ******** ******* between **** *****. (*** * ********** hate ***** **** **** *******, *** I ******'* ***** ** *******, ****** word).
********* * ************ ***** ****** ** 'answer ***** ****, ******** **** ****' is * *********** **** * *** maybe **********, *** * ***'* ***** should ** *** ****.
* ***** ** *****, *** ****'* why * ******* ** *** ***** place... ** *** **** ***** ****** think.
*** ** *** ***** *** *** most ****** ******** ****** *** ***** are **** “*** **** ******?”
**** ************* ** ****** ****** **** less ****** **** * ***** ******, sales *******.
*** ***** ******** *** ***** ****** to *** ***** ****** ** ******* sales ******’* ***********.
*** ***** ******** *** ***** ****** to *** ***** ****** ** ******* sales ******’* ***********.
**** *****.
****: *** *** ***** ******** *** knows *** ***** ******'* **** ** involved ** ******* ***/*** ******* ** the **** **** ** ******** - and ** **** ******* ** ***** support *****.
** ** ** *********** **** ***, I ****** ** **** **** *** support ******. ***** **** ******* *** kids ** *** *** **** ***** the ****** *** ***** ***** ******** and **** ****** ******.
** **** ** *** ***** **** is **** ** *** ***** ****. He ******* ****** ************* (***** ** a **** *****). *** ** ***'* have * "************" **** *** **** support - ********* ******* ******* *** phone ** *** *** *** ***** with ** ** **** ****. ***** be ******** **'** ****** ** ******, could ** ******* ***. ****'* *** much ** * ************.
************, **** ** **** * **** stress ********* ***** ** **** ********* fixed ***********, ** **** ****** ****************** ** *** ***********. *** *********** is * ****** ** ***** *** trusts, ** ** **** **** ** make **** **** ******* **** ********* done.
** ** ** ******* **** *** sales **** *** *** ********* ********** with *** *******, **** ** ** boss's **** ** *** *** *******. Who ***** ** **** ** **** for ** **** ** **** ** a ****** **** ******* ******? ** have * ************ **** ******** *** knows ********* - **'* **** *** personal **** ******* ******* *** *** the ***** *********.
** * ***** **'* **** *** different **********. *** *** ****** *** built ** *** **** ***** *** geared **** ****** ***** ****** ***** sales ****** *** **** ******* ***** tech *******. *** * *** ** people **** ** **** *** **** corporate ********* *** **** * ******* personal ******* **** *** **** *** their ********* **.
********* ******* ******* *** ***** ** the *** *** ***** **** ** on **** ****.
**** ** **** ******* ******* ***... if *** *** ** ****** '*******' this ***** ** ***** ** **. Tier * *******? ***? ************* * ****** ***** *******, ***.
** **** ****** ****************** ** *** ***********. *** *********** is * ****** ** ***** *** trusts, ** ** **** **** ** make **** **** ******* **** ********* done.
** * ****** ******* ******, * can **** *** **** ******* ****** are *** ***** ******* ********* - and **** ******-****** ***** ****** ** crack *** **** ** ***** ******* teams ** '***** ********' ** ********* counter-productive.
** **** ******* ** *** ************ and *** **** *** **********.
* ****** * ***** **** *** do *** ****** *** ** ** team ** ******* **** * ***, but * ****** **** ** ** the *** ******** **** ******, ****** it **** *********.
****** ******** ****** ** * ****** of *** ***** ****, **** *********** differently.
*****,
* ***** **** **** ** **** you *** ******. * ***** **** people ** *** **** *** *** process **** ** **** **** ******* for * ****..... ******* **** ** the ******** ******* **** *** ************* I **** **. ** *** ********* and ** *** **** ** **** through *** ***** ** **** ******* else ** ****** **, ***** *** it ** "*****" *******. * *** a *********** *** ** *** * never **** ****** **** **, * replied * ** * **** ****** them **** * ************ *** ***'* pass *** ***** ** *** *** not ** *******. **** ***** ******* our ******** **** ******* **** ****** be *** ***** ****** - ** I *** ********** ****** *** *** my *** *********** * ***** ** hesitant ** ****** ***. * *** answered **** **** **** ** ** responsive *** **** ** ** ***** needs *** ** ***** *** ****** that **** ** ** *********.
** * *** ********** ****** *** not ** *** *********** * ***** be ******** ** ****** ***.
* ***'* **** ***** **'* *********... I **** ***** **** *** ***** what **** **. ***** ****** *** selling *** ***, ***** ***. **** is ********'* ******, *** **** **** so *** **** ** ***** ********* are ******* ********* ** *** **** they ****.
**********, ****/*********** ******* ** **** ***** a *******. ******* ****** *** **** the **** ** ****** *** **** (or *** ***) ***** **** *** out ***** ***. *** **** ***** have ** *** *** *** *** fires.
** * ********* *******, *'* **** of ** *** ****** ** ** all - *** ******* *** ******* stressors ** **** ** ***** *****. I'm *** ******** ** *** *** fires, *** ******** ******** *****, *** I ** ******** ******** **** ******* both *****.
*******: * ********* *** ****** **** our ***** **** **** **** *** 'see *****' ***** *** ** ***** integrator ** ** ******** *** ******** related ** ******* ******** - ** now * *** **** ***** *** the ***** ****** ********* ** ****.
******* *: * **** **** ** tech *******/*********** **** ** ****** *** what ** *** *** **** **** calls *** *** **** **** **** to ****** ******** ********* **** *** hopefully ***** *** ****** ** **** calls **** **** *** ******* **** day.
*** **** ************/*** ************* ******* *** entire ****.
*********** ******...*'** ***** ***** ** ** EU, ***** ** ** **********, *** years **** * ************. **** **** of ***** ***** ** ***** ** many *******. ****** ******* ** ***'* perspectives ** ***********, *** ************ ** mfrs, *** *** ************ ** *********** would **** ** ***********.
*** *** ** *** ********* "******* us *****" - * ****** *********:
* *** **** ***** *** *** generating *** **** ************* *******?
* *** **** ** **** *** true ********** **** ***** ***** ** no ******* **** ** **** ************* product?
* **** **** ******* / ********* frequently, *** *** ******* ** *** / *********** ***** *** **** ******** of ***** **** ********** ***** ******* partners (****** / ****** /****** / training ** ******* ** ****** ** find ***** *** ***** ********.
****'* *** *** ***** ************ ****
******* ****** ****** **** *** ************ does ******** ***** *** **** ********** them. *** ******** ** ** ****.
*****.*** ***** * ********* *********** ** airplane ********* *** ************ ** *******.
******* ****** ****** **** *** ************ does ******** ***** *** **** ********** them.*** ******** ** ** ****.
*** ***** **** ** **** ** are *********** ** *** ******* ******* the **** ** **** ************* ****************,****** *** ************ ************ ** *** EU
***** ******* *** **** **** **** the **** ********** *********, ***********, ******* shooting, ********* *** ******** *** **
**** ***** ******* **** *** **** throwing *****. ***** **** *** ********* as * ************ *'* ********* ** your ********** ***'* ******* ** **** I've *********
* ***** **** *********** ** *********** viewpoints ** ************* ***** ****** ** hugely ********.
**** ****** * ******** **** **** of *** ********** ********* (*.*. '****** when * ****') *** ******* ********* is '**** ** *******', **?
****** ***** ****** ** ******** ** 'support' *********, ** ****** **** **** be '****** ***' ** *** ***** persons **** ** **** *** **** selling?
****, ***** ****** ****** ** ******** in ********** ***** *** ********* - and ***** ***** ****** ********* ********** this.
*** * ***** *** **** ************* have ***** **** ******* ******** ********* allowing ***** ******* (***** ******) ** hunt **** ****.
** * *****?