Improving Project Registration Guide

Author: Brian Karas, Published on Sep 29, 2017

Manufacturers want integrators to register large projects. Integrators want the discounts that come with registration, but not some of the other terms. Both see the other as making registration programs less effective than they could be.

IPVM analyzed responses from 150 integrators and 100 manufacturers on project registration pros and cons. In this report we outline some of the most common problems, and proposed solutions for addressing them.

Topics covered include:

  • Registration qualification criteria
  • Approvals process
  • Discount program confusion
  • Fears of lead sharing
  • Manufacturers lack of faith in integrators
  • Lopsided benefits
  • Integrators losing out after specifying product

Top Problems With Project Registration

Responses from both integrators and manufacturers highlighted a variety of concerns around project registration, but the following 6 items stood out as the most common:

  • Registration qualification criteria are not clear
  • Approvals take too long
  • Project registration discounts are confused with other discount types
  • Integrators fear manufacturers or distributors giving registration details to their competitors
  • Manufacturers do not believe integrators drove the deal
  • Registration discounts do not benefit integrators equally
  • Integrators feel slighted when they get a product specified, but do not win final bid

Make Registration Criteria Clear And Simple

************* **** *********** ** ******** ***** ********. *********** **** *** discounts **** **** **** ************, *** *** **** ** *** other *****. **** *** *** ***** ** ****** ************ ******** less ********* **** **** ***** **.

**** ******** ********* **** *** *********** *** *** ************* ** project ************ **** *** ****. ** **** ****** ** ******* some ** *** **** ****** ********, *** ******** ********* *** addressing ****.

****** ******* *******:

  • ************ ************* ********
  • ********* *******
  • ******** ******* *********
  • ***** ** **** *******
  • ************* **** ** ***** ** ***********
  • ******** ********
  • *********** ****** *** ***** ********** *******

Top ******** **** ******* ************

********* **** **** *********** *** ************* *********** * ******* ** concerns ****** ******* ************, *** *** ********* * ***** ***** out ** *** **** ******:

  • ************ ************* ******** *** *** *****
  • ********* **** *** ****
  • ******* ************ ********* *** ******** **** ***** ******** *****
  • *********** **** ************* ** ************ ****** ************ ******* ** ***** competitors
  • ************* ** *** ******* *********** ***** *** ****
  • ************ ********* ** *** ******* *********** *******
  • *********** **** ******** **** **** *** * ******* *********, *** do *** *** ***** ***

Make ************ ******** ***** *** ******

[***************]

******* ***** ** ** ******** *** **** ******* * ************ program, *** ******* ************* ********* ****** ******** **** ****, *********** are ***** ******* ** * ***** ******* ***** ******* *** a ************ ******** ** ***. ******* ********* ************ ********, *** making ** ****** ***** ** ******** ** *******, **** **** integrators ********** *** ** ******* **** *** *******.

**** ***** **** *********** ***** **** ** *** ******* ******** include:

  • ******* ******* **** ** ******* *** *********
  • **** **** *** ********** **** ** ** ** ***** **** designed *** ******* ** ********** *** ********
  • *** ******* ********** ** ******* **** ******** *********** *** ** involved ** *** *******
  • **** ******* *** ****** ******** ****** (*.*.: ********** ****** ********** cameras, ** ********* ******** ******* *****)
  • ** ******* ********* ** *** ******** **** ** ** ***** approved ** *** ************
  • *** *** ******** ********* ** ***** ************ ********* *** **********
  • ******* **** ** **** **** ** *** ************ ********

********** ******** ********** ***** ******** ********:

  • "**** *** ************ ******* **** ********** *** ***** *** **** to ******* *** *******."
  • "**** *** ************ ******** ******* **** *******, **** ** ********* time ** ******** *** **** ** ****** ****** ** ***** all **** ************* *** *** ********* *** ****. ****** * custom ************ ****** *** ******* ** ****** **** *** *** get *** ******* ************ ***** **** ** *******."
  • "******* * ***** *** ** ***** ********* **** ******* ************ is ********. ***** ** ***** ** ** ** *** ********** of *** ************* ******** ***** ******* *** ***** ****** **** over ********* ** *** ******* ** *** **********."
  • "******* ***** ************, ***** ******** ** ************, *** * ****** non-disclosure ******. "** ** **%" ********* *** *********** ********* ********** that ** *** ****** ** ** ***** ******** **** **** a ************ ***** ***** *** *** **** *-** ****** ** their ***."

************* **** **** ***** **** ******** *** *** ****** **** to **********:

  • "****** *** ******* **** ************ *** ***** ******** ******* *** to ******** *** **** *******"
  • "*** *** ** ***** *****."
  • "********** *** *******. **'* ****** ** ********* ** *** ** register"

Speed ** ******** *******

******* *** ********* ****** *********** **** ** ****** *** ** proceed **** *** ******* ****** *** *******. ******** ***** **** approval ****** **** **** ** ******* *********.

  • "********* *** *******! ******* **** * *** **** **** **** submitted *** **** ** ******** ************** ** * ************'* *** within ** *****?"
  • "**** *** ******* ******. ********* ** ***** *-* **** (**** it's ******* ****) ** *** **** *** *******."
  • "* ***** **** ************* ** ***** ** *** ************ ************* process."

Define ********* ******** ********

******** ******** ****** ** ******* ****** *** *******, ** ***** to ****** **** *********** ********** **** ** *** **** ******** type. **** ************* ***** ********* *********, *** ************* ********, *** circumstances **** *********** ****, ** ******** ********. **** *** ***** stress ** ********* **** ** ********** ** ****** ** ****** a ******* ************ ******* **** **** **** ****** **** ** a *********** *** ******** *** ** ****** ***********.

*** ************ ******* *********** *** ******** ******* ********* *** ** problematic:

******* ************ ****** ** * **** **** ***** * ****** gain * *********** ********* **** ***** ******* ******* ********* *********. Project ******* ** *** *** ******* ** **** *** ** an **** *** *** * ******** ************. ** **** *** understood *** **** ********, **** ** ****** ***** ** * huge ***********.

Alleviate ***** ** ******** **** *******

*********** **** **** ************* **** *** ******* ************ *********** ** feed **** ** ******-**** *********** ** *** ********** ********** *** registration. *********, ******** *********** ******* ** ******** *** **** *******, and *** ** ** ******* ******** ********, ****** ** ********* to ********* *** ********** *** ******* *****, ** *** *** the ******** ********* ** *** ********.

**** *** ** **** ********* ** ***** ** ****** ** process *****, ******* ****** *********** * *** ** '*****' **** and *** **** ********** *** ******* *** **** ******* **********. Having * ****** ** ** ****** ******* ** ************ ******** (ideally ** * ******** *** ** ****), *** ********* ***** feedback ** *********** *** **** ********* **** ** ***** ********.

******** **** *********** **** ******* ***** ********:

  • "*** ************ ******* ** ********* * ******** *** ************* ** access *** *** *****."
  • "** ***'* ******* *** *** **** **** *** ************* **** of ***** ********."
  • "** ***'* **** ** ******** *** ******* **** ************ *******, since ** *** ********* **** *** **** *** *********** ** the ******* - *******: ** ** ** & ***'* **** our ********* *** *** ******* **** ** ***** ** *** the ***** ********."
  • "***** ** **** ********** ** *** ******* ******* ************, *** to * ******* ** "*******" ***** **********, *** ********* ******* to ***** *******."
  • "* **** **. * **** ** **** ** *** ************* business *** ** ******* *** ** * ******* * ***** gathering *** **** ** ***** **** ******** **** *** ****."

Provide **** *** *********** ** ***** *****

************* ** * **** **** ****** ******** ** ******** *********. One ************ ****** ** *** **** **** ************ ********:

"******** *** * ***** ***** *** **** **** *** "****** track". *********, * *** ******, "*** ** *** *********?" "*** can ******** **** **** **** ******* **** ** ** ******?" and **** *********...... "*** *** ** ********** ** ***** ** the ******** *****?" ** *** **** ** ******** * *******, show ** **** *** **** ** **** *************** **** **."

*********** ****** ** ******** **** ********** *********** ** *** **** met ****, *** **** ********* *** ***-**** ** ******* ***** preferred ************ (*.*.: *** **-**** ********, ******** ******/**** *********, ******** references ** ***** ** ******** *************) *** *** ***** *********** that *** ************ ***** **** ********** *** ****. ***** **** makes ** ****** *** *** ************ ***** ****** ** ********** how * ********** ********** ********** *** ******** ******, *** ***** it ********* *** ******* ********** ** ***** ** *********** ******** on *** *******.

Ensure ********* ******** ******* ********

*********** **** **** **** ******* ************ ******** *** *** ******* sufficient ********* ** ********* *********** ** ******* ****. ** **** cases **** *** ** "******" ***********, *** ** ***** ***** integrators **** **** *** ********* ****** *** *** ********* **** to ******** *** *******. ** ************* ***** *** ************ **** they *** **** ** **** **** **** *************.

  • "****** ********** *** *** *******. **** *** ** **** **** other ******* ***** *** ***, ** ***** **** * "***********" advantage **** ****."
  • "****** *********. ****** ********."
  • "******** ****** ********* ****** *%"
  • "********* ******* ********* ***** ** ** **** ****, ********** ***** competitor ************* *** ************* ***** ******."

************* *** **** **** ** ******** ******* *** ************ ******** relative ** *** *********** ******** ********, ********* ****** ************ ********* to *********** **** *** ******** ******** ******** ** **** **** remain ***********:

*******: ** ********** *** ******** * **% ******** **** * manufacturer, ************ ********* * *******, ******* **** *** ************* **% project ************ ********. ** **** ********** ** ********* ** *** final *** **** ******* ****** ********** *** ********* *** * 45% ******** **** *** ************ ** ******** ********, *** ********** who ********** *** ******* *** ***** **** *** ***.

***** **** ************* **** ** ** *** ***** ************** ** make *** *********** *****, ** **** **** * **** ** driving ******* *************, **** ********* ***** ** ** ********* **********. Smaller *********** *** **** ****** ************ ********* ** ****** **** have * ** *********** ** ******* *** ***** ***, ********* encouraging **** ** ****** **** ****** ********, ***** ********** ******** both *** ********** *** ************.

Reward ***********, ********** ** *** **** ***

*********** *** ***** ********* ***** ********* **** ** ***** ********* a *******, *** **** ****** ** * ********* ********** ** the ***** *** ***** (*** *******, ** *** ************ ******** does *** **** **** ** *********, ** ** *** ******** above). *** ********** ******* *** ********* ********** *** **** *********:

***** **** ********** ** ****** *** ********** ** *** ** kickback ** ****** ****** **** *** ********** ********** **** *** end ** **** *** ***... ** ***** ***** *** ****** in ***** ********.

******** *********** * ******** (********) ** * ****** *** ** it ** ********** **** ***** ***** * *******, *** **** the *** *** ***** *******, ***** ********* *********** ** ****** time ******* * ************ **** * ******* **** **** ***** about ***** ******* ** ******* *** ***** ***.

************* ****** **** ******* **** *** **********/******* ********** *** *******.

*** * ************ ** ******** *** ******** ** ** **********, the ************ ****** **** ******* **** **** ********** ********** *** entire ******* ** **** ***** ** ***** ******** ********, ******** encountered, ***. ************, ** *** ************ *** **** ******* ***** with *** ********** **** *** ******* ******, ** ******* ** the ******** **** *** ********** *** *** **** ******* ** the ************.

Comments (2)

Speed ** ******** *******

* ***** ***: ** ********** ******* ******* ******, *** ** paper. ** ****** ** *********** *** ***********, ************ (** ***), and ****** ***** ****.

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

********** * ************ -

***'* ** ********* *** **** *********** ***** ** ******** **** drove * **** **** ******* ********** ******* *** *** ** the *****, ***** ************* *** *****. ******* *** *********** **** complained, ***** ***** *** ******** **** ***. ************ **** **** worse.

**** ****** *** **** *** *** *** *** ****, ***** integrator ***** *** **** *** *** ******* ****. **** *** claim ** **** **** *** **** * *** *****, ********* to *** **** *** ******* ** ****** ***. *** ** the *** ******* *** **** **** ***'* ** ***** ****'* of **** *****.

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