Q5 @HETMA_org asks: #EndUsers (aka #InHouseIntegrators) rely on close relationships w/manuf. for product information and roadmaps. How has the industry change impacted traditional channel mgmt? “#NowWhat?” What can we do to strengthen relationships across the industry? #AVinTheAM
@chris_neto @HETMA_org 1/ I do think the information path is pretty fair now. That being said I have lots of questions lol, bear with me here. To the #InHouseIntegrators out there - should there be a sales channel dedicated to #EndUsers? #AVintheAM #HETMA23 #NowWhat?
@chris_neto @HETMA_org 2/ If the sales process is direct, where do traditional #integrators fit in? Im sure larger #HigherEd institutions could handle installs on their own. But what about those that need installation support? Are there #integrators that dont purchase the eq ? #AVintheAM #HETMA23
@frankpadikkala @chris_neto @HETMA_org 1/ All great stuff! This is where I lay out my original opinions, and the 2nd to last paragraph is key: higheredav.com/2021-02-integr… I would expect certain training and volume requirements from mfrs to buy direct just like most integrators have. #AVinTheAM #HETMA23
@frankpadikkala @chris_neto @HETMA_org 2/ I would NOT be in favor of providing all the HW to univ. at dealer cost and allowing them to hire an outside integrator for just labor - that would not be fair to the integrator. We often provide *certain* parts as OFE to integrators, but not bought direct. #AVinTheAM #HETMA23