Pros & Cons of Strategic Business Alliances

Strategic Manufacturers: More manufacturers in the CI space have invested in business development personnel to push their product to the end user. While this may be an indicator they aren’t completely satisfied with the channel, it is also a good opportunity to leverage larger resource pools to reach customers and opportunities.Positive: Additional sales resources, opportunity to better align with key manufacturersNegative: Manufacturer led opportunities don’t always result in best solution for end customer