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A Proposal

lightbulb-0714A few months ago I wrote a column, and a subsequent blog post about how manufacturers don’t reach out to technology managers. It is all still right here on the rAVe site if you need to get caught up.  I called out the manufacturers and blamed them for not being the best possible salesman.  I heard from a couple after that column, some really reaching out, others just making a gesture.

The most interesting response I got was from Amy Madden of Draper.  She asked a very simple, yet powerful and thought provoking question.  How do manufacturer reps find technology managers?

Sure, they know we are out there.  But there are hundreds of schools all around these manufacturers.  Most, if not all, of the product is sold through integrators, not direct to the customer.  So, it is possible, if not likely that the reps don’t know where the product is going, or specifically who the person to speak to is.

So, here is my proposal.  I believe that either rAVe, or InfoComm should put together this directory for manufacturers. I do understand that InfoComm currently has a member directory, but let’s face it, many tech managers may not be members of InfoComm.  Or, the CIO may be listed as the main contact and you can never quite get to the correct person.  A directory of contacts at institutions who are directly responsible for decision making and purchasing would be very valuable for the reps.  It would also be valuable to tech managers like me, who are looking to connect with people selling things we don’t even know about.  The database could be completely opt-in, to avoid any privacy or annoyance with cold calling!

What do you think?  Who is the right person to put together and maintain this database?  Would be interested in having access to it, or listed in it?  Does it already exist somewhere, and just not very well know?

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