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Trust, loyalty, two-way street, and solution-selling were some of the major themes to emerge from an integrator/vendor/distributor panel at ISC West, aptly titled, "Why can't we be friends? Healing the rift between integrators and manufacturers."
The panel comprised representatives from Axis Communications, Milestone Systems, systems integrator Kratos Public Safety and Security Solutions, and distributor ScanSource.
The panel acknowledged that interdependence is a big part of of what they do in order to deliver and install the right solution for the end user.
Collectively, they comprise an ecosystem of product creation, distribution and delivery that works best where there is trust and transparency between all parties.
"I think loyalty is a consequence of partnership," said Tim Palmquist, vice-president, Americas, Milestone Systems.
"We also talk about how we stand up for one another. We have to have to work together as partners to get through all of the day to day."
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