During a client assignment this week we had a discussion with a potential strategic partner (for technology co-development and sales).
The supposed-to-be partner had promised, following an initial two meetings a few weeks ago, to invite some lead customers to a presentation. The purpose would have been to find out if their clients are receptive to the products and if a partnership would make sense.
To our surprise, when we arrived at their location no lead customers were present. The excuse was that they had cancelled. Instead we had the pleasure of presenting to the VP Engineering and Product Manager. The signs were clear. A fake interest in a partnership and instead the attempt to check out things from a product management as well as a technology standpoint.
In addition, the CEO was not, as expected, present at the meeting, but some junior manager whose decision-making power was at max. just reporting.
Of course we were tempted to pack our stuff and suggest postponing the event. But then we decided to play the game and verify if what we suspected could be 100% confirmed.
After 2 hours it became clear – from the questions that came up - that there was no interest in evaluating the benefits of a strategic partnership but only in finding reasons why this could not work.
In retrospect I think we did the right thing because now we can clearly move on without wasting any more time, and cut out any further dialogue.