getting philips across the line, or not

Someone asked earlier, how do ADO get Philips across the line?
I've been thinking about this, and I've come to the conclusion, that maybe you don't.
If they are reluctant 'partners' now, how can we be sure they will change if they sign. Maybe a better alternative is to get Alere to sign exclusively across POC segment, at a rate that nets out the potential revenues from a Philips deal.
It could be in Alere's interests to keep Philips out, as Philips have pinpointed POC a key target area. Philips basically have zero share of the POC market at the moment, so if they go after it, where is it going to come from? Alere have a lot to lose.
From ADO's point of view, Philips will take time to ramp up sales, so if the $$ are at the right level with an Alere exclusive, it might be a good option, and you hit the ground running with the market penetration that Alere already have. Even if the exclusive only give Alere 3-5 years breathing space.

Thoughts anyone?

Cheers Muz