Presales Road Warrior: Part II
Digital Noise:
Earth has never rung louder with digital noise. More people seek your attention than sought your parents’. More creators generate more content more quickly.
What are the consequences?
It’s harder than before to be memorable
Consumers tune out more and more
People have digital fatigue
How does digital noise impact presales Solution Engineers (SEs) and Value Added Resellers (VARs)?
The Digital Discount For SEs
In our time, digital meetings often mean less (or have discounted value) compared to in-person ones. They are both literally and metaphorically “cheaper”. Virtual meetings do not require the same effort (and sacrifice) of travel required for an in-person visit. Showing up on camera does not demonstrate the same level of seriousness and intent as arriving in the flesh.
Furthermore, many SEs believe they receive a business advantage from coming on-site to meet in person with prospective buyers. This notion was confirmed in recent interviews with several highly experienced presales Solution Engineers. Many SEs believe that companies generally reward those who make the effort to come to them.
A veteran SE said it like this: “Showing up in person cuts through the digital noise. Seeing, talking, listening, and shaking hands have increased in relative value.”
How VARs Keep Customers
Advantages of showing up in person are not just limited to SEs. VAR’s can also reap substantial harvests by visiting their customers. Visiting people is a way of demonstrating priority and care.
If you are a VAR, the satisfaction of your existing customers is paramount! You need to do your utmost to keep them happy and help them thrive. Investing a portion of your time into your existing clients is the best way to protect your past deals and maintain valuable renewals.
How are your customers doing? Are they getting the best out of their ERP? Customer morale can begin to slump when they feel their VAR has been absent. Sometimes the best way to increase the satisfaction of existing customers is to go to them. See team. Hear from them. One of the best VARs in the Acumatica ecosystem has a habit of doing this. They plan a trip, get on the road, and visit every customer in person.
Strong Networks
Lastly, getting on the road can change how you engage with people virtually. In-person connections are frequently the predecessors of digital (distance) relationships. A strong network (or audience) is often built on the road, not virtually. In a world and an industry where your network is important, investing in it is well worth your time.
Investment and Return
There are costs associated with travel, both obvious and hidden. Leaving family, getting out of routine, and having to “play catch-up” will wear you down if you are constantly on the road. Yet, sometimes there is no substitute for showing up in person. Arriving in person can help you close more net new deals, protect your existing deals, and nourish your network in a meaningful way. When you invest in presence, you will see the return.
TL;DR
The "Digital Discount": Virtual meetings are often perceived as lower-effort. Arriving in person signals a higher level of seriousness and intent that cuts through the digital clutter.
Securing Renewals: For VARs, physical visits boost customer morale and protect high-margin renewals from competitors. It proves your clients are a priority, not just a line item.
Network Foundations: Strong digital relationships are almost always built on the back of initial in-person connections.
The Bottom Line: While travel has personal and financial costs, "investing in presence" yields higher win rates for new deals and stronger retention for old ones.
