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Special guest post by Microsoft Dynamics partner: Mary Lanham, Lanham Associates.

Mary LanhamOur number one reason to exhibit at Convergence is to drive new revenue opportunities. Let’s face it, everyone is so busy, this is the best way for customers to see and understand your solutions straight from the developer. Top of mind often means “top of wallet.” It is a great win when customers see how our solutions can relieve their business problems, the partner gets incremental business, and we sell software as well.

It is almost as important to us to meet our end user customers face to face. Since we go to market through a channel, this is one great opportunity to meet our end customers directly. In talking with customers, we understand more about what they need, and which functionality to prioritize for product development. There is great synergy that results from discussions between the customer, their partner VAR, and our organization. We always have our product managers on hand for these type of discussions, and it is all good on so many levels – establishing rapport with the customers, firsthand understanding their needs, demonstrating our solutions, gaining their feedback, and appreciating our partners and customers.

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