I might be giving my age away, but it’s like we’re back in the days of fax machines and Rolodexes. Most of the industrial suppliers and ops folks we talk to aren’t hanging out on LinkedIn or tech forums. They trust face-to-face chats, trade magazines, and the vendors they’ve known for years. Cold emails go nowhere, old-school phone calls or even showing up in person actually work better. These buyers move slower, want to see you’re serious, and often need help understanding what the tech even does. So we’ve had to meet them where they are, usually offline.