Every year IDCC management comes back and talks about all the interest that was generated at the show and how it was very successful. To me, success will be measured by new revenue sources being generated. Have any of the deals that have been signed over the years been a result of these shows? I would have no idea but they always come back in a great mood. Is that because they just got a 1st class company paid vacation or is it because they really did generate a lot of buzz? Only the shadow knows.
my experience is thus: key executives are in the same place at the same time. finalizing detailed contracts cannot be done due to busy schedules. high level meetings, detailed demonstrations, and relationship building are focuses. general agreements are put in place, or advanced, and the follow-up is why sales engineers exist. things take time from here--probably months.
however, wining and dining of good/new customers is also high priority.
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