How One Microsoft Dynamics ISV Plans to Exploit Decisions Fall 2010

Virtual trade shows are virgin marketing territory for most ISVs. As such, they are intimidating to some, tempting opportunities to others.

Microsoft Dynamics ISV Metafile is definitely in the second camp. When it first sponsored the Decisions conference last spring, “It was new to us, and we were not sure what to expect,” recalls Lori Johnson, marketing coordinator. “But the booth setup was easy to manage and kind of fun.”

Fun, and productive. Metafile had 295 visitors to its booth—a total that has since been narrowed down to 65 serious leads. Its sales staff has done three presentations of its high-end content management system as a result, and continues to follow up with the leads it received.

Johnson expects the upcoming Decisions Fall 2010 to be even more productive, in part because it will include separate days for each of the four main Dynamics product areas. She also expects to capitalize on Metafile’s previous experience. For example, she expects Metafile to put together a more elaborate, and more enticing, booth. The company also expects to have an ongoing demo presentation.

She also wants to take better advantage of chat opportunities via pre-written responses to the most common questions attendees ask…and spend more time in the Lounge area to connect more informally with prospects.

“Now that we’re comfortable with the tools and the format, we think there is huge opportunity in the virtual approach,” she says.