When looking at providing a solution or gaining leverage a key step is identifying where will your solution impact from a profitability, productivity, image, standpoint most.
Users or integrators are the most experienced when it comes to acknowledging your product, service or solution meets their needs. Identifying these stakeholders is an important part of the sales process as within this group there can be power brokers, sponsors, anti-sponsors, etc.
In closing, the value of getting input from a user is tremendous as they can add insight into part of a process, feature, concept, etc. that may have been initially over looked when discussing the scope of works. Also, if there is someone within that team that is not fond of what is being done, your company, you as a whole and they have influence, they can stall or halt the opportunity altogether.
I know that in some instances time is not a factor or all things not being ideal, the users are off-location, making it difficult to connect with them. I will still encourage you to do what you can to identifying them and meet them.
About the Author: Lyndon is the founder and managing director of OPAAT-SWY Consulting Ltd. He is passionate about life, people the ability to experience unlimited achievements. His areas of expertise are sales, customer service coaching, leadership and motivational speaking.