How a Microsoft Dynamics Partner Closed Deals by Giving Away Expertise
- Group Bloggers
- May 26
- 3 min read
One thing stands out to me as a common theme every time I interview a Mount Evans Consulting client for a success story.
It wasn’t cold calls or clever ads that sparked interest. It was something much simpler: sharing helpful content.
Again and again, customers shared how videos, blog posts, and community contributions from Kristen Hosman caught their attention and ultimately convinced them to reach out.
Here’s proof, in their own words, that educational content is what matters to buyers and quietly does the heavy lifting for your business.
1. Content Builds Trust Before You Even Meet
When George Knoll of Natural Choice Corporation faced a costly NetSuite renewal, he began researching alternatives. That’s when he discovered a video created by Kristen Hosman.
“Kristen had a great video on Business Central configuration packages. She took the mystery out of the process. So I thought, ‘Here’s someone I can really trust.”
— George Knoll, President, Natural Choice Corporation
Before ever having a conversation, George had already built trust in Kristen’s approach because her content helped him solve a real problem.
2. Helpful Resources Position You as a Partner, Not a Vendor
Reesha Curtis then of Evaporative Solutions didn’t want a vendor who hoarded knowledge. She wanted a guide who could help her learn. She found that guidance through Kristen’s blog.
“Her blog was an invaluable resource. Kristen taught me the basics and pointed me toward deeper tutorials. That kind of content helped me feel confident, not dependent.”
— Reesha Curtis, Operations Manager, Evaporative Solutions
By posting tutorials and tips, Kristen signaled that she wasn’t just selling a service. She was empowering her audience.
3. Content Builds a Reputation in the Right Circles
When Trilogy’s new controller, Jacquelynn Nehilla, looked for a flexible Business Central partner, the community pointed her toward Kristen.
“A member of the Business Central community recommended Kristen, and I quickly found her blog and resources. After just one conversation, I knew MEC was the right fit.”
— Jacquelynn Nehilla, Controller, Trilogy
Posting educational content within the Business Central user community helps establish expertise among peers and future clients alike.
4. Good Content Creates Better Clients
Customers who come to you through educational content already know your approach. They’re often more prepared, more confident, and more collaborative.
“Kristen’s blog is a very valuable resource. When you run into problems, there’s an article with step-by-step instructions to help you work through the issue. That speaks to her commitment to the Dynamics community.”
— CFO, Broadcast Media Systems Integrator
This type of pre-engagement reduces friction, minimizes surprises, and sets up the implementation for success.
Content Is Quiet, But Powerful
Kristen didn’t create her blog or videos just to generate leads. She did it to help people. And that’s what makes it work.
When you share your expertise freely, without a gate or a sales pitch, it does more than educate. It builds credibility, trust, and connection before you ever schedule a sales call.
And as these customers prove, sometimes one helpful blog post is the reason someone picks up the phone.
Want to attract clients like these?
Start by sharing what you know. Publish a tip. Answer a question. Record a short how-to video.
Post them on your site, and on community sites like the ERP Software Blog.
You never know who’s listening or who will contact you next.
By Anya Ciecierski, ERP Software Blog
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