Should B2B Pitches All Move Online?

If you've spent any time clicking through our Videoactive Theatre screens, you'll notice that an increasing number of Business-To-Business websites now feature filmed presentations that auto-play upon entering the site. We've been doing much the same thing on the main Hawthorne Direct site for some time.

This strikes me as an extremely sensible move since most client pitches begin precisely with this sort of maneuver -- a company representative starts to tell potential clients about opportunities, services, and a history of productive collaborations. A small speech, in a sense, that you can deliver online just as well.

If prospects like what they see, they can invite in some people for a more direct conversation, because there's simply no substitute for face-to-face interaction. Or is there?