For many channel partners, their entire marketing strategy is based on hosting events. Steakhouse dinners, golf outings, and sporting events account for the majority of their "marketing" activity. There are at least two ways to evaluate this approach. From an optimistic point of view, the events can be looked as a fun way to engage prospects. From a more pessimistic point of view, these events can be seen as a huge waste of money and time on an unqualified audience.
Whichever side you sit on, these events don't support scalable growth because of several fundamental flaws: