This isn't uncommon and does tend to happen with more enterprise-y sales. Where I work currently I've had three external SAAS partners come into the office with

This isn't uncommon and does tend to happen with more enterprise-y sales. Where I work currently I've had three external SAAS partners come into the office within the past 6 months. It probably doesn't make sense to do this often with smaller companies but it does make sense if you're going to charge enterprise prices. The benefits of doing an in-person meet is that it helps you establish a strong relationship, may help with product development ideas and could be a potential way to upsell services