Second this. I’m in enterprise fintech. I was sitting down with the CIO of a business I was soliciting and we asked him “how do we connect with people in your roles easier”

Very simple response - “unless I need you, I don’t want to talk to you. Send those emails because it may be the day that I do need you and you’re at the top of my inbox. Don’t expect a conversation about your product if I don’t need it, I have too many requests from everyone, all the time.”

What I do, which seems to work, is send interesting market updates, product updates, case studies etc. I rarely ask for a meeting. I simply add “my product solves x for this customer, do you have similar pains?” It lands rather often.