PROBLEM
Marketing driven events have a bad reputation for costing a lot of money and not producing new business opportunities.
HYPOTHESIS
Partnering with sales to make sure we have the right people at the event and shared accountability on the event's success will improve the conversion rate from MQL to new business opportunities.
RESULTS ACROSS TWO COMPANIES
1:FEW ABM
5 New Business Opportunities
Collaborated with the sales and field events team to create a high-touch box event at a Boston Red Sox Game as part of a 1:Few ABM campaign. The attendees were delighted with the experience. High-value leads were followed up with a gift from sales. This fully integrated campaign resulted in 5 new business opportunities from target accounts.
CONFERENCES THAT DELIVER
$1M+ in Revenue
In-person events were reintroduced to the marketing strategy in 2018 and resulted in more than $1M in revenue the following year. How? We collaborated with the sales and services team to create exciting experiences at industry conferences and after hours events. We also created a lead follow-up and hand-off process that ensured high-priority opportunities were handled by sales with white glove service.