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Events
How we turned an exhibition appearance into a pipeline machine.
Sales teams attend conferences with access to an event app and good intentions. But sometimes they just end up sitting at the booth on their laptops. So we empowered the marketing team to take back control of the event, resulting in $320k pipeline generated from first event.
We built a system that scraped the official event app, scored every attendee against the client's ICP, then booked meetings with the best prospects via an automated outbound campaign, before the event even started. The key was speed. We were able to help the client book the best meeting slots before their competitors woke up.
- →Scraped the official event app to create the full attendee list before the event started: names, titles, companies and LinkedIn profiles
- →Enriched prospects to identify which ones were ICP
- →Cross-referenced every attendee against the client's Salesforce to flag existing relationships and account owners
- →AI scored all attendees against the ICP: company type, title seniority, geography and organisation size
- →Further enrichment of high-priority contacts with firmographic data: revenue, headcount and HQ location
- →Ran personalised, automated, pre-event outreach to top-tier targets to book meetings before the event
- →Captured leads at the booth with a Framework-developed lead capture tool, logging interactions and scoring in real time
- →Triggered personalised post-event follow-up sequences from captured data, synced automatically back to Salesforce
Results
$320k
Pipeline generated from first event
40
Meetings booked
16
Hours saved per event
240
Tier 1 ICP identified
0
Manual CRM lookups