Situation
The company sponsored the same conference every year and came home with a stack of badge scans and no pipeline.
The question
Which attendees are worth meeting, and how do you get on their calendar before the event starts?
What LeadStrategus did
- Identified and researched the target accounts expected to attend.
- Ran pre-event outreach to book meetings in advance.
- Hosted a small invite-only session for the highest-value accounts.
- Briefed the team on every booked meeting and ran structured follow-up.
- Confirmed the ICP concentrated at this conference before committing the budget.
Evidence and deliverables
- Attending-account research
- Pre-event outreach sequences
- Meeting briefs and follow-up plan
Outcome
18 meeting requests from 280 companies reached, and five times more qualified meetings than attendance alone produced in prior years.
What changed in the GTM motion
Events stopped being a brand expense and became a planned pipeline channel.