Driving Growth and Profitability
with Demand Generation
+1 (561) 395 8582
+1 (949) 494 7435
mdonner@SeniorMarketingExecutive.com
Business Challenge: The industry's largest trade show was less than two months away. It
was essential to "stand out" at this event and relaunch
the Company brand to assure potential buyers of its stability after
the recent departure of the CEO and other senior executives.
The Solution: With a limited budget, the Company used innovative events from
breakfast seminars to 'lunch on the go' promotions and publicity stunts to
create a buzz around the show to draw booth traffic. In addition, the
Company issued several PR announcements at the show and
secured last-minute speaking slots on the agenda. As a
result of the guerrilla marketing program, the Company engaged with 853
attendees at its sponsored events, secured 241 qualified prospects, touched 409
unique organizations and built a multi-million dollar pipeline.
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Industry: Healthcare Information Technology - software, hardware and consulting.
Business Challenge: Having booked an aggressive trade show schedule, the Company needed to generate a higher volume of qualified leads to ensure a reasonable ROI from events.
The Solution: Pre-show demand generation campaigns were launched with calls-to-action that helped qualify prospects prior to trade shows using an inside sales model. As a result, the Company was able to regularly schedule appointments and demos and bring qualified prospects to its booth at trade shows, rather than relying exclusively on traffic on the show floor. Within six months, 74% of leads collected from trade shows were classified as legitimate, qualified opportunities on the pipeline.
Business Challenge: The Company needed to boost its professional services/training revenue
and create a cost-effective forum to introduce new products to existing
customers.
The Solution: By reinventing its annual User Group Conference to focus on multi-level product training, the Company was able to boost attendance 300% and increase its training revenues 65%. With the majority of users now attending, the Company was also able to create a forum to introduce and demo its new products.
Industry: Healthcare Information Technology - software, hardware, consulting, outsourcing and data centers.
Business Challenge: The sales team struggled to secure face-to-face quality time with c-level prospects and decision makers.
The Solution: The Company launched a series of events which included a User Group Conference for end-users and an Executive Forum for c-level management. To draw attendance, the agenda was designed around sessions with industry experts and thought leaders, educational and networking value-added events. This provided a forum for Company executives to get prospects in a controlled environment which they used to build stronger and more personalized relationships, ultimately leading to significant new product sales and pipeline growth.
