Running great events takes up a lot of resources. In fact, our recent survey indicated that most enterprise marketers spend at least a quarter of their budgets on events. With all that money on the line, pre-event planning is essential to ensure that event logistics go smoothly. But planning for the follow-up for all the contacts that you meet at an event is equally important.
It’s spring again — the flowers are in bloom, the bees are buzzing, and pollen gently floats through the air. And that means it’s time for Certain’s Modern Marketing Experience 2017 (MME17) recap post. Certain’s has sponsored Modern Marketing Experience for the last three years, so this post is becoming something of a tradition for us. But covering this event is much more than a tradition. Indeed, it has become one of the most critical learning exercises for our organization. Because key learnings from this critical event have helped us to identify the subtle shifts in Oracle’s strategy and focus that will trickle down, impacting not just their customers and partners, but the marketing landscape as a whole.
Need to get better results from your enterprise event? Find out how National Instruments reduced event resources by half while increasing demand by 50% after adopting Event Automation at this Modern Marketing Experience 2017 session.
Every day when I open my social channels or email, I’m barraged by news of the latest cool and innovative technology that brings us closer to complete digitization. While I am awed by how rapidly digital transformation is progressing and how much it is impacting B2B marketing, I can’t help but think that there is still one marketing program that hasn’t yet caught up—in-person events.
Ask a demand generation specialist about marketing tactics that will grow sales pipeline and these days they’ll likely say “events.” While events have always been an integral tool in a demand generation arsenal, they're increasing in importance. Of course, events are swiftly becoming the go-to-tactic for digital marketers in every industry, but demand generation professionals now indisputably rank them as the most effective tactic.
How do you drive breakthrough results from your events? While many companies tend to focus on everything leading up to an event like driving registrations, managing logistics and doing event setup, you should always keep in mind the ultimate goal—delivering leads and generating demand. So with that in mind, and the events season starting in earnest, I thought I would share some best practices of how you can drive breakthrough results from your events program
If you’re in Demand Generation these days, chances are you’re struggling to generate leads to meet both lead quotas and revenue goals in your event program. According to HubSpot’s recent Demand Generation Benchmark Report, the “majority of companies are generating fewer than 500 leads per month” and “79% of all marketing leads never convert into sales.” For these reasons, 68% of B2B marketers say increasing the quality of leads is a top priority alongside quantity.
Picture this: you’re exhibiting at one of your largest revenue-generating events of the year and your check-in time exceeds two minutes and the line at your booth is 20 people deep. Your check-in process is slow, leading to a backup of your pre-scheduled appointments. Slow check-in creates a stressful environment for your attendees, booth staff, and sales team, and negatively affects the user experience. So how can you optimize your check-in process at crucial events to maximize sales and marketing opportunities? Dealertrack, the largest automotive solution provider faced this exact problem. However, by leveraging Certain’s Event Automation, Dealertrack decreased event check-in time by 50% and easily reached their aggressive sales goals.
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