B2BSA helped a leading $10 billion IT Company generate high quality leads at American Manufacturing Summit, 2019

CASE STUDY

Booth Design and ProductionDatabase DevelopmentLead GenerationEvent coordination and Equipment SourcingActive Prospecting

American Manufacturing Summit March 26-27, 2019, Westin Lombard, Illinois.

Client OverviewThe client is a billion dollar Multinational Corporation providing IT, consulting, and enterprise solutions. It has over three decades of experience and a presence across 60 countries.

The American Manufacturing Summit (AMS) serves as an annual platform to exchange ideas around the impact of market dynamics and new technologies for current and future manufacturing, operations and supply chain leaders.

Like every year, attendees of 2019 AMS were to include cross-industry leaders from diverse sectors including the VP of U.S. Manufacturing for Walmart, VP of Supply Chain Operations, NE Region for The Coca-Cola Company and global directors for some of the world’s largest corporations. It was extremely important for our client to secure meetings with key decision makers, with the aim of winning business.

Event Overview

Client Requirements:1. Booth Design and ProductionThe client was particular about an L-shaped booth design (covered on 2 sides) in 10x10 Booth Area. We had limited time to finalize the design and ship it to production.

2. Database DevelopmentThe list of delegates provided to us by the client was raw in that it included only basic introduction like Name, Designation and Company. We were required to work on generating verified contact details (email and phone number) for all.

3. Lead GenerationBased on the contact list, we were required to run a dedicated LinkedIn, Email and Calling Campaign to secure appointments with C-suite executives.

4. Event coordination and Equipment SourcingWe were also required to make arrangements for a 42" screen display, booth furniture, reception counter and some storage space - all to be accommodated inside a 10x10 Booth.

5. Active ProspectingŸ To develop interest of attendees in client's brand and servicesŸ To secure meetings through direct prospect engagementŸ To drive market exposure through engagement and dialogue with qualified

stakeholders

Client Challenge:The biggest challenge was not just a shortage of time but also that the list of 300 delegates provided to us by the client included contacts in FMCG and CPG sector while we were only after heavy industries. Not only that, we had to filter companies by revenue and only target those above 800 million dollars which further cut the list. In the end, our go-to-contacts were only around 150.

About B2B Sales Arrow

2019 B2B Sales Arrow, Bengaluru, India. All Rights Reserved. B2B Sales Arrow believes the information in this document is accurate as of its publication date; such information is subject to change without notice. B2B Sales Arrow acknowledges the proprietary rights of other companies to the trademarks, product names and such intellectual property rights mentioned in this document. Except as expressly permitted, neither this documentation nor any part of it may be reproduced, stored in a retrieval system or transmitted in any form or by any means, electronic, mechanical, printing, photocopying, recording or otherwise, without the prior permission of B2B Sales Arrow and/or any named intellectual property rights holders under this document.

From design concept to active prospecting, we work with clients through every phase of booth production to deliver a trade show exhibit that maximizes ROI potential. For more information, contact info@b2bsalesarrow.com

B2B Sales Arrow is a Marketing Technology and Events Lead Generation company based out of Bangalore. We specialize in Market Research & Automation, Lead Generation, Exhibit Booth Design and Production.

Ÿ Segregate data records on industry, revenue and designation to ensure accurate customer profiling

Ÿ Identify and add missing contact information

Ÿ Send mailers based on clients work domain (function) with customized message and highly compelling case studies

Ÿ Understand client’s value propositions and run a focused and targeted calling campaign to maximize positive outcomes

Ÿ Connect with our trusted partners in the United States for state-of-the-art booth rental, chairs, table, 42" screen display, reception and storage counter.

Ÿ Handle event booth compliance with organizers, paperwork, timeliness and all formalities for the client

B2B Sales Arrow SolutionAs a full-service event service provider, we handled lead generation, booth production, shipping, storage, installation, and dismantle of the booth so our client could focus on making the event a success. We deployed an expert team of 7 data professionals including research analysts, data mining experts, lead generators and global business specialists to:

Key ResultsŸ A total of 35 high-impact

meetings were realized from Lead Generation and Active Prospecting

Ÿ The booth was built in a way that accommodated easy access and could withstand high volumes of traffic over the course of the event.

Ÿ Heightened relevance of every communication/ lead through enhanced segmentation and targeting

Ÿ Increased Hit-Rate

Ÿ Improved ROI and attribution accuracy

Very impressed with this organization..the layout of the booth, preplanning of the event, networking..that brought us a lot of qualied discussions. I am very, very happy and look forward to renewing this experience with B2B Sales Arrow.

“*Brand hidden to respect the condentiality of our client