Managed. Events
An attendee list is not a sales plan.
Managed. Events is Digital Selling’s service for sales execution around events. We connect preparation, relationship-building and follow-up before, during and after events to qualify contacts and develop sales opportunities. On-site or remote coverage, channels and handoffs are defined in the project scope.
Action before, during, and after the meeting, according to the project scope.
The meeting gains value through continuity.
Qualified conversations before, during, and after the event.
EXECUTION WITH DIRECTION
Keep the conversation going after the meeting.
For companies that participate in trade shows, congresses, or host their own events and want to maintain commercial momentum after interactions. The solution focuses on event-related commercial operations, operating on-site or remotely depending on the scope.
01
Preparation before the meeting
We map priority companies and attendees and initiate conversations to organize a relevant schedule.
02
Context-driven qualification
We identify needs, interest, and the potential for advancement of interactions taking place during the event.
03
Post-event continuity
We resume conversations based on what was discussed and forward the opportunities to the responsible team.
04
Learnings for the next action
We record approaches, results, and the progress of opportunities to guide participation in future events.
FROM STRATEGY TO EXECUTION
How Managed. Events works.
STEP 01
We understand the objective
We align the audience, the offer, the priority participants, and the expected commercial outcome for the event.
STEP 02
We prepare and connect
We organize lists, messages, and schedules, and qualify conversations before and during the meeting.
STEP 03
We follow up and learn
We resume contacts, forward opportunities, and track progress to evaluate the outcome of the campaign.
FREQUENTLY ASKED QUESTIONS
Clarity to move forward.
Understand the preparation, on-site execution, and post-event follow-up.
01. What is Managed. Events?
It is a commercial operation aimed at transforming event participation into new opportunities. We act before, during, and after the event to generate conversations, identify high-potential contacts, and accelerate commercial returns.
02. What is the methodology for event execution?
The operation connects three stages: preparation, conversations during the event, and follow-up. Before, we map priority accounts and participants and prepare approaches and schedules. During, we qualify interactions according to the needs and context of each contact. After, we resume conversations and forward opportunities with a complete history.
People drive the relationship, supported by data, technology, and AI for research, organization, and record-keeping. Channels, cadences, and qualification criteria are defined according to the event and the contracted scope.
03. What conversion rate can I expect from an event?
The result depends on audience alignment, the offer, conversation quality, and commercial continuity. We track worked contacts, responses, qualified opportunities, and progress per event. Goals are aligned with the project; the number of attendees alone does not determine the return.
04. Does the work begin before the event?
Yes. We map participants and initiate contact with priority companies and individuals before the event, aiming to secure meetings and opportunities for your team.
05. Do you work on-site at the event?
The operation can take place on-site at the venue or remotely, depending on the characteristics and needs of each event. Travel, badge registration, and lodging costs, when necessary, are handled separately.
06. Do you speak with all event contacts?
The operation considers identified contacts and prioritizes conversations according to their profile, interest, and commercial potential. The goal is not simply to increase the number of contacts, but to identify relevant opportunities.
07. How do you know if a contact has real interest?
During the conversation, we gather information about the contact’s current situation, needs, and goals. This helps differentiate a one-time interaction from an opportunity with potential for advancement.
08. What happens after the event?
Our team quickly follows up on conversations started during the event and identifies which contacts can move forward commercially. The opportunities are forwarded to the team responsible for continuing the negotiation.
09. How do I track the results of each event?
Interactions and opportunities are recorded and consolidated in a dashboard, allowing us to track the results of each event and understand which conversations have advanced.
10. Can the process be used for other events?
Yes. The insights, approaches, and questions developed during the operation are recorded and can be reused to structure future actions.
11. How far in advance do we need to start?
The standard preparation timeframe is four weeks, allowing us to map participants, conduct outreach, and schedule meetings. The schedule is tailored to the event date and available information. Shorter deadlines require adjusting the scope of pre-event work.
12. How do you identify the attendees?
We use public information from exhibitors and speakers, event communications, industry communities, and your company’s databases. When a list is not available, we propose companies and profiles aligned with your target audience for your approval.
13. What is the follow-up period after the event?
The standard service timeframe is to initiate follow-ups within 48 business hours after the event concludes and maintain a cadence over the following 30 days. Coverage, record availability, and applicable deadlines are outlined in the proposal for each event.
14. Does the solution also cater to proprietary events?
Yes. For proprietary events, preparation can include invitations and qualified RSVP confirmation using the agreed-upon database. After the gathering, we follow up with contacts and opportunities to evaluate the commercial impact of the initiative.
For questions regarding agencies, competitors, tools, equipment, data enrichment credits, CRM, domain, acting on behalf of your company, team continuity, training, implementation, media, automation, success fee, hiring, in-housing, and termination, please refer to the general terms of the Managed line.
LET’S TALK
Let's prepare the next meeting to generate opportunities.
Tell us which event is in your planning. We will evaluate how to prepare the conversations and follow up commercially with the contacts.