Case Study: Technology company achieves higher trade-show ROI and prioritizes qualified leads with RelPro

Technology company leverages relationship intelligence to improve ROI on Trade Shows

Technology Company, a mid-size enterprise software firm, struggled to demonstrate ROI from multiple industry tradeshows: teams attended events but couldn’t quantify impact, prioritize leads, or easily model their best customers. The chief marketing officer wanted to campaign to attendees before events and make relationship intelligence available to sales and relationship managers, so they turned to RelPro for relationship intelligence and prospecting capabilities.

RelPro let the company prospect by job function within firms where they already had relationships, find new contacts that matched their best customers, and upload and enrich attendee lists before and after events. Using RelPro, the marketing team ran integrated pre/during/post-event outreach, matched visitors to existing lists to prioritize true leads over casual booth traffic, and enriched records so sales had better conversations — post-event feedback showed a dramatic rise in meaningful conversations, more focused follow-up on qualified leads, and faster deal closure with details fed into the marketing automation system.