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Challenge:

•A larger trade show booth footprint for 2018, but historically low lead generation

•Consistently low individual booth staff lead counts from prior years

•Pressure to justify higher trade show marketing spend

Action:

•Consulted on Enterprise-level lead generation, booth flow and event management tactics

•Researched and wrote prospect-demographic-appropriate trivia questions

•Acted as Emcee, Game Show Host and Trade Show Presenter throughout RSA and Black Hat Conferences

•Delivered 11-minute presentations with powerpoint covering managed security services and threat, vulnerability and compliance management

•Ran trivia game show on iPad system

•Ran giveaways

•Filled the booth theater before transitioning to Trustwave subject matter expert speakers

Result:

•Dramatically increased booth fill ratio from prior conferences

•Consistently filled trade show booth theater for all presentations

•Assisted in more than doubling sales engineer demos