B-to-B Events

Accuray’s preferred means of approaching its trade show marketing is to bring its CyberKnife Robotic Radiosurgery System to the show floor because the system is quite the draw on its own. The challenge occurs when Accuray doesn’t have enough room or budget in its exhibit to bring the entire system—which requires about 400 square feet for just the product display.

“When we have a 40-foot-by-40-foot exhibit or larger we bring our entire treatment suite. But when we have a smaller space we have to get innovative ” says Patti Cardoza exhibit manager for Accuray.

Whether it’s a new product launch a deep dive into something that can’t be fully explored at a larger event or just a chance to let your customers spend some quality time with your offerings and sales staff nothing beats a road show for taking the client relationship to the next level. No matter how popular a new band becomes through CD sales and radio play they’re never going to reach god status until they get out on the road. It’s that real-life experience seeing the icons you admire live and in person that elevates the excitement and makes a handful of musicians into heroes.

Even with all that real estate Intel managed to make everything tie together thematically. Each and every element was cherry-picked and engineered to bring the brand to life and show just “how Intel makes a difference in their daily lives ” says Victor Torregroza events program manager for Intel.

When picking and choosing professional events to attend people want to get the most bang for their buck especially since with b-to-b events it’s usually the company’s buck and those aren’t exactly flowing freely nowadays. One way to stir up interest in your event is to give attendees an online sneak peek of what they can expect on site as well as a conversation extender that goes well beyond event day. With a nudge from technology companies are doing just that by adding an online social networking component to events and conferences.