Blog
3rd June 2021

As B2B leaders look to plug the revenue holes created during the global pandemic, growing a flagship event or brand is likely to be top of the list. The most forward- thinking B2B leaders have realised that growing their events is also strategically important when it comes to driving high-value memberships and monetising communities.

All too often when trying to grow a flagship event or brand, the temptation is to dive straight into the tactics. But as Sun Tzu, possibly one of the world’s greatest strategists, said “tactics without strategy is the noise before defeat”.

A well constructed strategy to grow your event requires an investment of focus, attention, time (and potentially money – if you’re bringing in outside help). However, spending a few weeks working with all the key stakeholders will be time well spent!

MPG has been delivering strong events revenue growth for our B2B events clients since 2014. During this time, Team MPG has fine-tuned the methodology for creating event marketing strategies that consistently deliver year-on-year revenue growth. Here we share with you the 7 steps Team MPG takes when creating a robust strategy to drive event revenue growth, and consistently deliver a strong marketing ROI.

7 steps to building a robust event growth marketing strategy

#1 Situational analysis

Conducting a situational analysis is an important first step in any strategy development. It will provide you with an overview of the ‘starting point’ for your brand and product, the capabilities that your organisation and team have which can impact growth potential, and the risks and opportunities faced. Having a strong understanding of these elements is essential in determining your future event growth strategy.

Key components to include in your situational analysis are:

  • Customer analysis: who your customers are (demographics, behaviours etc), and what their pain points, challenges and opportunities are. What tasks can they get done, or done better, by investing time, attention and/or money in your brand or product? You need a very strong understanding of your customers’ needs in order to create, deliver, and effectively communicate a value proposition that meets these needs.
  • Value proposition analysis: an evaluation of your product, or set of products & services within a brand, and the value it delivers to your customers, as well as how these meet your customers’ needs. Think ‘product-market fit’.
  • Competitor analysis: who they are and what competitive advantage do they have over you, or vice versa – Price? Value? Ease of use? Reputation? Share of market? Remember that events don’t just compete with other events – they also compete with any other offering that meets the same customer needs.
  • Environment analysis: look at external factors such as political, economic or technology trends and the impact they have on your business.
  • SWOT analysis: taking your environmental and competitor analysis into consideration, document the strengths and weaknesses within your team that will impact your success , as well as opportunities and threats that may affect your brand or product’s performance – in the short, medium, and long term.

 

#2 Commercial targets & pricing

  • Commercial targets: based on the year-on-year growth you are aiming for, and factoring in historical attendee numbers and revenues, fix your commercial targets for the next 3 years.
  • Pricing: product pricing will be influenced by a number of variables including the format(s) the event will be delivered in – virtual, hybrid, or in-person. Pricing will need to be modelled to ensure that your commercial targets can be met  – you’ll also  have to compare them to other competitive offerings to understand where you’re pitching based on alternatives.

 

#3 Value proposition and positioning

Events are now competing more than ever with alternative, online, free (or cheap) content and networking opportunities, so a clear USP (unique selling point) and a compelling set of benefits is essential for success.

With your competition in mind, you need to clearly articulate why your audience should be choosing your event over any alternative solutions. It’s also important to consider your own internal products that might be competing for the attention and/or spend from the same target audience.

 

#4 Target audience database

An essential aspect of growing your event will be to understand which market segments to focus on to deliver the desired growth. The best way to understand the composition of your end-user market is to create a market map and conduct a robust market sizing exercise.

Sizing your market and analysing this against your existing database will help you identify where your key gaps are when aiming to reach your target audience directly. You may need to budget for and prioritise a data acquisition project, focusing on top priority contacts that will deliver the fastest return on your investment. You also need to consider how inbound marketing activity will help you attract customers from key audience segments where you don’t currently have strong database coverage.

 

#5 Messaging & segmentation strategy

Using your key market segments defined in step 4, develop a messaging strategy for each of those segments. Key considerations for the messaging include:
Refining the USP, and making it clear in the high-level messaging.
Creating strong, benefit-led messages to clearly communicate the value someone will get if they choose to attend your event
Making benefits of attending specifically relevant to each audience segment

It’s important to ensure that the messaging is fully aligned across all channels throughout the marketing campaign.

In our recent MPG article, ‘Build a winning messaging strategy: a step-by-step guide’ we outlined the 5 steps you need to take to build well planned and executed marketing messaging.

 

#6 Marketing campaign planning & execution

Only at step 6 should you focus on the specific channels and tactics for delegate acquisition and conversion. The biggest mistake most event organisers make is making this their starting point, rather than first doing the essential groundwork in steps 1 – 5.

MPG’s methodology and best practice for attracting audiences to events is to optimise every stage of the ‘marketing funnel’:

  • Awareness: at the top of the funnel, focus on building brand awareness and interest via social media, PPC, content marketing and advocacy marketing – with the ultimate goal of driving relevant traffic to the website.
  • Engagement: the primary focus at the middle of the funnel is to use multi-channel marketing that turns aware/interested prospects into engaged leads.
  • Conversion: direct marketing channels come into play at the bottom of the funnel where you focus on converting leads and other engaged prospects into committed delegates, whether they pay to attend or not.

 

#7 Measurement & reporting

To be effective, marketing performance measurement and analysis must be a continuous process. This reporting not only provides stakeholders with vital ongoing visibility of marketing activity, performance and ROI, it also enables the marketing team to make responsive, agile, and data-led decisions.

In addition to tracking leads, revenue, bookings and audience breakdown, you’ll want to measure and analyse the performance of your digital marketing. If you don’t know where to begin, we published an article outlining the 15 metrics that really matter in digital marketing for B2B, which provide you with a strong base to work from.

MPG advises that for any of the metrics you measure, you use internal benchmarks based on relevant, historic performance, and where possible, additional relevant external benchmarks.

 


Do you need better marketing to unlock revenue growth in your business?

Team MPG works with a select group of companies as a key part of their marketing function, providing ongoing strategic insight and direction, as well as consistently strong execution.

If you would like to find out more about working with MPG, please get in touch.

Get in touch


I cannot recommend MPG highly enough. Their commitment and unique expertise in data-driven, digital and integrated marketing has been very valuable to Social Media Week. They’ve been instrumental in helping us build our brand and community online and offline, and their product marketing performance has also been very strong. We’re delighted MPG has been on our team!

Toby Daniels, Co-founder & CEO, Crowdcentric Media

The essential, strategic marketing approach to growing your B2B Events

Blog
3rd June 2021
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