Case study · Growth marketing
Three VivaTech shows: capture, qualify, follow up after the show
Representing Tinycoaching at VivaTech, three editions. A show where thousands of visitors walk past a stand in two days, and where almost everyone leaves with a contact list that goes cold in a spreadsheet for three weeks.
The constraint: The value of a trade show is created in the 72 hours after it. Which is exactly when the team is drained, travelling, and nobody has time to follow up properly.
How it ran
- Upstream preparation: companies and contacts to meet identified, meetings and leads lined up.
- Preparing the stand pitch before leaving: who we want to catch, the opening question, and what we deliberately do not try to sell standing up.
- Capturing leads on the spot through a QR code, to a dedicated landing page offering a free course, wired to HubSpot rather than to a notepad or a badge scan that will have to be retyped.
- Qualifying at the moment of capture: the field that matters is the need expressed.
- Automated email follow-â up after the show, from HubSpot.
Outcome
- Three VivaTech editions covered for Tinycoaching, from preparation to sales follow-â up.
- Show leads enter the CRM with their qualification recorded, already in sequence, instead of waiting for manual re-â entry.
- Follow-â ups are automated and go out after the show.
- Around 150 total leads per edition, about 75 of them highly qualified: estimates, with no sales attributed.
What I take from itMost of the result rests on the capture form wired to the CRM and the automated follow-â up after the show. On site, all that is left is talking to people, which is the part I enjoy.