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BELGRADE KARIZMA
Optimise efficiency and value by outsourcing your delegate sales
EVENT ORGANISER
Scaling a Flagship Conference Without Scaling Costs
How we helped an established B2B event organiser grow delegate numbers year-on-year while significantly reducing the cost per acquisition across a three-event portfolio.
THE CHALLENGE
Growth pressure, shrinking margins.
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A well-known B2B conference organiser was running three annual events across different verticals. Their in-house delegate sales team was at capacity, cost per acquisition was rising, and management needed a scalable solution that could be deployed across events without the need to hire, train and integrate new employees.​​​​​​​
OUR APPROACH
A virtual extension of their sales team.
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Integrated Onboarding - Our project managers embedded within the client's CRM and reporting cadence, attending weekly pipeline reviews as a virtual extension of their London team.
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Tiered Campaign Execution - We ran parallel campaigns across all three events with distinct messaging, targeting past attendees, competitor event delegates, and net-new prospects simultaneously.
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Data Hygiene & Enhancement - Before each campaign, we cleansed and enriched the client's existing database, improving deliverability and call-connect rates by removing stale contacts and adding decision-maker details.
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Daily Reporting & Optimisation - Full transparency with daily call logs, pipeline reports, and conversion tracking allowed us to pivot messaging in real-time based on what was resonating.
THE OUTCOME
More delegates. Lower cost. Better data.
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Over a 12-month engagement, the client's three events saw an average of over 40% increase in delegate numbers year-on-year. The cost per registered delegate fell by 30% compared to their previous in-house model. As a bonus, the database enrichment work left the client with a significantly cleaner, more engaged, and therefore more actionable contact base than they started with.
KEY RESULTS
40%
Average delegate growth year-on-year across 3 events.
-35%
Reduction in cost per delegate acquired.
200+
Brand new customers registered over 3 events
Daily
Pipeline reporting delivered to the client, team meetings as per client request.
Event Director, B2B Conference Organiser
"Using Belgrade Karizma alongside our in-house team meant we could easily scale without the costs. They integrated directly into our way of working and showed their experience immediately."