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BELGRADE KARIZMA
Optimise efficiency and value by outsourcing your delegate sales
DIGITAL PUBLISHER
Turning an Audience Into a Revenue-Generating Event
How we helped a specialist digital publisher unlock a new revenue stream by transforming their loyal readership into a live delegate audience - from scratch.
THE CHALLENGE
A loyal audience with nowhere to meet.
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Our client had built a highly respected digital publication covering a niche B2B sector. They had strong SEO, a newsletter with a 40% open rate, and growing social following - but zero event infrastructure. They wanted to launch a paid delegate conference to add a new revenue stream, but had no idea where to start or whether their audience would convert to paying attendees.​​​​​​​
OUR APPROACH
Ecosystem mapping to audience acquisition:
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Ecosystem Research - We audited the client's existing subscriber data, identified the key job titles and companies within the sector, and mapped the full addressable audience beyond their current readership.
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Target List Build - Using a combination of LinkedIn, data enrichment, and sector databases, we built a qualified contact list of 4,800 senior professionals aligned to the event's focus.
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Multi-Channel Outreach - Our project managers ran personalised phone and LinkedIn campaigns, leading with the client's editorial credibility to warm prospects before the sales ask.
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Community Nurture - Non-converters were added to a structured follow-up sequence, building anticipation and capturing warm leads for the second edition before the first event had even run.
THE OUTCOME
A sell-out launch with a pipeline for year two.
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The inaugural event exceeded all expectations in terms of attendee numbers and income. Ticket revenue alone exceeded the client's Year 1 target nearly 30%. More importantly, the warm lead community we built during the campaign gave the client an immediate head-start for the following year's edition.​​​​​​​
KEY RESULTS
100+
Paid delegates registered for the inaugural event
£25,000
Delegate revenue generated, 28% above target.
12 weeks
Total project time from initial contact to project completion.
2,000+
Qualified leads mapped and approached.
Head of Commercial, Digital Publishing Client
"We'd always talked about running an event but never believed our audience would pay to attend. Belgrade Karizma proved us wrong — and gave us a pipeline for year two before year one had even happened."