How to generate relevant leads through events? What's the process and event-related campaigns workflow? What are your major mistakes?

1. M A R I N A N I K I T C H U K
EVENTS.
LEAD GENERATION.

2. Introduction
Lead generation events
Pros and cons of the lead gen events
Is it worth it running event campaigns?
Events sources to review
How to choose your relevant events with a limited budget
Event-based lead gen campaigns. Step by step guide
TOP-10 sales mistakes to avoid
Lead gen activities If you can't attend the event
Q&A
DISCUSSION POINTS
TOPICS FOR TODAY
2

3. Maryna Nikitchuk is the Director of Business Development,
Europe, tritiumDX (formerly Social2B), B2B-Marketing Strategy and
Execution firm, specializing in ABM (Account Based Marketing),
Sales Enablement, Marketing Stack Implementation, and Content
Marketing Execution. Also, Maryna is a BDM community influencer
in Odessa, journaling a popular Telegram channel on business
development and performing as a business development course
lecturer, curator, and speaker at IT conferences.
Business Development Experience:
*tritiumDX (Formerly Social2B) (Nov. 2018- Now)
*Provectus (2017-2018)
*DataArt (2012-2017)
Consultant for IT services companies. Main focus:
*Inbound and Outbound Marketing
*Lead generation
*ABM (account-based marketing)
BRIEF
INTRODUCTION
I AM MARINA NIKITCHUK,
BDD @TRITIUMDX AND IT BD
CONSULTANT
3

4. LEAD
GENERATION
EVENTS
THE MOST SUCCESSFUL OUTBOUND
MARKETING TOOL
2 TIMES MORE EFFECTIVE

6. CREATE YOUR ACTION PLAN
LEAD GENERATION PROCESS
Messaging
and
positioning
It comes from your
strategy and goals
Get the
feedback &
Repeat
Analyze, Be flexible,
Make changes,
Repeat
Planning,
Objectives &
Retrospective
Quarter
Month
Week
Build your
market
anticipation
Preparation
(Collateral, Materials)
& Execution
Attend -> Young
Exhibit -> Growing
Create -> Mature

7. LEAD GEN EVENT BOARD

8. PROS & CONS

9. EVENTS SOURCES
Google - “TOP AI conferences in the US”
Specialized websites - https://www.fintechweekly.com/fintech-conferences
Competitors websites
Eventbrite
Meetup
DOU for Ukrainian events
Telegram Channels

10. RESEARCH AND
PRIORITIZATION

11. EVENT
CAMPAIGN
EXECUTION
THE CHECKLIST
Target: Startup Grind Europe, June, 6th
Campaign kick-off:
Meetings Scheduled -
Not interested (and why) -
Long-term leads -
Comment:
Team
Stakeholder -
Executor -
Coordinator -
Infrastructure
Excel:
Trello Board:
Pipedrive:
Weekly status reports on Mondays.
Channels of Execution
Social networks (LinkedIn)
Emails
Calls
Initial pitch approved by the Team:
Goals for the campaign
Marketing research, brand awareness,
arrange at least 5 introductory
meetings with the decision makers
(CMO, CEO, Marketing Director).
Relevant materials
Timeline:
1 month, 10th of May - 10th of June
Status sync-ups

12. PITCHES

13. WE USE TRELLO
TRACK YOUR
PROGRESS
10

14. Telegram Follow-upLinkedIn/CRM
The day of the event

15. Your Events
Attend -> Young
Exhibit -> Growing
Create -> Mature

16. 10 mistakes

17. Marina Nikit4uk
GET IN TOUCH WITH US
acebook, LinkedIn, Twitter:
marina.nikitchuk@gmail.com
Email Address
https://t.me/bizdeva
Telegram Channel

18. Questions?
THANK YOU FOR
PARTICIPATION!