My experiences in connecting with clients at Marcus Evans meetings.

1. We get
much
more
out of
marcus
evans
Summits
“We signed a USD 120,000 deal and have a USD 1 million job in the final stages of approval. They
would not have happened without our meetings at the marcus evans events,” said Richard Royer,
Chief Executive Officer, Primaris, a solution provider at the marcus evans ACO & Payer
Leadership Summit and the National Healthcare CXO Summit.
What possibilities and business opportunities have the Summits led to?
We have had a very positive experience in terms of lead generation and ability to contact companies
for future business.
Our Vice President attended the ACO & Payer Leadership Summit and received several interested
contacts. A couple of them have since turned into very large proposals that are now in the review
stage. At the National Healthcare CXO Summit, I had 13 one-on-one meetings and at least 10
have given us secondary opportunities for follow-ups. One is now a customer. It is a USD 120,000
short-term project. With another company, there is a very large proposal for a USD 1 million job at
the final decision stage. That will be a year-long project. Additionally, there are 4-5 possibly moving
to the proposal stage.
Could these be repeat clients?
Yes, they could. As a company, one product we provide is annual quality reporting, which is like
filing a tax return. You do it once a year. If they renew as a customer, we would start them again in
January of next year and finish the job in a few months. Other quality reporting functions go on all
year.
Is there a chance that you could have met these companies without marcus evans?
It would have been very difficult to do so. I did not know the organizations. It would have been due
to luck if we had run into each at another event. We have a sales process so I could have ended up
reaching out to them, but that would be working from the bottom-up instead of top-down. The
Summits put us directly in touch with top-level decision-makers who are interested in talking with
us. The Summits help us leapfrog several steps. The clients know we are meeting, they know why
we are meeting and they have selected to meet us. It is a structured program.
With our regular sales process, we have to work our way up to them. That takes months and can be
unsuccessful. The Summits cut short a large portion of our sales cycle.
How effective do you find the one-on-one meeting format?
It is pretty effective. We can engage in a conversation for 30 minutes without any distractions. We
have time to discuss their goals, how we can help and also set up the next meeting. Our goal is to
go to the next step so the format is very successful.
How would you compare the format to that of other industry events?
The Summits are far superior as they are structured to provide business opportunities for attendees.
At other conferences, the networking is incidental and it is up to us to approach people. If you pay
enough for a booth or presentation, you might get some interest. At a marcus evans Summit the
face-to-face meetings are already set up and we get much more out of it.
To access more marcus evans Success Stories, please visit the website:
www.summitcasestudies.com
Richard Royer
Chief Executive Officer
Primaris
Contact: Sarin Kouyoumdjian-Gurunlian
Press Manager, marcus evans, Summits Division
Tel: +357 22 849 313 / Email: contactus@marcusevansuk.com
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marcus evans Summits Success Story
case study - Healthcare Summits