The document summarizes best practices for following up with trade show participants. It discusses: 1. The participant lifecycle of entering a booth, selecting content, and receiving a follow up email. 2. Training booth staff on available content and how to enter participants into the system. 3. Best ways to follow up including scheduled reports, performance monitoring, and CRM integration like Salesforce. 4. Types of scheduled reports available for new participants, upcoming campaigns, campaign summaries, and content performance. 5. Performance monitoring of participant, content, and activity data. 6. Additional follow up tips on determining best performing content, using different application types, and testing screensaver content.

1. CUSTOMER SUCCESS WEBINAR
DECEMBER 6TH, 2013
TRADE SHOW FOLLOW-UP
BEST PRACTICES
With Mike Davitt, Customer Success Specialist

2. THE PARTICIPANT LIFECYCLE
1
2
3
4
5
• Participant enters trade show booth.
• Participant talks to rep or engages with content library.
• Participant selects desired content.
• Participant enters basic information and receives email
with selected content.
• Rep monitors participant activity after the show.

3. BEFORE THE SHOW
TRAIN YOUR BOOTH STAFF
•
•
•
•
•
•
Familiarize staff with available Content.
Demonstrate how to enter a Participant.
Run through the Participant lifecycle.
Describe different Applications and their locations.
Enforce the use of Leading Reach.
Give specific goals for Participants entered.

4. BEST WAYS TO FOLLOW UP
SCHEDULED
REPORTS
PERFORMANCE
MONITORING
CRM INTEGRATION

5. + SALESFORCE
HOW IT WORKS
HOW IT
LOOKS IN
SALESFORCE

6. SCHEDULED REPORTS
NEW PARTICIPANT REPORT
Simple report that alerts users to all new
participants over a given time period
UPCOMING CAMPAIGNS REPORT
Your complete upcoming campaigns overview
alert—great for keeping track of multiple
events during a busy trade show season
CAMPAIGN SUMMARY REPORT
A wrap-up report on your recent event’s
activity best employed immediately following
an event or in the following weeks.
CONTENT PERFORMANCE REPORT
Want to know how your new marketing
materials and digital collateral faired at your
last event? This report is for you!
REPORT SETTING OPTIONS

7. PERFORMACE MONITORING
PARTICPANT
MONITORING
• See participant
record info and
updates
• Total downloads
• Total requests
• Last campaign
• Last application
• Desire to be
contacted
CONTENT
MONITORING
• Title of content
• Type of content
(URL, PDF, video,
etc.)
• Number of
applications in
• Total downloads
• Total requests
• Total views
• Content link or URL
ACTIVITY
MONITORING
• Content requests
• Content downloads
• Device IP address
• Content views
• New participants
• Campaign
• Application
• Content item
• Content URL

8. OTHER FOLLOW UP TIPS
CONTENT
APPLICATIONS
SCREENSAVERS
Figure out which piece
content is working best
and getting the most
views
Utilize the different
application types:
games, surveys, simple
lead collection forms,
etc.
Try out different
screensavers at each
station to see which
ones generate the most
interaction
Determine if certain
content types are more
popular than others
and which ones your
prospects enjoy the
most
Use the applications
that are the most
successful
Sparksight can help if
you need awesome
screensavers designed
for you