Case Study 1: Contact Center Software Company

Objectives

• Increase both attendance and revenue generated from our client’s annual User Conference
• Emphasize content and delivery that exceed industry expectations, which will ensure growth in attendance year to year

Strategy

OWP believed that sponsorship and partner program participation could be increased if the value proposition was enhanced. Suggested tactics included the hosting of an ancillary partner program, expanding the Technology Pavilion’s hours of operation and giving partners the opportunity to host networking and ad hoc meetings, therefore bringing more of a partner “voice” to the content. Audience acquisition became a priority; tactics included email blasts, incentives for early registration, and compelling tracks and keynote speakers.

Solution

OWP’s sponsorship team worked in conjunction with the client’s alliance program managers to identify the right strategic partners. Sponsorship packages and sales tools were created for use by both the client’s alliance team and the OWP sponsorship team. Targeted emails were sent to potential attendees. Extensive marketing and audience acquisition plans focused on increasing attendance from year to year.

Results

At the end of each event, sponsors were asked to provide detailed feedback. This information was then carefully considered when developing the program’s strategy and tactics for the following year. Surveys were sent to all attendees, and these results have been used to adjust and fine-tune the program each year. It was this collaborative team approach that has generated unprecedented increases in both revenue and sponsor satisfaction.

Today, after four years of partnership, this event continues to be the premier conference of its kind in the industry, consisting of four regional events centered around a single integrated value proposition and message.

“I continue to be very impressed by you and your team’s dedication, professionalism, and creativity. You’re also a lot of fun to work with which makes all the difference. I look forward to building on our successful events as we start the planning for next year”