UFI ICT Award Shanghai, 17 April 2013 · UFI ICT Award 2013-04-22 13 Important visitor trends • Social I want to connect to my family, friends and colleagues • Mobile I want to

UFI ICT AwardShanghai, 17 April 2013

Helena Nilsson, StockholmsmässanMattias Strauss, InvitePeople

What did we want to achieve?Stockholmsmässan’s view on the system

Helena Nilsson

Greetings from Stockholm! The world’s third biggest congress city

Photo: Nordic Photos

Photo: Nordic Photos

Business and tourism hotspot• Design, music and fashion• Stockholm on Lonely Planet’s Top 10 list• Scandinavia’s business center• One of the world’s largest ICT clusters

Stockholm Jazz Festival Photo: Yanan Li - Stockholm Visitors Board

Stockholmsmässan: a world-class meeting venue

Unique opportunities

• Largest exhibition and congress center in the Baltic Sea region • Around 70 leading exhibitions• Hundreds of national and international

congresses, conferences and corporate events• 1.5 million visitors from all over the world• 10,000 exhibitors• 7,000 journalists

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Almost all Swedes are on the web…

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Internet – MenInternet – WomenComputer – MenComputer – Women

Source: Statistics Sweden 2013

…and we have high mobile internet usage

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Daily 2012Daily 2011Daily 2010

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% of Respondents

Imagine your life in 2020, what are the factors that would encourage you to attend live events such as conferences and exhibitions?

Source: ”Convention 2020”, Fast Future Research 2010

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Find mind-matesSpread newsCreate interestDiscuss, plan

Communicateexperiences

Reflect on eventCompare impressions

ReportVoteShare

Meet in personTaste, feel, test

Joint experiences”I was there”BEFORE EVENT AFTER EVENT

Connecting digital and physical meetings

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Important visitor trends

• SocialI want to connect to my family, friends and colleagues

• MobileI want to move around freely

• Service designI want a smooth ”customer journey” and I want the supplier to be interested in my opinions

• RelevanceI expect value for my money and value for my time

• TransactionsI expect all interfaces with the supplier to be quick and user-friendly

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Exhibitor expectations

• All the five visitor trends

PLUS

• Flexibility in own invitations

• Matchmaking before and during event

• Smooth lead management process

• Clear reporting on all statistics

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Stockholmsmässan needed:

• A system that took into account all these trends and expectations

• A technical solution that wouldn’t interfere with existing IT systems

• Possibility to handle a large number of events

• Possibility to handle different types of events

Meet with the right people – increase ROI for all parties – create the greatest sales pitch for the next event

InvitePeople’s approach to a lead-generating system

Mattias Strauss

Landscape

• Major shifts are revolutionizing the way we communicate and interact

• Event organizers must focus on what other meeting options can’t offer: face-to-face meetings

• Collect and organize the combined knowledge and information about a large group of people meeting around a topic

• By empowering participants with tools for researching, contacting and interacting before, during and after events, organizers meet many of today’s and tomorrow’s challenges

• Create and prove ROI

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Trade fairs –effective but difficult

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Business leads – the main objective for participants

Solution

Problem

Name of the game

Ways to make it easier to find measurable leads

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Sum up of lead-generating measures

• To increase and measure personal meetings at events – that’s what trade fairs are about

• Digital services for all participants: attendees, exhibitors, partners sponsors and event organizers – all the time with the personal meeting in focus

• Trade shows are efficient but difficult. Make what is difficult easier

• Metrics –• Organizers can measure exhibit success

• Exhibitors can measure ROI through meeting statistics

• Attendees can measure ROI

• Marketing tool

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InvitePeople

• Cloudbased

• Open source

• Off-the-shelf

• Self service

• Flexible & configurable

• Mobile & app based

• Modular

• Seamless integration

• Real time

What InvitePeople do

A 360° approach• Registration• Badges QR-codes• At-the-door solutions• Visitor entry• Exhibitor entry• Invitations• Attendee / Organizerapps

• Seminar booking• Activity bookings• And more

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Matchmaking

Social network

Lead retriever

Partner invite

Other dataFacebook, LinkedIn, CRM,

ext. registration etc.

FOLLOW-UP– visitors– exhibitors– event

Marketing

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Social network• Interest-based and event-specific social network• Attendees, partners, exhibitors, sponsors, organizers• Integration with Facebook, LinkedIn and other social networks

• Messaging• Matchmaking• Scheduling tools• Seminars

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Matchmaking• Event-specific profile information to help

find people and qualify meetings• Pre-book meetings without revealing

personal contact information• Event calendars are matched to find

available time slots and to avoid double-bookings

• Sophisticated and dynamic location allocation

• Personal event calendar with meetings as well as seminar and other activities

• Statistics and follow-up• Attendees• Exhibitor• Organizer

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Partner invites

• Exhibitors, partners and sponsors can invite contacts• Reaching new professional

networks• Market event

• Flexible pricing and deals• Lowered environmental

impact• Real-time stats for the

exhibitor• Follow up with meetings,

messages and offers

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Lead retrievers• Scan QR code with app for iPhone and

Android• Customizable categorization and free text

comment• Real-time lists with scanned participants allowing

for new use of data• Let management follow sales activities

• Follow up with meeting, message and offer• Download Excel for follow-up• Completely self-service for users• No custom hardware and minimal

administration for the organizer

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Conclusions

Summary

• A couple of major trends are revolutionizing the way we communicate and interact. The same trends are also reshaping the MICE industry. To meet new competition, event organizers must focus on what other meeting options can’t offer: personal face-to-face meetings and using the vast information a large group of people together enfolds.

• To be able to collect and organize the combined knowledge and information about a large group of people meeting around a topic, and enable participants to use this information to connect with the right people, is the greatest reason of all to attend an event.

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Summary, cont.

• By empowering participants with tools for researching, contacting and interacting before, during and after events, organizers will meet many of today’s and tomorrow’s challenges.

• By facilitating face-to-face meetings participants can expect more leads than without and by measuring these meetings, ROI can be proved and be the number one selling argument.

• Stockholmsmässan has begun this transformation by collaborating with InvitePeople.

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Questions?