Exhibitor performance.
Lead capture through to pipeline. Scan data models, lead grading, per exhibitor scorecards, benchmarking inside a show, and reporting an exhibitor will actually open.
20 articles · Exhibitor analytics
- What a lead retrieval data model must hold before reporting workslead retrieval data modelA lead retrieval data model that never declares its grain gives one stand three different lead counts. Model every scan as an event row and they reconcile.
- Badge scan timestamps tell you more about a stand than the lead countbadge scan timestampsBadge scan timestamps expose how a stand was really staffed. Bucket captures into fifteen minute bins, divide active bins by open bins, and read the coverage.
- Lead capture coverage rate shows how many exhibitors captured nothing at alllead capture coverage rateLead capture coverage rate counts the exhibitors who captured nothing. With 640 exhibitors and 470 scanning, coverage is 73.4 per cent and 170 stands are blank.
- The exhibitor lead export fields that decide whether follow up ever happensexhibitor lead export fieldsExhibitor lead export fields decide whether follow up happens: capture time, scanning user, a real consent flag and the qualifier answers behind them.
- Lead retrieval scanner activation is the gap between ordering and actually scanninglead retrieval scanner activationLead retrieval scanner activation counts the licences that produced a real scan. If 380 go out and 291 get used, activation is 76.6 per cent and 89 sit dark.
- Lead quality grading only works when the organiser defines the grades firstlead quality gradingLead quality grading collapses when every stand invents its own scale. Publish four axes scored zero to three and let each exhibitor set their own cut point.
- Where to set lead grade thresholds so an A actually means somethinglead grade thresholdsLead grade thresholds set by feel produce shows where most leads come back grade A. Plot the score distribution first, then set the cut with a named panel.
- Agreeing one qualified lead definition for exhibitors across an entire showqualified lead definition for exhibitorsA qualified lead definition for exhibitors has to come from the show: a capture, one qualifier answer and a recorded next step, with both counts reported.
- Building a trade show lead scoring model an organiser can defend to exhibitorstrade show lead scoring modelA trade show lead scoring model an organiser publishes has to be arguable. Use four stated inputs and render the sub-scores beside the total, then band it.
- Unique visitors versus total scans and why the two numbers keep divergingunique visitors versus total scansUnique visitors versus total scans: one counts people, the other counts events. A stand with 1,410 scans and 980 distinct badges runs at a ratio of 1.44.
- How to handle duplicate badge scans without deleting real second conversationsduplicate badge scansDuplicate badge scans are not all errors. A windowed rule on exhibitor, badge, device and show day drops retries and keeps the genuine second conversations.
- The scan to unique lead ratio and what a healthy number looks likescan to unique lead ratioThe scan to unique lead ratio is one division per exhibitor. Around 1.0 means single pass capture, above 1.6 usually means a kiosk or a re-scanning stand.
- Repeat visitor scans across a show floor and what they say about intentrepeat visitor scansRepeat visitor scans are only evidence of intent when counted by distinct scan day and divided by the visitors who were actually on site to return.
- Scan to pipeline attribution for exhibitors without pretending the show closed the dealscan to pipeline attributionScan to pipeline attribution is a two hop join with a loss at each hop. Report the CRM match rate on the same line as the influenced pipeline figure.
- Choosing an exhibitor attribution window that matches the real sales cycleexhibitor attribution windowSet the exhibitor attribution window at 1.5 to 2 times the median sales cycle, so a 120 day cycle reports at 180 to 240 days instead of the usual 30.
- Matching booth scans to CRM records when email is the only usable keymatching booth scans to crmMatching booth scans to CRM records on email alone tops out near 62 per cent. Add a domain plus surname tier and a phone tier, and report each one separately.
- Reporting closed won revenue from scans without overclaiming what the show didclosed won revenue from scansReporting closed won revenue from scans needs a written rule and a published range, because the attribution model alone can move the figure three to one.
- Exhibitor pipeline reporting lag and how to report before the deals closeexhibitor pipeline reporting lagExhibitor pipeline reporting lag puts your rebooking deadline months ahead of the evidence. Publish a staged report at day 7, day 30 and day 180 instead.
- The exhibitor scorecard metrics worth putting in front of a stand managerexhibitor scorecard metricsExhibitor scorecard metrics an organiser can actually measure: unique leads, total scans, grade mix, active scanners, category percentile and prior edition.
- Calculating cost per lead for exhibitors when you only know part of the costcost per lead for exhibitorsAn organiser can compute cost per lead for exhibitors only on space and services it billed. Label it that way, publish the rule, and say what it misses.