As digital technologies advance, chances are your industry partners will require less square footage to show off their products and services. Your challenge is to convert or grow those dollars into sponsorship opportunities that are appreciated by your conference attendees and grow your revenue line. Learner Outcomes: • Gain insights for aligning your sponsorship menu with attendee mattering. • Explore sales strategies for growing sponsorship contribution.

1. Sponsorship – From Logo Recognition
to Attendee Mattering

2. 2
Presenter-Attendee Agreement

5. 5
Vibrate please

6. 6
Safe
space
to
agree,
disagree,
ponder,
& question

7. About Me
@VelChain

8. About You
8

9. Photo by jefzila - Creative Commons Attribution License https://www.flickr.com/photos/52151298@N00 Created with Haiku Deck

10. Learning Objectives

13. Your Turn:
Which learning objective is most important to
YOU?
Explore sales
strategies for
growing
sponsorship
contribution.
Gain Insights for
aligning your
sponsorship menu
with attendee
mattering.

19. Win – Win - WIN

20. Kim Skildum-Reid:
It’s no longer ‘If you love the event, you
should love our brand.’
Or ‘Pay attention to us (and our logos)!’
Instead it’s… ‘We know you love this event
— we love it too! — And we’ve thought of
a few ways to make it even better for you.’

21. Make best parts better
Make the worst parts suck less

22. 22
Pricing
Strategy
Market-Based?
Value Based?
Cost Plus?

25. What attendee does or feels…

26. What attendee gets…

28. What sponsorship inventory
items fall short on mattering
and should be killed?

35. What are/should you charge for
Attendee Wi-Fi?
Mobile App?
exclusive sponsors of …

36. Organize around your best customers
and their goals, not your products.

38. Transactional
EVERYONE
ELSE
MID TIER
(50-100
Companies)
TOP
TARGETS
(10-25
Companies)
Consultative

39. Budget Spender vs. Budget Maker

40. Leverage
Leadership
Relationships:
Match
Power
with
Power

42. Sponsorship Leverage
(aka Activation)

43. “Leverage – also known as
activation… is what a sponsor does
with a sponsorship after the deal is
done and is the most critical factor
in getting a good result from an
investment.”
Kim Skildum-Reid
The Corporate Sponsorship Toolkit

45. eyeballs
clicks
conversations
views
metrics
sound bites
feedback
stories
actions
data
opportunities
87% Have Increased Need for
Validated Results
Source: IEG/Performance Research
2013 Sponsorship Decision-Makers Survey