What makes the post-pandemic playbook for area and occasion advertising?


So how can we do that once more? Fist bump, elbow faucet, or good outdated handshake?

The welcome return of assembly folks IRL—sorry, in actual life (digital habits die arduous)—means it’s time to reboot in-person networking at conferences and revive area gross sales and advertising. Now it’s honest to say, as analysis from Deloitte explains, the B2B occasions calendar has but to “bounce again to its prepandemic measurement.” Practically three in 4 firms nonetheless plan to spend much less this yr on sending employees to conferences and occasions than in 2019. However what’s fascinating is that they’ll make these {dollars} depend.

“Firms are taking a rigorous strategy, prioritizing probably the most constructive occasions, intently monitoring who and what number of attend, and searching for occasions with a strong mixture of networking and content material,” in keeping with Deloitte. That selection of the fist bump, elbow faucet, or good outdated handshake at an in-person occasion in 2022 will probably be with somebody who issues to your small business.


However let’s not simply mud off the 2019 area advertising playbook as if nothing has modified. The pandemic had a fast influence on go-to-market fashions and the transition to digital-only engagement. Just some months after the preliminary shock of lockdowns/stay-at-home orders, McKinsey reported that “solely about 20 % of B2B patrons say they hope to return to in-person gross sales, even in sectors the place field-sales fashions have historically dominated, comparable to pharma and medical merchandise.” With organizations discovering the effectiveness of video calls (versus cellphone calls) and webchat as go-to-market channels, McKinsey predicted the longer term will probably be “digital and optimistic.”

What does that imply for area techniques in 2022? I imagine they now develop into a part of a brand new flywheel of seamless digital and bodily interactions. A brand new hybrid mannequin of interactions with purchasers and potential purchasers might emerge.


Hybrid is changing into a kind of catch-all phrases with a number of meanings. Right here, it might imply partaking with purchasers and potential purchasers who’re each in-person and on-line concurrently at a reside occasion, those that made it to the venue, and those that are digital attendees. Which may work for a roundtable dialogue or a buyer discussion board the place it’s straightforward sufficient for somebody to hitch by video name, however not so nicely for an government breakfast, brunch, or dinner.

However “hybrid” more and more appears to be the time period utilized to the multimedia expertise created for an in-person delegate or consumer. That goes past encouraging convention or seminar delegates to tweet or create Discord or Slack channels. Take into consideration how augmented or digital actuality might assist paint a extra vivid image of your services or products in actual time to the shoppers you might be speaking to. Hey, if a single banana can clarify its sustainability journey from tree to retailer by way of AR, how might this expertise enrich the expertise or understanding of your product, its lifecycle, or your customer support?


Through the years, manufacturers have tried all method of guerrilla advertising techniques to get people to attend occasions—significantly when focusing on tough-to-reach C-suite executives. Famously, pictures enterprise Canon despatched golf balls, golf turf, invites, and a goodie bag of different sporting swag to tempt their goal checklist of CEOs to hitch them for a spherical some time again. It labored; 50% of their goal checklist turned up.

However post-pandemic, even the invite has been rebooted. JPMorgan tempted attendees to its first cryptocurrency convention at its Wall Road headquarters in New York with non-fungible tokens—the modern, tradeable digital property. In accordance with studies, one of many NFTs was instantly put up on the market with a price ticket of $1.8 million—discuss producing a buzz to your occasion.


  1. Gamification: Wish to make certain your in-person delegates go to all of the exhibition stands and listen? Take a leaf from video games like Pokémon Go and set delegates on a bit of problem or two to search out “rewards” or show their experience across the convention venue. Make sure you create an internet counterpart for distant attendees.
  2. Whiteboarding, not simply presenting: Encourage audio system to make use of digital collaboration instruments like Miro or Mural, the place distant delegates can get actively concerned in talks by way of sharing concepts in actual time.
  3. Reside social: Carry social polls and reside Q&As into the room. Encourage panel hosts to convey not simply distant delegates into the room, but additionally the broader viewers following the convention on social media.


What all of this implies is that to win IRL, you will have to interact in a bit of inside re-engineering of your groups. Area gross sales, advertising, social, and digital groups ought to collaborate extra intently than ever—they need to suppose strategically and develop frequent techniques and campaigns. If that wasn’t taking place earlier than the pandemic, the necessity for brand new go-to-market methods hopefully began productive conversations through the lockdowns. It’s time now to construct on these conversations because the alternatives revive to greet, meet, and community with purchasers and prospects.

Erica Gunn is the Chief Advertising and marketing Officer at Canto.



Please enter your comment!
Please enter your name here