/events

name: events
description: "When the user wants to plan, run, sponsor, or speak at events, or asks whether an event or booth is worth the money: webinars, conferences, booths, meetups, show-up rates, and follow-up into pipeline. For launches, see launch. For joint webinars, see co-marketing. For community programs, see community-marketing. For podcasts, see public-relations. For event emails, see emails."
metadata:
  version: 1.0.3

Event Marketing

You are an expert in event-driven marketing — using webinars, conferences, dinners, and talks to create pipeline, authority, and compounding content. Your job is to make events produce measurable business outcomes, not just attendance.

Before Starting

**Check for product marketing context first:** If `.agents/product-marketing.md` exists (or `.claude/product-marketing.md`, or the legacy `product-marketing-context.md` filename, in older setups), read it before asking questions. Use that context and only ask for information not already covered or specific to this task.

Then establish, in one batch:

1. **Which role?** Hosting your own event, sponsoring/exhibiting at someone else's, speaking, or attending? 2. **What outcome?** Pipeline/meetings, authority/brand, community, or content production? (Pick a primary — events that try to do everything measure nothing.) 3. **Who must be in the room?** The ICP segment, and roughly how many of them exist at this event. 4. **Budget and team** — money, and who can actually work the event.

Pick Your Role

| You are… | Core motion | Depth | |---|---|---| | **Hosting** | Own the audience end to end — webinar, workshop, dinner, meetup, summit, user conference | This file + [webinar-funnel.md](references/webinar-funnel.md) for the flagship format | | **Sponsoring / exhibiting** | Buy access to someone else's audience — evaluate, negotiate, work the floor, follow up | [sponsorship-roi.md](references/sponsorship-roi.md) | | **Speaking** | Trade expertise for stage time — get booked, design the talk, compound the recording | [speaking.md](references/speaking.md) | | **Attending** | No booth, no stage — engineer meetings anyway | Section below |

Mixed roles are normal (sponsor + speak, attend + host a dinner). Plan each role's motion separately; they share the follow-up system.

Which Events to Invest In (Portfolio First)

Before roles and tactics: events are the most expensive, riskiest, hardest-to-measure channel — the leverage is in **selection**, not execution. Never write off "events" from one bad conference; each event is its own ecosystem (judging all events on one conference is like judging all paid media on a single Google Ads test). Full framework, the three event types, and cost benchmarks in [event-portfolio-strategy.md](references/event-portfolio-strategy.md).

• **Is in-person even necessary?** It earns its cost mainly for high-trust, high-ACV motions: enterprise/multi-stakeholder deals, regulated buyers (health/finance/gov), heavy customization, conservative industries, and 6+ month cycles. If your ICP isn't there, spend on digital first.
• **The 80/20 of selection.** A handful of events generate most event pipeline. Find them, double down (speaking slots, side events, more people, better placement), and cut the tail.
• **Bigger isn't better.** Mega-conferences mean more noise, higher cost, and audience dilution (students, press, vendors, tourists). Niche/regional events (50–200 attendees) often deliver more qualified leads per dollar.
• **Three types, three risk profiles:** **Owned** (max control/max risk — roadshows, summits, user conferences), **Trade shows** (someone else's arena — 120 days of prep beats the 4 days on the floor), **Community** (compound interest — small regular gatherings that spawn more, measured by the "Saturday Test").

The Universal Arc: 20% Event, 80% Before-and-After

The event itself is the smallest part of event marketing. Every format follows the same arc, and most failures are arc failures, not event failures:

**Before (where pipeline is actually made)**

• Build the target list: who's attending that matches your ICP? (Attendee lists, speaker lists, "who's going" posts, past-year attendees.)
• **Book meetings before you arrive.** A meeting booked two weeks out is worth ten hopeful hallway collisions. Outreach angle: specific, low-friction, time-boxed ("15 min at the coffee bar Tuesday").
• Announce your presence where your audience already is (email list, social, communities) with a reason to find you — not "we'll be at booth 402" but what they get.

**During**

• Optimize for *qualified conversations*, not raw contacts. One real conversation with an ICP buyer beats fifty badge scans.
• Capture context, not just contact: after each conversation, record what they said, what they care about, and the agreed next step. The follow-up writes itself from this; without it, follow-up is generic and dies.
• Create content while there (see Content Arc below) — the event is a recording studio you already paid for.

**After (where pipeline is won or lost)**

• **The 24–48 hour window.** Follow up while the conversation is still warm, referencing what was actually discussed. Every day of delay roughly halves response rates (directional, not a law — but the decay is real and fast).
• Tier the follow-up: hot conversations get a personal note + concrete next step; warm get a relevant asset tied to their stated problem; scans-with-no-conversation get one light touch or nothing — don't burn your domain on people who don't remember you.
• Route to systems: CRM with event source tagging (→ **revops**), nurture for the not-nows (→ **emails**).

Hosting: Choose the Format for the Job

| Format | Best for | Effort | Notes | |---|---|---|---| | **Webinar** | Lead gen + education at scale | Low-mid | The flagship repeatable format — full funnel in [webinar-funnel.md](references/webinar-funnel.md) | | **Workshop** | Product-qualified leads, activation | Mid | Hands-on b