Case Study: Panduit

 

About Panduit's Client-Facing Conference

Client-facing events can require the expenditure of significant company time and resources, but often times companies lack clear metrics to measure the ROI from such events, especially when they have long or complicated sales cycles. At the same time, marketing and sales leaders are pressured to document the impact that such events have on sales.

Panduit, whose products are used by 84 of the Fortune 100, scrutinized the effectiveness of a recent client-facing multi-day event with 200 of its distributors. The event’s primary business objectives were to solidify relationships, create awareness of new products, and bolster lead generation, and the company also wanted to quantify face-to-face interactions. Enter Proxfinity.

Business Challenge

Panduit deployed Proxfinity’s patented networking platform to inspire conversations, make attendees' on-site networking more productive, and measure the results. Proxfinity provided data to show which conversations were meaningful to individuals, direct next steps for sales, and help measure ROI.

Proxfinity Activation

Participant’s filled out a four question survey prior to their attendance at the conference. When a connection is made, colored lights on the smart badge tell them what the common interest is, so it’s easy to start talking and the connection is more engaging. With less anxiety, people start more conversations and meet more new people. Panduit's event planning team was so pleased that they included Proxfinity on their social media feed, reporting that the ‘conversations were flowing’.

Results, Proxfinity Performance

According to McKinsey studies, companies that factor data insights heavily into marketing and sales decisions can boost their marketing return by 15-20%, and the Proxfinity platform gathered the data the company needs in order to do this.

 Post-event data analysis delivered clear insights and demonstrated the benefits of using the Proxfinity platform:

  • 3x more face-to-face conversations occurred than would be statistically expected with traditional, unaided networking.

  • 30% increase in conversation length when participants had 2 interests in common vs. just 1 common interest.

  • Engagement was analyzed in the exhibit room through a heat map showing participant activity data.