Photonics West Lead Generation Benchmark Survey

March 2015

How did you participate in Photonics West 2014?

How many total leads did your company generate this year?

Of the total leads, what percent are qualified?

39%(average)

Up from 33% for past 3 years

[Total leads]

How does this show (lead gen) compare with 2014?

71% of respondents cited stronger lead generation at PW 2015 vs. PW 2014

What are your best performing shows? (check all that apply)

Respondents continue to list Photonics West as their best show

What metrics do you track for trade show success? (check all that apply)

Average answers per respondent = 2.3

Companies use multiple metrics to track success

Trade Show Prep & Follow up

1 = Poor2 = Needs Work3 = Good4 = Excellent

Prep slightly better than follow-up

Average ratings between “Needs Work” and “Good”

2.74 2.76 2.78 2.80 2.82 2.84 2.86 2.88

Consistency

Effectiveness

How effective is your company at trade show preparation?

2.70 2.72 2.74 2.76 2.78 2.80 2.82 2.84

Consistency

Effectiveness

How effective is your company at trade show follow-up?

What does follow-up look like in your company? (check all that apply)

24.1%

51.7%

58.6%

86.2%

41.4%

37.9%

34.5%

0.0% 10.0% 20.0% 30.0% 40.0% 50.0% 60.0% 70.0% 80.0% 90.0% 100.0%

Connect w/ all leads on Social media

Add to DB for email nurture campaigns

Add to CRM

Email

Call 1x

Call multiple times

Send card/literature

80% of sales require 5 follow-up calls after the meeting.

44% of salespeople give up after 1 follow-up.

Source: The Marketing Donut

78% of salespeople using social media outsell their peers.

Source: Forbes

For tips and best practices to improve your trade show strategy, visit:

launchsolutions.com/blog

Or download our tip sheet for maximizing trade show ROI:

http://www.launchsolutions.com/Tip-Sheet-Download-Maximize-Event-

and-Trade-Show-ROI