Cyberoam Case Study- at Gitex.com in Dubai 2012

Booked in 2012

Re-booked in 2013

The End result: over 1500 Leads generated for Cyberoam, last year without Welzman they generated 600 leads
3 days into the 5 day show a competitor offered a large sum of money to work for their stand- Welzman declined the offer.

LOCATION:
Dubai World Trade Center

TRADE SHOW:
GITEX www.gitex.com (technology)

CLIENT:
Cyberoam

CLIENT OBJECTIVE:
Database & leads & Brand awareness

CLIENT TESTIMONIAL:

CLIENT BRIEF:
Cyberoam Unified Threat Management (UTM) appliances offer comprehensive security to organizations, ranging from large enterprises to small and branch offices. Multiple security features integrated over a single platform, Layer 8 Identity-based technology makes security simple, yet highly effective

CHALLENGES:

  1. Last year they exhibited without Welzman and generated 600 leads in 5 days
  2. expenses of flights and accom, Welzman worked out the most cost effective flights (and had to spend time in other countries to get the lowest price)
  3. All competitors were opposite our stand, which was good that we can see how effective our marketing was, but they could see our marketing method
  4. I was approached by the competitor to work for them- however I declined (I don’t cheat on my clients)

PREPARATION:
Being the second time working for Cyberoam the communication was easier- we were presenting the same 2 products to the same type of customer

 

 

THE CORE MESSAGE GIVEN TO ME BY Cyberoam:
The Product is called “layer 8 Technology” the core messaging was reduced to Improve Security, Connect-ability and productivity. The Second product was called Net Genie with the same features except productivity (as it was a home product)


THE SOLUTION:

working 2 times an hour 7 hours a day to build large crowds and communicate the message and the core difference between Cyberoam and their competitors – for the 5 day show
I did a 15 minute crowd building infotainment presentation at 15 past the hour and 15 minutes to the hour

As I worked the crowds – 1 staff member would walk around the crowd scanning name badges, and after each performance people would come into the stand to talk business with the sales staff generating a better quality lead and to listen to a more detailed presentation from the technician

PRE SHOW TRAINING

None required this is a returning customer

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