From Government Sales Insider | June 6, 2013
How long will the events drought last? What impact will Sequestration have? How do I get government speakers to commit and government employees to attend? How can I use money that was earmarked for cancelled trade shows to support my sales pipeline? Will virtual conferences replace in-person events? What should I tell my sales team?
In May, Market Connections’ 2013 Federal Media and Marketing Study validated the government contracting industry’s concerns about reaching government customers via events. The study confirmed that trade show and conference attendance is down. Specifically, “more than half (52%) of federal decision-makers did not attend any trade shows or events last year, while those who attended 1-3 events (41%) and more than 4 events (8%) are down from 49% and 11% respectively.” (FedPulse™ has a summary of the overall study, which covers a broad spectrum of federal media options.)
Government Sales Insider offers 10 tips for technology manufacturers and their channel partners in the face of current upheaval in the government market. They recommend events still have a place in your marketing mix.