Demigos attended HealthTech Forward in Barcelona to generate healthcare leads. With a limited and highly specific audience, the risk was clear: not enough relevant contacts to even secure the guaranteed 10 meetings. Instead, they walked into a 3-day event with 34 scheduled conversations.
When we started working together, I was honestly worried. What if things didn’t work out? But throughout our collaboration, I was impressed by Marketing Pot’s structured approach and efficiency. They exceeded my expectations, both in process and in the results. Ivan Dunskyi, CEO at Demigos ★★★★★
Context
HealthTech Forward is a healthcare operators conference in Barcelona. Although the event expected 1,000+ attendees, only ~700 were visible in the app. After ICP filtering, the real usable audience shrank to around 400 contacts. From those, only 200 fully matched Demigos’ refined criteria.
For a guaranteed 10-meeting commitment, the margin was tight.
The problem
Demigos had prior conference experience.
- Without structured support, meetings were scarce and chaotic.
- With in-house support, they once secured 24 meetings — but many shifted or fell apart during the event.
- Maintaining a full-time conference-focused team wasn’t economically justified.
The main risk was simple:
They would attend, spend budget, and leave without enough meaningful conversations.
The System We Built
1️⃣ ICP Expansion & Segmentation
We expanded their initial ICP into four segments:
- Healthtech startups
- Healthcare tech companies
- Healthcare providers & vendors
- Investors
Each segment had tailored pain points, UVPs, and outreach sequences.
2️⃣ Multi-Channel Outreach
- We collected 372 potential contacts.
- 202 were validated as priority.
- 97 engaged across LinkedIn and in-app.
- 34 converted into scheduled meetings.
Outreach was synchronized across channels to feel coherent, not repetitive.
3️⃣ Event-Day Protection System
To prevent chaos and lost meetings:
- WhatsApp collected at booking stage
- Automatic reminders 1 day before
- Automatic reminders 1 hour before
- Real-time rescheduling support
- 15-minute pre-meeting briefing with contact summary, LinkedIn profile, and suggested talking points
- Post-meeting insight capture and next-step logging
When meetings shifted, priorities were reassessed instantly.
High-value meetings were protected. Lower-priority ones were moved.
The founder never had to worry about logistics.
Results
- 34 scheduled meetings (against a 10-meeting commitment)
- 97 engaged prospects from a pool of 202 validated contacts
- 8 opportunities moved to the next stage
- Clear structured follow-up process post-event
Most importantly: the founder felt fully supported and in control throughout the event.
Key Takeaways
- Event app audience ≠ real ICP volume. Filtering is critical.
- Hitting the minimum guarantee is not the target. Optimization should continue until the event is done and key takeaways analyzed.
- Event-day support is what protects meeting volume from collapsing.
- Structured follow-up turns conversations into pipeline.
- Conferences can become predictable if treated as a system.