Dubai GameExpo Summit 2024: Example of Preparing for a Conference for Lead Generation and Business Development (Part 2)

Introduction

Dubai GameExpo Summit 2024, the leading gaming conference in the MENA region, took place from May 1 to 2 at Za'abeel Hall 4, Dubai World Trade Centre. The event gathered over 1,350 gaming industry professionals, providing unique opportunities for networking, knowledge exchange, and showcasing innovative projects. The conference became a vital platform for meetings and discussions, drawing attention to innovations and developments in the gaming sphere​ (Dubai Esports Festival 2024)​​ (PG Connects)​.

Key Highlights of the Conference

1. Meetings with Investors and Publishers: Participants had the opportunity to present their projects and receive valuable advice and investments from leading industry experts. Among the investors and publishers were representatives from companies such as Makers Fund and London Venture Partners​ (PG Connects)​.
2. Developer Exhibition: The presentation of the latest games and technologies allowed developers not only to share their achievements but also to find potential clients and partners. The exhibition featured companies such as Ghost Ship Games and Frictional Games, known for their successful projects​ (Dubai Esports Festival 2024)​.
3. Interactive Sessions and Master Classes: Deepening knowledge and skills through training sessions and master classes helped participants improve their projects and increase their market value. Speakers included industry leaders such as Paulina Törnqvist (Meta) and Lasse Brun Hansen (IO Interactive)​ (Dubai Esports Festival 2024)​​ (PG Connects)​.
4. MENA Games Industry Awards Ceremony: Recognizing outstanding achievements in the gaming industry not only motivates developers but also enhances their reputation in the market. Winning such contests can significantly increase the visibility and sales of games, leading to revenue growth.

MENA Games Industry Awards 2024 Winners

●     Game of the Year: KORE by Tekore Studio

●     Best Mobile Project: Desert Clash by Flare Studios

●     Best Art Direction: Echoes of the Past by Dreamscape Games

●     Best Game Design: Mystery of the Sands by Falcon Interactive

●     Best Sound: Warriors of the Dunes by Sandstorm Games​ (dwtc.com)​.

Organizing Meetings and Interacting at the Conference

After completing the first part of preparing for the conference, we move on to the second part—scheduling meetings and arranging calls before the conference. I believe it is most effective to schedule a meeting before the conference. Here's an example of a message I send to potential clients:

Hi Walter,

I'm Alex, co-founder of Virtuwise.io.

We help Sales teams with their primary challenges - Lead Generation and Operations.

I'd be eager to learn about your current needs and share my experience. How about a brief call? 

Best, Alex

Often, there is an objection: "Why should we have a call before the conference? Let's meet at the conference and talk there." To this, I respond: "It will be difficult to focus at the conference due to the noise and all the hustle. Let's have a call beforehand so we can focus on the conversation better." This usually leads to a positive reaction.

Thus, I try to organize a call before the conference to break the ice. This allows me to prepare for the meeting, learn about the client's pain points, and have specific arguments ready to close the deal at the conference.

Sometimes, it is impossible to message participants in apps like Meet to Match, which only allow booking meetings at the conference. In such cases, I find them on LinkedIn and propose a call with the pretext: "I see you are attending the conference. I looked at your profile, and I am very interested. Can we have a call before the conference to discuss details?"

This method is effective as it allows for a more productive conversation at the conference, knowing each other and preparing in advance. Messages like "We are attending the conference together" are always warmer than just cold outreach.

Preparing to Visit Booths and Meet Speakers

After completing the previous stages of conference preparation, we move on to the next part. We study the conference booth map in advance, analyze the companies that will be represented there, and prepare proposals for them. The task of our business developers at the conference is to visit all the booths relevant to our needs and prepare for these meetings in advance.

Preparation includes identifying decision-makers to avoid talking to managers or other business developers who may have different motivations. Our goal is to find and talk directly with decision-makers.

To do this, we analyze the companies represented at the conference and prepare proposals for them in advance. This helps better prepare for meetings and increase their effectiveness.

We use a similar approach with conference speakers. Knowing the presentation schedule, we try to meet with them, express respect for their knowledge and skills, and then convert them into potential clients.

Life Hack: Economical Lead Generation Method at Conferences

This year, we discovered a new effective method for working on conferences, which allows us to save significant funds without physically attending the event. Our strategy involves purchasing the cheapest ticket with access to the conference networking application, which allows us to start online lead generation. This was exactly the approach we used at Dubai GameExpo Summit 2024.

How it works:

1. Ticket Purchase: We purchase a ticket for ourselves, in the interest of our client, or simply to gain access to the conference's online cabinet. This ticket allows us to use all the networking application features, which is our primary goal.
2. Budget Savings: Suppose the cheapest ticket costs $400. To attend the conference fully, it would require at least $1500, including flights, accommodation, and travel expenses. Instead, for the same $1500, we can purchase tickets to 4 different conferences.
3. Preparation and Online Activities: By purchasing a ticket, we gain access to the online cabinet and the conference networking application. Here begins the main work—preparation and preliminary communication with potential clients. We actively use the online platform to organize calls before the conference, avoiding the need to attend the event in person.
4. Pre-Conference Calls: One of the key aspects of the strategy is organizing calls with potential clients before the conference begins. We motivate the interlocutors to agree to a call by explaining that we will not be able to attend the conference in person this year. Even if we plan to attend, we can use this trick for preliminary communication.

Conclusion

Preparing for a conference is a complex process that includes researching participants, using networking applications, evaluating prospective contacts, and collecting data. Based on the previous steps, we have created a table where we can filter companies by the necessary parameters and group them for further mailing on LinkedIn. This approach allows us to efficiently generate leads and develop business for our clients.

The economical lead generation and conference work method, using online lead generation through networking applications, allows significant savings and increased work efficiency. Preparing for the conference, conducting online calls, and subsequent work with clients create a solid foundation for successful lead generation and business development.

If you have any additional questions or need help with B2B Lead Generation & Sales, you can contact me directly on LinkedIn here or book a call here.

Alex Bilyi,  Virtuwise.io