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Canceled conferences will force startups to focus on scalable lead generation
Dan Wheatley is CEO/co-founder of StraightTalk Consulting, a SaaS operations and growth consultancy that works with B2B founders to implement long-term, data-driven growth strategies.
Described by Sequoia Capital as the black swan event of 2020, the long-term economic fallout of the COVID-19 pandemic on startups is still to be seen. However, one effect which is sure to disrupt the MO of many early-stage startups is the cancellation of events and conferences.
According to Forbes, more than 35.3 million people who were planning to attend an event have been forced to change their plans in recent months. And while some might lament being forced to leave their Metallica T-shirts and 2020 Summer Olympics flags in the cupboard, many startup founders are biting their nails at the prospect of lost leads and connections from events and conferences.
The silver lining: Forcing founders to wean themselves off conferences and events as a “go-to” business development tactic might not be a bad thing in the long run.
Based on my experience, many early-stage startups waste lots of time and resources doing the rounds at events without clear aims, using up lots of the founder’s time, without driving much business value. At an early stage in a startup’s journey, every tactic used needs to drive real ROI and ultimately be driving new business opportunities.
So let’s look at why missing out on events might not be the end of the world, and how startups can focus their time, energy and resources on more scalable and consistent lead-gen activities.
What’s my beef with startup events and conferences?
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Where top VCs are investing in remote events
The novel coronavirus pandemic has rapidly moved companies into a remote-first world.
Nearly all of the world’s largest events have been canceled, put on pause or pivoted to online-only. In the tech world, event cancellations thus far have included SXSW, GDC, Mobile World Congress, Google I/O, Facebook F8, E3 and others.
As more and more hosts consider staging fully remote events as possible alternatives, we decided to take a deeper look into the venture-backed startups focused on supporting large-scale virtual gatherings, like Hopin and Run The World. To further understand the impact of COVID-19, we asked five leading VCs who have invested in or have knowledge of startups focused on remote events to update us on the state of the market and to share where they see opportunity in the sector:
- Sarah Cannon, Index Ventures
- Connie Chan, Andreessen Horowitz
- Andrei Brasoveanu, Accel Partners
- Ryan Kuder, Techstars Anywhere
- Paul Murphy, Northzone
Sarah Cannon, Index Ventures
Which trends in remote events/conferencing excite you the most from an investing perspective?
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Bizly lets you book on-demand meeting spaces in luxury hotels
Everyone talks about rooms being an underutilized asset in the hospitality industry. But what about meeting space? Almost all four- to five-star hotels, even boutique ones, have at least one meeting room. These can be 10-person conference rooms or 1,000-person banquet halls, but the concept is the same — it’s an empty space that the hotel wants business people to rent. But the… Read More
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