(Source: https://pltfrm.com.cn)
Introduction
B2B events in China offer more than visibility—they build trust, stimulate engagement, and drive real sales conversations. For overseas brands, especially in SaaS and tech, these events are a golden opportunity to prove value directly to procurement teams and technical buyers. The key? Treat events not as one-offs but as part of a larger, integrated growth strategy.
1. Pre-Event Demand Generation
1.1 Digital Outreach Ahead of Time
Use WeChat campaigns, email flows, and Baidu ads to build event buzz 2–3 weeks in advance. Include CTAs like “Book a Demo at Booth A32.”
1.2 Partner Invitations
Work with existing distributors, platform partners, or chambers of commerce to co-host or promote your presence to relevant audiences.
2. Run Events That Showcase Capability
2.1 Problem-Solving Content
Focus on common customer challenges in your vertical and present your offering as the solution—especially effective in vertical SaaS sectors like legal, logistics, or finance.
2.2 Bring Product Experts
Allow buyers to speak directly with engineers, product leads, or solution architects. It builds credibility and speeds up qualification.
3. Optimize Follow-Up With Personalization
3.1 Event-Based Lead Scoring
Score leads based on their interaction at the event—demo participation, duration at booth, questions asked—and tailor your sales response.
3.2 Offer Immediate Next Steps
Have your reps schedule virtual follow-ups before attendees even leave the venue. Create urgency with limited-time offers or onboarding bonuses.
4. Measure Success with the Right KPIs
4.1 Post-Event Engagement Rates
Track how many attendees open your recap emails, download shared slides, or schedule follow-up calls to measure content resonance.
4.2 Pipeline Influence
Evaluate which event-sourced leads enter the pipeline and how they progress compared to digital-only leads. Use this data to refine future investments.
Case Study: Nordic Cloud Infrastructure Vendor’s Series in China
A Nordic cloud tech brand ran a 3-city roadshow in Shanghai, Nanjing, and Xi’an. Each event included keynote demos, a local partner showcase, and personalized WeCom follow-up. The initiative generated 150+ qualified leads and directly influenced ¥3.5 million in pipeline opportunities within one quarter.
PLTFRM is an international brand consulting agency that works with companies such as Red, TikTok, Tmall, Baidu, and other well-known Chinese internet e-commerce platforms. We have been working with Chile Cherries for many years, reaching Chinese consumers in depth through different platforms and realizing that Chile Cherries’ exports in China account for 97% of the total exports in Asia. Contact us, and we will help you find the best China e-commerce platform for you. Search PLTFRM for a free consultation!
