March 27, 2020

5 Steps for Throwing a Successful MDF Event

By Desraie Thomas

Being a Channel Development Manager at Datto I attend a LOT of events, tradeshows, lunch and learns, you name it I have been there. Working with Partners I know that organizing a successful event can be a daunting task, where do you even start? In order to help here are my top 5 tips for throwing a great MDF event.

  1. Selecting a venue – A lot of the time MDF events are thrown in restaurants and hotels. While these are great options, they can be costly. I went to an event in October that was at a co-working space. The Partner used the co-working space to host meetings and the rest of their events. This space gave them the opportunity to bring in their own breakfast, which was much more cost-effective. This also allowed them the freedom to create classroom-style seating which was great to present to. All of these factors combined for a more organized, professional atmosphere.
  2. Deciding on topic- When deciding on a topic think about what is going on in the world around you and what value can be brought to the people attending. For instance, right now cybersecurity is a hot topic which is a great way to get people interested in your event. This is also a great time to think outside of the box – can you bring in a local FBI agent to talk security? What about a local cybersecurity insurance broker? Anything that is topical, or unique, or both, will drive interest and leave a lasting effect.
  3. Recruiting for the event – If you don’t put effort into recruiting you are unlikely to have a successful event. The largest part of successful attendance is preparing and executing a solid plan.
    1. Again, what value are you trying to deliver to your attendees? Make sure that you have your messaging down when you’re starting your outreach.
    2. Then you need to have your list – who do you want to attend this event? Prospects? Clients? Are you looking for net new clients? Or Increasing the value of the clients you already have?
    3. Have a landing page, with a clear outline of the event, for people to register.
    4. Send out weekly email blasts that provide value – you want people to open your emails and then to register for your event.
    5. Follow up with each person who registers – follow up via phone the day before the event to reconfirm.
    6. Call, call, call – emailing, unfortunately, isn’t good enough, although it does help with that low hanging fruit. Calling prospects to invite to your AMAZING event gives you a reason to call them that isn’t a sales pitch. Make sure your messaging aligns with their needs.
  4. Call to action – This is the important one – what is your call to action. What do you want from people who have attended your event? A great idea is to offer a free consultation of some type, for instance, a cybersecurity assessment. At the event, have a questionnaire with simple questions that need to be filled out in order to enter a draw. One of those questions being your call to action – Would you like a free cybersecurity assessment? yes/no – This will give your team a “hot lead” list after the event with accurate information for follow up.
  5. Follow up – Follow up. Follow up. Follow up! 80% of sales are made on the fifth to twelfth contact. Call, email, call again! Don’t give up – you put a lot of work into getting this far. By following the previous tips you’ve already provided value, gotten them engaged, learned a little about their interests, and now have a great reason to continue the discussion.

Did you attend an awesome event – what did they do to stand out? Any tips and tricks you would recommend?

At Datto we offer Partners MDF funds– if you are thinking of throwing an event and want more information please reach out to your Sales Rep with any questions you have.

Not a Partner and interested in becoming one contact myself or check out our Partners page

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