How to turn a 30,000-person event into qualified meetings — Case Study
Client Snapshot
Crypto Hardware Wallet
Kraster Wallet is a card-sized cold hardware wallet for self-custody crypto storage. Credit-card form factor, supports 100+ blockchains. Kraster also runs a payment processing arm (Kraster Pay)
Objective
Make Kraster Wallet's first major event appearance count: validate iGaming market interest, get into rooms with target operators and payment providers, and open partnership conversations
Pain Points
First-time conference presence with no existing brand awareness in iGaming
30,000+ attendees, 3 days - no realistic way to talk to everyone
Project kicked off 48 hours before doors opened
Results
70+ business conversations across the 3 event days
16,000+ attendees scraped, enriched, and segmented into a clean ICP shortlist
Direct contact with target operators, providers and payment partners - the foundation for structured post-event follow-up
Why Events Work
Events are not about selling on the spot. They are about getting into the same physical space with people you would never reach in normal cold outreach. No assistants, no inbox queue, no "let me check with the team" - you walk up and talk.
The real goal is to meet people, figure out who is who, and check if it makes sense to talk further. Deals happen after the event, not during it.
What Made Our Approach Work
Attendee app scraping
Pulled 16,000+ attendee profiles from the SiGMA event app - the foundation everything else stood on. Most teams skip this step or attempt it manually and burn out
Pre-event outreach via Sales Navigator
With only 2 days before doors opened, we used Sales Navigator to start conversations with priority contacts ahead of arrival. Tight window, no time for warm-up - speed over polish
AI-driven enrichment
Each scraped profile enriched with company data, role context, and signal indicators. Without enrichment you have a list of names. With it, you have a map of who matters
Booth as anchor, floor as engine
Booth as a fixed point, but the BD didn't sit there. Rotation logic with Kraster's team - someone always covered the booth while others walked the floor and ran walk-up conversations against the shortlist
ICP filtering and segmentation
Stripped non-target roles (other BDs, sales reps, irrelevant verticals) and segmented the rest into priority tiers. The output: a focused shortlist instead of a 16k spreadsheet nobody opens
One ask per conversation
At the booth or on the floor, the goal was a 10-15 minute conversation and a clear next step - Telegram chat, follow-up call, intro (not a deal yet)
ICP We Chose
Crypto-friendly iGaming operators
B2B Game Providers
Payment providers and PSPs serving iGaming
Event-Day Reality
The math at a big conference is rarely what people expect.
Over a full event run (~3 days), a single BD can have:
70-120 conversations
~1/3 of them stay useful beyond the event
20%+ can later turn into clients or partnerships
This is the realistic ceiling. The whole job is making sure those 70-120 conversations happen with the right people.
What Worked
Automation over manual effort. Scraping + enrichment + segmentation made what would have been 3 weeks of manual work happen in a couple of days.
Targeted invites over generic blasts. A short list of right people beats a long list of anyone.
Speed of execution. A 2-day prep window forced us to skip everything that wasn't going to move the needle on event day.
What to Avoid
Walking the floor without a shortlist. Random networking burns hours and produces nothing repeatable.
Long product pitches at the booth. People didn't come to your booth to sit through a deck. Short talk, exchange contacts, clear next step, move on.
Treating the attendee list as a to-do list.
No follow-ups. The event is the start of the conversation. Without a structured follow-up, every meeting evaporates within a week.
Key Takeaways
Big events are a data problem before they're a networking opportunity. Solve the data problem first
Tight prep windows are survivable - if scraping, enrichment, filtration and segmentation are automated. If they're manual, no amount of time helps
More questions about events
Do I need to prepare for an event, or can I figure it out on the spot?
You can go without preparation. Usually this turns into: • chaotic networking, • lots of irrelevant talks, • exhaustion, • and the feeling that time and money were wasted. A much better option is to go with meetings booked in advance. Then you’re not running around randomly — you’re just moving from one meeting to the next with people you actually need.
How do I decide who to talk to at a big event?
What if the attendee platform cannot be scraped with normal tools?
Do you have a guide or system for this?
How should meetings be spread across event days?
What if people don’t reply inside the event platform?
How much should I spend on housing, food, taxis, clothes?
How should I position myself at an event?
How do I avoid wasting time on note-taking and admin?
Where should I stay during an event?