Stop Blasting, Start Profiling: Why B2B Event Delegate Acquisition Needs an Overhaul

By Jen Murray 

If you’ve spent any time in B2B events particularly in the technology space you’ll know the uncomfortable truth nobody likes to say out loud: most delegate acquisition strategies are still built around volume, not precision. Spray the database. Boost the post. Hope the right people show up.

The real problem isn’t reach. It’s relevance.

Here’s what we see repeatedly across the Australian technology events landscape. An organiser secures a strong agenda. The speakers are credible. The venue is sorted. Then delegate acquisition becomes an afterthought, a bulk email campaign fired off six weeks before the event, maybe some paid social, and a prayer that registrations hit target.

The result? You fill a room, but half the attendees aren’t the decision-makers your sponsors expected. Your speakers are presenting to people who can’t act on what they’re hearing. And when the post-event survey comes back lukewarm, everyone blames the content, when the real issue was who was sitting in the audience.

Getting delegate acquisition right means doing the hard work before you open registrations. It means understanding not just who you want in the room, but how those people make decisions, what language resonates with them, and what will actually compel them to block out a day in their calendar.

LinkedIn is not a billboard. Treat it like an ABM engine.

Most event marketers use LinkedIn the way they use every other channel: broadcast mode. Post the event page. Run some Event Ads. Tag the speakers. Move on.

But LinkedIn, particularly when you combine organic activity with Sales Navigator is far more powerful as an account-based marketing and delegate-recruitment engine than most teams realise.

Here’s what that looks like in practice. Start by building your ideal delegate list. Not a persona document that sits in a shared drive, an actual list of specific people at specific organisations who would make your event meaningfully better if they attended. For a technology event targeting enterprise buyers, this might be 200 CIOs, CTOs and heads of digital across your target verticals.

Then work backwards. What are those people engaging with on LinkedIn right now? What are their organisations publicly prioritising? Who in your team’s network has a warm connection? Before you spend a dollar on paid promotion, you should be running a coordinated outreach campaign that feels personal, because it is personal.

Sales Navigator’s account and lead lists make this manageable at scale. You can filter by seniority, function, company size and geography, then track engagement signals to prioritise who to approach first. Layer in your team’s existing connections and you’ve got a recruitment pipeline, not just a marketing campaign.

The key shift is treating each high-value delegate as you would a sales prospect. Personalised connection requests. Thoughtful comments on their content. Direct messages that reference something specific about their work, not a generic “we’d love to see you at our event.” It takes more effort, but the conversion rates and the quality of the room you build are incomparable.

A research tool that actually delivers: Wizer’s Wize Snaps

We’ve been testing a number of tools over the past few months to sharpen our own research and outreach, and one has genuinely stood out: Wizer’s “Wize Snaps” feature.

Wize Snaps sits within Wizer Business and is designed for rapid decision profiling and research. In roughly 60 seconds, it can generate an instant profile from existing data, a LinkedIn bio, or other available inputs, and build a decision-style snapshot of that person. Is this delegate outcomes-focused or risk-averse? Do they respond better to data-driven messaging or narrative-led communication? Are they likely to prioritise innovation themes or operational efficiency?

That’s useful enough on its own. But where it gets genuinely practical for marketing is the message optimisation capability. You can feed in your event copy and Wize Snaps will analyse how it’s likely to land with a specific audience profile, then rewrite it to match their decision style. For anyone who’s ever wondered why the same event invite gets wildly different response rates across segments, this is the kind of insight that actually explains it.

The case study that caught our attention was Wizer’s work with ANU, where their snap-based approach generated over 2,300 responses for an awards programme. That’s meaningful scale achieved through smart research design rather than brute-force promotion, which aligns closely with how we think about delegate acquisition.

Bringing it together: research-led, not spray-and-pray

None of this is revolutionary in isolation. Account-based approaches have been standard in B2B sales for years. Profiling and personalisation are marketing fundamentals. LinkedIn outreach is hardly a secret weapon.

But in the events industry, particularly in Australia, there’s a persistent gap between how sophisticated our content and production capabilities have become and how unsophisticated our delegate acquisition often remains. We’re building world-class programmes and then promoting them like it’s 2015.

The combination we’re advocating is straightforward. Use tools like Wize Snaps to do genuine pre-event research on your target delegates, understand how they think, what motivates them, and what language will cut through. Feed those insights into a LinkedIn-led ABM strategy where every touchpoint is personalised and intentional. Treat delegate acquisition as a strategic function, not an operational checkbox.

The events that consistently deliver, the ones where sponsors renew, speakers want to come back, and delegates leave feeling their time was genuinely well spent, are invariably the ones where someone did the hard work of curating the right room. Not the biggest room. The right room.