Case study · Government
How we processed over a million leads at Expo 2025 for Latvia and Lithuania
- Client
- LIAA
- Industry
- Government · Trade promotion
- HQ
- Latvia & Lithuania
- Timeline
- 6 months on the floor
What's inside
Four plays behind the million record run
Two very different sales motions, one Salesforce org, six months on the ground in Osaka. Here is the playbook we used.
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1
One Org for Both Motions
Prep-phase outreach and live expo lead capture shared the same Salesforce org. One source of truth for both country teams across the full six months.
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2
The Prep Cockpit
Hundreds of domestic companies tracked through outreach, decision stage, payment, and asset collection. Catalog finalized on time with zero scramble.
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3
The Trade Diplomat Lane
B2B leads at the booth were instantly identified, enriched, and routed to trade diplomats for priority follow-up. No waiting, no manual triage.
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4
The Post-Event Engine
Cultural and catalog visitors were segmented automatically and dropped into targeted digital journeys that ran after the expo closed. Attention captured live, converted later.
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