6 Event Formats That Still Drive Pipeline in Hybrid B2B Marketing
Introduction
Here’s a reality check for B2B marketers: 73% of companies report that traditional lead generation tactics are delivering diminishing returns, yet events remain one of the few channels where conversion rates are actually climbing. If you’ve watched your cost-per-lead skyrocket while qualified pipeline stays flat, you’re not alone. The challenge isn’t that events don’t work—it’s that most companies are running the wrong event formats for today’s hybrid buying environment.
What is the B2B marketing landscape demanding in 2025? Decision-makers now expect the convenience of virtual access combined with the depth of in-person connection. The companies winning pipeline aren’t choosing between digital or physical—they’re engineering hybrid B2B experiences designed specifically to accelerate deals, not just generate attendance numbers.
In this guide, we’ll break down the 6 event formats that still drive pipeline in hybrid B2B marketing, revealing which formats deliver measurable ROI, how to structure them for maximum sales impact, and why your competition is likely getting this wrong. Whether you’re a CMO defending event budgets or a VP of Sales demanding better qualified leads, these proven frameworks will transform how you approach demand generation.
The Broken Promise of Traditional B2B Event Formats
Why Yesterday’s Event Playbook Is Failing Your Pipeline
Traditional B2B lead generation through events followed a simple formula: rent a massive conference hall, pack in hundreds of attendees, collect business cards, and flood your CRM with “leads.” The problem? In 2025, that approach is hemorrhaging budget while your sales team complains about lead quality.
The hard truth about conventional event formats:
- Virtual-only webinars suffer from 40-60% drop-off rates mid-session, meaning you’re losing qualified prospects before your key message lands
- Pure in-person conferences exclude 70% of potential buyers who can’t justify travel costs or time away from operations
- Trade show booths generate volume but rarely quality, with conversion rates averaging just 2-3% from badge scan to qualified opportunity
- Most event attendees never receive meaningful follow-up within the critical 48-hour window when intent is highest
The data reveals a stark disconnect: While 68% of B2B marketers increased event spending in 2024, only 23% report that events significantly impact their driver pipeline metrics. This gap exists because traditional event formats were built for brand awareness, not pipeline acceleration.
The Hybrid B2B Advantage: Why Blended Formats Win
Smart B2B organizations have discovered that hybrid B2B event formats solve the fatal flaws of single-channel approaches. By combining in-person intimacy with virtual scalability, these formats drive pipeline through three critical mechanisms:
- Expanded reach without diluted engagement – Include decision-makers who can’t travel while maintaining high-touch experiences for those who attend physically
- Richer behavioral data – Virtual components provide granular engagement metrics (session duration, content downloads, poll responses) that traditional events can’t capture
- Extended content lifecycle – Recordings, on-demand access, and digital follow-up extend your event’s influence from a single day to 90+ days of nurture opportunities
Consider this: Companies implementing structured hybrid event strategies report 3.2x higher pipeline contribution compared to those running exclusively virtual or in-person programs.
6 Event Formats That Still Drive Pipeline in Hybrid B2B Marketing
1: Account-Based Executive Roundtables
Why this format works for pipeline generation:
Executive roundtables flip the traditional event model by starting with your target accounts, not your content agenda. These intimate, invite-only sessions (typically 8-12 participants) bring together decision-makers from your highest-value prospects and customers for peer-driven discussions around their most pressing challenges.
The hybrid execution model:
- In-person core: Host 5-7 executives from your primary geographic market in a private setting (boardroom, upscale restaurant private dining room, or executive briefing center)
- Virtual extension: Include 3-5 senior stakeholders from remote locations or international markets via high-quality video conferencing
- Facilitation approach: Use a neutral moderator and structured discussion frameworks, not sales pitches
What makes this one of the essential event formats:
This approach delivers 8-10x higher conversion rates than traditional field marketing because it accomplishes what webinars and trade shows can’t—it positions your team as trusted advisors before prospects enter active buying cycles. The hybrid model specifically enhances B2B marketing effectiveness by including executives who would never attend a conference but will join a exclusive peer discussion from their office.
Implementation checklist for decision-makers:
- Select accounts representing $500K+ in potential annual contract value
- Send invitations 6-8 weeks in advance from a C-level executive, not marketing
- Design discussion topics around business outcomes, not product capabilities
- Assign each attendee a dedicated sales executive for personalized 48-hour follow-up
- Capture insights to create custom content assets for post-event nurture
Expected pipeline impact: Companies report that 40-60% of executive roundtable attendees enter active sales conversations within 90 days, with average deal sizes 2.3x larger than leads from other sources.
2: Regional Product Showcases with Global Streaming
The strategic advantage of localized hybrid events:
While mega-conferences attract crowds, they rarely generate qualified pipeline. Regional product showcases invert this dynamic by creating multiple intimate events across key markets while streaming core content globally. This format combines the drive pipeline efficiency of product demos with the reach of virtual events.
Hybrid structure that converts:
- Physical hubs in 3-5 strategic cities with hands-on product demonstrations, customer testimonials, and networking
- Global virtual audience accessing keynote presentations, Q&A sessions, and product roadmap reveals
- Regional sales teams present on-site to engage attendees and schedule immediate follow-up meetings
- Breakout sessions tailored by industry vertical available to both in-person and virtual participants
Why this qualifies as one of the top event formats:
Product showcases solve the “show, don’t tell” challenge in complex B2B sales. By letting prospects experience your solution directly while maintaining virtual accessibility, you compress sales cycles. The regional approach also enables sales teams to meet multiple accounts in their territory efficiently—what is the B2B marketing equivalent of a home-field advantage.
Execution framework:
- Pre-event segmentation: Invite different buyer personas to specific sessions based on use case and funnel stage
- Tech integration: Use platforms that sync virtual and in-person engagement data directly to your CRM
- Interactive elements: Include live polling, product configurators, and ROI calculators accessible to all attendees
- Post-event content engine: Transform demos into on-demand video libraries with gated access
ROI indicators: Organizations running quarterly regional showcases report 35% shorter sales cycles and 28% higher close rates compared to prospects who only experience product demonstrations via traditional sales calls.
3: Industry-Specific Virtual Summits with Local Viewing Parties
Reversing the hybrid model for maximum reach:
Most hybrid events start with physical gatherings and add virtual components. Industry summits flip this approach—they’re primarily virtual productions with optional local viewing parties. This format excels at hybrid B2B lead generation because it prioritizes content quality and data capture while still providing networking opportunities.
The summit structure:
- Virtual-first production with broadcast-quality content, multiple tracks by role/industry, and interactive elements
- Self-organized viewing parties where customers or prospects host small groups to watch together
- Gamification and networking tools that create connection despite physical distance
- On-demand content library available for 60-90 days post-event with progressive profiling
Why summits remain powerful event formats:
Summits generate volume without sacrificing quality. By eliminating venue costs and travel logistics, you redirect budget toward exceptional speakers, production value, and lead nurture technology. The viewing party component preserves the community element that purely virtual events lack.
Implementation strategy for decision-makers:
- Content curation: Secure 3-5 industry influencers or analysts as keynote speakers to drive registration
- Track design: Create separate content streams for different buyer personas (technical evaluators, financial decision-makers, end users)
- Engagement mechanics: Use live chat, Q&A voting, resource downloads, and virtual booth visits to generate behavioral data
- Viewing party incentives: Provide customers who host parties with exclusive perks (extended trials, early feature access, gift cards)
Pipeline generation metrics: Virtual summits with viewing party components typically generate 500-2,000+ registrants with 40-55% attendance rates. Critically, attendees who watch 50%+ of content are 4.2x more likely to become sales opportunities within six months.
4: Customer Advisory Boards (Hybrid Format)
Transforming feedback sessions into pipeline engines:
Customer advisory boards (CABs) are traditionally retention tools, but smart B2B organizations leverage hybrid CABs for pipeline expansion. By including prospects alongside existing customers in product roadmap discussions, you create peer validation while gathering competitive intelligence.
The hybrid CAB model:
- Quarterly in-person meetings in major markets with 10-15 customer executives and 3-5 qualified prospects
- Virtual participation option for members who can’t attend physically
- Structured agenda combining product feedback, industry trend discussions, and peer-to-peer learning
- Executive sponsor presence from your C-suite to demonstrate commitment
Strategic value as one of the critical event formats:
CABs generate pipeline through influence, not promotion. When prospects hear customers discussing real implementation challenges and ROI outcomes, it’s exponentially more credible than any sales presentation. The hybrid format specifically enables you to include prospects from markets where you lack customer density.
Building your hybrid CAB for pipeline impact:
- Member selection: Include customers representing ideal use cases alongside prospects in similar industries or company stages
- Competitive positioning: Use anonymous surveys and discussion to understand why prospects chose competitors or delayed decisions
- Upsell identification: Customer members often reveal expansion opportunities during roadmap conversations
- Content creation: Record sessions (with permission) to create customer testimonial assets
Pipeline acceleration data: B2B companies with active hybrid CABs report 23% higher customer lifetime value and convert 15-20% of prospect members to customers within 12 months of joining the board.
5: Multi-City Executive Dinner Series with Remote Participation
Combining intimacy with scalability:
Executive dinners have always generated high-quality pipeline, but traditional formats limited reach to attendees in a single location. The hybrid dinner model maintains exclusivity while including remote executives who can contribute to discussions virtually during cocktail hour and keynote segments.
Hybrid dinner execution:
- 8-10 in-person executives per location, typically CXOs or VPs from target accounts
- 3-5 virtual participants joining from other regions during structured portions (welcome remarks, keynote speaker, moderated discussion)
- Private dining venues that accommodate high-quality AV for seamless virtual integration
- Facilitated conversations on industry trends, not product pitches
Why dinners earn their place among essential event formats:
Decision-makers prioritize face time with peers over presentations. By creating environments where executives share challenges candidly, you gain insights that inform sales strategy while building relationships. Adding virtual participants extends reach without compromising the intimate atmosphere that makes dinners effective.
Operational considerations for C-suite executives:
- Budget allocation: Plan $200-350 per in-person attendee for venue, catering, and AV
- Invitation strategy: Send from your CEO or relevant C-level executive 6 weeks in advance
- Guest balance: Mix prospects, customers, and industry experts (analysts, former practitioners) for dynamic conversation
- Virtual experience: Ensure remote participants can see/hear table conversations, not just keynote speakers
ROI expectations: Executive dinner series typically convert 30-50% of attendees to active opportunities within 90 days, with deal sizes averaging 40% higher than standard enterprise leads.
6: Training & Certification Programs (Hybrid Delivery)
Education as pipeline development:
Training programs position your organization as a knowledge partner, not just a vendor. Hybrid certification programs specifically drive pipeline by attracting prospects early in their buying journey—before they’ve engaged with sales—and nurturing them through structured education.
The hybrid training model:
- Virtual learning modules delivered asynchronously (video lessons, reading materials, quizzes)
- Live virtual workshops for cohort-based learning and instructor interaction
- Optional in-person intensives for hands-on labs, networking, or certification exams
- Community platform where learners connect across cohorts
Strategic positioning within event formats:
Unlike promotional webinars, certification programs generate long-term engagement (typically 4-12 weeks). This extended timeline allows marketing to score engagement progressively and identify high-intent learners for sales outreach. The hybrid format accommodates different learning preferences and geographic constraints.
Program design for pipeline generation:
- Target curriculum: Focus on business challenges your product solves, not just product training
- Certification value: Ensure credentials provide tangible career benefits (LinkedIn endorsements, industry recognition)
- Graduation events: Host hybrid ceremonies celebrating completers while introducing advanced offerings
- Alumni engagement: Create exclusive communities that continue generating touchpoints and referrals
Pipeline contribution: B2B organizations with certification programs report that certified professionals are 3-5x more likely to advocate for their solutions internally and have 60% shorter sales cycles due to product familiarity.
Making Event Formats Work: Implementation Framework for US Decision-Makers
Aligning Event Strategy with Revenue Objectives
Choosing among the 6 event formats that still drive pipeline in hybrid B2B marketing requires alignment between marketing, sales, and executive leadership. Too often, event strategies fail because marketing optimizes for attendance while sales needs qualified opportunities.
Strategic questions C-suite executives should ask:
- Pipeline stage targeting: Which formats address our specific gaps—early-stage awareness, mid-funnel consideration, or late-stage conversion?
- Account segmentation: Do our target accounts prefer intimate peer discussions (roundtables, dinners) or educational content at scale (summits, certifications)?
- Sales capacity: Can our sales team effectively follow up on 500 summit leads, or should we focus on 50 high-quality roundtable relationships?
- Budget allocation: What’s the cost-per-qualified-opportunity for each format, and how does that compare to our other B2B lead generation channels?
Technology Infrastructure for Hybrid Execution
Successfully implementing these hybrid B2B event formats demands integrated technology that connects virtual and physical experiences while feeding data to your sales team.
Essential technology components:
- Unified event platform supporting registration, streaming, engagement tracking, and on-demand content delivery
- CRM integration that automatically updates prospect records with attendance, session views, and interaction data
- Marketing automation for pre-event nurture sequences and post-event follow-up workflows
- Analytics dashboard showing real-time engagement scoring and pipeline attribution
Vendor evaluation criteria:
When assessing event technology providers, prioritize platforms that offer native CRM connectors (especially for Salesforce and HubSpot), provide granular engagement data beyond basic attendance, and support both large-scale virtual events and small hybrid gatherings. US-based support and data security compliance (GDPR, SOC 2) are non-negotiable for enterprise decision-makers.
Post-Event Follow-Up: Where Most Pipeline Dies
The event itself is just 20% of the pipeline equation—the other 80% depends on disciplined follow-up. Most B2B organizations waste their investment by treating events as standalone activities rather than integrated campaign elements.
Follow-up framework that converts:
Within 24 hours:
- Send personalized thank-you emails referencing specific questions asked or sessions attended
- Connect attendees with relevant sales executives based on engagement behavior
- Provide promised resources (slide decks, recordings, additional materials)
Days 2-7:
- Score attendees based on engagement depth (sessions attended, resources downloaded, questions asked)
- Assign high-scoring prospects to account executives for outreach
- Begin automated nurture sequences for mid-tier engagement
Weeks 2-12:
- Invite engaged attendees to follow-up sessions (demos, consultations, smaller events)
- Use event insights to customize sales conversations
- Track event-sourced opportunities through your pipeline to measure true ROI
Critical metric: Research shows that prospects contacted within 48 hours of event attendance are 7x more likely to convert than those contacted after one week. Yet 60% of event leads receive their first follow-up more than five days post-event.
Measuring Success: KPIs That Matter for Pipeline-Driven Events
Beyond Attendance: Metrics Decision-Makers Should Demand
Traditional event metrics—registrations, attendance rates, satisfaction scores—don’t answer the question executives care about: Are these events contributing to revenue? Shift your measurement framework toward pipeline impact.
Primary KPIs for the 6 event formats that still drive pipeline in hybrid B2B marketing:
- Qualified opportunities generated: Number of event attendees that become sales-accepted opportunities within 90 days
- Pipeline velocity: How much faster event-sourced deals close compared to other channels
- Average deal size: Revenue per closed deal from event leads vs. other sources
- Cost per opportunity: Total event cost divided by qualified opportunities generated
- Pipeline coverage ratio: What percentage of your quarterly revenue target can be attributed to event-generated pipeline
Secondary metrics for optimization:
- Engagement depth scores: Average sessions attended, time spent, interactions per participant
- Sales acceptance rate: Percentage of event leads that sales teams qualify as legitimate opportunities
- Multi-touch attribution: How events influence deals that originated from other channels
- Customer expansion: Revenue growth from existing customers who attended events
ROI Calculation Framework
To justify continued investment in hybrid B2B event formats, build business cases using this framework:
Total Event Cost = Direct costs (venue, catering, platform fees, speakers) + Indirect costs (staff time, technology, content creation)
Pipeline Generated = Number of qualified opportunities × Average deal size × Historical close rate
ROI = (Pipeline Generated – Total Event Cost) / Total Event Cost × 100
Example calculation:
- Regional showcase cost: $75,000
- Qualified opportunities: 45
- Average deal size: $125,000
- Close rate: 25%
- Pipeline generated: 45 × $125,000 × 0.25 = $1,406,250
- ROI: ($1,406,250 – $75,000) / $75,000 = 1,775%
For accurate attribution, track opportunities for 6-12 months post-event, as complex B2B sales cycles often extend beyond initial reporting periods.
Common Pitfalls: Why Most Hybrid Events Fail to Drive Pipeline
1: Designing for Attendance Instead of Outcomes
The biggest killer of event ROI is optimizing for vanity metrics. When success is defined by registration numbers rather than qualified pipeline, teams prioritize broad appeal over targeted relevance.
How this manifests:
- Generic content that attracts large audiences but few qualified buyers
- Virtual attendance that peaks at 1,000+ but generates zero enterprise opportunities
- Events positioned as “industry celebrations” rather than business problem-solving sessions
The fix: Start every event planning process by defining your ideal attendee profile (company size, role, buying stage) and pipeline goal (number of qualified opportunities, target pipeline value). Design content and promotion specifically for that audience, even if it means smaller attendance numbers.
2: Treating Hybrid as “Virtual + In-Person” Rather Than Integrated Experience
Many organizations simply add a streaming option to in-person events and call it “hybrid.” This approach creates second-class virtual experiences where remote attendees feel like afterthoughts.
The integration gap:
- In-person attendees network over coffee while virtual participants stare at a “intermission” screen
- Q&A sessions only accept questions from the physical audience
- Networking tools exist only for one audience segment
- Follow-up sequences differ based on attendance mode rather than engagement
The solution: Design truly integrated experiences where virtual participants have equal access to speakers, networking opportunities, and interactive elements. Use digital tools (live polls, chat, virtual breakouts) that work for both audiences. Measure and follow up based on engagement, not attendance mode.
3: Disconnecting Events from Broader Demand Generation
Events often operate in silos, planned by event teams who don’t collaborate with content marketing, paid media, or sales development. This fragmentation prevents events from amplifying other campaigns or being amplified by them.
Symptoms of disconnection:
- Event promotion starts 4 weeks before (too late to build momentum)
- No pre-event content warming prospects to themes
- Post-event follow-up uses generic nurture tracks instead of event-specific messaging
- Sales teams learn about events through attendee inquiries, not proactive briefings
Integration approach: Treat each event as a campaign hub. Launch content series (blog posts, research, social media) 8-12 weeks before that introduce event themes. Use paid advertising to drive relevant traffic to gated pre-event content. Ensure sales teams understand event strategy and have customized talk tracks for attendees. Create post-event content (recordings, summaries, follow-up webinars) that extends the event’s life.
Budget Allocation: Investing in the Right Event Formats
Matching Format to Budget Reality
US companies allocating budgets for B2B lead generation through events face constant pressure to prove ROI. Different event formats require vastly different investments, and understanding these costs helps you build realistic plans.
Budget benchmarks by format:
Executive roundtables (hybrid):
- Cost: $5,000-15,000 per event
- Typical attendance: 10-15 total (8-10 in-person, 2-5 virtual)
- Cost per attendee: $500-1,500
- Best for: Enterprise accounts, late-stage pipeline acceleration
Regional product showcases:
- Cost: $30,000-75,000 per location
- Typical attendance: 50-150 in-person, 200-500 virtual
- Cost per attendee: $100-250
- Best for: Product launches, mid-market accounts, mid-funnel engagement
Virtual summits with viewing parties:
- Cost: $50,000-200,000 for production
- Typical attendance: 500-5,000+
- Cost per attendee: $25-100
- Best for: Brand building, early-stage awareness, content creation at scale
Customer advisory boards:
- Cost: $20,000-50,000 per meeting (quarterly)
- Typical attendance: 15-20 (mix of customers and prospects)
- Cost per attendee: $1,000-2,500
- Best for: Retention, upsell, competitive intelligence, prospect validation
Executive dinner series:
- Cost: $8,000-20,000 per dinner
- Typical attendance: 10-15 (8-10 in-person, 2-5 virtual)
- Cost per attendee: $800-1,500
- Best for: C-level relationship building, strategic accounts
Training programs:
- Cost: $75,000-300,000 for program development + $50-200 per participant delivery cost
- Typical attendance: 50-500+ annually
- Cost per attendee: $200-1,000
- Best for: Complex products, early-stage education, ecosystem building
Building Your Event Portfolio
Rather than investing everything in a single large event, successful B2B organizations build event portfolios that address different pipeline stages and account segments.
Sample annual event portfolio for a $50M-200M B2B software company:
Q1: Virtual Summit ($100K budget)
- Goal: Generate 1,000+ early-stage leads and 150 qualified opportunities
- Format: Two-day virtual conference with 20+ sessions
Q2: Regional Showcase Tour ($120K budget)
- Goal: Demonstrate product to 200 qualified accounts across 4 cities
- Format: Half-day events in New York, Chicago, San Francisco, Boston
Q3: Executive Roundtable Series ($60K budget)
- Goal: Accelerate 30 enterprise deals through peer validation
- Format: 6 hybrid roundtables in major markets
Q4: Customer Advisory Board + Prospect Inclusion ($40K budget)
- Goal: Gather feedback, generate expansion opportunities, convert 5 prospects
- Format: Full-day hybrid meeting with roadmap reveal
Ongoing: Quarterly training cohorts ($80K setup + $20K per quarter)
- Goal: Educate 200 practitioners annually, generate 40 qualified opportunities
- Format: 6-week hybrid certification program
Total annual investment: $420K Expected pipeline contribution: $8-12M (based on industry benchmarks)
The Future of Hybrid B2B Events: What's Changing
AI and Personalization in Event Formats
The next evolution in hybrid B2B events involves artificial intelligence that customizes experiences based on attendee behavior and preferences. Forward-thinking US companies are already implementing:
AI-powered matchmaking: Algorithms that identify optimal networking connections based on role, interests, and business challenges, then facilitate introductions automatically
Dynamic content paths: Systems that recommend sessions, resources, and follow-up actions based on real-time engagement patterns
Predictive lead scoring: Machine learning models that identify high-intent attendees before sales outreach, improving follow-up efficiency
Automated content creation: AI tools that transform event recordings into blog posts, social media clips, and email sequences
These technologies don’t replace human judgment—they amplify it. Decision-makers who integrate AI into event strategies report 30-40% improvements in lead quality and sales team efficiency.
Micro-Events and Always-On Communities
The trend toward smaller, more frequent touchpoints continues accelerating. Rather than hosting quarterly mega-events, leading B2B organizations are building “always-on” communities punctuated by micro-events:
- Weekly expert sessions: 30-minute topical discussions with industry practitioners
- Monthly peer roundtables: Recurring small-group conversations for specific roles or industries
- On-demand resource libraries: Continuously updated content hubs with event recordings, templates, and tools
- Private community platforms: Year-round networking spaces that enhance periodic live events
This approach keeps prospects engaged continuously rather than in quarterly bursts, improving both relationship quality and pipeline predictability.
Conclusion: Your Roadmap to Pipeline-Driven Event Strategy
The 6 event formats that still drive pipeline in hybrid B2B marketing aren’t theoretical concepts—they’re proven frameworks delivering measurable results for US companies across industries. The key insight isn’t that events work (you already knew that). It’s that specific hybrid formats systematically outperform traditional approaches when designed for pipeline acceleration rather than brand awareness.
Your implementation roadmap:
Month 1: Assessment and Planning
- Audit your current event portfolio against pipeline contribution
- Identify which of the six formats align with your target accounts and sales cycle
- Secure buy-in from sales leadership with projected pipeline impact
- Allocate budget across multiple formats rather than betting on a single large event
Months 2-3: Infrastructure Setup
- Select and implement event technology that integrates with your CRM
- Develop standard operating procedures for pre-event promotion, execution, and follow-up
- Train sales teams on how to leverage event engagement data
- Create content frameworks that extend event value before and after
Months 4-6: Pilot and Optimize
- Launch 2-3 different event formats targeting specific account segments
- Measure engagement depth, qualified opportunities, and pipeline velocity
- Gather feedback from sales teams and attendees
- Refine formats based on performance data
Months 7-12: Scale and Integrate
- Build cadence around highest-performing formats
- Integrate events into broader demand generation campaigns
- Develop attribution models that show true pipeline contribution
- Expand successful formats geographically or by industry vertical
Critical success factor: The companies generating the most pipeline from hybrid events don’t just run events—they build event-driven demand engines where every format feeds sales conversations, nurtures relationships, and contributes to revenue predictably.
Take Action Now
The competitive advantage in B2B marketing increasingly belongs to organizations that master hybrid execution. Your prospects are already attending events (your competitors’ or industry-neutral ones). The question isn’t whether events work for pipeline generation—it’s whether you’re investing in the right event formats with disciplined execution and measurement.
Next steps for decision-makers:
- Calculate your current event ROI using the framework provided to establish your baseline
- Select one format from this guide that addresses your biggest pipeline gap
- Build a pilot program with clear success metrics aligned to revenue objectives
- Assemble cross-functional team including marketing, sales, and customer success to ensure integration
- Commit to measurement by tracking opportunities through close and calculating true pipeline contribution
The driver pipeline effect of well-executed hybrid events compounds over time. Organizations that start now will build competitive moats while competitors continue running ineffective virtual webinars or canceling in-person budgets entirely.
Your move. Will you continue hoping traditional lead generation methods improve, or will you implement the event formats proven to accelerate pipeline in 2025’s hybrid B2B landscape?
Ready to transform your event strategy? Start by selecting the format that best fits your target accounts, then execute with the discipline these approaches demand. Your sales team—and your CFO—will thank you.