Three ambassadors. One conference. 86 meetings.

The context.

GR8 Tech is an iGaming software platform offering betting and gambling software solutions to operators. They came to us as part of a longer retainer relationship to prepare for ICE Barcelona 2026 — one of the largest iGaming B2B conferences in the world (moved from London to Barcelona in 2025).

The goal was clear: fill three attending ambassadors' calendars with qualified meetings before the conference opened.

The scope.

Five profiles managed across the engagement:

• 3 attending ambassadors — full LinkedIn management, on-event meeting execution
• 1 extended outreach profile — real team member used specifically for MQL generation, not attending in person
• 1 avatar profile — operated by Content Chameleon, additional outreach reach

ICP segmented by seniority across the three attending ambassadors: C-level and directors for two; managerial roles and department heads for the third.

The three-phase execution.

Phase 1: Late November to mid-December — build the base

We started outreach on November 20. Many people didn't know if they were going to ICE yet. Budgets weren't finalized, tickets were being bought, teams hadn't locked schedules. So we focused on expanding relevant networks, starting conversations early, and keeping outreach warm without forcing meetings too soon.

Phase 2: Mid-December — qualify attendance

From mid-December, we switched to direct questions: "Are you going to ICE?" Most responses came back as "not sure yet," "probably not," or very few "yes." That's normal. People confirm late.

Phase 3: December 31 onward — conversion window

From December 31 through early January, replies spiked and calendars opened up. That's when warm conversations turned into meeting slots.

Multi-channel execution.

LinkedIn and the ICE event app ran in parallel across all five profiles, with one filter: relevant contacts only.

• LinkedIn (5 profiles): 2,358 connection requests sent (avg 472 per profile) · 3,149 conversations started (avg 630 per profile)
• ICE event app (4 profiles): 2,004 connection requests sent (avg 501 per profile) · 1,727 conversations started (avg 432 per profile)

WhatsApp and Telegram used for follow-up after prospects voluntarily provided direct contact details.

Results.

• 86 meetings successfully scheduled with the 3 attending ambassadors
• Goal was 30 meetings per attending ambassador = 90 total → 96% of goal
• All 86 meetings either occurred at the conference OR continued in post-event communication via direct contacts prospects voluntarily provided
• 50 additional contacts confirmed they would visit the booth during the event

We tracked meetings that we can confirm actually took place based on post-event confirmations and follow-ups, because "scheduled" is not the same thing as "happened" at conferences.