Case study:
This case study explores how Showcare curated a sponsorship program based on relationship sales that focused on increased customer lifetime value, building partnerships and delivering return on investment.
Background
ISMB, an annual scientific conference, recognized that their team lacked the capacity to deliver sponsorship offerings at the caliber required to drive meaningful revenue growth. To modernize their sponsorship program, the International Society of Computational Biology (ISCB) joined forces with Showcare to become their turnkey solution for sponsorship program design and sales execution.
Challenges faced
Non-existent relationships
Showcare needed to become known, liked and trusted by taking the time to build relationships with past and new ISCB sponsors.
Value Offering
Showcare needed to validate current sponsorship opportunities offered by ISCB to ensure they aligned with what sponsor’s needed to achieve their goals.
Broaden sponsorship market
Showcare needed to research and discover opportune net new sponsors to increase overall sponsorship revenue.
Strategy implemented
Showcare stepped in to take over every aspect of ISCB’s event and association sponsorship, from program design to sales management to fulfillment.
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Developed a value-driven sponsorship program
Showcare’s strategy focused on evaluating current sponsorship offerings to align with the target audience, pricing structures, and sponsor needs. Feedback from past sponsors was actively collected and analyzed, allowing the company to refine opportunities to better match sponsor objectives and package them effectively.
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Leveraged relationship sales tactics to foster long-term partnerships
Between 2023 and 2024, Showcare prioritized relationship-building by maintaining consistent and meaningful touchpoints with sponsors. This approach positioned the Showcare as a trusted advisor, guiding sponsors through the process to ensure mutually beneficial outcomes. This trust elevated Showcare as a sales expert while fostering deeper sponsor engagement.
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Showcased sponsorship value tailored to sponsor goals
Through established partnerships, Showcare was able to present sponsorship opportunities as valuedriven solutions rather than transactional offerings. These personalized conversations allowed sponsors to explore options, ask questions, and express concerns, enabling Showcare to demonstrate how its sponsorship assets aligned with sponsors’ unique objectives.
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Enhanced flexibility in sponsorship packages
Introducing an a la carte sponsorship model ensured offerings could cater to various budgets and objectives. This approach empowered sponsors to select options tailored to their specific needs, reinforcing Showcare’s commitment to meeting sponsor goals. The model also provided flexibility to create custom solutions for unique sponsor requests, fostering innovation and strengthening relationships.
Results achieved
41% increase in revenue compared to 2023
22% retention rate of past sponsors
35% increase in number of sponsors compared to 2023
1.25x increase in average package size
Working with Showcare as our sponsorship sales specialist has been nothing short of extraordinary. Their innovative and unique approaches to securing sponsorships have not only driven results but have also elevated the way we communicate the value of participating in our conference to sponsors. Showcare’s dedication and attention to detail feel like true white-glove service-ensuring every interaction is seamless and impactful for all parties.
What’s even more remarkable is how they’ve become an extension of our team, allowing me to focus on enhancing the attendee experience and driving conference impact, all without a second thought about sponsorship sales. Showcare handles it all with precision, professionalism, and a personal touch that’s rare to find. 1O out of 10-I couldn’t ask for a better partner in this process!
Computational Biology (ISCB)
Conclusion
Through a strategic focus on relationship-driven sales, tailored sponsorship offerings, and an innovative à la carte model, Showcare achieved remarkable outcomes, including 41% revenue increase, a 35% growth in sponsor numbers, and a 1.25x rise in average package size. By leveraging existing relationships to streamline renewals and showcasing value-aligned opportunities, the company retrained 22% of past sponsors despite geographic challenges. These results highlight the effectiveness of a flexible and collaborative approach to sponsorship, driving sustained growth while meeting diverse sponsor needs.
As we navigate this dynamic landscape, we extend an invitation to join us in reshaping the future of events. No matter what type of association you represent, lets works together to craft unforgettable experiences that inspire, engage, and propel progress. Together, we can forge a brighter future for your association, ensuring relevancy and growth for years to come.
Contact us today to explore how we can help you elevate your association and achieve your goals in the new normal. Let’s embark on this journey of growth and innovation together!
About ISCB
The International Society for Computational Biology (ISCB) is the leading professional society for individuals in computational biology and bioinformatics. Since its establishment in 1997, ISCB has provided valuable services to a diverse community of researchers, practitioners, students, and suppliers worldwide. These services include collating and disseminating information, organizing official conferences such as Intelligent Systems for Molecular Biology (ISMB), facilitating year-round networking and collaboration through its Communities of Special Interest (COSIs) and online community platform, ISCb Nucleus, and supporting regional groups and young researchers through initiatives like the ISCB Affiliates Program and the ISCB Student Council (ISCB-SC). Additionally, ISCB offers official journals and book series, providing members with access to high-quality research publications and resources. Through its comprehensive offerings, ISCB aims to advance the field of computational biology and bioinformatics and support the professional development of its members globally.
