Creating an annual client event
THE FIRST SUMMIT Featured educational tracks and general sessions, as well as networking and recreational blocks
THE FIRST SUMMIT Keynote: Dr. Joycelyn Elders, former U.S. Surgeon General
THE FIRST SUMMIT This event also introduced the Value Cycle concept
THE SECOND SUMMIT This year saw increased in size and ambition
THE SECOND SUMMIT Keynote: Mariel Hemingway, Academy Award-nominated actor and mental health advocate
THE SECOND SUMMIT Every event was an opportunity to form and strengthen relationships with clients and prospects
THE THIRD SUMMIT Again, bigger and better.
THE THIRD SUMMIT Keynote: J.R. Martinez, Iraq war veteran, Dancing With the Stars winner, author and mental health advocate
THE THIRD SUMMIT This event saw our first event app, with a complementary passport game
THE THIRD SUMMIT Educational and general sessions featured speakers from major hospital networks, as well as Craneware thought leaders
The challenge
Until 2014, Craneware hosted three user group meetings per year, typically one-day events
Attendance was flat, at 30 to 60 depending on location. While educational, they were not being leveraged for cross-sell and up-sell opportunities
The solution
A new annual client education event with different educational and product tracks
One industry speaker and one motivational speaker per event
+/- 24 Craneware staff and a $190,000/year budget
The results
Registration of 98, 108, and 118 respectively
2014 event was credited with a $1m contract for a single product
2015 event attracted VP Finance from LifePoint, a 72-hospital system which subsequently signed a $7m+ multiple-product contract
2016: “I wanted to get an email out to you all while we are still here in San Antonio. First off – well done to you all! From my perspective – this has been a great event and it makes me proud to be part of this team! You guys have pulled off another terrific event! There were so many great conversations with so many different people. I want us to capture this as quickly as possible so that we can capitalize on this!“ – Seth Droe, EVP of Sales