How we reached technical decision-makers at MSPO in Kielce

Client

Our client is a mid-sized Software House from Central Europe. The company operates in a B2B model, creating tools for the defense, aviation, and fuel industries

Challenge

MSPO in Kielce is one of the most important events in Central and Eastern Europe for the defense and technology sectors. The client’s presence at the trade fair was an opportunity to:

• Reach technical and development directors of companies exhibiting at the event,
• Build relationships with decision-makers responsible for selecting new tools,
• Generate real sales leads even before the fair began.

The biggest challenge was reaching the right decision-makers within 3 days of the request. Our team completed the project on time.

Solution

Target: Technical and development directors in companies exhibiting at MSPO

Based on the exhibitor list, we built a database of 365 contacts including people in managerial or director-level positions (Technical Directors, R&D Directors, IT Managers).

Two-message sequence

We applied minimalist communication in two steps:

1. First message - invitation to meet at the fair, referring to shared technology topics.
2. Follow-up - reminder and highlighting calendar availability for a meeting.

This way, we did not overload recipients with content, while ensuring high responsiveness of the campaign.