For UK MedTech companies
You spend tens of thousands on exhibition stands and cannot trace a single contract back
Badge scans are not pipeline. Without structured pre-show outreach and post-show follow-up, most medtech exhibitors are paying significant sums per event for brand presence alone, not sales conversations.
Two minutes. Solva follows up with specific event-to-pipeline options.
- Exhibition stands are busy with generic conversations but few meaningful data captures
- Sales teams receive large lists of unprioritised badge scans post-event
- High event spend with no clear return on investment (ROI) metrics
- Lack of pre-scheduled meetings with key decision-makers at events
- Inefficient allocation of marketing and sales resources
- Increased workload for sales teams chasing unqualified leads
- Significant wasted marketing budget on unproductive events
- High cost per qualified lead (CPL) impacting profitability
- Perception of the company as disorganised or untargeted by potential clients and partners
- Reduced brand credibility due to generic engagement
MedTech companies with a structured pre/during/post event strategy significantly improve lead generation and ROI, though a precise '4x more qualified leads' figure from a verifiable UK source for MedTech is not readily available. (Nanobot Group, 2025)
Source: https://nanobot.group/blog/maximizing-the-roi-of-industry-events-for-a-medtech-startup
Frequently asked questions
Why does this problem persist?
MedTech companies often exhibit at conferences without a structured pre-show outreach, on-stand engagement, or post-show follow-up process. Stands generate badge scans but not qualified conversations. Without a clear ICP and a reason for the right people to stop, events become expensive brand exercises.
What is the cost of leaving it unaddressed?
A typical UK exhibition stand can cost from £500 for basic displays to over £50,000 for large custom builds. For B2B sales-qualified leads in the UK, the cost per lead can range from £250 to £700. (T3 Systems, 2026; ProInteractive, 2026)
This is exactly what I do with UK private practices. Answer the few questions above and I'll come back personally with where to start. Paul.