Know why an account
belongs on your list.

Start with your ICP and event goals

Tell us what you sell, which companies you serve and who usually buys. We agree on the research scope around your team's plans: meeting outreach, dinner invitations, booth conversations or follow-up.

Your criteria determine the research. A medtech service might prioritize companies building a regulatory team. A healthcare software vendor might focus on hospital systems with the scale and technical environment to use its product.

Clean and connect the source lists

We review your event export alongside available organizer company lists. Directories can repeat the same person under several categories. Deduplication gives your team a clearer view of unique people and companies while preserving roles such as speaker, exhibitor or sponsor.

Company names are matched to websites and relevant organization records. Ambiguous matches are flagged for review. Each event connection stays tied to its source and edition.

Research the signals that matter to your business

The sources and depth are agreed for each project. They can include company websites, public filings and databases, careers pages, professional profiles, and account information you provide.

Example: companies developing medical devices

Research can combine regulatory records, sponsored clinical trials, product stage, company size and open regulatory, quality or clinical roles. We distinguish device developers from suppliers, consultancies, investors and healthcare providers so the list reflects the businesses you serve.

A relevant hiring pattern can suggest a topic for discovery. For example, European regulatory hiring may make it useful to ask about expansion plans. The source, date and reasoning should accompany that suggestion.

Example: hospital systems

Research can use hospital revenue, operating volume, patient-experience measures, digital infrastructure and website technology to assess fit. Hospital-level records need to be matched to the correct parent system before they are combined.

These measures answer different questions. Revenue helps assess scale. Emergency department volume may provide an indirect indicator of operational demand; its usefulness for a particular product needs validation. Patient-experience measures can prompt discovery questions. Technical evidence helps your team investigate deployment requirements.

Group accounts by the conversation they need

One event can contain several buying situations. For a regulatory services business, those could include preparing a first submission, investigating expansion into another market, integrating an acquired company or planning a clinical study. Potential referral and delivery partners get their own group.

Each group has its own relevant roles, research questions and outreach angle. We review these groups with you so your team can use them to organize its work.

Connect the account to the right people

Where contact research is included, we match people to the company and roles that matter for that buying situation. A founder may be the right contact at a small device developer; a regulatory or integration leader may be more relevant at a large manufacturer.

The report distinguishes people listed in the event export from additional contacts found through company research. Event-platform meeting links can be included when available. Additional contacts carry their research source and attendance status.

Make the ranking understandable

We agree on the factors and their relative importance for your ICP. Depending on the project, these may include segment, size, relevant needs, hiring, recent developments and event participation. Contact-level research can also consider role fit and seniority.

The report explains the components behind the priority and how missing information is handled. Evidence coverage is shown alongside the assessment, so your team can see which accounts need further research. Scoring weights can be reviewed with you; an interactive scoring view can be included in the agreed deliverable.

Keep facts and hypotheses visible

• Company fit: how the account matches your target profile.
• Observed signals: dated evidence such as a published job opening, regulatory record or relevant activity supplied by your team.
• Research hypotheses: questions that evidence suggests exploring in a conversation.
• Event connection: the company's or person's documented relationship to a particular edition.

Buying interest and individual attendance each require their own supporting evidence.

Show what still needs checking

Public records can use a subsidiary or legal name that differs from the familiar company name. An unmatched search leaves the record unresolved. Website research also has limits: when a CE-mark reference is absent from the pages reviewed, we flag the status for verification.

Customer exclusions are checked against the information you provide, with the status recorded in the report. Contact matches and recent role changes are included with their evidence and any remaining uncertainty.

Give the team a useful next step

The deliverable brings together account priorities, reasons, sources, existing relationships and suggested conversation topics. Contact research, segment-specific message drafts and additional enrichment are included according to the scope we agree. Message drafts connect an observed signal to a relevant question or invitation, with your team reviewing the evidence and wording before outreach.

• BDRs: choose accounts for meeting outreach and prepare relevant questions.
• Field marketing: build invitations around the audience and discussion topic.
• Booth teams: prepare company briefs and capture next steps after each conversation.

After the event, compare meetings held, relevant conversations and follow-up opportunities with the original priorities. That feedback helps refine the criteria for the next campaign.