Personalised video turned cold outreach into a 4.3% positive interest rate at ITC Vegas
Clarion Events came to us to cut through the noise at insurance's largest annual conference. What started as a focused three-month sprint became a 12-month engagement - because the results spoke for themselves. Every email linked to a dynamic landing page, tracked in real time into HubSpot and Slack.
Every prospect got their own version of this
AI-generated personalisation at scale. The presenter says your name. The landing page is built for you. The CTA links to your segment's registration path. Enter a name below to see exactly what a prospect experienced.
See it the way your prospects saw it
Each recipient got a version with their name. Try it - enter yours and watch the video personalise in real time.
This is the exact landing page sent to every prospect.
See the live landing pageA 3-month sprint that earned a 12-month contract
Clarion Events runs ITC Vegas - the flagship annual conference for the global insurance and Insurtech community. They had the audience, but standard email marketing wasn't cutting through. The inboxes of insurance professionals are crowded, and generic invites were getting lost in the noise.
We started with a tightly scoped three-month sprint: segment the audience, build personalised video sequences for each group, wire everything into HubSpot, and surface engagement signals into Slack in real time.
The sprint worked. Reply rates outperformed benchmarks, sponsorship enquiries came in unprompted, and the Clarion team had live intelligence on who was warm before any follow-up call was made. They extended the engagement to cover the full 12-month campaign cycle - and the second year performed even stronger than the first.
Phased outreach from first touch to the doors opening - and beyond
The biggest lesson: campaigns that started early won. The warmer the audience when the event approached, the better the result.
Segmented video sequences launch
Separate personalised campaigns for agents and health specialists - the most tightly targeted outreach of the entire campaign, and the strongest performers. Positive interest rates ran well ahead of industry benchmarks.
Sponsorship track
A dedicated cadence targeting decision-makers at Insurtech firms and enterprise technology vendors. Conversational video intro, no tracked links, a single clear ask. Sponsorship enquiries came in within days of the first send.
Broad reach for awareness
Wider campaigns across a larger contact universe - Clarion's data set plus our own. Deliverability maintained by removing tracking links and leading with conversational CTAs over formal ones.
Urgency sequences as the event approached
Final push campaigns in the weeks before ITC Vegas. Reply rates here confirmed what the data showed all campaign: urgency is a top-up, not a strategy. The real work was done in May.
Final pass push - right before the doors
A short, sharp sequence in the final days. Sponsors requested multiple passes. The pipeline that had been built over five months converted cleanly.
2026 early interest - the proof in the numbers
Post-event warm-up campaigns to the now-converted audience delivered the strongest positive interest rates of the entire campaign - nearly 3× the year-one baseline. Relationship equity carried forward.
From first send to pipeline signal - all in one view
Best-performing segmented campaigns, 12-month campaign
Every page view and video watch surfaced to the sales team before any reply was sent
These weren't polite acknowledgements
Across the campaign, inbound replies included sponsorship enquiries, multi-pass requests, and calendar-booking asks - all unprompted. A selection of the types of signals the outreach generated:
"Is sponsor registration live yet? My team is locking in their fall calendar right now - if we don't move, we'll lose the dates to other conferences."
"I'd like to explore ITC Vegas opportunities. Are you available to connect tomorrow?"
"Can you share pricing information for becoming a sponsor and booth exhibitor at this year's event?"
"We're doing some fundraising through March and a small sponsorship might make sense. Please send details on what's available."
"We're interested in exploring sponsorship opportunities for next year. I've already scheduled a call for early January to discuss."
"We need 3 tickets and 3 hotel rooms - could you tell us how and where to book? We'd like to confirm today."
Major enterprise technology vendors initiated sponsorship conversations directly as a result of the campaign - including multi-pass requests from global software companies in the week before the event opened.
The Clarion team knew who was warm before anyone replied
Every dynamic landing page visit and video watch fired a notification into the team's existing tools - no new dashboards to learn, no manual logging. Warm signals went straight to the people who could act on them.
Slack notifications
Instant alert when a named prospect opened their personalised landing page or watched the video - before any reply.
HubSpot activity log
Every engagement event logged automatically against the contact record. Full timeline, zero manual entry.
Follow-up triggers
Sales team automatically surfaced high-value contacts based on engagement depth - page time, video completion rate.
“60 seconds helped transform our event outreach into personal conversations, elevating our marketing campaign and increasing both attendee and sponsorship engagement. The ITC Vegas event was a resounding success.”
Four principles that drove the results
Segment early, segment deep
The highest-performing campaigns were the most precisely targeted. Agents, health specialists, and returning attendees all needed different messages, different CTAs, and different video scripts. Generic reach came last.
Start the conversation months before the event
Post-event early-interest campaigns outperformed all live-event sequences by nearly 3×. The relationship you build in the off-season is the pipeline that shows up when registration opens.
Conversational > transactional
Removing tracked links and writing emails as if they came from a person - not a system - improved both deliverability and engagement. People reply to people. They delete broadcasts.
Intelligence multiplies the outreach
The HubSpot and Slack integrations meant the sales team worked from a warm list, not a cold one. Knowing who had watched the video and spent three minutes on the landing page changed every follow-up call.
A 3-month test. A 12-month engagement. A second year confirmed.
Achieved on the strongest segmented campaigns - significantly ahead of email marketing norms
2026 early-interest campaigns outperformed 2025 live-event sequences - the relationship compounded
An initial 3-month sprint earned a 12-month contract - extended purely on campaign performance
The one-line version: Personalised video-driven outreach turned a standard event campaign into measurable sponsor conversations, a higher-engagement attendee base, and a client relationship that extended well into the following year.
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Personalised video sequences, live engagement tracking, and a pipeline that warms up months before you need it.
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