Driving sponsorship conversions at Money Expo India strategic outreach and CRM discipline at Trasol

Abstract

Trasol Technologies and Events operates in India’s fast-growing B2B financial expos segment, where sponsors demand clear return on investment evidence, granular attendee profiles, and responsive, personalized outreach. During the student internship described here, the sponsorship sales funnel showed long decision cycles and sharp drop-offs despite strong top-of-funnel interest. Documented frictions included budget constraints, approval delays, and generic messaging fatigue; conversion improved when pitch decks were customized by sector and when CRM-guided follow-ups were used. Money Expo India scaled from 84 exhibitors in 2023 to 100 plus in 2025 and promoted 15,000 plus paid delegates with tiered visitor passes, but growth also raised expectations for real-time ROI tracking and segmented visitor engagement. Adopting HubSpot to segment leads and orchestrate outreach, moving to multi-channel follow-ups across phone email WhatsApp and LinkedIn, and using urgency messaging and testimonials strengthened the pipeline. This case asks students to turn observations into an operating system for sponsorship sales tailored pitch packs, persona-aware proof points, CRM hygiene and cadence, and pre-committed post-event demo windows. Success is measured by demo-to-PO conversion, time-to-close, sponsor retention, and mix of hot warm and cold leads converting each week. The setting offers a realistic lens on B2B event selling under ROI scrutiny.