Use case · Field Operations
Route your reps before the first badge scans.
Field ops leaders plan coverage for weeks. Then the event starts and everything changes — VIPs who said they were coming stay home, the accounts you wanted don't show, and your best rep spends forty minutes chasing a lead that was never there. Real-time attendee data turns that scramble into a system: you know who checked in, when, and which rep should hear about it.
The data your field operations team actually uses
Not a generic contact dump. These are the fields that move this team, and why each one earns its place in the workflow.
Real-time attending signals
Who checked in, right now. Registration lists are a snapshot from three weeks ago; the floor changes minute to minute.
Mobile number
The phone an attendee actually picks up during show hours. Desk phones and work emails get lost in the noise.
Territory & account ownership
Maps every attending company to the rep who already owns the relationship. No 'who owns this?' Slack pings during the opening keynote.
Priority tier
Must-cover, core, and standard accounts from your CRM. Your reps should know which handshake funds the quarter before they extend a hand.
Account brief
One page on the account — business, recent news, open opportunities. Reps walk up prepared, not Googling in the hallway.
Job title & role
Aligns the right rep level to the right contact. A VP of Sales doesn't want a BDR pitch, and the right match is obvious before anyone speaks.
A field operations playbook across the event window
Three phases, opinionated steps. This is how teams run it when the attendee data lands before the show—not after.
- 01
Map accounts to reps by territory and ownership
Every account on the attendee list that already belongs to someone gets assigned. No orphan accounts, no 'who owns this?' messages on Slack during the keynote.
- 02
Build the floor coverage plan
Rank every account by priority tier. Must-cover accounts get a named rep and a time window. Core accounts get a 'catch if you can.' Standard accounts fill the gaps.
- 03
Prep account briefs
For every priority account: what they do, who is attending, the last sales touch, and the opening angle. Reps arrive educated, not researching on the walk over.
- 01
Run real-time check-in alerts
When a priority attendee scans their badge, the assigned rep gets a ping with name, title, and photo. They intercept before the prospect gets pulled into the first booth meeting.
- 02
Re-route dynamically
A must-cover account goes dark? The system flags it and reassigns that rep's window to the next priority account. Idle reps and wasted hours disappear.
- 03
Keep the brief live and accessible
The full account brief lives on the rep's phone — opened walking over, not fumbled for in front of the prospect. Speed matters in a hallway conversation.
- 01
Run the coverage gap analysis
Which must-cover accounts did your reps never talk to? That list is your Monday morning priority. Find it before the stand-down call.
- 02
Measure rep performance
Accounts covered, priority hits, follow-ups logged — per rep, per event. Next time, you know who earns the floor and who stays in the booth.
- 03
Hand off to AE and SDR teams
Every conversation and open question lands in the CRM as a routed lead. The post-event follow-up team picks up where the floor reps left off, no dropped thread.
What changes when the list is real
87% priority-account coverage
Must-cover accounts reached on-site instead of discovered missing afterward. Teams without real-time routing typically land between 50 and 60 percent.
2.4x more accounts per rep per day
Because reps are not wandering or researching on the fly. They know whose hand to shake next before the current conversation ends.
Zero orphan accounts
Every floor interaction has a named owner from check-in through post-event follow-up. No lead falls through the 'I thought you had it' gap.
Measurable rep performance
Who covered the most priority accounts? Who converted floor conversations into next steps? After the event, you have answers, not hunches.
Load the floor plan into your CRM or ops tool
The enriched attendee list arrives with territory ownership, priority tiers, and account briefs attached — ready to assign in Salesforce, HubSpot, or your event ops platform. Your field ops team opens the console and the routing is already built.
FAQ
Questions teams ask before the show
Within minutes of the attendee scanning their badge. Your reps get the alert while the prospect is still deciding which aisle to walk.